Trending Auto Retail News
How to Earn Respect as a Leader
In this adaptation from his new book, the CEO of Red Hat, Jim Whitehurst, shares advice for how to build credibility in an organization — especially if you are new to it, have a different background than others on your team, or are not in a position of authority. How...
Dealer Currency Helps Grow Gross Revenue on Every Sale While Retaining Customers
I recently had the pleasure to work with a very innovative dealer who implemented the concept of “dealer currency” in his dealership with great success. Dealer currency allows you to eliminate cash discounts on sales (in both Variable & Fixed Ops) by instead...
5 Tips On Communicating More Effectively With Women
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 Friendly clients is developing great communication skills. Too often, when a woman visits a car dealer, tire dealer, service...
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’ to market and economic condition to one of the top retail groups in the country in complete control of their destiny. It...
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 – turn an underperforming dealership into a market leader. This would prove much harder than anticipated. However, in just...
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 toy company to becoming a billionaire entrepreneur. How did he do it? What drew so many people to Beanie Babies and...
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 Kentucky answers questions from viewers in his market and across the country. "My goal is to be a household name 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 middle-aged technician explaining to the viewers that they can spend a little money now for engine oil and a filter or they can...
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 of differentiating them from the competition. In recent years; however, the automobile buying demographic has shifted...
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: First, today’s market can lead dealers to believe that managing your average used vehicle cost isn’t important. After all,...
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 Dealerships in the auto and truck space. Those conversations often reinforce information that we are already aware of, but many...
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 ever-so-smart Harvard Business Review publication. The title was “Why Strategy Execution Unravels,” and after a massive survey of...
Join us for Digital Dealer Las Vegas 2021