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Keith Shetterly's ADM Blog (150)

You Are Your OWN Lottery!

You Are Your OWN Lottery!  What will you do to win it?



Will you call more customers to generate more sales?  Will you learn and practice more great sales techniques?  Will you make a plan for your future to bring you closer…

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Added by Keith Shetterly on April 2, 2012 at 5:30pm — 4 Comments

DO NOT WASTE TIME READING THIS BLOG!

This is not a car blog, but I occasionally do that--so, after that fair warning, here goes.

There's an old saying, "Invest in real estate.  Land:  It's the only thing they're not making more of!"

Well, your time here on earth is the land of your life, expanding outward in usage towards some edge of an eternal ocean that we don't need to linger on for this blog.…

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Added by Keith Shetterly on March 19, 2012 at 5:30pm — 10 Comments

Just Say No to The Next Superhero

Our colleague Stan Sher wrote a pretty good tear on the issue of searching for the Next Internet Manager to blame for sales failures.  I have to say I agree with his sketch there.  I think, however, that it is not just Internet Managers. …

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Added by Keith Shetterly on March 12, 2012 at 6:30am — 14 Comments

Co-Op Makes Us Stupid!

Advertising assistance from the OEMs, commonly referred to across various manufacturers as “co-op” when it is refunded by the OEM, can be a great help to dealers to offset advertising costs and achieve market share.  I won't say that what the OEMs deem as "co-op-able" is always the best choice for a dealer:  However, in many dealers it seems that the question “is this…

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Added by Keith Shetterly on March 4, 2012 at 11:00am — 26 Comments

Can Great Data + Great Buying Experience = Great Sales?

I've been involved in the TrueCar discussions for months now, sometimes prominently.  And the idea of protecting the dealers'--nay the industry's--data has become very, very important to me.  Thank you, Jim Ziegler, for goading us to pay attention to these issues.

However, lately I've taken to also looking at these points:  Is the "Data Horse" already out of the barn?…

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Added by Keith Shetterly on February 28, 2012 at 12:00pm — No Comments

Industry Wake-Up Call: A Script Won't Help

Is anyone reading this old enough to remember travel agents and travel companies?  The Internet eventually killed them and rolled them all into Expedia, Priceline, etc.  I met a travel company owner back when Priceline was just taking off, quite a wake-up call to the travel industry, and he was buying up companies and agents as fast as he could:  He was convinced he was going…

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Added by Keith Shetterly on February 22, 2012 at 2:30pm — 15 Comments

Certified Me: I Am Who I Am

I am who I am.  I am me!  I work as me, I advise as me, and I write and publish as me.  I am this way because, as a person, I fit the “new credibility” very well:  I am all over the Web, and you can reach me by email and phone if you go to my website.  You can find me, easily, and find out about me, because I don’t hide.  I am real.  And I don’t ever use pseudonyms for…

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Added by Keith Shetterly on February 9, 2012 at 9:00am — 37 Comments

Thank You for Protecting Our Data, Car Research!

Car Research, a notable CRM company, today takes an EXTREMELY strong dealer-protective and data-protective stance--essentially, they're first to take a strong public stand that they do NOT share your data with anyone and only use the data as a dealer directs. No selling of data! No remarketing to your customers!  No condescension!  ON A DEALER'S SIDE RIGHT OUTTA' THE GATE FOR YEARS NOW AND STILL GOING FORWARD!  WONDERFUL!!!!  Here's their email announcement:

January 18,…

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Added by Keith Shetterly on January 18, 2012 at 3:30pm — 4 Comments

Merry Christmas ADM! :)

A lot is written and talked about concerning what to be thankful for during Thanksgiving, Christmas, and New Year's.  I'd like to add some simplest words to thank Ralph Paglia for developing and hosting this place for meeting all my friends and for so much learning and discussion.  Thank you so much, Ralph.

And also to thank all my friends here and folks I read here.…

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Added by Keith Shetterly on December 24, 2011 at 9:30am — 7 Comments

ADDED THE CALL: Mr. Painter, TEAR DOWN THIS WALL!

I was challenged by Grant Cardone via Facebook about a few things to do with my stance on TrueCar, one of the challenges being whether I had reached out  to TrueCar about my concerns. I had not—but I thought about it, and so I did!  I emailed TrueCar's CEO Scott Painter via LinkedIn…
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Added by Keith Shetterly on December 16, 2011 at 12:30pm — 17 Comments

Man-Up, or Woman-Up: Is TrueCar Good?

It's time to man-up, or woman-up, as the case may be.  State your simple support here, dealers and vendors, with one word:  Yes to TrueCar or No to TrueCar.  I'm tired of this whiney B.S. blamed on fairness--but maybe I'm wrong.  Maybe there is great support of this company?  Or maybe the message of the company is lousy?  Who knows.  YOU DO.  TrueCar, yes or no.  Can you say it in one word?

Me:  NO.…

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Added by Keith Shetterly on December 9, 2011 at 6:30pm — 67 Comments

What Invalidates an Online Review?

It’s not what invalidates an online review, it’s who:  The Internet Shopper.  It won’t matter if all your reviews are 5-star and earned, and/or if all your reviews also have great grammar and spelling, and they all come 100% from real customers.  Even if that is the 100% truth for your dealership, you don’t appear to have valid reviews--because nobody is…

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Added by Keith Shetterly on December 5, 2011 at 9:00am — 39 Comments

Shetterly's Three Laws of Dealer Data

1) No Dealer shall allow access by any Vendor to their business data (DMS, CRM, etc.) without restrictions to specific data needed and on the use of such data by the Vendor for only providing a clear and very strong business advantage to the Dealer.

2)…

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Added by Keith Shetterly on December 3, 2011 at 12:30pm — 7 Comments

Top Ten Reasons TrueCar is GOOD for Dealers

10. It will, eventually, greatly reduce payroll.

9. That damnably expensive, OEM-required facility upgrade will no longer be a worry.

8. Your Internet Manager can finally get some sleep.

7. You'll be able at last to watch Oprah's cable channel.

6. Phone training expense and time will be eliminated.

5. Your work with search engines will simplify down to selling your stock in them in order to eat.

4. Your current lot will look GREAT as a weekend flea…

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Added by Keith Shetterly on November 30, 2011 at 7:00am — 8 Comments

The Road to the NO SALE!

Everyone selling vehicles or managing others selling vehicles should know the meaning of "The Road to the Sale" - and you should also be aware that too many of us, all too often, know that phrase but instead follow "The Road to the NO SALE!"

I've often likened the chain of events that produces a vehicle sale to that old Bugs Bunny cartoon where the sawmill reduces a…

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Added by Keith Shetterly on November 18, 2011 at 9:00am — 5 Comments

If a Review is Written in the Great Forest of the Internet, and It Makes No SEO, Does Anybody Read It?

This is a simple editorial:  STOP supporting the review sites that make you or your customers jump through hoops in order to use them.  Despite what the review site companies and some of your peers claim, NOT EVERY REVIEW SITE IS IMPORTANT FOR DEALERS.  

If you sell a hundred cars a month, we don't want to risk losing even ONE because of a bad review, right?  We have…

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Added by Keith Shetterly on November 16, 2011 at 2:30pm — 4 Comments

A Moment for Veteran's Day . . .

I'm a military veteran, my Dad is, my brother is--as were all my uncles, and one side of my family traces back to a Civil War veteran who went on to become county sheriff.  

 

On this day, I'd like to say "Thank You" to all who have ever served at any time.  We have the best country in the world, imperfect but still the best, protected and defended from the…

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Added by Keith Shetterly on November 11, 2011 at 7:48am — 8 Comments

First, Do No Harm

We are not doctors, but I love the idea of “First, Do No Harm” for working with dealers.  Even though that phrase is the common, but incorrect, quote of the Hippocratic Oath for Physicians, it still conveys a lot for the proper doctor/patient relationship—and it also means a lot for vendor/dealer,…

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Added by Keith Shetterly on November 9, 2011 at 1:00pm — 1 Comment

Why At-Business Customer Reviews Make Sense

First, let me assert this:  There is NO such thing as “purity and sanctity” of a customer review of a business.  Of ANY business, dealership or not.  Why?

For any review "collector" (Google, etc.), trying to police reviews while thinking otherwise is Pollyannaish and is really an enormous “plate of spaghetti” (whether the reviews were performed on the business’…

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Added by Keith Shetterly on October 31, 2011 at 10:00am — 13 Comments

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