Professional Community for Car Dealers, Automotive Marketers and Sales Managers
If your dealership is not already working with one of those lead-providing services that require “upfront pricing,” I'm sure you've been approached by them. Why do these services push dealerships in this direction? Because of the mistaken belief that “upfront pricing” is the only way to get consumers to walk in your dealership’s door.
Boy are they wrong.
Upfront Pricing is Bogus Pricing
We all know it’s impossible to give accurate upfront pricing.…Continue
Added by O Mayfield on February 6, 2016 at 6:00am — No Comments
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…Continue
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…Continue
Added by Garry House on March 26, 2013 at 7:00am — No Comments
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
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…Continue
Are You Selling or Are You Buying?
Have you ever had this conversation?
Added by Ronda Miller on April 19, 2012 at 6:02pm — No Comments
“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
TOYOTA INTRODUCES SEVENTH-GENERATION CAMRY FOR 2012
Added by Ralph Paglia on August 29, 2011 at 8:00pm — No Comments
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
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…Continue
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…Continue
Added by Stephanie Young on July 21, 2011 at 7:00am — No Comments
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…Continue
Added by Stephanie Young on July 7, 2011 at 6:30am — No Comments
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…Continue
Added by Stephanie Young on July 6, 2011 at 9:00am — 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
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,…Continue
Added by Stephanie Young on July 1, 2011 at 7:00am — No Comments