Home Articles

Articles

Take your dealership to the next level with this collection of auto retail training articles. Covering fixed ops, sales, F&I, BDC, and management.

Are You Tired of the Same Results?

life
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,...

Why the Phone is Your Greatest Weapon in Business

phone
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...

Are Buyers Liars? Ask Questions That Get Honest Answers

questions
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.”...

Social Selling: You Can Post, But You Can’t Hide!

social selling
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...

Pillars Of Increased Performance And Profitability

profitability
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...

Building A Vibrant Service Department

service
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...

Dealership Emails Going to SPAM? Here’s What To Do

spam
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...

Equip Your Team with a Winning Culture

culture
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...

Why Direct Mail Marketing Needs To Be Part of Your Marketing Mix

direct mail
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...

Silence is Golden: During a Demonstration Drive, Let the Car Speak to the Customer

demonstration drive
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...

HEADLINES

hydratevideo

Hydrate Your Mind

Have you ever been dehydrated? It can negatively affect your entire body. The same thing can happen to your mind if you don't feed...
Patrick Manzivideo

CBT News Week In Review: January 24, 2020

CBT News Week In Review for Friday, January 24th, 2020: A Year in Review and 2020 Industry Predictions from NADA's Chief Economist Patrick Manzi 2019 for...
secure

How to Improve Employee Retention and Productivity

As a manager, two of your chief concerns are productivity and employee retention. The first boosts your company's revenue. The second reduces the chances...
deal proposalvideo

Being Transparent During the Deal Proposal

On this week's episode of On the Mark, Mark Tewart urges you not to manipulate or hide any information from the customer during the...

Hydrate Your Mind

Have you ever been dehydrated? It can negatively affect your entire body. The same thing can happen to your mind if you don't feed...

Being Transparent During the Deal Proposal

On this week's episode of On the Mark, Mark Tewart urges you not to manipulate or hide any information from the customer during the...

Inspiring Your Customers Through Messaging

On this week's episode of Kain & Co., David Kain talks about how messaging your customers and responding quickly can inspire them to engage...