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...
Using Technology to Increase Productivity
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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...
Trading-In on the Success of Digital Retailing
In today’s Internet driven auto shopping environment and in the future, a dealership’s online sales and marketing strategies will need to constantly...
Get More Value From Your Website by Optimizing Your Lead Gen Tools
There are quite a few dealer website plug-ins designed to generate leads, but on many websites, how they are implemented, hampers the power of these...
What is Your Higher Purpose, Your Noble Mission?
Your service department exists for the primary purpose of making money. The way you accomplish this is: By selling preventive maintenance so...