Sales & Variable OPS
Advertise Used…Sell New!
One of the least known, most incredible retail automotive marketing stories in our history is the story of Ralph Reedman and his brothers who sold over 60,000 vehicles a year (yes...SIXTY THOUSAND) back in the 1950s. And those aren’t numbers from numerous locations....
Today’s Digital Influence on Auto Parts Sales: What’s in it for You?
Reading into any automotive trade publication or journal, the first thing we see is that it’s getting harder and harder to be profitable in the new car side of business. With vanishing profits and a slumping U.S. market, some say a period of disruptive change is...
Are You Maximizing YouTube At Your Dealership?
I will optimistically assume that you (and hopefully every single dealership in the country) have a YouTube channel, but even if you do, are you using it the right way? Are you building a raving fan base? What is your strategy for your channel? Has your channel been...
The Positive Impact of Patriots…and the 7 Actions that Produce Better Teamwork
At the end of a coaching session with the management team of a large dealership, where the focus was teamwork, the finance director came up to me, thanked me for the materials I had shared, and captured the essence of why he feels so many dealerships struggle with...
It Might Be Time to Revisit Service & Body Team Production – Part One
Growing your own technicians in service or the body shop has become a necessity, greater than ever before many managers are affirming. Government stats state that some 125,000 additional auto technicians per year will be needed now and in the near future, while tech...
How to Lead from the Middle
The challenges posed by leading from the middle were framed well by John Maxwell who wrote, “One of the toughest things about being a leader in the middle of an organization is that you can’t be sure of where you stand. As a leader, you have some power and authority....
The Best Sales Close in F&I
If you don’t close the sale, no one wins! Whether it’s selling financing, selling vehicle service contracts, selling guaranteed asset protection, selling tire and wheel protection, selling a key replacement, selling pre-paid maintenance or selling exterior product...
The Greatest Threat to Survival is From Within
Do not Confuse Activity with Accomplishment Mindless managerial duties and conformity are major traps for mediocre managers and the casualties are the dealership's personnel. The time has come to shed the "old-school" bureaucratic manager and move this business model...
Older Vehicles with Higher Mileage… And More of ‘Em, Wow!
Every year the number of higher mileage older vehicles increases. And every year dealership service departments lose more market share. Vehicle owners almost always defect to the aftermarket as their vehicles get older and accumulate more miles. What’s worse is that...
Join us for Digital Dealer Las Vegas 2021