Professional Community for Car Dealers, Automotive Marketers and Sales Managers
SCHENECTADY, NY- On November 22, Paul Potratz, founder and COO of Potratz, and Cory Mosley, Principal of Mosley Automotive Training, will be hosting Closing Ratios: A 20% Increase in 7 Steps. Held at 2:33pm EST, the Friday webinar will showcase all that dealers need to know about closing ratios, the figure…Continue
Added by Paul Potratz on November 13, 2013 at 8:20am — No Comments
Here is the latest used car market report from Black Book and Ricky Beggs, Editorial Director. Thanks for taking the time to tune into this video market blog from Black Book. While out in the field for a couple of days this past week, the number of comments I received…Continue
Added by John Sternal on November 13, 2013 at 7:19am — No Comments
Does Your Website Pass Or Fail?
► Test Your Website's Merit Today
► The Right Way To Do Product Reviews
► Purchase Justification Is Key
► Make Your Dealership's Website Stand Out
Use this week's Think Tank Tuesday video as a guide. Learn for yourself whether or not your website would pass or fail by the Potratz standard.…
Added by Paul Potratz on November 12, 2013 at 11:14am — No Comments
Think of how much selling vehicles has changed in the last several years. Now think of what is being taught in most dealerships regarding the road to the sale. Considering the education and interaction that occurs before the customer ever gets to the dealership, most sales training is outdated. One key difference maker can be the customer’s trade-in.
I am not referring to the trade value in monetary terms, but in informational and relational terms. Let’s examine a few facts.…Continue
Added by Mark Tewart on November 12, 2013 at 9:00am — No Comments
I’ve written many articles about the different types of loyalty and how each can affect your business’ growth and revenue. However, I’ve never written an overview of how all these components fit together in a holistic manner. Hopefully, this blog article will help put the pieces together…Continue
Added by Mike Gorun on November 12, 2013 at 5:30am — No Comments
Traffic is better, sales are up, profits are high, dealers are buying at NADA and the whole world is rosy. Don’t drink the water. I am not saying you should not be optimistic, and I am certainly not an economic forecaster coming with claims of doom and gloom. However, I am saying that your fortunes in the future will have a whole lot less to do with the economy than what business practices you put into place.
There is an over exuberance in dealer-land right now,…Continue
Added by Mark Tewart on November 11, 2013 at 9:00am — No Comments
Many years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition.
Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all team members involved both on the front line and behind the scenes. Review all the technologies you have and determine what is the most effective use and…Continue
Added by Mark Tewart on November 8, 2013 at 9:00am — No Comments
ActivEngage, the most trusted brand in automotive live chat brings the top ten blogs and news stories right to you! We monitor industry trends, current events, and the auto dealer community every week to bring you the top ten blogs and stories from around the globe. In this weekly edition -- Durango sales skyrocket, FB…Continue
Added by Ketty Colom on November 8, 2013 at 8:50am — No Comments
In July, I wrote an article that was published in Dealer magazine titled “Beam Me Up! How Service May Look In The…Continue
Don’t you hate to hear your customer say “no”? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded “no” word. You were all excited and hoping for a sale and then poof, the air goes out of your sails. The good news is that you can change from getting “no” answers to “yes” answers.
First, you must recognize that getting a “no” answer isn’t accidental or bad luck. When a customer gives you a…Continue
Added by Mark Tewart on November 7, 2013 at 9:00am — No Comments
“The more things change, the more things stay the same.” This quote can be an accurate reflection of most industries. With all the massive changes underway in the automotive industry, the majority of the industry operates in much the same way as it did 50 years ago.
One small part of an industry begins to change and reaches what Malcolm Gladwell termed in his book the “tipping point.” That tipping point allows the change to gain momentum and become norm for an industry. This…Continue
Added by Mark Tewart on November 6, 2013 at 9:00am — No Comments
You already have the passion, drive, and excitement. Learn what you're missing to become a great salesman. Follow these four steps to success. That's this week on Think Tank Tuesday.
Added by Paul Potratz on November 5, 2013 at 1:43pm — No Comments
Everyday managers walk into their dealerships in the morning and start their day with tasks or TO-Do list items. Unfortunately, those items rarely involve direct interaction with their sales team. The ultimate place for managers to be is in front of customers and salespeople.
Salespeople need interaction and input. If a manager allows a salesperson to direct their own day by their own design without input and coaching, the results will often be lackluster and will lead to…Continue
Added by Mark Tewart on November 5, 2013 at 9:00am — No Comments
I came across an excellent blog article recently that discussed the different forms of loyalty that exist in the car business. In this article, the author described three levels of customer…Continue
The average dealership hires a salesperson and, after a brief introduction of paperwork, allows the salesperson to begin talking to and selling to their customers. Some dealerships may send the salesperson to a meeting room to watch a series of perfunctory training videos and then cut them loose on the showroom floor to sell. Either way, the day of unleashing an untrained salesperson on a well-trained customer is dead.
The days of counting on a steady stream of traffic and…Continue
Added by Mark Tewart on November 4, 2013 at 9:00am — No Comments
ALBANY, N.Y. – November 4th 2013 – Auto/Mate Dealership Systems (http://www.automate.com) announced today it was named one of the 2013 “Best Places to Work” in New York State’s Capital region by the Albany Business Review. This is the fourth year in a row…Continue
Added by Mike Esposito on November 4, 2013 at 7:00am — No Comments
SCHENECTADY, NY- This month, DealersEdge featured a webinar on the “Tricks of the Trade” for search engine marketing. Nan Mossey, Director of Digital Marketing at Potratz, led the event which featured advanced insights on implementing and optimizing paid search campaigns. Many were in attendance as she covered…Continue
Added by Paul Potratz on October 31, 2013 at 1:47pm — No Comments
Every year at the NADA Convention, the exhibit hall is full of CRM and BDC companies displaying their wares. Dealers spend massive amounts of money in a frenzy to buy the “magic button” CRM or BDC solution for many reasons. Unfortunately most of those reasons aren’t valid. Putting great tools in the hands of below-average people with below-average processes and little-to-no accountability equals a waste of money.
Let’s look at some of the underlying reasons why dealers buy…Continue
Added by Mark Tewart on October 31, 2013 at 10:00am — No Comments
|by Dan Blau, Cobalt Digital Advertising Analyst…|
Added by CDK Global on October 30, 2013 at 9:00pm — No Comments