Sales & Variable OPS
The Power of Internal Marketing!
“Power to the People!” Treating the people on your entire team like they want to be treated will pay off with the biggest returns of any marketing/advertising investment you make. Over the past 35 years, I’ve witnessed up close and personal the incredible marketing...
How to Tailor the Brand Experience for the Decision Maker
It’s critical to take the time to create ways to tailor your consumer brand experience to the female buyer. She is your number one referral source and the key decision maker of 85% of all the purchases at your dealership. I recently had the distinct privilege to...
A Metric That Merits More Attention—Your Used/New Sales Ratio
When I was a dealer, we thought we were doing a pretty good job if we managed a .5:1 used-to-new-vehicle sales ratio. If we retailed 50 new Cadillacs a month, I expected that we would also sell 25 used units, which were almost always Cadillacs. A recent Automotive...
A Little Preventive Maintenance Goes a Long Way in Protecting Your Franchise Investment
In the midst of the constant threats to dealers’ franchise investment, including new OEM facility requirements, OEM vehicle subscription programs, OEM warranty and incentive audits and chargebacks, attorneys general and FTC advertising penalties, consumer lawsuits,...
Subscribe and Drive
As the first automotive group to launch auto subscription in our market, Wyler FastLane, I have been closely following the press and feedback on this exciting new area. I would share that I have seen nothing in my career that has created more excitement amongst...
Innovate and Adapt
Where we were, is not where we are now, and not where we are going. Due to the demand from the public to look better, be faster, and charge less; along with the pressure of consolidation, the auto business is a completely different environment than what we have...
Sustained Legacy for Greatness – So Many Layers of Benefits to Be Derived
Don't Let Your Comfort Keep You From Your Calling In attending the Digital Dealer 24 Conference & Expo this past April in Orlando, it became overwhelmingly apparent that so much of the automobile business has become dependent upon technology to drive growth. As a...
The Power of Bear’s a “Little Bit Extra”
In my “Mission Unstoppable” workshop (based on my book Unstoppable) I play a short video of six-time national champion and legendary Alabama football coach Paul “Bear” Bryant speaking to new recruits about the power of every player giving a “little bit extra” — across...
How Much Do You Really Know About ADF For Automotive Leads?
Most automotive leads come into a dealership’s CRM using the ADF 1.0 standard format which is based on XML language. The auto-lead data format (aka ADF) allows dealership to receive more information that just the name and email of a potential customer. It allows the...
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