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On The Mark

tewart_1132x340 Hosted by Mark, Tewart, a recognized automotive industry expert who specializes in sales, management, and F&I training. Mark shares his expert training and consulting in dealership operations.

Lead Generation Equals Dollar Creation

lead generationvideo
On this week's episode of On the Mark, Mark Tewart talks about how to create more leads, navigating marketing channels as a dealer or manager, and how lead generation equals dollar creation.

The Four Stages of Negotiating

negotiatingvideo
On this week's episode of On the Mark, Mark Tewart breaks down his four stages of negotiating: hard ball, concede, agreement, and lock down.

Being a Mirror Image of the Customer

mirror imagevideo
On this week's episode of On the Mark, Mark Tewart discusses the idea of being a mirror image of the customer. Mirroring things such as their vocal tone or body language can make a car buyer more comfortable while at your dealership.

The 10 C’s of Leadership and Trust

leadershipvideo
In leadership, people don't always have to like you, but they do have to respect and trust you. On this week's episode of On the Mark, Mark Tewart talks about what he calls the "Ten C's" of leadership and trust.

Attractive Words and Phrases

words and phrasesvideo
The way we word things can make all the difference when trying to close a sale. In this week's edition of On the Mark, Mark Tewart talks about words and phrases that you can use to make sure you're making the best impression possible.

The Four P’s of Every Business

four p'svideo
On this week's episode of On the Mark, Mark Tewart breaks down the four P's that every type of business should focus on: People, Process, Product, and Position.

Being Personable When Handling Internet Leads

internet leadsvideo
On this week's episode of On the Mark, Mark Tewart talks about how the use of certain templates and scripts when handling internet leads could cause customers to be more hesitant when doing business with you.

Do You Have Skin in the Game?

investmentvideo
If you have some type of investment in something, you're more likely to take it seriously. On this week's episode of On the Mark, Mark Tewart talks about the importance of having "skin in the game."

What to do When Customers Want to Buy for Invoice Price

invoicevideo
On this week's episode of On the Mark, Mark Tewart talks about what to do when a customer wants to buy for invoice, being transparent with the customer, putting the team's needs before your own, and more.

Working With the Customer’s Time Constraints

customervideo
On this week's episode of On the Mark, Mark Tewart explains what to do when a customer says they don't have much time and why you should understand the difference between what the customer says, what they're trying to say, and what they mean.

Accountability in Dealership Management

On this week's episode of Kain & Company, David Kain goes over the role of managers and how critical it is to be held...

Why Vehicle Price is Actually Your Friend

On this week's episode of Kain & Co., David Kain explains how giving the customer an actual vehicle price instead of avoiding doing so...

Consumers Are Ready for a Change… Are You?

On this week's episode of Kain & Co., David Kain invites Todd Smith, 360 Converge, to discuss earning back customer trust, getting rid of...
sales and service

Improving Your Sales-to-Service Handoff

Sales and service have their own distinct roles in any dealership. In an ideal world, sales exists to attract and new customers and to...
sales satisfaction

Takeaways from J.D. Power’s 2019 U.S. Sales Satisfaction Index Study

J.D. Power just released its annual Sales Satisfaction Index (SSI) Study, and once again, Porsche has topped the list in sales satisfaction for a...
auction volumevideo

Inventory and Auction Volume: The Latest from J.D. Power’s Larry Dixon

On today's edition of CBT News, we speak to Larry Dixon, Senior Director of valuation services at J.D. Power. Larry gives us an update...
team

Six Motivational Quotes Dealers Can Use to Inspire Their Team

Fifty-three percent of workers in the United States are disengaged at the workplace. The numbers have gotten better since 2017, but they are still...
tariffs

New Developments in the On-Going Auto Tariffs Saga

For the last several months, the Trump administration has pushed towards wide-scale tariffs on many imports. The White House sees these measures as part...