For years now, we’ve been operating under the dangerous assumption that keeping our sales staff in the dark will somehow protect the “sacred cow.”
Dumbing salespeople down and keeping them in...
Up to 95 percent of today’s shoppers go online to research vehicles. But they still want a personal connection. According to the Local Search Association, 61 percent of new and...
After a decade of progress of women gradually emerging as an important and recognized segment of contemporary automotive business, it is frustrating to read statistics stating that only 8% of...
In sales, you can use any word or series of words to describe what it takes to get a commitment and close the sale. Personally, I believe it all circles...
As all of us in the car business know, there are sales meetings and then there are “sales meetings.” When it comes to the scheduled weekly or monthly meetings, most...
Over the years, dealers throughout the U.S. have gotten away from aggressive spot decisions and re-contracts. I remember when my boss would say, “If we’re not bringing at least 10...
With all the technical innovations now available in the modern automobile, it stands to reason there would be a corresponding effect on the maintenance requirements that would help reduce costs...
Many automotive dealerships strive to boost the level of connectivity between the lead generation elements of the website and the other products and services they use: web analytics, their CRM,...
Service operations generate mountains of data associated with the performance of the department. Leaders can and do devote a lengthy amount of time and energy simply compiling accurate and relative...