Articles

If the last century taught us anything, it is that change and growth are the keys to developing and maintaining success in everything that you do.  Those who don’t learn to press on towards whatever it takes to get them to the next level,...

We all know that the Internet connects everyone on this planet instantaneously. Social media like Twitter, Facebook, Google+, YouTube and LinkedIn are being used multiple times a day to catch up on the latest news, find out what your friends are doing, get attention...

As long as I have been in the car business, I’ve heard salespeople and managers jokingly use the cliché “Buyers are liars.”  When I ask them when they believe buyers are liars, they all respond with the same answer, “When their lips are moving.”...

We teach the concept of the Business Development Dealership as a method of helping our dealership clients achieve broad scale business growth by leveraging the relationships of every employee. When I was managing a dealership, an office manager shared an insight with me that I...

Dealerships are constantly seeking ways to improve their day-to-day performance and profitability. What follows are some issues and questions to consider when identifying best practices for your dealership. These items are essential in supporting increased performance and long-term dealership profitability: Profitability does not happen on...

Creating an environment where customers feel relaxed and well cared for can be a tough thing to achieve with the many pressures being felt by the advisors who work the front line in a busy dealership service department.  Today’s advisors take multitasking to new...

0 % APR AND *FREE* FLOOR MATS ON ALL USED VEHICLES! CALL TODAY!!!! What was your first reaction to the line above? Did you cringe? Did a wave of distrust wash over you? Were you anxiously searching for the trash icon to delete the message? Despite...

How can we equip our front-line sales professionals with all of the proper tools necessary to be successful in automotive? A large part of being successful in F&I is the ability to mentor and train your sales staff. The most successful dealerships in the...

Even with the evolving technologies available to communicate with prospects from your dealership, direct mail should be a critical piece in your dealership’s marketing mix. But only if it’s personalized. When combined with behavior prediction technology that can curate offers specific to each prospect’s...

There are many things in the retail automotive business that have become central to the car buying experience. Probably nothing has stood the test of time more than the demonstration drive. It is one reason why over and over again customers still prefer buying...