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All ADM Blog Posts Tagged 'Selling' (30)

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: Is Your Menu Working You or Are You Working The Menu? Written By: Rebecca Chernek

Written By: Rebecca Chernek

AutoNation USA, the #1 publicly-owned automotive retailer, opened its doors as a mega “one pricing” pre-owned operation in 1997. It built elaborate showrooms; county records show one was 218,000 square feet. The showrooms included a café, a playroom and an aftermarket display platform.

Kiosks with computers were placed throughout the store enabling consumers to efficiently check out in-stock inventory or to submit a loan application. Customers were…

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Added by Garry House on March 26, 2013 at 7:00am — No 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

Are You Selling or Are You Buying?

Are You Selling or Are You Buying?

 

Have you ever had this conversation?

 

You: “Hi Mr. Customer, it’s me John from ABC Chevy and I just wanted to follow-up with you to see if you are still in the market for that 2010 Chevy Silverado that you e-mailed me…

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Added by Jason Parman on November 15, 2012 at 8:42am — 11 Comments

Americans Forced To Drive Old Cars Because YOU Are Not Selling Enough New Cars!

Americans are holding onto cars longer, pushing the average age of a vehicle on the country's road to a record 11 years.…



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Added by Ralph Paglia on January 21, 2012 at 9:30pm — 1 Comment

A Bug In My Potato Salad

“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…

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Added by Stephanie Young on January 19, 2012 at 9:58am — No Comments

Are Your Service Advisors Order Takers or Advisors?

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 …

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Added by Stephanie Young on September 21, 2011 at 9:30am — No Comments

Reminder: It is Time for an Attitude Adjustment

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…

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Added by Stephanie Young on September 8, 2011 at 8:00am — 10 Comments

2012 Toyota Camry; 7th Generation of America's Best Selling Car

TOYOTA INTRODUCES SEVENTH-GENERATION CAMRY FOR 2012

  • Lean Design, engaging driving dynamics
  • Improved fuel economy; Hybrid achieves 43 mpg
  • Advanced safety and security features
  • New Entune Multimedia…
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Added by Ralph Paglia on August 29, 2011 at 8:00pm — No Comments

Closing the Gap

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…

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Added by Stephanie Young on August 9, 2011 at 8:30am — No Comments

Fixing by Feeling Your Way

In a previous blog, I told a story about my father being deaf and how this becomes a superpower for him in business.  (To read more on this back story, please visit “Seeing What People Say”)  I had no idea what a gift my father had given me during my childhood until I became a…

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Added by Stephanie Young on July 26, 2011 at 6:00am — 9 Comments

Seeing What People Say

The subject of body language keeps popping up in my life of late.  As a result, I have spent some time dwelling on the connection between body language and the work place.  Personally and professionally, we often hear the words, “Don’t judge a book by its cover.”  This statement has more to do with quick judgments made on physical appearances than body language.  Reading someone’s body…

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Added by Stephanie Young on July 21, 2011 at 7:00am — No Comments

Transitioning the Social Networking Relationship into Making the Sale

The first step to Social Networking suicide is to use this media as a place to make the sale.  Social Networking is a relationship building network and not the shopping network.  A network when used as a verb is defined as: to cultivate people who can be helpful to one professionally, especially in finding employment or moving to a higher position.  With this in mind, a Social Network is…

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Added by Stephanie Young on July 7, 2011 at 6:30am — No Comments

Social Networking as a Business Development Tool

Marketers are experimenting with using the Social Networking sites for proactive marketing through building targeted niche networks and business development communities.  As a result, Social Networking has become as much a part of…

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Added by Stephanie Young on July 6, 2011 at 9:00am — No Comments

Opening the Lines of Communication through Social Media

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…

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Added by Stephanie Young on July 5, 2011 at 8:00am — No Comments

Traveling Planning as a Roadmap for Success

This year, I made a trip to Japan, which was a year long adventure in coordinating and planning with a group of college buddies.  Despite a tragic earthquake and tsunami followed by a real nuclear threat, we continued to plot and chart our big adventure.  It was during all this adjusting,…

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Added by Stephanie Young on July 1, 2011 at 7:00am — No Comments

Helping Goldilocks Find the Right Car

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…

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Added by Stephanie Young on June 30, 2011 at 7:00am — No Comments

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