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All ADM Blog Posts Tagged 'John' (40)

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What if there was a way to increase deliveries by 20% without spending tens of thousands on advertising, staffed events, mailers, etc.?  Suppose these sales would be simpler, at higher grosses, and totally controlled by the dealership?  And, unlike any other marketing service, what if you could prove the value of the service by tracking deliveries and gross and comparing it to your current methods?  Now, imagine being able to do this 24/7 from anywhere in the world.

How does this…

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Added by John Fuhrman on May 21, 2014 at 5:35am — No Comments

FOR IMMEDIATE RELEASE

FOR IMMEDIATE RELEASE

ADDITIONAL DETAILS: dealerresourcegroup@gmail.com

 

WILMINGTON, NC - NOVEMBER 20, 2012 - After careful evaluation, New York publishers John Wiley & Son have selected two of Americas top trainers to be added to the family of books known as the "Dummies" franchise.  Trainers John Fuhrman and Anthony Bartoli have agreed to be co-authors for the…

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Added by John Fuhrman on November 20, 2012 at 4:01am — No Comments

WHAT IF THIS WORKS

I am writing this from the airport in Manchester, NH as I head back to Wilmington, NC.  Hurricane Sandy has left her mark on the North Carolina Coast and is heading north for what forecasters think will be a huge event.  I'll be glad if I just make it home today.       Many of the homes up here are equipped with back up generators to handle loss of power issues.  Stores were selling out of extra water and batteries as folks prepared for the worst.  I think we can all agree this is just being…

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Added by John Fuhrman on November 1, 2012 at 10:40am — No Comments

ARE YOU WILLING TO TAKE ONE MORE STEP?

 

What was your September like?  Or how do the year-to-date numbers look?  How is the sales force working out?  How many are left?  How is inventory?  Do you have enough of the right stuff?  How did you feel reading your last aged unit report?      

Those questions could have good answers or bad answers.  The future depends on what you're ready to do regardless of the answer.  This also applies to your entire operation.  How you answer the tough questions determine how you fare…

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Added by John Fuhrman on October 2, 2012 at 3:29am — No Comments

For Immediate Release

October 1, 2012 - New York, NY  Major NY Publisher Announces New Auto Sales Book - John Wiley & Son, the oldest professional publisher in the United States has announced another edition to add to it's highly successful "Dummies" franchise.  The "Dummies" books have sold millions of copies on a variety of subjects from technology to small business.  Their highly recognizable yellow and black covers are instantly recognizable and mean that the selected authors were…

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Added by John Fuhrman on October 1, 2012 at 2:15pm — No Comments

Are You Surrounded?

 

I don't know about you but I'm a sucker for classic westerns.  Even though about 10 minutes into the movie, you can pretty much figure it out, I always enjoy the "old west" from Hollywood's perspective.  It was a simpler time.  Or was it?      

Back then, at least in the movies, there was always a point when the good guys were surrounded.  It always looked like there was no way out.  Or, as the cliche goes, "It looks like the end of the line."  Yet, seemingly out of nowhere a…

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Added by John Fuhrman on September 18, 2012 at 5:16am — 1 Comment

OH PLEASE - NOT THAT!!!

There is a statement we've all heard over the years in the car business.  It usually comes from the dealer or a senior manager.  When I hear it, it makes me crazy.  Now, I know that some of you will say that driving me crazy is a short trip, but this one makes me glad that I'm not on a roof when I hear it.  I might jump.     

It usually happens when I'm talking to a dealer.  We may be discussing a hiring campaign, an idea for advertising, a specific sales practice or even a way to cut…

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Added by John Fuhrman on September 8, 2012 at 8:24am — 4 Comments

Warm Bodies Are Not Enough

Part of our marketing is to monitor help wanted ads for sales people.  I've seen some that should be very effective, but far too many are less than acceptable.  The only way to describe them is pure laziness.  The only other possibility is that the dealer is still running the sales department on "The Warm Body Theory."  That's where dealers who are stuck in the 1980's still believe that if they keep hiring warm bodies, eventually they'll end up with some "natural" sales talent.…

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Added by John Fuhrman on August 24, 2012 at 7:33am — 1 Comment

The Perfect Wedding

 

I just returned from my nephew's wedding.  He is the first of our family's next generation to marry so the pressure was on to create a standard to follow.  Being my brother's son, I was excited to go, visit with family that we don't see often enough and most importantly, to honor my nephew and his new bride.  From the rehearsal dinner to the church, and ultimately to the reception, it was perfect.      

Not just for all it had.  It was perfect for the things that were…

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Added by John Fuhrman on July 16, 2012 at 5:11am — No Comments

How To Hire The RIGHT Vendor

 

You've decided to go outside your dealership to get something handled.  After a lot of thought, you realized it would be better to spend money with the right experts and handle things once, than to save money on paper and take your people away from what they do best for you.  Many times that's exactly what you should do.  But how do you know you have the right company for what you really need?      

To help you see how to rate a company or service, I will be using our company…

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Added by John Fuhrman on July 10, 2012 at 11:08am — No Comments

Who Is Your Competition?



That question often depends on who you ask.  Salespeople will talk about the dealer up the street or across town who is absolutely giving the cars away.  F&I will talk about lenders who seem to favor other dealers and cost them deals.  Managers will discuss factory incentives, advertising, and the like.  But is that what we're really up against?

 

After 33 years in the business and over 15,000 salespeople and managers trained, I think there's more to competition than we…

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Added by John Fuhrman on June 28, 2012 at 7:49pm — No Comments

You ALWAYS... Or ...NEVER Do

January 1979 I sold my first car at a small dealership in North Jersey.  Since then, a lot has happened.  I've personally trained over 15,000 sales professionals, written 10 books, spoken literally around the world, and now work with top dealers to fill their sales needs.  I have seen and participated in three "worst ever" downturns in our industry.  Each has taught me lessons on how to deal with the struggles and what to improve on as business gets better.  There was one lesson that…

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Added by John Fuhrman on June 19, 2012 at 8:28am — No Comments

ipod - iphone - ipad - We're Missing An I

     All this technology is becoming very popular around and among dealers.  Sales people can pull up apps and show customers all the details about a particular car in stock.  Customers can shop and research before they get to the dealership, and an Internet staff can track web visits and initiate contact with potential customers.  All at the speed of light.

     Thanks to the innovation of Steve Jobs and Apple, we can "i-anything" we want.  But there is one important ingredient to…

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Added by John Fuhrman on June 6, 2012 at 7:53pm — No Comments

Congratulations to Addy's Harbor Dodge

Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US.  It just shows that having the right programs, the best managers and top sales people, will make great things happen.  We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.



When we first came to Addy's they had 8 sales people and were doing average numbers.  Rod Ricciardi had just become the GM and brought with him a…

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Added by John Fuhrman on May 31, 2012 at 7:12am — 1 Comment

The Difference Between A Professional And An AMatuer

As we reach the mid year time, many of us make decisions.  Some even make commitments to change certain aspects of their life and their profession.  Unfortunately, far too many change absolutely nothing because they believe that their career is subject to the mercy of the markets.  They boast about how they were a top producer during the market high points, and continue doing the same things they did when customers simply showed up with checkbooks in hand.

     Case in point.  A good…

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Added by John Fuhrman on May 14, 2012 at 7:30am — No Comments

When Is The Best Time To Hire?

You've evaluated the numbers.  Met with your managers.  Decided the goals for the rest of the year.  Now the only question is, how and when should you hire additional sales people?  Is there actually a best time to put new people on your floor?  Let's look at the possibilities.

HIRING WHEN THINGS ARE SLOW

When things are slow there are two huge benefits to hiring new people.  First - You cna take your time and make sure they get their feet under them.  Let them…

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Added by John Fuhrman on May 1, 2012 at 7:30am — No Comments

The Process Is The Prize

The Process Is The Prize!

   

 

Studies show that the average salesperson is into negotiations within 3 minutes of saying hello.  Three minutes and they're talking numbers and hoping to close a deal.  What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980.  So, nothing has really changed in over 30 years. 

 

Think about it this way.  Some of you have been reading this newsletter since it began.  That being the…

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Added by John Fuhrman on April 21, 2012 at 2:54am — No Comments

Paying Top Dollar Just To Look Good

You arrive at your dealership and notice that the outside is appearing a bit drab.  To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building.  So, you make the decision. 

 

Here are your choices:

•You call the top commercial painters in the area and get an estimate.

•You hire a couple of college kids give them a truck to pick up paint and turn them loose.

•You pull your…

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Added by John Fuhrman on April 19, 2012 at 8:39am — No Comments

Five Social Media Questions

Thanks for taking a look at this one with me.  I am preparing this content for an upcoming website.  I know that AutomotiveDigitalMarketing.com is concentrated with Powerful Automotive Social Media Pros.  If you have the time, proof me on this one and let me hear your take.  I treasure your input; whether you agree or disagree.  Honesty is the way to distill a true winner. 

Thanks,

 

-JM-

 …

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Added by John Miller on March 28, 2012 at 2:11pm — 5 Comments

Please...Not That!

There is a statement we've all heard over the years in this industry.  When I hear it, it makes me crazy.  Now, I know that some of you will say that driving me crazy is a short trip, but this one makes me glad that I'm…

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Added by John Fuhrman on March 16, 2012 at 9:30am — 5 Comments

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