Sales & Variable OPS
Mastering the Internet Sales Process
Are you completely buttoned down in your sales processes to manage the 12 key steps in Internet sales? At my company, for the past three years we have closely studied the Internet sales process. By observing our dealer customers across the country, we have begun to...
Where Did that Come From? Obsolescence You Didn’t Know Was There
Traditionally obsolescence has been defined as parts that have not had a sale in anywhere from six months onward, the time frame dependent on the source defining the term. Over the last few years the manufacturers and importer/distributors have reduced the amounts...
OEMs Continue to Play Hard Ball with Dealers
A number of going-forward GM dealers recently received an unexpected “welcome letter” from New GM. The welcome letter did not include words of encouragement or a thank you for hanging in there through GM’s bankruptcy mess. Instead, New GM’s version of a hardy...
Bruce Qvale, Qvale Auto Group
You hear the name Bruce Qvale (pronounced kevallee) and probably think it sounds familiar. That’s because it is, especially if you have a fondness for exotic sports cars. The Qvale family maintains a long-respected and eclectic history within the United States...
Audit Your Suppliers to Reduce Costs and Improve Compliance
Businesses couldn’t survive without a vibrant network of suppliers providing a wide range of equipment, services and supplies to sustain and support the enterprise. High performing suppliers bring consistent value by providing quality goods and services, competitive...
The Pain Will Soon Begin
One of the graphic pictures in one of the presentations I recently gave is a picture of a bullfighter. The bullfighter’s shin has been punctured by the bull’s horn and the picture captures that moment when the horn punctured the skin, but still remains fully inserted...
Fixing Fixed Absorption Finally — Say this 10 times real fast
Calculating fixed absorption is one of the most important business-strength measurements a serious dealership investor can make. In case you aren't savvy on this, fixed absorption is a calculation of the gross profit generated in the "fixed departments" -- service,...
Stop Using a Butter Knife in a Gun Fight
I have been thrashing The Garage drum (check out www.NetProfitTraining.com) for a number of columns now. We and a hundred of our closest dealer friends have learned quite a bit this past year, both from victories and gaffes while implementing this unique and highly...
Corina Diehl, Diehl Auto Group
Corina Diehl has been a dealer for three years, owner of the Diehl Auto Group in Butler, PA, a small town a few miles north of Pittsburgh. A devastating personal tragedy brought her into the business a year before the collapse of 2008 and 2009. Yet, she survived,...
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