Auto Retail News

When I started in this business those were the only three things you needed to succeed: asphalt, octane and a Cross pen. It was an interesting time September 1971. I had gone to several new car dealerships in my little home town of Columbus, Georgia.

The area code on the caller ID was the same area code where the week’s consulting engagement found me. I assumed it was someone from one of the dealerships calling about something. To my horror, the voice on the other end started out with “Mr. Va

In my job, I often travel the country to speak to various automotive groups or facilitate classes for dealership personnel. When the topic of social media comes up during these events, usually a debate ensues over whether social media is a fad or som

I was pleasantly surprised to attend a sales and marketing conference and the keynote started his speech with the following: “The most significant variable in every sales situation is the gender of the buyer, more importantly, how the sales person

A few years back I authored an article for Dealer magazine exploring the two basic types of customers considering the purchase of a vehicle. The ‘Wanna Buys’ who are interested in trading up for no other reason than they just ‘want to,’ and t

A few times each year, I ask one of my law partners to prepare a guest article for this column. BSM partner, Robert Bass, has graciously provided an article addressing an important but often forgotten aspect of any franchise sale transaction – valu

Your prospect database is one of the most valuable marketing tools for determining what you could do to get those few extra deals per month. Let’s say you sell 200 cars a month. If you have a 30% closing ratio, which means you see about 667 prospec

Throughout life, it’s common for people to rush headlong towards a goal and then once they get there be at a loss for what to do next. Finishing school, getting married or arriving at a vacation spot are, some examples. But perhaps there is no more

Phil Cash believes that a good Internet sales manager is more likely to sell 16 units a month if he’s working 65 leads than if he’s working 120. How can that be? Why doesn’t more leads turn into more sales? Phil, the Internet director at San Ta