It’s just a fact of life in the automotive world: listening is essential! One of the key things we stress when training our Certified Female...
5 Tips On Communicating More Effectively With Women
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Zero Moment Retail with Erich K. Gail
Instead, they clawed their way back embarking on a strategy that would transform this auto group from a brick and mortar retail operation ‘subject’...
Beaver Toyota: How they went from bankrupt to America’s Top 100 in 24 months
In 2013, Mike Beaver and Matt Calavan purchased a Toyota dealership out of bankruptcy and set out to do what they had done several times before –...
The Secret Recipe for Sales and Marketing Success
In the 1990s, Beanie Babies took the toy market by storm. Over the course of 10 years, Ty Warner went from being a midlevel executive at an existing...
Sales staffers seek to brand themselves
Every Friday morning, Kinny Landrum records "The Kinny Landrum Show," a weekly YouTube series in which the salesman at Toyota of Bowling Green in...
You Can Pay Me Now, or Pay Me Later
In the early 1970s, Fram began a television advertising campaign emphasizing the importance of automotive maintenance. The ads featured a...
New Research Shows More Effective Ways to Advertise to Women
Traditionally, automobile advertising is heavily slanted towards price. This is the customary way dealers advertise, as it has been an effective way...
3 Ways To Turn Your Average Inventory Cost Into Advantage
It’s becoming more critical for dealers to pay close attention to the average cost of their used vehicle inventory. I say this for three reasons:...
Focused Cost Reduction Strategy for Accelerated Bottom Line Impact
Because we are a spend management practice, we have the opportunity to review a lot of expense data and have a number of conversations with...
Getting Something Done Well – Try It Sometime (if you can) – Part 2
If you happened to stumble upon my last column, you will recall I began a treatise on a most interesting editorial published in a recent...