Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Back in the bad old days of car sales, if someone planned to buy a car, the first thing he or she’d do is… put off the process for three months to a year! Finally, when the old beater started costing far more to fix than the monthly payments on a new car, they’d pick up a copy of the Consumer Reports annual new car issue, grab the Autos section of the Sunday newspaper and start doing some homework.
Usually, they’d start with the model. “Hmmm, it needs to fit me, the wife…Continue
Added by Jim Barisano on September 16, 2014 at 1:16pm — No Comments
One of the many byproducts of training in so many dealerships is that you get to observe all the different ways people do things. Like how they answer the phone or talk to a customer in the service drive.
Over the years, I’ve made it a point to take note of some of the ways Advisors and Managers blow their customer up in the service drive and I thought I would share with you my observations and my Top 5.…Continue
Added by Leonard Buchholz on August 26, 2014 at 2:25pm — No Comments
There is no substitute for having a reliable company to look after your car. That means one that uses quality products and has highly trained staff that can identify any problems; and remedy them. One of the things that should be looked at periodically is tyre or wheel balance. You want to be certain that everything is in ‘sync.’ If your car starts to wobble or the steering wheel shudders you can be fairly…Continue
Added by Rahul Paul on August 3, 2014 at 10:38pm — No Comments
By Gregg Manson
If advisors could read service customers minds, time would be saved, customers’ needs more accurately addressed, and service sales, CSI and retention would all improve.
Advisors who read minds know that every customer pulling into the drive has on his or her mind that day:
Ability to address these questions in…Continue
Added by Gregg Manson on June 3, 2014 at 1:00pm — No Comments
The social media universe converges each year in Austin, Texas for SXSW. And the festival offers a lot of opportunities for those like myself, who are focused in the application of social media in the automotive world.
One big name on the scene is…Continue
Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales. Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.
I’ve been there. I’ve lived that, and after all these years I still breathe car sales.
Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to…Continue
Added by Jeff Cotton on February 24, 2014 at 11:17am — 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
Helpful…or Professional…which of these sound better?
If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.
Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…Continue
Added by Leonard Buchholz on November 19, 2013 at 5:08pm — No Comments
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
The service drive is the new showroom! In a given day, more car-sales opportunities drive into your service lane than will walk through your traditional showroom doors.
Putting a dedicated sales associate equipped with the right knowledge in hand in the service drive can consistently close 30-35% of service drive customers. The best your showroom team does is selling about 20 percent.
Service drive vehicle selling is powerful because you probably have all the tools at hand to…Continue
Added by Jeff Cotton on April 3, 2013 at 10:50am — No Comments
RedBumper is quickly becoming the tool of choice!
By: Hillis Emanuelson
What astounds me is that many dealerships fail to recognize all of the sales opportunities that are literally running right through their service bay doors, each and every day.
Some say pushing to sell another car to a consumer in the service drive could be considered annoying. That could not be further from the truth. Especially if the tools being used allow the user to…Continue
Added by Hillis Emanuelson on August 23, 2012 at 6:30am — No Comments
A new study shows that a new breed of “digital test drivers” are completely skipping the dealership sales process. More than 10% of new-car shoppers are buying vehicles without even seeing them in person. To me, this seems like buying a pair of pants without trying…
It’s a dangerous fact that using a cellphone behind the wheel is extremely dangerous. But many teenagers and other young drivers still gamble at the odds by talking or texting on a cell phone or mobile device while driving. Those are the findings of a recent nationally representative survey of drivers 16 to 21 years old by the…Continue
Added by Ketty Colom on May 9, 2012 at 11:19am — No Comments
The 2012 NADA Convention exhibitor hall was very active this year making the selection of the PCG Spotlight Award winners even more challenging.
This year five companies that attended the 2012 NADA Convention were selected by PCG as having outstanding products that will benefit the dealer community.
Few guys will turn down a little extra help in the dating scene -- just like few car makers will turn down the chance to add some sex appeal to their brand. With their "Date Drive" project, Volkswagen is taking advantage of this natural partnership opportunity. They're helping guys out by loaning them a new car for first dates and then making it easy for others to follow the feedback of these test drivers. Everyone's a winner. The guys get a nice car for an evening and VW gets a lot of…Continue
Added by Tony Guarnaccia on July 21, 2011 at 8:49am — No Comments
Added by jon nigbor on June 4, 2009 at 10:31am — No Comments