Sales training or more showroom traffic?
Over the past 18 months, I’ve done a 1-question survey of about 50 dealership operators and general managers.
I’ve asked them: “If you have $4,500 to...
AutoNation Inc. plans to spend as much as $500 million to expand its footprint in the U.S., as the nation’s largest dealership group by sales confronts softening light-vehicle demand and...
If someone told Jerry Mullinax Saturn invented no-haggle pricing, he would respectfully disagree.
“My dad (Ed Mullinax) gets the credit for being the first guy that anybody knows of who did...
Hear how this CEO keeps dealers appropriately competitive
Mark Fields, chief executive officer and president at Ford Motor Company, discuses weakness in the retail end of the auto industry, the transformation...
Try this idea to lower turnover
PLYMOUTH – About 600 employees at the Van Horn Automotive Group are set to become part-owners in the second-generation business.
The company, which owns a dozen...
Managers: quit meeting & manage
Many managers either spend most of their time focusing on meetings and paperwork or are so overwhelmed with business issues they let processes fall by the...
Call Monitoring
Practice Saves Sales, Encourages Accountability
Do your managers listen to every sales call on call monitoring? I speak at a lot of Dealer 20 Group meetings, and this is a...
Getting personal on the service drive
When customers roll into the service lane at Mercedes-Benz of Birmingham in Alabama, there is a good chance the service technician will greet them by...