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Paul Cummings

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gross profitvideo

7 Words to Increase your Gross Profit

Paul says there are seven words that helped him increase his gross profit 20% when he used the words five times with every customer....
empathyvideo

Using empathy to answer “I’m just looking.”

When people say “I'm just looking," Paul suggests using empathy to level with and relate to the customer, leading to more potential sales opportunities.
tip of the dayvideo

Five “No’s” before they go

When people buy products $10,000 and up, 80% of all transactions occur on the fifth request to buy. Paul explains why salespeople in auto...
service

Boost Your Service Department’s Bottom Line

Have you ever watched an older movie and asked, “Why don't they make them like that anymore?” I know why they don't. It’s because...
experience

4 Simple Ways to Personalize the F&I Experience

We live in what people are calling The Age of the Consumer and for the F&I department, it means a fresh focus on providing...
Hansel Auto Groupvideo

How Dealers Can Increase Efficiency and Reduce Turnover in Variable Ops – David Long,...

Here to discuss your return on time, and how dealers can increase efficiency as well as reduce turnover, is David Long, a veteran of...
Joseph Michellivideo

New York Times Best-Selling Author Joseph Michelli On Airbnb’s 5 Leadership Lessons

On today's show, we’re pleased to welcome back Joseph Michelli, New York Times best-selling author and customer experience expert. Joseph also has a new...
dual agency

Surprising Benefits of a Dual Agency Sale

Dual agency sales often get a bad rap. Business owners enter into a dual agency transaction, only to find out the agent is fighting...

What January’s Kerrigan Report Reveals About Industry Consolidation Trends for 2020

Welcome to the Kerrigan Advisors Market Update with Bridget Fitzpatrick and Erin Kerrigan, Founder and Managing Director of Kerrigan Advisors. VIDEO TRANSCRIPT: Bridget F.: Hello, everyone,...

Doing More With Your Website Visitors

On this week's episode of Auto Marketing Now, Brian Pasch talks about using data sources to understand who is visiting your website and how...

Which F&I Products Should You Sell Online?

 On this week's episode of F&I Today, Becky Chernek explains why making all of your F&I products available online may not increase profits, and...

Taking Care of Your Service Technicians

On this week's episode of the Weekly Tune-Up, CBT's Jim Fitzpatrick talks to fixed-ops expert, and regular CBT contributor, John Fairchild of Fairchild Automotive...