Professional Community for Car Dealers, Automotive Marketers and Sales Managers
January 1979 I sold my first car at a small dealership in North Jersey. Since then, a lot has happened. I've personally trained over 15,000 sales professionals, written 10 books, spoken literally around the world, and now work with top dealers to fill their sales needs. I have seen and participated in three "worst ever" downturns in our industry. Each has taught me lessons on how to deal with the struggles and what to improve on as business gets better. There was one lesson that…Continue
Added by John Fuhrman on June 19, 2012 at 8:28am — No Comments
That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!
ATTITUDE, SKILL SET and KNOWLEDGE!
A strong Attitude will get you through the day…Continue
Added by Leonard Buchholz on June 19, 2012 at 8:02am — No Comments
Sales leads come in many different forms, yet few sales reps adjust their sales follow-up process to sync with the latest intelligence available about those leads. If not careful, they could be turning qualified sales leads into "not interested" responses or even worse, …Continue
Added by Ketty Colom on June 19, 2012 at 6:00am — No Comments
A long time ago, back when we used paper desk logs to track our showroom traffic, our salespeople were asked to complete a “source” box. We wanted to know how our customers heard about our dealership. Strangely, “Location” was the overwhelming favorite; according to our salespeople, very few customers came into the store because of our advertising. Of course, the phone calls and Internet (and fax, back then) leads we received told a different story. We just weren’t asking the question the…Continue
Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V.…
Added by Sean V. Bradley on June 12, 2012 at 1:06am — No Comments
All this technology is becoming very popular around and among dealers. Sales people can pull up apps and show customers all the details about a particular car in stock. Customers can shop and research before they get to the dealership, and an Internet staff can track web visits and initiate contact with potential customers. All at the speed of light.
Thanks to the innovation of Steve Jobs and Apple, we can "i-anything" we want. But there is one important ingredient to…Continue
Added by John Fuhrman on June 6, 2012 at 7:53pm — No Comments
Every Coaching session can be effective if you follow certain steps to improve your chances of a Successful outcome.
There is one word that is critical in determining the outcomes. That word is "Specific." There is an old saying that goes like this. "The more specific you are the better your results" and…Continue
Added by Leonard Buchholz on June 6, 2012 at 5:59am — No Comments
Added by Leonard Buchholz on June 3, 2012 at 7:30am — No Comments
“The difference between genius and insanity is paper-thin.” Old Japanese proverb.
There is an inherent truth in that statement. How many times have you said to yourself…Continue
Added by Leonard Buchholz on June 1, 2012 at 8:33am — No Comments
Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US. It just shows that having the right programs, the best managers and top sales people, will make great things happen. We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.
When we first came to Addy's they had 8 sales people and were doing average numbers. Rod Ricciardi had just become the GM and brought with him a…
What’s the most incredible act of customer service you have ever performed for a customer, and did it inspire their undying loyalty? In this story by Peter Shankman, he recounts how after a long travel day he boarded a plane, tired and hungry. As a joke, he tweeted out to Morton’s steakhouse to please have a Porterhouse waiting for him at the airport when he landed. Of course he was not…Continue
Stand on any Service Drive on any given day and you will hear Customers describe all kinds of noises related their vehicles. The variety…Continue
Have you ever blown up a balloon and then just let it go and listen to the sound it makes? If you have children or a crazy Uncle Lenny, chances are you've heard this noise before. It is so distinctive that once you've heard it, you are not likely to forget it the rest of your life.
I've heard this same noise in my head many times in the service drive right after an Advisor says something he or she shouldn't have. In our…Continue
Added by Leonard Buchholz on May 24, 2012 at 9:43am — No Comments
I believe most of us understand and acknowledge the increasingly significant relevance of social media in our industry.Unfortunately, the buzz can lure us into overlooking the use of potent traditional social networks. We ignore them at great risk.
Social media that incorporate these overlooked…Continue
Added by Kurt Kubicki on May 22, 2012 at 8:47am — No Comments
DMEautomotive’s mobile shopping and vehicle ownership app allows Lithia dealerships to target younger service/sales customers and keep current customers ‘close-at-hand’Continue
Added by Crystal Hartwell on May 22, 2012 at 5:41am — No Comments
In fixed ops we constantly worry whether or not we are getting a return on every one of our ad dollars. Every manufacturer tracks it. Every ad vendor tracks it. And when we spend the money and don't get an immediate return, we start to fret.
Here is the rub.
Customers don't make a connection with…Continue
Dallas, TX –May 21, 2012 – RedBumper, (http://redbumper.com/), a new breed automotive inventory management company, today announced the release of an entire suite of Service Drive and Sales Equity tools for its dealers, SmartDrive. SmartDrive very efficiently allows a dealer to identify in real-time customers coming through their service drive that are in a…Continue
Added by Bruce Thompson on May 21, 2012 at 6:58am — No Comments
For all of us who remember the sales floor before the Internet, we remember when we were King. We knew more about selling cars and had more information than any customer. We manipulated the customer like a piece of clay. We made huge commissions off of customers that had no idea what they should be paying for a car. Dream of forever.
Those days are long ago and far away. …Continue