Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Written by: Keith Shetterly
We talked for years in automotive retail about “The Road to the Sale,” and I’m clearly one of the many supporters of that path to sales success. However, too many of us are still on "The Road Less Profited." Why? Because we are not getting more sales (and profits!) from "The Road to Retention”!
Retention sales link the positives of variable and fixed operations together, and their teaming allows each part of the dealership to amplify the other.…
Added by Garry House on March 12, 2013 at 8:00am — No Comments
If you haven’t already done so, it’s that time to review your 2012 performance in detail. In what areas did you fall short of your goals and why? Where could you have generated greater gains and how? Don’t allow January to slip by without these facts in writing and a discussion of how you can best move forward in 2013.
A common F&I pay plan in the automotive industry is known as the grid. It compensates managers based on their per vehicle retail performance and products sold…Continue
“It only takes one bug in the potato salad to ruin a picnic,” according to one of the little old ladies I went to church with as a child. As I move further away from a precocious child and closer to being a sweet little old lady, I am realizing that she was not registering a complaint about church picnics but planting a seed of wisdom that would develop as I grew older. One little bug…Continue
Added by Stephanie Young on January 19, 2012 at 9:58am — No Comments
If I wanted someone to just take my order and deliver, I would go to a fast food drive thru. When I go to have my car serviced, I want service. I believe that service advisors are more than just order takers or the message delivery system between a consumer and a technician. Think about it? An advisor according to …Continue
Added by Stephanie Young on September 21, 2011 at 9:30am — No Comments
I was once the bride of an enlisted sailor, who during the course of our marriage made the transition from enlisted to officer by finishing his college education. Once he had become an officer; he tackled the challenge of completing flight school to become a Naval Aviator. When he graduated from flight school and to represent his accomplishments, I had a pewter tankard engraved with…Continue
Seldom does some one board an elevator from an upper floor to ride the elevator up. Most of the time, if someone boards the elevator from an upper floor it is to ride back to the first floor. Therefore, when considering progress, why let someone impede your progression by not being on the project from the ground floor?
Please allow me to further develop this concept for…Continue
Added by Stephanie Young on September 6, 2011 at 9:00am — No Comments
When I was a teenager, I had to have some extensive surgery that landed me in a wheel chair for a few months. Recently, one of my physical therapist from that adventure found me on Facebook and was compelled to share his story of that short part of my life. He was a new therapist when he took on my case and had heard how hard teenagers can be in cases like mine. He braced himself for a…Continue
Added by Stephanie Young on August 30, 2011 at 10:00am — No Comments
Before class started on one peaceful Saturday morning, my yoga instructor made this big announcement with much fanfare that there was some huge event coming to our studio. There were no additional details as to what the event was, when it might occur, etc. Just a stay tuned teaser. I was so excited that I could barely focus during class wondering what this event was, when it was going…Continue
Added by Stephanie Young on August 17, 2011 at 7:00am — No Comments
When I was a child, I was the question asking machine. Now that I am an adult, I am the question asking machine. Not because I want to be annoying. I really want to understand why. Knowing the why helps me deliver on the expectations. Knowing the why gives me the follow through to see an opportunity to completion.
Understanding why gives me access to…Continue
Added by Stephanie Young on August 16, 2011 at 7:30am — No Comments
Best piece of advice I have been given as a manager: Always be teaching others how to be you. Inspire them to be gunning for your desk and to become you. Humbly step aside when they replace you. Without them to replace you, the opportunities of your advancement decline.
Right after that tidbit of wisdom was imparted on me, I was asked to spear head a rather large…Continue
During a department head meeting in which processes where being discussed, it became evident there was an information gap for our clients. Our recruiting team was reporting a break down in information regarding who we are, what we do and what we have to offer. The team shared how they answer certain questions over and over again. They reported the funny misconceptions that they often…Continue
Added by Stephanie Young on August 9, 2011 at 8:30am — No Comments
My youngest sister was born premature and as a result had pulmonary problems as a child. Because she suffered from chronic asthma, there was little expectation for her to be a strong and healthy child. One of the therapies she was subjected to in an effort to strengthen her lungs, was swimming underwater. I am sure this started out as a terrifying experience for a young child who had…Continue
Added by Stephanie Young on August 4, 2011 at 7:00am — No Comments
As a sales manager, I hosted a daily sales meeting like every good sales manager should. Like all good salespeople do, the sales team would come to the meeting with their list of “should-haves” and “could-haves” if only “blah-blah” was true. This would often take the wind right out of my…Continue
Added by Stephanie Young on July 19, 2011 at 6:30am — No Comments
During a sales meeting, the question of why the company no longer has a stock pile of tri-fold brochures to hand out to potential clients came up. I scratched my head and looked puzzled, since we have not used a single tri-fold brochure in over a year. As a company, we moved away from outdated marketing tools and adopted high tech and interactive tools to meet the requests of our…Continue
Added by Stephanie Young on July 5, 2011 at 8:00am — No Comments
There are forks in the road in everyone’s lives. The pathway we choose when faced with at fork can sometimes dramatically alter our journey. I stood at one of those forks when I was invited to participate with The Landmark Forum. I heard about the cult rumors about this organization, but…Continue
Added by Stephanie Young on July 5, 2011 at 7:00am — No Comments
After two years of struggling and scratching, there is a glimmer of light at the end of the tunnel for the automotive industry as the Seven Horsemen of the Recovery have been spotted in cities and towns across the United States. Below is a brief description of each of the Seven Horsemen of the…Continue
Added by Stephanie Young on July 1, 2011 at 10:30am — No Comments
In real estate it is location, location, location. In the retail sales world, it is perception, perception, perception. Every one of your consumers wants to have a individualize experience when doing business with your organization. I like to call it the “Disney” experience since Disney has set the benchmark in customer service. It…Continue
Added by Stephanie Young on July 1, 2011 at 6:30am — No Comments
The word “social” in social network can be a bit misleading when building an online brand for your company. Social networking was born out of the concept of sharing one’s personal life and not professional endeavors. Today, people as well as companies are using social media to drive personal and professional branding. Social networking is still a format that is deeply embedded in…Continue
Added by Stephanie Young on June 30, 2011 at 9:00am — No Comments
Below is one of my favorite tales of two dealerships. It is a favorite story because I believe both dealerships had the best of intentions, just one made a positive impact and the other a not so positive impact on how one woman in a vast world of consumers experienced buying her first brand new car.
The ink on the…Continue
Added by Stephanie Young on June 30, 2011 at 7:00am — No Comments
To build your personal brand that attract prospects and referrals, gain customers by beating out the competition and ultimately increase yours sales; you must differentiate and stand out. Here are three focus areas that will help you build your own personal brand:
Under Promise, Over Deliver. Many sales people will do less than they promise while chasing a…
Added by Stephanie Young on June 29, 2011 at 7:30am — No Comments