Professional Community for Car Dealers, Automotive Marketers and Sales Managers
The Process Is The Prize!
Studies show that the average salesperson is into negotiations within 3 minutes of saying hello. Three minutes and they're talking numbers and hoping to close a deal. What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980. So, nothing has really changed in over 30 years.
Think about it this way. Some of you have been reading this newsletter since it began. That being the…Continue
Added by John Fuhrman on April 21, 2012 at 2:54am — No Comments
You arrive at your dealership and notice that the outside is appearing a bit drab. To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building. So, you make the decision.
Here are your choices:
•You call the top commercial painters in the area and get an estimate.
•You hire a couple of college kids give them a truck to pick up paint and turn them loose.
•You pull your…Continue
Added by John Fuhrman on April 19, 2012 at 8:39am — No Comments
What would happen if four customers walked into your dealership but only three salespeople were available to help? Would the fourth customer be ignored and told to come back another time? Or would a manager, or someone else, step in to help? One thing’s for sure: if…Continue
Don’t you think there is too much waiting going on? I don’t mean the kind of waiting we do for a burger at the local drive thru or waiting for the mail to arrive.
Heck, we all know that in this…Continue
Added by Leonard Buchholz on April 11, 2012 at 7:00am — No Comments
Nobody expects the average salesperson to be able to do what the guy in this video (Ken Beam) does, but this is why he is a top salesperson and gives his competitors a run for their money. What are you doing to be competitive in this business?
I don't know Ken personally but I…Continue
Added by Tom Gorham on April 6, 2012 at 5:00pm — No Comments
It’s been 60 days.
You had every intention of making changes and doing something different. You had all of the information gathered and catalogued. You even made a list of all of the Managers and their responsibilities and revised their Goals based on the information and training you were about to provide them.
You were ready for Success! You had new expectations! You were ready to accomplish new Goals.
You were ready to reap the benefits of attending the NADA…Continue
Added by Leonard Buchholz on April 6, 2012 at 6:30am — No Comments
‘The difficulty lies not so much in developing new ideas as in escaping from old ones.’
- John Maynard Keynes
If the goal of automotive retail is to not only embrace eCommerce, but behave like eCommerce then we must first understand that continuing to plug technology into an old and established sales culture will be the slowest road possible to achieving this. By hanging on to…Continue
When you’re planning your dealership’s online marketing strategy, is location a factor? Maybe you’re located near a river, mountain or near the border of a state with no sales tax. Maybe you know there are desirable customers who come from a zip code near you, but those customers have to drive by another same-brand dealership in order to get to your store. Or maybe your OEM program doesn’t give you the flexibility to target certain areas that you’d like to target — but you know your biggest…Continue
Added by Josh Vajda on April 4, 2012 at 9:25am — No Comments
A dog and a cat were recently having a conversation about how each other looks at the world.
They had been friends a long time and the dog had recently been promoted to the title of Service Manager of his Dealership. The cat had stopped by for a visit and to congratulate her friend on his recent promotion. And, as Managers are prone to do, they began to discuss how each run…Continue
Added by Leonard Buchholz on April 3, 2012 at 10:55am — No Comments
The “Holy Grail” of automotive retail should be to grow beyond the “Internet Department” or “BDC” and become what we’ll call here a “Digital Dealership”. Our industry has been implementing these departments since the late nineties and still is up to now. These departments evolved out of necessity to capture a consumers interests via the internet in a more efficient manner than they had been doing up until…Continue
This past week when I was grocery shopping I decided to stock up on mustard. I've been in the Corned Beef and Cabbage mode lately and I like a little mustard on the plate. If you are ever in New Jersey, I'll cook up a killer meal for you!
When I saw this label I started laughing right in the aisle.…Continue
R this and R that. Which one is the right R for our Dealership? If we concentrate on ROI, what do we lose in ROR? Is it possible to have too much focus on ROR?
Wait. I didn’t explain what I am talking about very well. Ok. ROI is referring to Return On Investment. This “Investment” can be anything. Time, Money, Parts, Labor…anything. And when we…Continue
Added by Leonard Buchholz on March 23, 2012 at 7:30am — No Comments
Advice From a 30-Car Guy
People often ask me what is the most amount of units I sold on the showroom floor…? 33, that is the…Continue
Added by Sean V. Bradley on March 21, 2012 at 8:44pm — No Comments
Added by Leonard Buchholz on March 20, 2012 at 7:30am — No Comments
He assembled a team of…Continue
If you are one of the best dealers in the country you are using 10% of your Secret Weapon…what is it?…
There is a statement we've all heard over the years in this industry. When I hear it, it makes me crazy. Now, I know that some of you will say that driving me crazy is a short trip, but this one makes me glad that I'm…Continue
Added by Leonard Buchholz on March 16, 2012 at 9:00am — No Comments
Added by Crystal Hartwell on March 7, 2012 at 9:18am — No Comments