Trending Auto Retail News
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 or check his email to find out, “How many did we get out yesterday?” On the flip side, I only know a handful of dealers...
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 when a Southwest airplane lost its front landing gear at LaGuardia airport, I was in another Southwest airplane...
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 business practices and strategies and have attended their programs. I also encourage all of my employees to study their...
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 receives three unique phone calls. 1. The first caller asks for new car sales. She waits on hold for three minutes and...
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 less. I shared a story of a locksmith who had created an infographic on how to buy a used car, which illustrates how...
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 comes up at some time during the program: Why are Customers so defensive? Anyone in this business who has been working...
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 customer. But I also recognize that retailing every used vehicle isn’t always possible—even with the best market data,...
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 evolve in order to attract and retain customers while positively impacting their bottom-line. Digital retailing tools...
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 tools. With a great call to action and by closely following the third party’s installation instructions, your...
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 vehicles won’t break down By fixing vehicles that break down due to lack of preventive maintenance That’s it. Either your...
Wealthy Millennials Less Likely to Buy on Credit
Wealthy millennials less likely to buy on credit, according to AdWeek. Millennials are different from their parents, at least when it comes to spending. The Shullman Research Center surveyed adults with a household income of $75,000 plus on their spending plans and...
Top 9 Vehicles with Best Resale Values for 2013
Top 9 vehicles with best resale values for 2013, from Wall Street Cheat Sheet. For some, a car is a long-term, tangible investment that will repay its owner with years upon years of service before ultimately succumbing to old age and the harsh paces that we tend to...
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