Sales & Variable OPS
Inspire Your Guest to Invest
The primary purpose of a professional service advisor is to sell service, or as Scott Russeau puts it, “inspire your guest to invest!” Earlier this year, I attended one of Russeau’s energy-packed workshops. (Okay, it wasn’t a workshop as much as it was a workout!)...
The Whole-Dealership Data Layer: The Time Has Come to Unify Your Data and Measure ROI
Picture the following scenario: you check your dealership’s monthly ad performance and notice an increase in clicks on one of your campaigns. Great news, right? Maybe. But what if it turned out that customers were clicking those ads after making a purchase, simply...
10 Traits of an Extraordinary Social Media Manager
With the increase of consumer preference to use online channels for communication, it's crucial to devote attention to who might be best equipped to handle these valuable customer relationships. Today’s social media is marketing, PR, sales, and customer service all...
Broadcast Advertising Back to the Future!
I remember when I had to wear a tie every day for business. I bought a lot of ties because every year the fashion gurus in concert with the manufacturers would change the size of the tie and who wants to look out of step with style, right? But an older salesperson at...
Demystifying Digital Marketing: Using Metrics to Assess Effectiveness
By Tony Allison, Justin Cerone and Steve Wojcicki These are fast-changing times for auto dealers, as various forms of digital technology fundamentally have transformed the way many customers shop for cars. As a result, dealers must transform the way they reach out to...
Top 5 Reasons Dealers Need to Engage Their State Dealer Association
With the automotive retail industry, a full decade from the depression of 2008-2009, and with vehicle sales relatively flat over the past few years, a series of industry trends are emerging that will drive the local franchised dealer and their state dealer...
Developing a Revenue Center
Is it time to innovate yet? The market is changing. Profitability is being challenged once again. Dealers are quickly exploring all options to shave costs and improve profitability. OEMs are also under pressure to help their dealers improve profitability and some are...
The Tales of a Parts Pro…
Not much is written about the travails or the contributions of parts counter personnel. These suppliers of necessities are in fact integral to getting any type of maintenance or repair performed in the shop. What they provide makes or breaks almost any job based on...
The Greatest Threat for Survival Could Be You
Steps to Demonstrate a Sense of Good Business Judgment The common excuse for dealership complacency is; “well this is the car business.” Break this slogan down and what you get is; “yes, we are a corporation with a P&L statement, balance sheet, HR department, and...
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