Sales & Variable OPS
Time Management is a Myth!
Time is constant. The amount of time we have in a day, week or year will never change. People say, "I don't have time," or "I need to find more time." The fact is, you will never have more time than you do now. So the concept of time management is really a myth. You...
Service Clients Are Up For Grabs Online
Say hello to the new auto shopper: the digital driver. With the rapid adoption of mobile devices and the increase in auto shoppers looking for information on the go, dealerships must adapt to these ever-changing trends. Your service department, in particular, is an...
Sometimes, Just Ask the Question
Most of you reading this are either currently a sales manager or you were and are now a general manager or dealer. You know beyond any doubt that one of the hardest responsibilities you have is constantly finding something to keep salespeople motivated when it’s your...
Your DMS and Schedules
During my last article, I discussed how a DMS is different than a standard accounting package or ERP. In the accounting department two of the biggest differences are schedules and financial statements. In a standard ERP, subsidiary ledgers could be considered...
Mazda’s New Advertising Restrictions and Penalties
Earlier this month, on February 3, 2015, Mazda North American Operations (MNAO) issued a new marketing compliance program labeled the Ad Standards Compliance Program. The Program contains many of the requirements we see in typical advertising rules issued by other...
Risk-Based Pricing and Adverse Action Notices: When To Send
Believe it or not, I probably get more questions about adverse action notices and risk-based pricing notices than any other topic. Let’s try to simplify and understand both: when you have to send them, and why. Adverse Action Notices Adverse action is denying credit;...
Three Questions Your Digital Marketing Provider Doesn’t Want You To Know
I have a secret to share about digital marketing: you’re making it harder than it needs to be. As the previous head of digital for 94 dealerships in the Southeast, I was constantly struggling to create efficiencies in measuring and maximizing our vendors, building a...
CRISP: The Easiest Phone Training You’ll Ever Use
Phone training. Two of the dirtiest words in the auto industry. In fact, I bet your latest phone training manual (from 2002) probably sits on your shelf with two inches of dust, and has pretty much been forgotten about. It’s common sense that we all know how to have a...
Dealership Blame Game
Nobody stole the cookies from the cookie jar but we all know that when we played that little game as kids the purpose was passing the blame to others. Eventually we ran out of people to pass the blame to and the game was over. In spite of the many training resources,...
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