ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
Added by Ralph Paglia on November 21, 2013 at 6:03am — No Comments
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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…Continue
Added by John Fuhrman on November 20, 2012 at 5:01am — No Comments
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…Continue
Added by John Fuhrman on November 1, 2012 at 10:40am — No Comments
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…Continue
Added by John Fuhrman on October 2, 2012 at 3:29am — No Comments
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…Continue
Added by John Fuhrman on October 1, 2012 at 2:15pm — No Comments
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…Continue
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…Continue
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.…Continue
I came accross a very interesting story the other day that I wanted to share with you. It's a story from Alexander Calandra called the Barometer Story. For those of you that have read some of my other posts (here or other forums), You know I like to keep things Simple and Fresh. This story is an intersting way on how to throw creativity on top of that.
Most of us sell / advertise in a similar way. Albeit, print, radio, TV, social, Low price leader, Give away the funny money, etc.…Continue
Added by Nick Domino on July 31, 2012 at 8:38am — No Comments
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…Continue
Added by John Fuhrman on July 16, 2012 at 5:11am — No Comments
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…Continue
Added by John Fuhrman on July 10, 2012 at 11:08am — No Comments
Added by Ralph Paglia on June 28, 2012 at 9:30pm — No Comments
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…
Added by John Fuhrman on June 28, 2012 at 7:49pm — No Comments
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…Continue
Added by John Fuhrman on June 19, 2012 at 8:28am — No Comments
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…Continue
Added by John Fuhrman on June 6, 2012 at 7:53pm — No Comments
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…
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…Continue
Added by John Fuhrman on May 14, 2012 at 7:30am — No Comments
3 WAYS TO CREATE A WINNING DEALERSHIP
Added by Ralph Paglia on May 4, 2012 at 10:00am — No Comments
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…Continue
Added by John Fuhrman on May 1, 2012 at 7:30am — No Comments
Some people in the car business haven’t seen this year’s Academy Award Winner for Best Movie--The Artist.
As the car business comes back we have to do more with less. As priorities go watching a silent movie--no matter how acclaimed--isn’t necessarily high on the list.
Recently though I found the time on an 8-hour transatlantic flight. As I watched, the parallels between Hollywood in the late 1920’s and the automotive industry in the late 2000’s were remarkable. The light…Continue
Added by Jim Flint on April 25, 2012 at 3:20pm — No Comments