I’m not a gambling man, but I bet if I asked 100 dealers on the street what they thought about STAR, the majority of them would think I was asking about science fiction, entertainment or even some sort of new hybrid. However, what I would really be

In the automotive industry and beyond, there is a plethora of different CRM choices. Visiting any of the trade shows geared towards dealers would provide a quick education on the daunting range of offerings. Some CRM products are basic, while others

Last October at the Digital Dealer Conference & Exposition in Las Vegas keynote speaker Chip Perry,  the CEO of AutoTrader.com, addressed a capacity crowd of dealer principals, GMs, parts managers/directors and e-commerce personnel declaring  d

I actually find it funny how often great leadership is the number one factor that drives a particular business’s success, yet at the same time, how many senior managers in unsuccessful businesses feel like their companies’ failures are the result

I hope you’re off to a great day when reading this because I have some critical information to share for this month’s article that may ruffle a few feathers. When we make adjustments to our playbook ahead of time, closing appointments that actual

Recently, my company conducted a mystery shopping study to gauge the status of dealer responses to customer price quote requests.  Brace yourself, here are the results: Twelve percent of leads received no response—not even an auto responder.  Fif

How many email addresses do you have in your DMS database?  Most have less than 25%.  You might want to do a count today to see what progress you’ve made collecting email addresses. What if you needed to tell all your customers about a rebate tha

I spend as much time outside of the car business today as I do in it and many of the online marketing professionals I interact with there have recently told me small is cool to customers. Small businesses, they say, have a personality, flavor and sen

Interacting with informed customers can be a challenge as dealers try to overcome their concerns throughout the shopping process. In this month’s article, I provide practical tools to help salespeople conquer this obstacle. Please keep in mind that