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Mike Warwick's ADM Blog (8)

Did Alan Ram Really Post About Having the Sales Floor Handle Leads Instead of the BDC and Close the Comment Section?

Alan, let me begin by saying that you are one of my favorite trainers and I highly recommend your training to any dealership.  Your training is exceptional. However....the vast majority of salespeople are not effective at handling Internet leads or phone calls. In fact, they are horrible at it.…

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Added by Mike Warwick on July 26, 2014 at 7:30am — 23 Comments

Share the Winners...What Are You Using For Your Day One Follow Up Process?

I've noticed a recurring problem in some BDC's.  The BDC agents have become too "task" oriented and have forgotten the real reason why they are there - to drive showroom traffic.  My frustration came to a boil recently when I noticed a familiar pattern, customer sends in a new lead, BDC agents calls the…

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Added by Mike Warwick on November 20, 2013 at 9:59am — No Comments

Is Anyone Using Sales Managers to Manage Their BDC?

I am preparing a presentation to our General Managers about our BDC operations and it got me thinking about how BDC's have changed in recent years.  When I started in the car business in 1998, the BDC generally consisted of a couple of reps who were usually the poorest…

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Added by Mike Warwick on May 6, 2012 at 5:30pm — 23 Comments

Accurate Sourcing - The New Holy Grail

In doing my 2011 review, I came across some amazing sourcing statistics for our group.  We sold a huge number of vehicles with the following sources:

  • Walk-in
  • Drive-by
  • Location
  • Manual Add - meaning no actual source was selected

 

Does anyone really think a customer is actually a walk-in?  Are customers driving the streets of America and suddenly overcome with the desire to pop in to a car dealership and buy a new vehicle?  In the…

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Added by Mike Warwick on January 26, 2012 at 11:30am — 1 Comment

How Will Automotive Retail Change in 2012? Is This The Year That the "One Price, No Haggle" Model is Resurrected?

We've all seen the Truecar commercial blitz by now and yesterday, I saw a Vehix commercial that appeared to be an attempt to piggyback on Truecar's message http://www.youtube.com/watch?v=GoEfU73YbOM.  Well come to find out, Vehix is now a Truecar affiliate / subsidiary.  There is a clear attempt underway to transform the way that cars are sold in the U.S.  A quick trip to Yahoo today showed…

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Added by Mike Warwick on January 2, 2012 at 7:49am — 3 Comments

Is Anyone Using WordPress As Your Main Dealership Website?

As we wind down 2011, it's becoming increasingly evident that the website "leasing" model is seeming very out of date.  Those of us who regularly use Wordpress blogs can clearly see the SEO / content advantages of using the Wordpress platform for the main dealership website.  Are any of you currently… Continue

Added by Mike Warwick on October 29, 2011 at 7:20am — 6 Comments

Switching From Reynolds to ADP - The Nightmare Scenario Revisited

My dealer group is in the middle of transitioning from Reynolds to ADP.  This is the third time I've gone through one of these transitions and the first two can easily be described in one word - PAINFUL!  Anyone who has gone through this in the last decade knows what I am referring to. I think we all understand that…

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Added by Mike Warwick on October 14, 2011 at 8:02am — 1 Comment

Who Are You Working For, Your Dealer or Yourself?

One of the problems with our business is that the Digital people who work in dealerships these days all want to be consultants. Rather than focusing on helping the dealer who pays them every week, they spend a majority of their time trying to brand themselves and network so that they can jump ship. I wish people…

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Added by Mike Warwick on October 4, 2011 at 12:00pm — 18 Comments

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