Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Added by Leonard Buchholz on July 23, 2014 at 10:33am — No Comments
Nearly every week we spend training in a Dealership, we try to identify and help correct deficiencies in production, CSI and dealership employee performance. The rub is that every dealership has different issues and problems.
And 100% of the time when there is little progress in performance…Continue
Added by Leonard Buchholz on May 1, 2014 at 9:04am — No Comments
Processes save lives. It’s true. It is especially true when you are lying in a hospital bed with a doctor and a nurse talking to you about how their processes will save your life…which was where I found myself in the not too distant past.
Added by Leonard Buchholz on April 21, 2014 at 8:13am — No Comments
One of the best things about traveling is experiencing how other people run their businesses.
It also allows you to have many different Sales presentations from many different people. This story is about how one motivated, knowledgeable and especially friendly Salesperson made a banana into a bbq pork sandwich.
In every Dealership there is a desk. And behind that desk sits someone who has the responsibility to increase Profits.
In Fixed Ops, this person is called the Service Manager.
Typically (when I go into a store that is not profitable), I find the person sitting behind that desk working on everything not related to increasing Profits while believing that they are working on everything related to increasing Profits.
I call it the “Theory of Un-relativity” and it goes like…Continue
Added by Leonard Buchholz on March 26, 2014 at 3:20pm — No Comments
With the emphasis on increasing RO count through the manufacturer’s initiatives in regards to Quick Lube, Express Service, Fast Oil Change or whatever you call the 30 minute oil change in your Dealership, you would think that RO counts would be going up.
In some instances, yes they are. There is no doubt that these programs have resulted in more traffic into some stores in some cases.
But, in many stores, even with the advent of the “30 Minute Oil Change” marketing push and…Continue
Added by Leonard Buchholz on March 20, 2014 at 7:11am — No Comments
In every dealership that I visit that is struggling with increasing Sales per Repair Order, performing a walkaround is the area that the Advisors do not do well, if at all.
Recently, I was observing a service drive when a customer pulled up in a car and the advisor looked up from the desk and and said "Oh, look...she is just sitting there." And for the next 3-5 minutes, the advisor sat at her…Continue
Added by Leonard Buchholz on March 17, 2014 at 12:03pm — No Comments
Here is a simple way to make more every month.
It's called the "6 Steps to Happy Bank Deposits" and it goes like this.
1st, write down what you make per month…Continue
Added by Leonard Buchholz on February 5, 2014 at 7:41am — No Comments
During the analysis and evaluation we conduct prior to starting a training program the question of ethics and standard business practices we train on usually requires some explanation. In other words, Dealer Principals and General Managers want to hear from us that we conduct our training programs ethically and professionally.
If I were to stand in a room full of Dealer Principals and ask "Who in here believes that the best way to take care of a customer is to sell extra or un-needed…Continue
Every year about this time we begin to contemplate. What was our final score for 2012? How did we end up? Did we just SURVIVE or did we THRIVE?
For most of you, that reality was written months ago and on the 10th of January you’ll be…Continue
Added by Leonard Buchholz on January 1, 2013 at 2:30pm — No Comments
Service is an "elbow to elbow" people business. As I (we) have traveled and observed so many Dealership Service Operations, there is still one overriding factor that every Customer Service Organization must understand and adhere to. This is people business.…
Added by Leonard Buchholz on November 15, 2012 at 6:00am — No Comments
Lost Sales and Declined Services Customers are in many Dealerships, the largest untapped source of additional revenue. And in most cases, the Sales has been lost because of a few words and not a few dollars.
It is an age old diametrically opposed argument. On one side, we have technology. On the other side, we have personnel.
Clearly there is a huge gap between what "we" (old school) managers and Leaders consider useful and proper communication, motivation and Leadership techniques and what the "new" generation responds to.
There is a choice to be made.…Continue
Added by Leonard Buchholz on July 16, 2012 at 7:46am — No Comments
And when it's all said and done, we like to think that we have contributed to the Dealership's future and had a hand in weaving the very fabric of that Dealership.
And in every Dealership…Continue
A traveling salesman had come to the end of a long day and was very hungry. He had not made many sales and was feeling a little frustrated with his results. He decided to stop and get something to eat and mull over his next step.
He stopped in town, parked on Main Street and looked around. He found two restaurants side by side. Above each there was a sign.
The one on the left said “Food, more…Continue
Added by Leonard Buchholz on June 25, 2012 at 10:30am — No Comments
That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!
ATTITUDE, SKILL SET and KNOWLEDGE!
A strong Attitude will get you through the day…Continue
Added by Leonard Buchholz on June 19, 2012 at 8:02am — No Comments
Every Coaching session can be effective if you follow certain steps to improve your chances of a Successful outcome.
There is one word that is critical in determining the outcomes. That word is "Specific." There is an old saying that goes like this. "The more specific you are the better your results" and…Continue
Added by Leonard Buchholz on June 6, 2012 at 5:59am — No Comments
Added by Leonard Buchholz on June 3, 2012 at 7:30am — No Comments
“The difference between genius and insanity is paper-thin.” Old Japanese proverb.
There is an inherent truth in that statement. How many times have you said to yourself…Continue
Added by Leonard Buchholz on June 1, 2012 at 8:33am — No Comments