ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
The managers in your dealership must have a written job description with clearly defined responsibilities and expectations.
Having specific goals for the department is required. Daily action plans for selling, training, appointments, one-on-one coaching, save-a deal meetings, deal structuring, follow-up, etc will increase sales by 20 percent without spending more for advertising.
If you read biographies of successful people or businesses, one common thread…Continue
Added by Mark Tewart on November 29, 2013 at 12:00pm — No Comments
All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation
As a sales person you are in business for yourself. Having a mentality of being the CEO of your company is crucial to developing your business. The dealership signs your check, and…Continue
Added by Mark Tewart on November 28, 2013 at 12:00pm — No Comments
1. Educate Yourself
Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.
Begin a massive self-education program that will…Continue
Added by Mark Tewart on November 27, 2013 at 12:00pm — No Comments
Other women honored from various aspects and leadership roles, include:
I was recently invited to be a guest lecturer for an entrepreneur class at the University ofCincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION.
At a sales seminar I was giving, I was going over low- to no-cost marketing strategies designed to increase leads for sales people. At the first break after the marketing section, one of…Continue
Added by Mark Tewart on November 26, 2013 at 12:00pm — No Comments
Welcome to another edition of Black Book data and Beggs on the Used Car Market. I’m Ricky Beggs Editorial Director at Black Book. Thank you for tuning in to see some very interesting movements in the market value over the past week. Looking at the various comments gathered and reported by the Black Book survey personnel and editors as they stood on the auction lanes gave us as much of a wide spread of impressions of the market as I can…
Added by John Sternal on November 26, 2013 at 6:51am — No Comments
Have you made the commitment that automotive sales is your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long-term thinking in addition to short-term goals are keys to continued success.
When you first enter into a sales position, 80 percent of your time is spent acquiring customers and 20 percent of your time is spent maintaining those customers. Eventually, with the right efforts, that model…Continue
Added by Mark Tewart on November 25, 2013 at 12:00pm — No Comments
Swapalease.com, the nation’s largest car lease marketplace, reports average car lease prices for cars on the road rose 1.2% year-over-year according to October new listings. Monthly prices averaged $586.00 in October compared with $579.93 in October 2012. These prices compare to an average of $582.02 in September.
Among today’s popular leases, The Infiniti G37 saw the largest year-over-year increase, jumping 20.2% ($535.81) compared…
Added by John Sternal on November 25, 2013 at 7:52am — No Comments
What is hidden wealth? Hidden wealth is an unused, dormant or under utilized part of your business that contains great value. All businesses have at least one hidden wealth. Even the best businesses in the world contain hidden wealth. The key is to determine your hidden wealth and begin to mine the potential gold that lies therein. All businesses are different. Each business should require their leaders to conduct a concerted effort of introspection and egoless honesty to determine what…Continue
Added by Mark Tewart on November 22, 2013 at 12:00pm — No Comments
You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it.
Added by Mark Tewart on November 21, 2013 at 10:00am — No Comments
Swapalease.com, the nation’s largest car lease marketplace, reports credit approvals were relatively unchanged in October compared with the previous month. The year-to-date approvals for customer credit finished October at 72.8%, compared with September levels of 72.7%.
The current rate shows a marked improvement over last year’s percentage, when 64.4% of approvals were processed through the end of…
Added by John Sternal on November 20, 2013 at 12:35pm — No Comments
Thoreau once said, “Things don’t change, people do.” If things are to happen, you must make them happen. Good people and businesses always make things happen. Let’s look at the essential rules of making things happen.
Rule 1 – Always have a CEO attitude – You must start by taking responsibility for all things both good and bad. Accept that your company signs your check and you fill in the numbers. Your own personal philosophy, which is determined strictly by…Continue
Added by Mark Tewart on November 20, 2013 at 12:02pm — No Comments
Hello and welcome to this week’s edition of Beggs on the Used Car Market, driven by data from Black Book. Congratulations to Bill Jensen of Chase Auto Finance as he was chosen as the Auto Finance Executive of the Year. Dan Kennedy of General Motors was selected as the National Remarketing Executive of the Year. Jeff Haynes of BBVA Compass was chosen and honored as the Re3 Executive of the Year covering the…Continue
Added by John Sternal on November 19, 2013 at 11:06am — 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
According to Black Book data, used vehicles model years 2008-2012 overall depreciated -2.1% in October, marking a noticeable change from September data recorded at -1.3%. Domestic cars depreciated -2.5%; import cars were -2.3%; domestic trucks were -1.7%; and import trucks were -2.1%. Average pre-recession depreciation is historically between -1% and -2% monthly.
Full-size pickups and Full-size CUVs led all segments with the strongest monthly depreciation levels each at just -1.1%.…
Added by John Sternal on November 11, 2013 at 7:57am — No Comments
Based on the Black Book reports, data collected and phone calls this past week Black Book expects there are a good many auction managers and personnel tuning in to see if the overall market mirrored their individual auctions in relation to activity, sales conversions and price retention. To keep the suspense down, don’t think it was anything you personally did or didn’t do to get the results you got. I guess if there is one exception it might be from a sale out on the west coast. The Brasher…Continue
Added by Carroll Nguyen on October 28, 2013 at 12:00pm — No Comments
Swapalease.com, the nation’s largest car lease marketplace, reports the latest year-to-date credit approvals average recorded at 72.7% in September, down slightly from a 74.5% approvals rate YTD in August. The average YTD approvals rate considered to be “healthy” is 70%, according to the company.
A new auto lease trend appears to have formed over the last three months, one that shows the approval rate slipping during the previous three months compared with the same time last year…
Added by John Sternal on October 23, 2013 at 2:41pm — No Comments
Swapalease.com, the nation’s largest car lease marketplace, reports average car lease prices declined -2.0% year-over-year based on listings entering the market during September. Prices on leases averaged $582.02 in September, down from $593.66 in September of 2012. These prices compare to an average of $578.06 recorded during August. Ford’s popular Escape, Focus and Fusion models all showed significant price jumps on monthly payments recorded in September compared with the previous…Continue
Added by John Sternal on October 15, 2013 at 2:10pm — No Comments
It has been a busy week, but not overly active in the number of necessary adjustments. At 1450 vehicles adjusted per day throughout the last week, this is the smallest number since back at the end of August. As a comparison, the number of changes this past week is almost 640 per day less than the average daily change of 2090 per day for the entire month of October 2012.
With the smaller number of changes, how is the value change level reacting as compared to last week and even…
Added by John Sternal on October 14, 2013 at 2:00pm — No Comments
Swapalease.com, the nation’s largest car lease marketplace, offers insight into which car and truck lease segments are in demand based on year-over-year changes in inventory listings. Vehicles in the Green/Hybrid segment led all categories in September, rising 66.7% from year-ago levels.
Swapalease.com is an online marketplace that allows drivers to list their vehicle leases for the purpose of finding another individual to take…
Added by Carroll Nguyen on October 9, 2013 at 2:06pm — No Comments