Professional Community for Car Dealers, Automotive Marketers and Sales Managers
I had a new salesperson in a dealership call me and the main thing that we talked about was how training was nonexistent at the dealership that he worked at. It reminded me of how years ago when I joined the automotive industry I was sat in a room with four other people and the sales manager told us…Continue
Added by J.R. Batchelor on January 22, 2014 at 6:32pm — No Comments
2013 was dubbed the "Year Of The Lease", which means 2014 might be known for the "Year Of The Lease Pull Ahead". What is a lease pull ahead program and how might it impact the automotive industry?
Scot Hall, Executive Vice President of Swapalease.com, offers the following insight.
Lease pull ahead programs are used by manufacturers and dealers to entice lease drivers into turning in their leases early in order to “re-lease” another vehicle. It’s a forgiveness opportunity on…
Added by John Sternal on January 22, 2014 at 5:53am — No Comments
Here is the latest used car market valuation report from Ricky Beggs and Black Book. The New Year is now in full swing. A non-SEC team has finally been named college football’s national champion. Now we are just a couple of…Continue
Added by John Sternal on January 20, 2014 at 1:33pm — No Comments
According to Black Book data, used vehicles model years 2008-2012 overall depreciated -1.4% in December, slightly better retention compared to the -1.7% rate in November. Domestic cars depreciated -1.6%; import cars were -1.3%; domestic trucks were -2.0%; and import trucks were -1.0%. Average pre-recession depreciation is historically between -1% and -2% monthly.
Added by John Sternal on January 16, 2014 at 8:28am — No Comments
Swapalease.com, the nation’s largest car lease marketplace, reports lease credit approvals were up slightly in December (73.3%) compared with November levels (70%). The overall approvals rate on the year finished at 72.7%, compared with a 2012 rate of 65.3%.
Holiday lease shopping from a higher population of well-qualified…
Added by John Sternal on January 14, 2014 at 7:36am — No Comments
Its that time of year again, when we all gather in the largest building NADA find and consume everything auto. As we approach one of the biggest conferences of the year we take a look at what to expect.
Technology has the pedal to…Continue
Added by Josh Knutson on January 14, 2014 at 7:00am — No Comments
Hello and welcome to this week’s Beggs on the Used Car Market Report from Ricky Beggs of Black Book. Although this is the second Monday of 2014, this is the first current market focused report for 2014. For those of you who tuned…Continue
Added by John Sternal on January 13, 2014 at 10:55am — No Comments
Mobile has gained some major horsepower in the automotive industry in 2013, and with technology continually expanding at rapid rates, 2014 is sure to be one for the…Continue
Added by Josh Knutson on January 8, 2014 at 6:30am — No Comments
Added by John Sternal on January 2, 2014 at 8:25am — No Comments
1. Sales wise 2013 seemed like a strong comeback year for the industry. What activities or trends do you think helped dealers this year?
This year has been great and the auto industry will probably finish with an annualized selling rate of close to 16…Continue
Added by Phil DuPree on January 1, 2014 at 12:00pm — No Comments
Do you want to be more successful? You can achieve greater success if you begin to follow certain secrets that blow open the doors that are closed for you now. I am comfortable in saying that all people have some closed doors that limit their achievement. What are the doors that I am talking about and how can you open them?
The doors are a metaphor for the gateways to successful achievement. The keys are the secrets that unlock them and allow you move forward faster and with…Continue
Added by Mark Tewart on December 31, 2013 at 8:00am — No Comments
Following is the Used Car Market Report this week from the editors of Black Book. It is hard to believe another year has come and gone. It is exciting to think about what’s ahead within the used market as volumes continue to…Continue
Added by John Sternal on December 30, 2013 at 8:17am — No Comments
When you read the title to this article, did it make you wince? Did it make you a little angry? For most of you, you have already let your resolutions go to the wayside with empty promises. The good news is that you can achieve most, if not all, of your resolutions.
First of all, words are cheap. You must truly decide. You are who you decide to be at any given moment. When you truly decide to achieve something, you begin to walk, talk and act more like that person who…Continue
Added by Mark Tewart on December 30, 2013 at 8:00am — No Comments
In my 30 years in the business, I have never seen such a lack of civility, leadership and professionalism in the automotive industry. You can find managers anywhere, but developing leaders is a much more challenging task. Managers are integral, but leaders are essential. It does not take character, guts or vision to manage things, but it takes all three to lead people.
Here are common characteristics I see quite often from managers in dealerships…Continue
Added by Mark Tewart on December 27, 2013 at 8:00am — No Comments
The last quarter of the year rolls around and you begin to hear some common refrains:
Here's the reality for most people who make these statements: The calendar is the only thing that changes.
If you are waiting for the calendar to change…Continue
Added by Mark Tewart on December 26, 2013 at 8:00am — No Comments
There is a startling way for most dealers to double their business – fire their advertising agencies. Dealerships spend an enormous amount of money on advertising for new customers. Unfortunately, often that money is wasted. The money is wasted because the agencies are strictly placing ad dollars in media and doing production. Often, the ad dollars are spent without any knowledge and use of direct response marketing, and the game plan that will be used towards keeping those…Continue
In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive.
If you were to go back to the late 1800s, the first formal sales training provided by the likes of J. Edward Douglas and others, you will find teaching geared toward techniques — tie-downs, inverted tie-downs, etc. For more than a century now, sales people have been trained…Continue
Added by Mark Tewart on December 24, 2013 at 8:00am — No Comments
Hello and welcome to this week’s edition of Beggs on the Used Car Market. I’m Ricky Beggs, Editorial Director at Black Book. We have completed the final full week of auction and market activity for 2013 as the final two weeks on the…Continue
Added by John Sternal on December 23, 2013 at 10:49am — No Comments
Great managers view themselves as coaches more than managers. There is an old adage: “Lead people and manage things.” There is a fine line between creating and utilizing systems and processes and micromanaging details without emphasizing the power of personal interaction.
Good systems and processes should allow employees to raise their performance by giving them confidence in their direction and lessening the burden of the manager and coach from having to constantly inform…Continue
Added by Mark Tewart on December 23, 2013 at 8:00am — No Comments
A new online marketplace at www.WantALease.com has launched with the promise of helping car dealers connect and engage with car lease shoppers online. Dealers currently offer lease deals through a variety of platforms, but WantAlease.com is the first online marketplace to help them sell new leases to customers locally and in other parts of the U.S.
With WantALease.com, car shoppers throughout the country can…
Added by John Sternal on December 20, 2013 at 12:23pm — No Comments