Auto Retail News
Get Focused on More Effective Advertising
As we head into the holiday season, this is the perfect time to get focused on creating a more effective advertising message and media plan. I’d like to suggest a two-pronged program that will help you define both: focus groups and message manageme
Nov 1, 2010
Secrets of the Best Automotive Sales Consultants
Being in the industry for 26 years, I’ve had the privilege of talking to, working alongside with and managing some of the best sales people in country. Through the years, I’ve compiled a list of the common characteristics of this elite class of p
Nov 1, 2010
Pay Attention to Your BSometer
Imagine playing golf in pitch dark. The acrylic golf ball has a glow stick running through the middle. This hard plastic ball flies substantially less than the normal Titleist. On the good side, as long as your shot isn’t in the woods or the lake,
Nov 1, 2010
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Dealer ManagementDealer/GM NewsFinance & Insurance NewsInventory ManagementPre-Owned Sales & Marketing Strategies
Share Your Second Sense
As we all know, we wouldn’t be where we are if we weren’t good at something. If you’re like me, you probably have one good thing that you do better than most anyone else. And, if you’re really like me, then you have no trouble telling anyone
Nov 1, 2010
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Digital DealerFinance & Insurance NewsInventory ManagementPre-Owned Sales & Marketing StrategiesSales & MarketingSales ManagementSales Strategies
Translate Customer Buying Motivations into Scheduled Appointments and Sales
With so much focus on generating leads for your dealership, it’s important to recognize that success isn’t measured by the number of leads generated. As always, the bottom line literally is the bottom line; the number of cars sold and total profi
Nov 1, 2010
Social Networking: The Gift of Friendship?
Close your eyes. Right now. Close your eyes. Okay, open them. I just realized you wouldn’t be able to read the rest of the instructions. After you close your eyes, I want you to put yourself in the shoes of your customers. Share their mindset. I kn
Nov 1, 2010
There’s No Room for Sea Lawyers in the Automotive Industry
As some of you may know, I served in the United States Marine Corps back in the 1980s. I was lucky, and was allowed to spend most of my time in the service sitting on the tropical island of Guam. While I enjoyed serving with nearly everyone I met in
Nov 1, 2010
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Dealer ManagementDealer/GM NewsDigital DealerLead Management & CRMSales & MarketingSales ManagementSales Strategies
The 10-Minute Dealership: Building the Organization
The arrival of a lead is the moment of truth. Best practice is to execute a multi-vehicle price quote right away every time, followed by a phone call in 10 minutes. The dealer who consistently delivers his customer a 10-minute call in response to an
Nov 1, 2010
Technology and Zen Time Management
I recently gave a webinar on Zen time management to controllers and office managers. Over the years I’ve created various technology tools to enable controllers to get more time in the day by downloading from their DMS to Excel. This webinar opened
Nov 1, 2010