Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Two things keep people from being successful: laziness and the lack of leverage. The good news is that neither of these are incurable diseases, but they can be if left untreated. Let’s take a look at both and how to get rid of each one.
Leverage creates the tipping point that gets you moving and taking action. Leverage can come from wants, needs, fear, love, hate and other emotional triggers. All leverage points are good if you channel them correctly, even if they…Continue
Added by Mark Tewart on September 4, 2013 at 10:25am — No Comments
Increase Gross Profit, Increase Net Profit, Control Expenses, Increase Sales.
Chances are you have been living those four financial principles since you became the owner or GM. And if you are a service manager reading this, you have been the willing champion of the preceding 4 financial cornerstones to dealership success.
How does it make you…Continue
Added by Leonard Buchholz on September 3, 2013 at 1:15pm — No Comments
Recently, I competed for the National Title of Ms. US Forestry Queen and heard several times over the weekend, “You are an extraordinary woman!” I am humbled and appreciative of any complement, but this one makes me giggle a little on the inside. Why do I…Continue
Added by Stephanie Young on September 1, 2013 at 9:00am — No Comments
Tip No. 1: Avoid the Myth — “Salespeople create numbers and managers create gross.” This statement is a myth. How well a salesperson establishes a relationship with a customer and asks questions that uncover wants, needs, emotions, previous buying patterns, communication styles, the customers HFG (hope for gain) and more will determine gross profit more than anything a manager can ever do.
A salesperson must create a buying environment and experience that transcends…Continue
Added by Mark Tewart on August 30, 2013 at 9:00am — No Comments
It is becoming more difficult and less cost effective for dealerships to attract customers through traditional lead paths. Privacy and spam concerns, as well as years of mismanaged lead programs, have soured the consumer on using quote forms on either dealership or third-party research sites. In fact, according to JD…Continue
Added by Myril Shaw on August 30, 2013 at 6:49am — No Comments
There are seven steps to make immediate change. These steps can be used to quickly increase sales by a more significant amount than you have ever experienced.
Step 1: Change the Environment
The military uses boot camp. Baseball has spring training. Football has training camp. The easiest way to bring about rapid change is to change environment. When you change environment, you change behavior. People tend to hold onto limiting beliefs and behaviors as long as they stay…Continue
Added by Mark Tewart on August 29, 2013 at 9:30am — No Comments
1. Manage things and lead people.
Processes should be defined and managed daily. People should be lead by example daily. Management by strict control inhibits star performers and eliminates creativity of intelligent people. Feelings of manipulation are caused by strict control. Control, manipulation, and disrespect keep many dealerships from moving to another level of performance.
2. Speed of the boss = speed of the team.
If the boss has a…Continue
Added by Mark Tewart on August 28, 2013 at 9:30am — No Comments
Sales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people
Tip 1: Recruit from want, not need. Make recruiting an everyday activity, don’t wait until you need it.
Tip 2: Have a strategy to recruit people all the time. To orchestrate a successful ongoing recruiting program you must first have a game-plan. Plan and…Continue
Added by Mark Tewart on August 27, 2013 at 6:57am — No Comments
Added by Jon Floyd on August 26, 2013 at 7:30am — No Comments
To: Dealer Principal
From: Fixed Operations Net Profit
Reference: Fixed Operations Gross Profit Resignation Letter
Dear Dealer Principal,
It has come to my attention that Fixed Ops Gross Profit has resigned effective immediately. Without the continued support of Gross Profit I cannot continue to be effective in the performance of my duties while adding funds to your Profitability. (not to mention your bank…Continue
Added by Leonard Buchholz on August 22, 2013 at 9:28am — No Comments
Date: Effective Immediately
From: Fixed Operations Gross Profit
To: Dealer Principal
Dear Dealer Principal,
It is with great regret that I must submit this letter of resignation effective immediately.
Although we have worked together over the past few years I don’t feel I can contribute to your bottom line anymore. It has been a great experience and I wish you and all of your dealership team the best.
I am quite…Continue
Added by Leonard Buchholz on August 21, 2013 at 8:38am — No Comments
While training a 13-store dealer group this week, I had the pleasure of meeting a salesperson and manager who assured me they were tip-top at taking sales calls. I was ecstatic. It isn’t everyday you’re brought in to advance dealerships in need of Internet and phone help and immediately run into someone that has such confidence in their expertise that it would (if I believed them) eliminate their need for any training. How wonderful. (I hope you can accept the…Continue
According to this article in last week’s Detroit Free Press, the average age of vehicles owned in the U.S. continues to be on the rise. With the average now being 11.4 years, it’s becoming more…Continue
Added by Richard Holland on August 15, 2013 at 4:43am — No Comments
Are you a master or a student?
Do you know everything that you need to know to pass on your knowledge to others?
Recently, I spent four days on site at a dealer group consulting and training a brand new BDC Manager. This BDC Manager is a…Continue
All sales people need to have a monthly sales goal for themselves. They also need to know how they arrived at that specific goal. Many times, these goals are based upon their past sales performance, but past results may not be indicative of performance.
You can increase your sales by 25 percent or more. Identify what causes mental barriers that produce limited results and how to overcome them. Many barriers are caused by conditioning, circumstance and emotions. Many people…Continue
Added by Mark Tewart on August 9, 2013 at 9:00am — No Comments
Many times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to.
There are three things you should always listen to in this…Continue
Added by Mark Tewart on August 7, 2013 at 7:00am — No Comments
There is an enormous power out there for the using; a power that can provide exponential customer reach. This power has a force of its own and it’s completely, 100% free. Its name is meek in its nuance, but powerful enough to pack a punch… What we are talking about is the enormous power of sharing.
Sharing is an act that binds our relationships to one another. It connects people and it’s at the fundamental core of all social media. People share to spread the news about brands,…Continue
Added by Matthew on July 31, 2013 at 4:30am — No Comments
Sometimes, it's hard to break the mold and try something new. Happily for us, we found one major automotive company that did just that. They canceled some traditional media and invested in one of our custom social sweeps to help support their Truck Event.
To some, it seemed crazy. Social media? For something other than branding? But…
MaxTradeIn™, the free website that gives car owners the ability to trade in or sell their used vehicle by selecting local dealers to compete for their business, is expanding with a new service that lets participating dealers place actual…Continue
Added by Shawn Schwegman on July 17, 2013 at 5:18am — No Comments
Sean V. Bradley Training Internet Sales Directors On Projections & Forecasting - Automotive Sales
Added by Sean V. Bradley on July 11, 2013 at 1:14pm — No Comments