How to Sell to Millennials in 2019

millennials
Before taking on the challenge of how to sell to Millennials, you must first know who they are and what age group they fall into.  Most research organizations consider those born from the early 1980s to the late 1990s as Millennials or the ‘Y’...

Digital Retail Trends to Implement at Your Dealership in 2019 – Andy MacLeay, Dealer.com

digital retail trendsvideo
Digital retailing may have a long way to go before it is the industry standard, but with the popularity of online retailers like Amazon, dealers need to be aware of the changes that need to take place. Today, Jim speaks with Andy MacLeay, director...

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...

Selling to Baby Boomers in 2019

baby boomers
If you see enough commercials, it might seem like the only generation with money and spending potential are Millennials. While Millennials offer tremendous potential for the future, there is an entire market available now that has traits all dealerships seek in a customer: They have...

Why Your Dealership Should Celebrate Small Business Saturday

small business Saturday
November, once inhabited only by Thanksgiving, is now home to a host of retail holidays. You may already be gearing up for traditional Thanksgiving sales, and planning a strategy for Black Friday, but what about Small Business Saturday? Small Business Saturday as an annual holiday...

What Buyers Are Looking for at Dealerships this Black Friday

black friday
Black Friday is coming and with it the potential to make some massive sales. The only problem: Black Friday isn’t a dealership exclusive sales day. Your dealership will be up against some tough competition. Shoppers are usually pulled toward box retailers offering impressive discounts...

‘Mind the Gap’ Between Acquisition and Retail Ready

mind the gap
For 50 years, loudspeakers in London subways have cautioned riders to watch their step when boarding and de-boarding. This omnipresent “Mind the Gap” alert undoubtedly has prevented numerous individuals from catching their feet in the gap between the edge of the boarding platform and...

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

phone
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 to them. A few years...

The Friend of a Friend: Uncovering the Extended Networks within Your Current Clientele – David Burkus

networkvideo
Amazing things can happen when you know the right people, and getting out of your comfort zone allows you to network better to make those important connections. On today’s show, Jim Fitzpatrick speaks with David Burkus, best-selling author, speaker, and leadership expert to discuss...

Boost Dealership Transparency with One-Price Selling – Barry Schwartz, Robertson Honda (Part 2)

one-pricevideo
You can check out Part 1 of Barry Schwartz's interview here.  Are you tired of relying on a large sales staff to help maximize the gross for your dealership? Well, what if we told you that our guest today might have an easy solution? In...

HEADLINES

newscastvideo

What Your Building Design Says About Your Dealership? | 3 Hot F&I Topics for...

Today on CBTNews.com - Thursday, December 13th, 2018: What Your Building Design Says About Your Dealership? - Nicholas Berndt, AMSI The design and layout of your...
F&I

3 Hot F&I Topics for 2019 and Tips to Be Ready Now…

As 2018 draws to a close, dealerships already have an eye on the potential issues that could be facing them in the new year,...
customersvideo

Do Your Customers Want to Tell People About You?

Everyone has a why buy message. However, Glenn wants to know when your customers do business with you, do you make them feel good...
customer

Moving Dealerships From Transaction-Centric to Customer-Centric

Looking to 2019 and beyond, margin compression and customer expectations are among several factors that will increase, while more pressure from both existing and...

How to Compensate Your Team

On this week's episode of Kain & Company, David talks about compensation plans and how to pay your team members fairly.

Cross-Selling and Pump-In, Pump-Out Data

On this week's episode of Auto Marketing Now, Brian Pasch talks about cross-selling and pump-in, pump-out data as well as some new tools to...

What Questions Do You Ask Yourself?

The questions you ask yourself can tell a lot about your life. On this week's edition of On the Mark, Mark Tewart wants to...