Sean Gardner on Converting Both Digital Leads and Unsold Customers

Sean Gardnervideo
In light of the COVID-19 pandemic, there are more digital opportunities for dealers and customers than ever before. Car buyers want to get as much of the shopping experience and transaction process done at home before they head to the dealership. In order to capitalize on these digital opportunities, Sean Gardner, instructor and trainer for the Joe Verde Group, says salespeople need to have the right skills and processes to sell the customer a car however they want to...

Is Your Dealership Generating Enough High Quality Leads? – Kevin LeSage

leadquality leadsvideo
With all of the digital tools at customers’ disposal, dealers are seeing an influx of leads as more consumers pursue online transactions. However, not all of those leads are high quality. Here today to discuss how dealers can best identify the quality leads that come in is Kevin LeSage, director of digital marketing of Autotrader. According to Kevin, right now dealers are seeing fewer 'tire-kickers.' Close ratios are increasing and overall, the shopper is more serious about buying a vehicle....

Former GM CFO Dhivya Suryadevara Moves to Stripe

Dhivya Suryadevara
General Motors’ chief financial officer Dhivya Suryadevara has left the automaker for an executive role at Stripe, according to a press release on August 11th. The global technology company for processing online payments has been acquiring human capital in recent months that includes Mike Clayville from Amazon Web Services and Trish Wash out of Voya Financial. Suryadevara enters Stripe as the CFO. In the Stripe press release, Dhivya Suryadevara said, “I’m very excited to join Stripe at a pivotal time...

Dave Anderson on Leading a New Hire Just Starting Out in the Business

Dave Andersonvideo
This week, one of our viewers sent in the question: What’s the best advice I can give a salesperson just starting out in the business, who has never been in the car business? Dave Anderson, leadership expert and President of LearnToLead, says it's tricky because new employees hear a lot of advice from many different voices. Whenever a person starts in a new industry, there is a tendency they'll want to fit in immediately. Especially, when it comes to the younger...

CA Dealer Hilary Haron on Facing Inventory Concerns and Encouraging Women to Work in Automotive

Hilary Haronvideo
As one of the earliest hotspots of the COVID-19 outbreak in the U.S., the state of California adopted some of the strictest business regulations and guidelines in hopes of quickly curtailing the spread of the virus. Dealers like Hilary Haron, owner of Haron Motor Sales in Fresno California, had to hastily adapt to a whole new way of conducting business while trying to keep her employees and customers safe.  After a very quiet March and April, Haron sales associates were...

AAA Report Shows How Active Driving Assistance Performs in Real-Life

Active Driving Assistance
There’s a lot to look forward to when it comes to fully autonomous vehicles (AVs) like safer roads, reduced greenhouse gas emissions, less traffic, and more time for riders, to name a few. However, while we are on our way towards that future, we aren’t quite there yet, as a new AAA research report makes clear. The report looked at how well active driving assistance systems (ADAS) perform in real-life road tests. What they found was not encouraging for...

Keep Them Coming Back: 5 Ways to Build Customer Loyalty

loyalty
Customer loyalty is the foundation for any successful sales and marketing strategy at your dealership. The Pareto Principle, a widely cited stat, confirms this as it states that 80 percent of your profits come from 20 percent of your customers.  It is in your dealership's best interest to focus on developing car buyers into customers that come back. However, this practice is easier said than done.  There are many factors at play, especially today. From having to create messaging for multiple...

Brian Benstock Calls De Blasio’s Remarks on Autos, ‘completely irresponsible’

de blasiovideo
Last Thursday evening, New York City mayor Bill de Blasio made some controversial statements in a press conference regarding whether New Yorkers should purchase or own vehicles in city limits. When the topic of mass transit during the COVID-19 pandemic came up, de Blasio told reporters, "cars are the past, the future is going to be mass transit, biking, walking…I’m never going to own a car again, I can tell you that much." He later admitted, "People are concerned...

4 Principles Business Leaders Need to Motivate Their Staff – Dr. Paul White

paul whitevideo
Unifying your team under a strong company culture and value system is crucial to building a successful, functioning business. This means, employees today need encouragement and empathy in order to thrive and be motivated. Here to explore this further is Dr. Paul White, business psychologist, best-selling author of “The 5 Languages of Appreciation in the Workplace”, and president of Appreciation at Work. "Yes, we need to motivate ourselves, there's no doubt about that, but also, people who succeed tend to...

Is Cost or Affordability the Reason for Declined Service Repairs?

service
According to NADA Data 2019, revenue in dealership service departments is steadily growing statistic. Between 2013 and 2019, dealerships’ total service and parts sales have increased from $42.3 billion to $62.5 billion US. The average customer-pay repair order sits at $311. Two out of three car owners find it increasingly difficult to find a trusted mechanic for their cars, citing ‘recommending unnecessary services’ and ‘overcharging for services’ as the top two reasons for their mistrust. However, there seems to be...

HEADLINES

market minutevideo

The Weekly Automotive Market Minute for August 12, 2020

Welcome to the Weekly Automotive Market Minute with Bridget Fitzpatrick: This week, new car sales came out to a retail SAAR of 11.03, down 10.6%...
recruitingvideo

Is it Time to Re-Evaluate Your Dealership’s Recruiting Strategy? – Steve Munyan

With 30 million people unemployed in the United States and thousands of auto industry workers furloughed, hiring strategies look different in today's business landscape....
EV

New EV Competitors Try to Dethrone Tesla

The EV market has been dominated by Tesla in 2020, with little resistance from any other company in the market. However, Elon Musk’s auto...
Jay Feldmanvideo

Midwest Dealer Jay Feldman Discusses Acquiring 4th Dealership with Actor Mark Wahlberg

Strategic partnerships can create great opportunities for success. For Jay Feldman, CEO of Feldman Automotive, a partnership with actor and auto enthusiast Mark Wahlberg...

Generate More Be-Backs with this Step-by-Step Guide

  Before the age of the internet and smartphones, be-backs were done with voicemails and letters. However, today there is so much technology at a...

Mastering Your Vehicle Service Contract Sales

Listen up, F&I managers: When was the last time you took a long, hard look at your service contract sales? Were you happy with...

Eliminating Your Customers’ Fears

 On this episode of the Saturday Morning Sales Meeting, David Lewis of David Lewis and Associates talks about understanding and eliminating your customers' fears...