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All ADM Blog Posts Tagged 'program' (57)

Innovative Dealer Partners with Village to Increase Sales and Loyalty

According to an article in Automotive News, one dealer in Illinois has come up with a pretty ingenious loyalty rewards program idea – to leverage taxpayer dollars to increase car sales, while…


Added by Mike Gorun on July 28, 2015 at 5:30am — No Comments

Amazon Loyalty Program Promises More Deals Than Black Friday

In a recent press release, Amazon announced that, in celebration of its 20th birthday, July 15 will be “Prime Day” – a day on which Amazon claims it will offer more deals to its loyal Prime members than…


Added by Mike Gorun on July 14, 2015 at 6:00am — No Comments

Going Beyond All-You-Can-Eat In Loyalty

When consumers think of loyalty programs, they typically think of racking up miles, or frequenting a business in exchange for rewards, perks or freebies.

No matter what business you patronize, there is a good chance that it is offering some sort of loyalty…


Added by Mike Gorun on October 24, 2014 at 5:30am — 2 Comments

What Is a Customer’s Location Data Worth?

Geo-targeting and geo-fencing technology has been around for many years.

Some social networks use it and provide businesses with ways to show customers offers and specials based on their current location. However, for the most part, these are application-specific. An individual would need to download…


Added by Mike Gorun on August 26, 2014 at 3:00am — 2 Comments

Walmart Gets Into the Loyalty Program Arena

Recently, AdAge reported that Walmart is starting a loyalty program. Based on their price-match guarantee, Walmart is launching an app named “Savings Catcher,” which consumers can use to receive refunds for…


Added by Mike Gorun on July 15, 2014 at 6:00am — No Comments

The Conundrum of Johnny Manziel and Tim Tebow

Whether you are a football fan or not, unless you have been living in a cave you have probably heard a lot about Johnny Manziel and Tim Tebow.  What Tebow and Manziel have in common is that both are former Heisman Trophy winning college quarterbacks.  What they both also have in common is that they are both very much hated and reviled by so many.


From the outside looking in, they are polar opposites in many ways. Tebow is publicly very religious and Manziel is not. Tebow is…


Added by Mark Tewart on May 7, 2014 at 9:22am — No Comments

Do You Choose Your Customers Or Do They Choose You?

I recently read a very thought-provoking article asking this very question; “Is the simple fact that the customer has money enough to make the purchase a determining factor for you?” Too often the customers dealerships…


Added by Mike Gorun on April 30, 2014 at 5:07am — No Comments

Selling the Difference

Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference.


When making a decision, customers look for deciding factors. Being able to know what the differences are and then helping the customer know what they look like, sound like and feel like is your job. Customers don’t spend an hour with you and say, “This is exactly…


Added by Mark Tewart on February 28, 2014 at 9:00am — No Comments

Complete Sales Freedom in Two Years or Less

Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all.


What’s the key to creating freedom? It’s marketing. If you are a sales person who is waiting for your business to provide an endless funnel of prospects and buyers, you are living in a fantasy land. Even with a ton…


Added by Mark Tewart on February 27, 2014 at 9:00am — No Comments

How To Flood Your Dealership With Customers

There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take to achieve those options. The good news is that once you have clarity about your strategy, and then apply emotional direct response marketing…


Added by Mark Tewart on February 26, 2014 at 9:00am — No Comments

How to Build a Winning Team

Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, “This is a football.” Every year, John Wooden, the legendary basketball coach of the UCLA Bruins started his first practice of the season by demonstrating to his players how to properly put on their socks to prevent blisters. Pretty basic stuff, huh?


Notice the similarities between Wooden and Lombardi in the…


Added by Mark Tewart on February 25, 2014 at 9:00am — No Comments

Why Dealerships Struggle: Part 3

What is the plan at your dealership for training your team members? If it is what I have seen at most dealerships, it’s not enough. As a matter of fact, if you are operating at the industry standard, it’s embarrassing. Dealerships that struggle always have people who are not trained enough or trained properly.


In 2011, NADA stated that the average automobile dealership in the U.S. spent $654 per vehicle on advertising. How much per car was spent for training? I don’t know the…


Added by Mark Tewart on February 24, 2014 at 9:00am — No Comments

Why Dealerships Struggle: Part 1

In what now can be considered a good selling market — and what many predict will soon be a booming market — there are many dealerships under-performing, and some mightily struggling.

Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and…


Added by Mark Tewart on February 20, 2014 at 9:00am — 8 Comments

Are You A Professional or A Lot Lizard?

Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to wait on someone. Notice I said waiting to wait on. These lizards are a curious species in how they tend to look for prey. The professional is a different breed. The professional tends to not wait on much or for long. The professional has goals, a work plan and is too busy taking action…


Added by Mark Tewart on February 19, 2014 at 9:00am — No Comments

How To Get Your Customers To Say "Yes"

Robert Cialdini is a social scientist who wrote the book Influence: The Psychology of Persuasion. In the book, Cialdini describes six different influences that get people to say “yes.” In this article, I would like to review those six influences and how that relates to selling vehicles, and add one more form of influence that will assist you in getting your customer to say “yes!”


Reciprocation — Human nature creates an urge to pay back debts. These debts can be in the…


Added by Mark Tewart on February 18, 2014 at 9:00am — No Comments

Let Your Fantasy Be Your Reality

“In the mind of the beginner there are many possibilities, and in the mind of the expert there are few.”-Suzuki Roshi


What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into who you supposedly are or who you are not.


People in your work…


Added by Mark Tewart on February 17, 2014 at 8:30am — No Comments

People Buy From People

As a sales professional, it can be an eye-opening experience when you go shopping for yourself. Weaknesses in other’s presentations can teach us lessons about how to strengthen our own. One common theme you might notice is that many people don’t seem to recognize that people don’t buy products or services. People buy from people.


People buy solutions to perceived or real problems. Good sales people assist buyers in solving their problems through emotions, visual imagery, and…


Added by Mark Tewart on February 14, 2014 at 8:30am — 4 Comments

Negotiate Like a Professional

Negotiating can be done in a professional manner that can increase customer satisfaction while helping to protect both parties’ interests.


Let’s first look at some of the problems that give negotiating a bad name and then look at the solutions. A lack of training in negotiating in the automotive industry has put sales people at a disadvantage. Usually, a sales person is taught how to negotiate in a learn-as-you-go method. Although all learning must be accomplished by doing,…


Added by Mark Tewart on February 13, 2014 at 8:30am — No Comments

You Can Make Gross Profit In The Digital Age

“You can’t make gross profit anymore now that we are fully in the digital age.” That is a common observation repeated every day by frustrated salespeople and managers. The reality is, that simply is not true. Gross profit is and always will be possible — if you create and practice the right elements for profit.


First of all, it is never possible to make the profit you desire without the right belief system and mindset. If you believe you cannot…


Added by Mark Tewart on February 12, 2014 at 8:30am — No Comments

Are You Lucky?

Do you believe in luck? Do you consider yourself a lucky person or are you waiting for your ship to come in? There is a difference between luck and randomness. You should create your own luck and remove the randomness of your results.


Recently, I conducted a sales meeting for a business. Before I gave the meeting, I entered the meeting area before the sales team arrived and I taped a $20 bill to the bottom of a chair. During the meeting, I asked everyone to stand up…


Added by Mark Tewart on February 11, 2014 at 8:30am — No Comments

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