Professional Community for Car Dealers, Automotive Marketers and Sales Managers
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…Continue
Added by Joseph Little on November 5, 2015 at 1:00pm — No Comments
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…Continue
Added by Mike Gorun on November 3, 2015 at 4:40am — No Comments
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…Continue
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…Continue
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…Continue
Added by David Metter on May 12, 2015 at 10:51am — No Comments
|by Rob Campbell, Performance Improvement Consultant|
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…Continue
Added by CDK Global on February 2, 2015 at 3:00pm — No Comments
1. Catch the ball
Nothing positive can happen until the receiver completes the catch.
2. Try to make additional…Continue
Added by Al Mosher on November 26, 2013 at 5:48am — No Comments
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…Continue
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…Continue
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.…Continue
Added by Scott Parrott on August 28, 2013 at 10:43am — No Comments
Added by Paul Potratz on January 30, 2013 at 7:39am — No Comments
Added by Tony Navarra on October 28, 2012 at 5:13pm — No Comments
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…Continue
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,…
Unless you just landed on earth, you have probably heard of reputation management and the importance of monitoring what people are…Continue
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?" …Continue
Added by Tony Abbott on August 16, 2011 at 12:30pm — No Comments
In other words, I’m used to having the world at my fingertips, and along with the rest of my generation.
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…Continue
Added by Michael Fischer on June 22, 2011 at 10:58pm — No Comments
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.