Professional Community for Car Dealers, Automotive Marketers and Sales Managers
An ideal sales team of veteran salespeople would allow each dealership to maximize revenue. In reality, sales…Continue
Added by Stephanie Young on August 4, 2014 at 8:44am — No Comments
Alan, let me begin by saying that you are one of my favorite trainers and I highly recommend your training to any dealership. Your training is exceptional. However....the vast majority of salespeople are not effective at handling Internet leads or phone calls. In fact, they are horrible at it.…Continue
Added by Philip Zelinger on June 8, 2014 at 3:37pm — No Comments
There are probably a thousand reasons or more that customer service and retention is a valuable automotive sales training topic, but here are just nine that affect all industries that should get your attention.
Added by Stephanie Young on May 20, 2014 at 9:25am — No Comments
Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer…Continue
Added by Stephanie Young on April 29, 2014 at 9:10am — No Comments
When someone claims to be “green”, what first comes to your mind? They are making an effort to reduce their carbon foot print on mother earth? Maybe they are a vegetarian? Or they are actively recycling?
When I hear the…Continue
Added by Stephanie Young on April 22, 2014 at 7:30am — No Comments
Call Tracking to CRM is all the…Continue
Added by Danny Benites on February 19, 2014 at 9:31am — No Comments
Sales letters are important tools for interactive marketing, lead generation and nurturing sales opportunities. In the age of digital marketing, usually one of the earliest experiences a potential consumer will have with an organization is some impersonal written for the masses word format.
Selling is like dating. Imagine you are on a first date; would…Continue
Added by Stephanie Young on February 13, 2014 at 8:00am — No Comments
I listened and engaged in many conversations and there was a common theme through out them in regards to finding good "digital people". It's intriguing to me because I think it is…Continue
In today's marketplace, I submit that it is no longer acceptable to merely satisfy our customers and employees. That statement is not ground-breaking, we've all heard it. In most cases, providing what I call "Ridiculous" Service does not come naturally. As a matter of fact, it's quite un-natural. We…Continue
Added by Danny Benites on February 3, 2014 at 8:30am — No Comments
Sometimes our focus on growing profits can lead us to make decisions that have us working harder and not smarter. For example, cutting corners in regards to recruiting and training sales personnel. The fear of loss of investment if the employee leaves, can spiral into an evolving sales team in which more and more members lack the…Continue
Added by Stephanie Young on January 28, 2014 at 7:30am — No Comments
On August 28, 1963 in front of Lincoln Memorial in Washington D.C., Martin Luther King Jr. delivered a speech that became a pivotal turning point in U.S. history. What made Dr. King’s dream a reality was his literally devotion to being in action. He acted despite adversity, ridicule and criticism. His thoughts and opinions were not popular and were considered not acceptable at the…Continue
Added by Stephanie Young on January 20, 2014 at 7:00am — No Comments
I find myself disgusted by the lack of expectations dealers have for their…Continue
Added by Danny Benites on December 1, 2013 at 5:16pm — No Comments
Written By: Garry House
Last month I published a blog focused on the difference between good and great automobile dealers, and I promised to follow that up by discussing what we, at the NCM Institute Center for Automotive Retail Excellence, have learned about the differences between some of the good and great processes employed by these dealers. This is the first of those follow-up articles.
Most every dealership manager…Continue
Added by Garry House on July 1, 2013 at 5:30am — No Comments
Written By: Robin Cunningham
Most Monday mornings I find myself standing in NCM Institute’s beautiful training facility welcoming a new class of retail automobile dealership managers who have come to Kansas City for formalized training specific to their job responsibilities. After introductions, I tell them something like: “We won’t be talking about what you think you have come here to learn until just before or…Continue
Added by Garry House on June 27, 2013 at 5:43am — No Comments
Written by: Jeremy Anwyl
A quick look at the current state of auto retailing would suggest that things are good. Tough times (and a couple of notable bankruptcies) have thinned dealer ranks. Although pressures are mounting, the manufacturers are still demonstrating discipline around production volumes. Most importantly, customers are returning to showrooms.
Add all factors together and the result is that volumes and margins on both new and pre-owned vehicles are…Continue
Added by Garry House on May 21, 2013 at 7:30am — No Comments
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…Continue
Added by Garry House on May 16, 2013 at 7:30am — No Comments