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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...
ADVERTISING: The Power of The Personal Touch!
In a recent visit to my dentist’s office, I overheard a conversation between the receptionist and a patient on the telephone. It seemed the patient on the phone was upset by the fact that the automated reminder system was mispronouncing his last name. I listened as...
5 Fresh Ways to Spring Clean Your Social Media Marketing
Nothing feels better than purging old ways and old stuff. But, it's not always easy. In the end, we know it's good for us but sometimes the journey isn't comfortable. Spring/Summer is the optimal season to take an assessment and get rid of all things that aren't...
Mobile is More Than Marketing
Recently I had the honor of speaking at Digital Dealer 18 in Tampa, Florida to a packed room of Dealers, and OEM Leaders, who were looking for the best ways to maximize their mobile footprint with car buyers. Most of them expected me to talk about things like the...
Chip Cards and New Liabilities: Coming to Your Dealership in October
When it comes to credit card processing, the U.S. can still be a little old-fashioned. The U.S. is one of the only countries in the world that continues to rely on credit cards with magnetic stripe technology on the back. As a result, more than half of the world’s...
DMS Systems and Invoicing
You may not be able to decipher a doctor's prescription, but the bill is always computerized. Why? They want to get paid. Your DMS invoicing system has the same objective; it enables your customer to have the information they need to pay you and ensures that your...
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