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All ADM Blog Posts Tagged 'buying' (26)

Generation Z: Selling to the Self-Education Generation

Generation Z : Digital Natives

Understanding Why the Youngest Car-Buying Generation is so Important

You’ve heard quite a bit about millennials, Gen Xers, and earlier generations. Now it’s time for Generation Z to get some time in the spotlight. Gen Z is…


Added by Joseph Little on November 5, 2015 at 1:00pm — No Comments

The Key to Earning Business from Millennials May Not Be What You Think

In our industry, one universal sales practice is to tailor your techniques to the wants and needs of the customer in front of you. If you have a young male drooling over that sports car, you’ll probably be talking about performance specs, 0-60 times and horsepower. If you have a young family, you’re…


Added by Mike Gorun on November 3, 2015 at 4:40am — No Comments

Is Showrooming Stealing?

Consumers have been showrooming in retail stores for quite some time now and, while many retailers don’t like it, they’ve pretty much resigned themselves to the fact that it’s going to happen.  However, one surprising argument posted in…


Added by David Metter on June 12, 2015 at 8:00am — 3 Comments

Is the Internet An Enemy To Car Dealerships?

A 2014 study by Autotrader showed that consumers are visiting fewer dealers in their car shopping than ever before. This is certainly a by-product of the availability of information. No longer do consumers have to visit multiple dealerships to find the right vehicle. They simply sit in front of their…


Added by David Metter on June 5, 2015 at 5:00am — 9 Comments

Putting Showrooming In Perspective

As a husband and father to 5 daughters, the cartoon above is, at times, a pretty accurate description of my life. I’m sure all men in similar situations have found that couch or chair they inevitably get placed in while the females in their lives try on shoes, clothes or whatever they may…


Added by David Metter on May 12, 2015 at 10:51am — No Comments

The Right Path to Get Your Dealership Back in the Driver's Seat and on the Road to the Sale

Rob Campbell, Performance Improvement Consultant
by Rob Campbell, Performance Improvement Consultant

The Right Path to Get Your Dealership Back in the Driver's Seat and on the Road to the Sale

When I first came into the car business, I was taught the 10-step Road to the Sale. It went like this: dealership road to the sale

The Road to the…


Added by CDK Global on February 2, 2015 at 3:00pm — No Comments

Sales = Touchdowns

I was watching football Sunday and I got to thinking about the job of a receiver. I decided a receiver has three jobs:


1.        Catch the ball

Nothing positive can happen until the receiver completes the catch.


2.        Try to make additional…


Added by Al Mosher on November 26, 2013 at 5:48am — No Comments

Your Sales Process is Wrong.......Dead Wrong

Most companies are using a sales process that dates back several decades. It was probably wrong then and it most definitely is wrong now. Now, don’t get me wrong. It’s not the process I object to; it’s some of the things you’ve been taught to do in it.

Let’s look at some of the bad advice you…


Added by Al Mosher on November 7, 2013 at 3:30am — 11 Comments

Who's selling cars to people who hate the buying process?

The auto industry has many good tools to manage the behavior and request of all the leads, calls and inquiries a customer may have. Their merchandising skills in managing customers are outstanding.They have mastered their ability to be quick on the draw to respond to leads to come down and close.

But my feeling is that a bigger audience is becoming more fickled about the sales experience and not the technology.

Perhaps TRUEcar has the right idea about…


Added by Bill Sattree on October 1, 2013 at 2:30pm — 1 Comment

5 Questions to Ask A Car Dealer Before You Buy




Based on the answer to this question, you can infer a lot about the car you are interested in purchasing. For instance, if the answer is, “we bought the car at a fleet auction hosted by the Department of Transportation”, then you can be assured the vehicle has been serviced religiously every 2,000-3,000 miles.…


Added by Scott Parrott on August 28, 2013 at 10:43am — No Comments

How To Target The Consumer With Your Marketing Strategy

Added by Paul Potratz on January 30, 2013 at 7:39am — No Comments

Pay plans need to change - the customers certainly have

Remember that old adage about the definition of insanity?  Well, if we expect to have different results in our dealerships, we must look at many things differently.…


Added by Tony Navarra on October 28, 2012 at 5:13pm — No Comments

Creating an Automotive Buying Experience that Last a Lifetime

It has already been established that the most exciting time during the sales process is the delivery.  A perfect delivery can erase a debauched meet and greet, poor finance service, and the arduous negotiation over a couple of hundred dollars.  After spending hours with your customer, how do you want them to remember your dealership?

Your customer will remember your dealership every month they have to make their payment.  They will think of your dealership each time they pay for an…


Added by James Schaefer on June 7, 2012 at 1:56pm — 1 Comment

Is TrueCar going on the offensive? Take a look at this article from the NY Times.

Is TrueCar going on the offensive?

Take a look at this article that appears on page one of today's (Saturday, 2/11/12) NY Times Metro Section: "Car Dealers Wince at a Site to End Sales Haggling".

While it is great to see this topic covered by the NY Times it's a little disappointing to see that the reporter,…


Added by Chris Fousek on February 10, 2012 at 10:10pm — 3 Comments

Are You Buying Bogus Reviews?

Are You Buying Bogus Google Reviews from a Black Hat Reputation Management Company?

Unless you just landed on earth, you have probably heard of reputation management and the importance of monitoring what people are…


Added by Jeffrey Taylor on January 17, 2012 at 2:30pm — 60 Comments

True Car and ZAG - Cyber Bandits or Good for the Business?

Jim Ziegler asks...

I am hearing a lot of discussion about True Car and ZAG.  I continually scratch my head and wonder if  desperate dealers are doing the marketing limbo "How Low Can You Go?" …


Added by James A. Ziegler on November 27, 2011 at 2:30pm — 1735 Comments

The Generational Gap: I Won’t Buy From You if You’re Not on Facebook

As a Gen-Yer, I grew up in an era where everyone received a trophy in Little League, your parents escorted you from basketball practice to piano lessons to your Math tutor, and I can barely remember a world without the Internet.


In other words, I’m used to having the world at my fingertips, and along with the rest of my generation.



Added by Christine Rochelle on July 12, 2011 at 6:57am — 3 Comments

How to buy a car, and have fun doing it.

Volkswagen in Formula 1

My name is Michael Fischer. I have been selling automobiles for almost forty years. I began way back in 1973 at Kohlenberg Ford in Burlingame CA . I have had the good fortune to sell automobiles across the United States and have worked with and sold for some of the top…


Added by Michael Fischer on June 22, 2011 at 10:58pm — No Comments

J.D. Power and Associates Announces the Death of Demographics

J.D. Power and Associates published a white paper in April about “The Death of Demographics: Why Targeting by Purchase Behavior is Most Effective in Automotive Marketing.” This comes as no surprise to those within the digital marketing field, because the onset of so much new technology has shifted the way marketing power is focused.

Looking at…


Added by Amanda Meuwissen on June 21, 2011 at 6:48am — 1 Comment

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