Sales & Variable OPS
Protect Your Profits from the Unknown
By Jeff Faulkner, Partner, The Rawls Group History tells us that we can lose what we make, in an instant. Looking back just a few short years ago to 2009-2011, it is easy to remember the pain, as countless dealers lost franchises and many lost it all. Those who were...
Car Dealer Overtime Case: From Service Desk to High Court
WASHINGTON (April 18, 2016) — A shorthanded U.S. Supreme Court this week will take up the case of five auto dealership service advisers who sought overtime pay for their 55-hour workweeks. It is a dispute that could have big implications for car dealers and their...
‘If You Can Smell Them, You Can Sell Them’
This is one of my favorite sayings when I am helping our team get on the right page about selling tires. Hands down the best way to sell tires is to LOOK like you are in the tire business. To do this you need to put more effort into your staging strategies and make...
3 Ways Credit Union Partnerships Boost Customer Loyalty
While dealers grapple with new and better ways to advance the customer experience and build loyalty, one effective, often-overlooked way is through local credit union (CU) relationships. A powerful third-party endorsement—a recommendation from someone other than the...
In the Driver’s Seat
The old sports adage that says rules were made to be broken certainly applies to the auto finance industry. In 2015’s end-of-year quarter, it raced past several key records. Among the most noteworthy records to fall were outstanding auto loan balances, which climbed...
Franchised Dealers Sold Nearly 19 Million Used Cars in 2015
TYSONS, Va. – There were nearly 19 million used-car sales by the franchised dealership body last year and the average store pulled in $71,265 of annual net profit from the used-car department.
Why CPO Prices Are Higher — and Worth It
ATLANTA - Currently, used-car certification programs are now available through most, if not all, major car manufacturers and are joined by numerous warranty companies touting their own versions of vehicle certification. The certified pre-owned market has broken sales...
Why Dealer Marketing Campaigns Remain Highly Inefficient
LAWRENCEVILLE, Ga. - It seems like everywhere you turn, there is an immense amount of conversation and pressure to drop your current dealer marketing strategy and throw all your eggs into a new basket, such as direct marketing, social or mobile. These “wave of the...
How to Sell Cars with Facebook
Sales Pros: If you’re not selling at least 2-6 cars off Facebook a month, you’re doing it wrong. Dealerships: Suppose you have 10 people on your floor and they sell 2-6 cars extra, each – Facebook is time well spent. ” Quit taking pictures of your lunch and go sell me...
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