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Garry House's Blog Posts Tagged 'Sales' (6)

From the NCM Institute: The Difference Between ‘Good’ and ‘Great’ Auto Dealers Written By: Garry House

Written By: Garry House

In the first couple of paragraphs in his book, Good to Great, author Jim Collins makes several interesting statements:

Good is the enemy of great. And that is one of the key reasons why we have so little that becomes great. Few people attain great lives, in large part because it is just so easy to settle for a good life. The vast majority of companies never become great, precisely because the vast majority become quite good – and that is their…

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Added by Garry House on June 14, 2013 at 10:05am — No Comments

From the NCM Institute: Why Dealers Should Be In Express Service Written by: Steve Hall

Written by: Steve Hall

Dealers know you must provide fast, convenient, and competitively-priced service in order to retain your customer base. They also know that oil changes and light maintenance are the most requested service items by customers. Knowing this, why do dealers continually fight express service?

I’ve heard all the excuses: it hurts my hours per repair order; it hurts my gross profit percentage; it hurts my effective labor rate; I can’t make any money in express…

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Added by Garry House on May 16, 2013 at 7:30am — No Comments

From the NCM Institute: It's Time to Raise the Bar for Automotive Internet Closing Ratios Written By: Garry House

Written By: Garry House

In the second quarter of 2012, the NCM Institute (NCMi®) formed a training partnership with Automotive Internet Management (AIM). AIM has conducted five “Bridging the Internet Sales Gap” training workshops under NCMi sponsorship. After personally auditing two of these sessions and receiving client-dealer feedback from all of the sessions, I’ve become convinced that dealers and their sales management teams need to “raise the bar” on their expectations for…

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Added by Garry House on April 4, 2013 at 2:40pm — 2 Comments

From the NCM Institute Blog: The Road Less Profited by: Keith Shetterly

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.…

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Added by Garry House on March 12, 2013 at 8:00am — No Comments

From the NCM Institute Blog: Auto Dealership F&I Sets the Stage for a Successful 2013 by Rebecca Chernek

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…

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Added by Garry House on February 1, 2013 at 12:50pm — 1 Comment

From the NCM Institute Blog: It's Time to Raise the Bar for Automotive Internet Closing Ratios

In the second quarter of 2012, the NCM Institute (NCMi®) formed a training partnership with Automotive Internet Management (AIM). As of last week, AIM has conducted four “Bridging the Internet Sales Gap” training workshops under NCMi sponsorship. After personally auditing two of these sessions and receiving client-dealer feedback from all of the…

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Added by Garry House on December 14, 2012 at 8:00am — 2 Comments

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