Sales & Variable OPS
Are You Prepared for Higher Rates?
The most under-reported story of our industry today is that of rising interest rates. Given all of the headlines surrounding tariffs and trade wars, politics and a booming economy, the topic of interest rates in our very rate-sensitive industry is not getting...
5 Ways to Optimize Your Dealership Website for Service Customers
Service, parts, and repairs account for nearly half of dealership revenue1, yet only about 30% of service visits happen at a dealership.2 Why? People often believe they’ll be overcharged, or the dealership is farther away than their local mechanic, or they think the...
Do You Give a Care?
It is natural for people to insure their own survival. Our instincts keep us safe. The traditional sales environment encourages professionals to prioritize oneself. The dominant messages that the sales or service professional at the dealership hear are, “Be the top...
Study: Social Marketers Missing the Mark on Consumer Content Preferences
There is a significant chasm between what marketers post on social media and what consumers want to see brands post, according to recent research from Sprout Social. One of the main elements of social media (and running a successful store) is to know what your...
Branding Secrets of ‘My Pal Sal’
As a student of successful ‘branding’, I’ve always been fascinated by the branding success of one of my favorite restaurants in New York City, Patsy’s on West 56th St. It happens to have been the favorite restaurant of the late, great Frank Sinatra who was one of...
The Reality Of An Uncontrolled Service Reception Process
So, I'm asked to work with a caring and aggressive client suffering a service process failure rate the original New York Mets would have been proud of. Not bad people, not uncaring people, just one unfortunate situation after another driven by lick-a-finger...
Drive Drama from Your Dealership
There is little that is less productive for a team member to engage in than drama, and to subsequently become a “drama-baby” in the process. In fact, there is little that equals drama’s ability to distract from priorities, waste time, drain energy, and make alps out...
Why do You Work So Hard Chasing 2 ½% Gross While Ignoring 70% Gross?
Breaking News: You take more money to the bank grossing $0.70 per dollar than you do grossing $0.02½ per dollar! According to the NADA DATA report released earlier this year, the average new car gross is 2 ½% and it’s been dropping every year for almost a decade....
How to Target Car Shoppers on Facebook, Post-Cambridge Analytica Scandal
Back in March 2018, Facebook announced an end to Partner Categories, the ad targeting parameters that were sourced by third-party data providers like Oracle Data Cloud and Acxiom. Talking to dealers across the United States, the move raised a question of whether...
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