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Keith Shetterly's ADM Blog (150)

Conveniently Inconvenient and Pissed

I can give you a very easy way to sort yourself inside the national dealer body between those who “get” the modern customer and those who do not:  If you think staying open until 9pm six or seven days a week makes you sales, you do NOT get it.

Texas Direct Auto, # 1 Used Car dealer in the USA, makes $500million in sales a year 9am-6pm six days a week (they made their…


Added by Keith Shetterly on July 19, 2012 at 9:30am — 14 Comments

People Chess!

There’s a real human talent in arranging the right pressures (positive and negative), at the right time, on to the right people, to get a desired result.  It’s a hallmark of effective leadership, in fact, and the name “People Chess” is an easy way to summarize this talent.   And we all know its uses in relationships of all kinds, really, both to us by others and…


Added by Keith Shetterly on July 18, 2012 at 10:00am — 4 Comments

Go NEW! Avoid the Annual Training of the Lemmings

Don't attend a single conference.  Cry and whine that there are too many conferences, too much education, same people presenting, waah waah waah.  

If you think the same people are presenting the same old thing in the same old way at the same old places . . . then why go to those same old places?  Or, for that matter, to ANY conference?  The beer?  A…


Added by Keith Shetterly on July 6, 2012 at 7:00am — 7 Comments

The Road Less Profited

We've talked for years in automotive retail about “The Road to the Sale”, and I’m clearly one of the many supporters of that path to sales success.   However, too many of us are still on "The Road Less Profited".  Why?  Because we are not getting more sales (and profits!) from "The Road to…


Added by Keith Shetterly on June 26, 2012 at 4:00pm — 7 Comments

Social Media Will Replace Your Dealership!

NO, it won't. I'd have to be making a humor piece to take that stand--however, I'm paraphrasing, in my title, an actual quote from a press release this week from Maritz Research:

"Contrary to the growing belief that social media will soon replace traditional automotive dealerships, a…


Added by Keith Shetterly on June 21, 2012 at 10:30am — 6 Comments

My Dad, My Pocket Knife, and His Birthday

Today is my Dad's 80th birthday.  Here is something from my personal blog at that I wrote for his birthday last year but still applies today.  Wanted to share it here--thanks!

My Dad, My Pocket Knife, and His Birthday…


Added by Keith Shetterly on June 7, 2012 at 7:52am — No Comments

The Car Guy Smell

I’m very happy with what I’m doing now, but earlier this year when I was pursuing work I had a chance to interview with a very large non-automotive high-tech company that wants to do business in automotive.  For those of you that know me well, you know that I spent 18 years in high tech—IBM, Compaq, and Microsoft—doing engineering, software, marketing, and finally…


Added by Keith Shetterly on June 7, 2012 at 5:00am — 9 Comments

The Six ONLINE Steps On the Road to the Sale

The Internet has infiltrated your classic Road to the Sale—did you know that?  Think about it this way:  Would you let your salespeople lot-drop dozens of UPs without a turn?  Would you let them yell at, confuse, or manhandle your shoppers on the lot?  Or, worse yet, would you let them ignore your shoppers?

Your website does this EVERY DAY.  Take a second to ask…


Added by Keith Shetterly on June 6, 2012 at 5:00pm — 5 Comments

The Moth Light Experiment #1

Here’s my social media business development "moth light" attractor experiment:  I have a very positive personal reputation that some of you know.  I am writing about this on automotive professional/vendor social media.  And I have a strong, new message that can benefit us both.  Ready?

If you want the most business-building, field-proven “Road to the…


Added by Keith Shetterly on June 5, 2012 at 2:00pm — 3 Comments

Online and Offline Road to the Sale: Merge Lane!

Do you realize that your online customer is using the Internet to infiltrate and preempt your Road to the Sale (RTTS)?  Much of your RTTS is online now, if you think about it.  And you need to adapt!  How?


First, take a look at this classic RTTS:


Added by Keith Shetterly on May 29, 2012 at 12:30pm — 2 Comments

Road to the Sale is More than Ten Steps--You Knew this, Right?

Yeah, you know the Road to the Sale (RTTS) like the back of your hand, right?  Do you also know the Road to the Sale From the Sale?  Or the Road to the Sale from the Unsold?

And do you train your staff on any of this?  Even if you like a shorter RTTS, take a look below and see what you are missing!



Added by Keith Shetterly on May 23, 2012 at 8:00am — 8 Comments

GM is "Dot Dumb" ...Again

There's a great article here called …


Added by Keith Shetterly on May 18, 2012 at 11:00am — 16 Comments

Keith is Joining Car Research!

Here's some news:  Keith Shetterly (me!) is now contracted to help Car Research build their internal BDC!  It's an association I have long coveted, because--as a "process guy"--I know that modern sales processes are the muscle around the bone of a great CRM.  And I consider Car Research XRM a great product.  I couldn't be happier to have this association, and I am proud to be leading this effort for Car Research!

Keith Shetterly…


Added by Keith Shetterly on May 16, 2012 at 7:00pm — No Comments

The $500million Elephant in the Auto Marketing Living Room

I'm talking about Texas Direct Auto, which has $500million in NATIONAL AND LOCAL used car sales out of ONE location in Stafford, Texas (just southwest of Houston).  They opened on eBay years ago, and nearly by the time they published their book "Zero to $60million" they had broken $100million in sales.  Nowadays, they use AutoTrader and, but they haven't…


Added by Keith Shetterly on May 9, 2012 at 7:07am — 13 Comments

Why Facebook is the Most Important Digital Ad Spend for Dealers to Make

Using Facebook only for fan pages for your customers and spending all your digital ad spend with Google is incorrect.  Facebook is where your customers are for many hours per day, and--despite Google's additional audience from Google+'s much-smaller social media presence--advertising on Facebook can be more effective than Google.…


Added by Keith Shetterly on May 8, 2012 at 1:30pm — 15 Comments

PCG Bootcamp: The 7 Habits of Highly Effective Internet Salespeople

HEY!  I'm going to be hosting a session at next week in Las Vegas for Brian Pasch on THIS VERY SUBJECT, so I've resurrected this blog to help set the stage.  For example, do you hire the right people?  Do you know how to measure them?  Do you know how to PAY them?  And do you know how to keep them?  All topics for my session!  Register and attend!  :)  Thanks!  Keith

1) They get the…


Added by Keith Shetterly on May 8, 2012 at 8:39am — 5 Comments

The Bus Roll (humor)

If you've known me long enough, you know I like sushi.  Well, I am hereby describing a new sushi roll today:  "The Bus Roll"!

For some people, they don't deserve it but get it anyway; for others, it appears to make a great and deserving gift.  And I’m sure that many of us have received it from others, deserved or not.  I know I have--that seems very…


Added by Keith Shetterly on May 2, 2012 at 11:30am — 9 Comments

Look for the YES!

Look for the "Yes!"--as "no" can find you without any help!

Do you often find yourself locking on to what is wrong about something rather than what is right?  Both wrong and right are good to consider, certainly--however, what are you looking for?  A way to say "yes" or a way to say "no"? 



Added by Keith Shetterly on April 23, 2012 at 7:30pm — 2 Comments

Traffic 2012: The Year You Advertise Like Crazy!!

So, we’ll sell 14million units this year, give or take.  That’s the size of our sales pie in 2012.

Understand that, no matter your PPC or SEO or anything, NOTHING you do is going to change the size of that sales pie, nationally or even in your market.  You have no control over that.  However, what all of your advertising, digital or classic, will do is alter the…


Added by Keith Shetterly on April 11, 2012 at 12:30pm — 4 Comments

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