We all have iPhones today, iPads, laptops, communicating devices of all forms, shapes and sizes. They are great for looking at data, I even like...
Use Your Camera
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How to Dominate with Savvy Hiring and Retention: Part I
Over the past three months I have been spending hours working with as many dealer principals as possible. The purpose was simple, to discover what...
Generation Y: A Tremendous Gold Mine of Opportunity
So, who are these people called the Generation Y or GENY for short? They are the children of the baby boomers. You know, those born between the...
Using Technology to Increase Productivity
It is easy to monitor the productivity of your sales department. I don’t know a dealer in this country that doesn’t ask this question every morning...
What The Wait Is Costing Your Dealership!
“It’s not the time in the F&I office that makes customers want to scream, it’s the time waiting to get in there that makes them angry.” Recently...
Why Differentiation Should Be Your Only Goal
Recently, I wrote a blog article about Disney’s approach to customer service that was received with much enthusiasm. I’m personally a fan of Disney...
Three Powerful Steps to OWNING THE PHONE at your Dealership
The best opportunity for dealers to sell more cars RIGHT NOW is to manage three simple phone skills. Imagine it’s a typical Tuesday. Your dealership...
Simply Useful Advice Can Drive Customers, Overhaul Marketing
At the 14th Digital Dealer Conference in Orlando, I noted that auto dealers are being out-marketed by locksmiths -- on the topic of used autos, no...
Why Are Customers So Defensive?
During my training seminars all over North America, regardless of whether I am working with Salespeople, Managers or Dealers, one question usually...
The Art Of Wholesaling Used Vehicles In Today’s Market
Make no mistake, I’m a retail-first guy. I fundamentally believe that dealers should sell every vehicle they acquire as a retail unit to a retail...