It appears that most dealers have mentally accepted the fact that they need to embrace the digital age. The interesting disconnect is that many dealers are still only allocating 20%-30% of their advertising budget to the digital side of the equation.

Last month I visited a dealer-client to conduct a full-day, deep-dive into their digital marketing and Internet sales processes. The store had been reporting erratic results (up a little one month, down a lot the next), which is usually indicative of

I may ruffle a few feathers with what I’m about to say. Nobody needs a “yes” man or woman suggesting dealers aren’t getting sold a bill of goods every day. My team and I have had the opportunity to look at many dealer websites across the coun

Since the 11th Digital Dealer Conference and Exposition in Las Vegas – a place where progressive dealers and managers will be learning some very cool and very cutting-edge strategies and tactics – was last week, I thought it would be appropriate

Can watching a 30-minute television program about “saving failing restaurants” make a difference at your dealership?  I’m betting it can. Let me take my “advertising” hat off for a few minutes and don my ‘marketing’ cape to share some

Congratulations! You’ve closed the deal, done the paperwork, taken the trade in, handed her the keys and introduced her to the service manager. (You did take her to the service department, didn’t you?) Now you can relax a bit and wait for the nex

It is time. Regardless of personal opinions, comfort levels, feeling overwhelmed or just disinterested in the concept, it is time for your dealership to have a social media presence. No longer can you peek from behind the curtain to see how this soci

Sometimes people need to be babysat. It happens. Inevitably someone will prioritize something (from attending a wedding to socializing on the showroom floor) over the basic duties asked of them at work, or assigned to them in their CRM. Your CRM is t

Internet sales velocity comes from attacking process failure points. There are two that all too often occur just after arrival of a lead: failure to send a multi-vehicle price quote within 10 minutes, and failure to follow up with a phone call within