Steve Stauning

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Founder, SteveStauning.com Steve is the author of Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers; as well as a respected automotive industry veteran and founder of pladoogle, LLC – a leading training & consulting firm – and the free sales video training website SteveStauning.com. Prior to his involvement with pladoogle, Steve served in various automotive leadership roles, including as the Asbury Automotive Group’s (NYSE: ABG) director of ecommerce, the director of the Web Solutions division of Reynolds & Reynolds, and as the general manager of Dealer Web Services for Dominion’s Dealer Specialties.
chick fil a

The Chick-fil-A of Car Dealers

It’s no secret that the dealership model is under attack in America. From subscription alternatives that could bypass traditional dealers to startups like Carvana claiming they provide a better way to buy a car; it sometimes feels like everyone is…
perfect data

Preparing for 2019: Remember, It’s the Boring Stuff that Sells Cars

As you and your team review your sales plans for 2019, it’s important to remember that the dealers growing market share use the same websites, tools and marketing sources you use. Just like you, they’ve yet to discover a magic…
phone

The Phone is Ringing: Yesterday, it was an Inquiry; Today, it’s a Buyer!

The phone is ringing. It’s a sales prospect. They’re not calling to chat. They found your vehicle on the Internet and (by calling you) they’re telling you they’re ready to buy it. Now, they just need someone to sell it…
market share

Dealers Growing Market Share: What Really Separates Them from the Rest?

With multiple automotive conferences and expos filling the schedule, October has become known to many in the industry as “conference month.” This year, as with every year, these gatherings will be filled with vendors hawking the latest shiny objects to…
green peas

I Wish They Could Stay Green Peas Forever!

Salespeople… ahh, they grow up so fast, don’t they? One day they’re young, wide-eyed Green Peas treating every Up like a qualified buyer, selling sixteen out of the gate and hanging on your every word; and the next, they’re a…
assumptive selling

How Assumptive Selling Can Dramatically Improve Your Results

I’m pretty sure every dealer reading this article wants their salespeople to close a higher percentage of the prospects they encounter. To help achieve this, your dealership spends thousands of dollars and hundreds of hours each year educating your sellers;…
social selling

Dealers: Don’t Fear Social Selling; Embrace It!

At this very instant, there are vehicle salespeople on Facebook enjoying 25 or more sales a month just by talking about their accomplishments and taking pictures of their lunch. Marketing themselves via Facebook has made a huge difference in their…
marketplace

Staying Ahead in an Ever-Changing Marketplace

Certainly, all dealers and managers understand the challenges facing automotive retail today: flattening sales; buyers visiting fewer lots; margins under pressure from all sides; never-ending staffing problems; etc. In so many ways, these day-to-day issues are simply a part of…
sales managers

Turn Your 8-Car Alans into 30-Car Theos


Sales managers – many of whom routinely sold 25 or more units a month in their selling days – often lament that today’s salespeople just aren’t motivated to do what’s necessary to sell 20, 25 or even 30 units each…
attract and convert

Bells & Whistles May Not Attract and Convert

Here’s a silly question for dealers and managers: Do you ever look at your website and think it’s stale or boring? Of course you do – nearly every day – that’s why it’s a silly question. Believing your website is…
Cox Automotivevideo

Cox Automotive chief economist Jonathan Smoke breaks down current auto industry data

Data and trends in retail automotive can often fluctuate depending on who you ask so to help us sort through the latest information is Jonathan Smoke, Chief Economist for Cox Automotive. We’ll be discussing the latest data and what dealers…
marketingvideo

Dealer Forward – Marketing Edition: Shifting Consumer Preferences

Welcome to a special marketing edition of Dealer Forward. For years, dealer and technology partners have been working to bridge the ‘online to-in-store' experiences. Due to the COVID-19 pandemic, the in-store experience changed significantly, and has forced the question: why…
customer interviewvideo

Conducting customer interviews online to discuss F&I options

It’s time to face a new reality. Offsite deliveries aren’t going anywhere anytime soon. COVID-19 has forever changed the way car dealers do business, quite possibly forever if not for the foreseeable future. In growing numbers, more dealers performing offsite…

Absenteeism continues to plague auto plants

Auto dealers have experienced highs and lows during the COVID-19 pandemic. Many have had surprising, record-breaking sales months and many have sold more used vehicles than ever before. The current value on used vehicles stems from the lack of new…
dealer

As dealer sentiment improves, inventory woes deepen

On Sept. 8, Cox Automotive released the Q3 2020 Cox Automotive Dealer Sentiment Index (CADSI). Information collected from dealers surveyed in late July through mid-August was used to determine how they view the conditions in the auto market – strong,…

Auto ventures capitalize on stock market strength to push through acquisitions...

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. In this episode, Greenfield takes a…

The role diversity plays in your dealership’s customer communications

Welcome back to Diversity in Automotive brought to you by TrueCar and CarNow. As you look across your customer base, there are several moving parts of communications that everyone has to get right. Externally, dealers have to represent the franchise…

Conducting customer interviews online to discuss F&I options

It’s time to face a new reality. Offsite deliveries aren’t going anywhere anytime soon. COVID-19 has forever changed the way car dealers do business, quite possibly forever if not for the foreseeable future. In growing numbers, more dealers performing offsite…

Auto investors make bold moves with this week’s tech company deals

Welcome to the first edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an automotive technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. This weekly CBT News series…