Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference.
When making a decision, customers look for deciding factors. Being able to know what the differences are and then helping the customer know what they look like, sound like and feel like is your job. Customers don’t spend an hour with you and say, “This is exactly… Continue
Added by Mark Tewart on February 28, 2014 at 9:00am —
Reading between the lines of subprime lending to infer important data about used cars.
Moody analysts Jeff Hibbs, William Black, and Mack Caldwell, published a report in late 2013 that, "Auto lenders will continue their return to higher levels of risk-taking, a trend that… Continue
Added by Scott Parrott on February 28, 2014 at 8:43am —
There is not a more cost effective way to leverage your W.I.T.T.s than by including an Onsite Community as part of your social and digital marketing mix and the advantages are real and the reasons all around us. Continue
There is not a more cost effective way to impact your bottom line than by using your W.I.T.T.S
Crowdsourcing is the…
Added by Bill Cosgrove on February 28, 2014 at 5:53am —
Many dealers are intimidated by the concept of “customer loyalty.” The simple attempt at trying to design and implement a strategy that creates lifetime customers is certainly a daunting one. It takes a lot of work and effort to accomplish this, for sure. However, just like you train your sales advisors in the steps of the sale and the importance of following each step in… Continue
Added by Richard Holland on February 27, 2014 at 9:02am —
Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all.
What’s the key to creating freedom? It’s marketing. If you are a sales person who is waiting for your business to provide an endless funnel of prospects and buyers, you are living in a fantasy land. Even with a ton… Continue
Added by Mark Tewart on February 27, 2014 at 9:00am —
Who Deserves the Fish? Continue
Who went the extra mile for our clients or a fellow team member? Who had a great attitude all week? Who was able to brighten up everyone's day?
During our weekly staff meetings, each team member votes for the Fish Award winner. The criteria? They display one or more of these four principles:
Play: Have fun! Make our clients feel as though they can have fun while they're here too.
Make Someone's Day:…
Added by Paul Potratz on February 27, 2014 at 7:54am —
Steve Pace, veteran of leading innovative digital marketing companies, including Dealer.com, Dealix, ResponseLogix, AutoWeb and Autobytel, to lead dealer sales initiatives for rapidly growing company
San Francisco, CA – February 26, 2014 – LotLinx, the first syndicated advertising network for automotive retailing that delivers deep-linking to VDPs on… Continue
Added by Crystal Hartwell on February 26, 2014 at 9:00am —
There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take to achieve those options. The good news is that once you have clarity about your strategy, and then apply emotional direct response marketing… Continue
Added by Mark Tewart on February 26, 2014 at 9:00am —
The growing importance of content marketing is clear; small businesses that post unique and relevant blogs, videos, press releases and social media on the Internet can gain significant competitive advantage in their industries. Increased web visibility, more visitors to websites, improved SEO rankings and brand recognition as a thought leader are just some of the benefits… Continue
Added by sara callahan on February 26, 2014 at 6:35am —
HOW CAR DEALERS CAN INCREASE GOOGLE PLUS ENGAGEMENT BY 281% - INFOGRAPHIC
This infographic from Quicksprout showcases the importance of using the Google Plus social network in a car dealer's… Continue
Added by Ralph Paglia on February 26, 2014 at 3:00am —
Do you think you are doing everything you can but can't figure out why more money isn't coming in? There may be one key component missing. Find out what you are missing to reach your goals this week on Think Tank Tuesday.
Added by Paul Potratz on February 25, 2014 at 11:12am —
There is a reason consumers enjoy that Amazon knows what new thing they might be interested in buying next based on their previous purchases and activities—we like having things tailored for us because we like anything that makes our lives easier.
There are countless sites now for setting up monthly shopping options based around personal preference, so…
Added by Amanda Meuwissen on February 25, 2014 at 9:02am —
I was talking to an internet manager yesterday about their marketing when I brought up Hook Logic. His challenge was that he only gets credit for leads, so while he definitely wanted to help the dealership with our SEO and social media products, he wasn't crazy about the concept of increasing more showroom visitors that did not… Continue
Added by J.D. Rucker on February 25, 2014 at 9:00am —
Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, “This is a football.” Every year, John Wooden, the legendary basketball coach of the UCLA Bruins started his first practice of the season by demonstrating to his players how to properly put on their socks to prevent blisters. Pretty basic stuff, huh?
Notice the similarities between Wooden and Lombardi in the… Continue
Added by Mark Tewart on February 25, 2014 at 9:00am —
Has the winter of 2014 altered what kind of vehicle choices are made by drivers? Swapalease.com, the nation’s largest car lease marketplace, reports a slight change in vehicle preferences this winter, with utility vehicles replacing certain car segments in many locations. Continue
During the previous three winters, a mix of car segments and smaller utility vehicles carried a large percentage of lease…
Added by John Sternal on February 25, 2014 at 8:04am —
Even if you don’t believe, as I do, that high sales staff turnover is the number one issue facing the auto industry today; we certainly can agree it is right at the top of the list. There is not one positive thing that happens at our dealerships as a result of high turnover, and the benefits of low sales turnover are so obvious that I don’t need to list them.
High sales turnover has completely undermined training efforts. It creates the mental attitude amongst many managers… Continue
Added by Paul Sansone Jr. on February 25, 2014 at 5:14am —
Live chat software and managed chat services on dealership websites aren't new, but making it work well in-house is still a challenge for many dealers. Sometimes it can seem easier to drive off a cliff or walk through a minefield than to make it work. There are dozens of ways for it to crash and burn, but these… Continue
Added by Big Tom LaPointe on February 24, 2014 at 9:59pm —
2014 Nissan Pathfinder Hybrid or the 2014 Nissan Pathfinder V6 Option?
For 2014, the Nissan Pathfinder includes some of most uniques performance features on the market. It's not everyday that you see a full-size SUV with a Supercharged 2.5 liter 4-cylinder engine combined with a 15kw electric motor that can produce 250 horsepower and still get 28mpg on the highway. Their Intuitive 4wd system is a great on for a full-size family SUV… Continue
Added by Jonathan Morales on February 24, 2014 at 7:30pm —
Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales. Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.
I’ve been there. I’ve lived that, and after all these years I still breathe car sales.
Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to… Continue
Added by Jeff Cotton on February 24, 2014 at 11:17am —
Joe's been "Smartphone" browsing for trucks while he's on his lunch break. He spots a 5 year truck on YOUR dealership's site and thinks it could be the right one.
Joe calls the dealership and a salesman tells him the truck's still available ..."ask for Andy!", says the salesguy.
Joe drives in, walks to the main entrance, walks up to the first… Continue
Added by Tom Vann on February 24, 2014 at 9:18am —