Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Houston, Texas, May 14, 2012 -- CAR-Research XRM, a single-source CRM solution uniquely branded as; “XRM, Exceeding CRM”, today announced the addition of a new “Prospecting the Household” feature to its CRM that helps auto dealers unearth a…Continue
Added by Kurt Kubicki on May 14, 2012 at 5:00am — No Comments
Sean V. Bradley "On Top of The World" - Automotive Sales is an AMAZING Career... If you make it…Continue
Added by Sean V. Bradley on May 3, 2012 at 5:45pm — No Comments
“When our research tracked 20,000 new hires, 46% of them failed within 18 months. But even more surprising than the failure rate, was that when new hires failed, 89% of the time it was for attitudinal reasons and only 11% of the time for a lack of skill. The attitudinal deficits that doomed these failed hires included a lack of coachability, low levels of emotional intelligence, motivation and temperament.” Mark Murphy, Hiring for Attitude, Forbes
In the car business , it’s all…Continue
Added by Leonard Buchholz on May 3, 2012 at 7:37am — No Comments
You've evaluated the numbers. Met with your managers. Decided the goals for the rest of the year. Now the only question is, how and when should you hire additional sales people? Is there actually a best time to put new people on your floor? Let's look at the possibilities.
HIRING WHEN THINGS ARE SLOW
When things are slow there are two huge benefits to hiring new people. First - You cna take your time and make sure they get their feet under them. Let them…Continue
Added by John Fuhrman on May 1, 2012 at 7:30am — No Comments
Added by Ashley Poag on April 30, 2012 at 6:58am — No Comments
CAR-Research XRM President, COO to Address 3rd Annual Automotive Boot Camp About how to Achieve 60 Percent Closing Ratios
Houston, Texas, April 30, 2012, CAR-Research XRM, a single-source CRM solution uniquely branded as; “XRM, Exceeding CRM”,…Continue
Added by Kurt Kubicki on April 30, 2012 at 6:30am — No Comments
Whether on the lot, at the local Starbuck's or kids soccer game, with Mobile CRM you and your team are connected to…Continue
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