Sales & Variable OPS
Big Data Busted 3: How Large Auto Groups Can Win with Better Data
Welcome back to my three-part series on how to implement Big Data to find the unique data hook that can separate your business from the competition. These articles are based on “Truths, Myths and Everything In-Between,” a presentation I gave at Digital Dealer 23. In...
If You Are Losing Your Donkey – Check This
A male donkey or ass is called a jack, a female a jenny or jennet; a young donkey is a foal. Jack donkeys are often used to mate with female horses to produce mules; the biological "reciprocal" of a mule, from a stallion and jenny as its parents instead, is called a...
Mastering ‘Experiential’ Marketing!
The word ‘experiential’ is a Latin word from the 1600’s relating to our actions from ‘learned’ experiences. From a customer’s perspective, it’s more than just a temporary or staged ‘experience’. It’s the overall perception of a shopping journey, measured by every...
3 Fundamentals to Push Your New Vehicle Performance, Profitability
You could sum up the ways dealers are navigating this year’s new vehicle market with three words—focus on the fundamentals. The focus comes out of necessity: Sales volumes aren’t what they used to be. Dealers know it’ll take a little more effort and energy to maintain...
It Takes Two: Who is buying all of these dealerships?
In prior columns in this magazine, we have discussed the robust transaction market for auto dealerships, a trend that has now been in full force for over five years. To give you a sense of the pace of change in our industry, between 2014 and 2017, an estimated 1,080...
A Mystery Shop for a Major National OEM
We were recently (2018) contracted to conduct a thorough mystery shop campaign all over the U.S. for a major automotive manufacturer. The goal was to mystery shop a proportional number of their dealers in the country and evaluate them on several important...
What Are You Offended by Today, and What’s It Costing You?
This article is about staying more focused on what matters most so you can get more of the right things done daily and improve results. But first I need to set the stage by presenting what is often the biggest obstacle to that goal: getting sidetracked throughout the...
Is Your Dealership Ready for the Connected TV Revolution?
The TV world has changed drastically over the last few years. That is, instead of reserving prime time for just a few hours every day, prime time is now anytime. As traditional cable subscriptions continue to decline, Connected TV (CTV) offers a new method of media...
How You Receive and Utilize Data In This Marketplace Determines Your Success.
Recently, I asked several dealers this question and you can ask yourself; "What percentage of data accuracy do you feel you are receiving in your CRM system?" All too often when I ask this question I get a laugh or a "probably 60%." Why is that Mr. Dealer? "Well, as...
Join us for Digital Dealer Las Vegas 2021