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Brad Alexander's ADM Blog (18)

What is a "Car-Guy"?

     When my, then girlfriend, now wife Bernadette and I announced to our families that we were going to get married it was met with let’s call it muted approval (concern and disapproval really).  First off, we were thousands of miles away from either of our kin, stationed on the island of Guam.  Secondly, we were young, 19 and 21.  Finally, we hadn’t known each other very long (I proposed on our second date!).  We had met in Colorado at Lowry, AFB and I arranged an…


Added by Brad Alexander on August 4, 2012 at 7:11pm — 1 Comment

Top 10 Overlooked Booths at the NADA Convention

10) Jim Ziegler's TRUECar Executive- Dunk Booth

9) The Alan Mullaly- "Ford didn't use tax dollars: Kissing Booth"

8) Chevy Volt's promotional "Sniff my tailpipe" booth

7) Kia's Crayon Corner where children design their next car!

6) VW's "This is the car you want" Jedi Mind trick training booth

5) Mazda's booth- well, they didn't actually have one, they were out front panhandling and looking for…


Added by Brad Alexander on February 9, 2012 at 2:02pm — No Comments

"Serial Entrepreneur" Scott Painter's Top 10 New Businesses for 2012

10)  TRUEChair to promote fair pricing for furniture

 9)  TRUECarat to assist in jewelry purchases

 8)  TRUECrib keeping real estate on the up-n-up

 7)  TRUECat either for pet-stores or brothels

 6)  TRUECarriage fair transportation pricing in Amish communities (cost to dealers is 1 goat)

 5)  TRUECall equal phone service for all

 4)  TRUECow (do you know the "actual" cost of a gallon of milk or pound of beef?)…


Added by Brad Alexander on December 24, 2011 at 5:30pm — 1 Comment

The Top 10 Problems With Social Media

From the home office in Barrow, Alaska... Top 10 Problems with Social Media:

 10) My last “social media experiment” ended up in “stalking” charges and restraining orders

 9) People can’t get the real essence of me through a computer

 8) What happens when this whole internet fad dies off?

 7) People never believe what they see on the internet

 6) Well, wun pozitiv is nobuddy cairs to much abowt speling things rite

 5) It takes so much time away from…


Added by Brad Alexander on August 26, 2011 at 9:06pm — No Comments

The Top 10 Lies Customers Tell

Buyers and the lies they tell:  Buyers are not all liars.  In fact, most will be straight up with you but often times we back them into corners and make it to where it will be easier for them if they lie (not that we condone that behavior, but it helps us understand them a little better).  Also, I think some customers believe it's okay to lie to us because we are salespeople so we MUST lie all the time.  Therefore they can lie to us.  Having said all…


Added by Brad Alexander on August 7, 2011 at 8:47pm — No Comments

A Sales Meeting to Fire Up the Troops

I tweaked the great American Soldier, General George S. Patton's Blood and Guts speech...

"Sales staff, this stuff that some sources sling around about Lithia wanting out of this sales war, not wanting to sell, is a crock of bull. Lithians love to fight and to sell, traditionally. All real Lithians love the sting and clash of negotiating. You are here today for three reasons. First, because you are here to provide for your families and your loved ones. Second, you are here for…


Added by Brad Alexander on July 11, 2011 at 10:39am — No Comments

Why is the Grass Greener Down the Road?

The Grass is Greener Down the Road 

     Turnover is an epidemic in the auto industry.  Now I do realize that there are times where turnover is a

 symptom of other internal issues.  I concede that point.  However, when virtually every dealership in

America suffers from the problem, there must be something more.  Salespeople, by nature, want to be in

the action.  If traffic has been slow at their current place of employment, they check around town…


Added by Brad Alexander on July 6, 2011 at 1:03pm — 1 Comment

The Top 10 New Ventures for Jim Ziegler After Leaving Dealer Magazine

From the home office in Barrow, Alaska... The Top 10 New Ventures for James A. Ziegler after leaving Dealer Magazine: 

10) Alpha Dawg is joining forces with Grinder Carbucks as tag-team wrestling partners

9) Start shredding new Dealer Magazine publications and selling as hamster cage bedding

8) Co-author a book on…


Added by Brad Alexander on June 24, 2011 at 2:57pm — 3 Comments

Staying Dumb is the Smartest Thing You Can Do

     While working the desk here recently I handed a proposal (pencil) to one of our senior, veteran, strong salespeople.  It was the first proposal so it reflected a retail price with shorter terms and an average A.P.R. (we hadn’t run credit).  The trusty, crusty veteran looked at the proposal and said, “Here’s what I think we should do…” and proceeded to tell me how we should discount the vehicle, stretch the term and lower the rate.  I told him that we needed to…


Added by Brad Alexander on May 25, 2011 at 8:47am — No Comments

Finding a Place for the "F"- Word

Is it bad to fail? No! (Fail is the “F” word to which I was referring.  Get your mind out of the gutter) can any good come from failure?  Yes! Dare to fail! Then learn from it.  You can’t wait for a perfect set of circumstances.  Perfect scenarios never come.  There will always be roadblocks, obstacles and unfavorable conditions. Who cares?  The time to do it is now.  Don’t wait, hesitate or look for reasons to second-guess yourself.  Think about anything you’ve done in your life. …


Added by Brad Alexander on May 19, 2011 at 9:13am — No Comments

Top 10 Reasons to Learn How to Professionally Interact with Women (as customers and co-workers)

10)  We were all born of women, consider the pain, anguish and toil endured for you to just be here; in other words, if nothing else, do it for your mom dummy

9)  You can't just buy every female customer and co-worker roses and jewelry to make up for stupid things you say like you do with your wife or girlfriend- get it right

8)  Girls stopped having cooties a long time ago, it is safe to treat them as human now

7)  Every woman is somebody's daughter

6)  Women…


Added by Brad Alexander on May 7, 2011 at 8:26am — No Comments

You MUST read this before you take another up or pencil another deal!

Selling Cars: Child’s Play

     Got your attention didn’t I?  Some of you are offended, some are intrigued and others are just wondering what nonsense is being spewed by this dork.  In any case, you’re reading.  It was recently brought to my attention that one of the greatest sales books ever was penned by none other than “Dr. Seuss”.  I’m talking about “Green Eggs and Ham”.  It’s brilliant in its simplicity and the entire focus is on the tenacity of one…


Added by Brad Alexander on May 5, 2011 at 9:21pm — No Comments

The New and Improved Car Business


     You’ve  heard it said before, “The more things change, the more they stay the same.”  This statement is absolutely true in the car business.  Some people have such a fatalist mentality:  “There’s so much more competition now.”  “You just can’t find any good salespeople any more.”  “The customers are so well informed now.”  “The manufacturers won’t let us make any money.”  “I’ve never seen it this slow before.”  “We’re pricing ourselves out of the market.”  All of these…


Added by Brad Alexander on May 1, 2011 at 4:01pm — 2 Comments

7 Habits of Largely Ineffective Sales People

The 7 Habits of Largely Ineffective Salespeople

     It is with my sincerest apologies to Stephen Covey that I write these words.  As I review his book The 7 Habits of Highly Effective People and consider the simplicity of most of its contents my mind goes to the insanity of our industry.  I trust you will receive this in the spirit in which it is intended.

     The 7 Habits of Largely Ineffective Salespeople is a compilation of vast…


Added by Brad Alexander on April 28, 2011 at 9:28pm — No Comments

Ode to Car-People


     Vilified, customers petrified of an industry wrought with ne’er-do-goods;

Loathed and convicted of wrongs committed by others- perhaps we’re misunderstood?

What appears to me is an honorable, loyal sister and brotherhood.…


Added by Brad Alexander on April 24, 2011 at 11:30pm — 9 Comments

Don't Just Lead the Horse to Water, Make 'em Thirsty!

Making 'Em Thirsty


     Auto sales, any sales really, is a people business.  It is about identifying a customer's wants and needs and tailoring your product to them.  Too many people who have “Sales and Leasing Consultant” on their business cards are nothing more than paper hat wearing, order taking monkeys with notes in their mouths.  Customer's come to dealerships and give the sales representative a list (an order) of what they…


Added by Brad Alexander on April 18, 2011 at 10:26am — No Comments

Learning Auto Sales, Conquering a New Land or Using Chopsticks All Take the Same Mentality

     Did you know that over 80% of auto sales representatives leave the business within the first year?  Not just leave the dealership, leave the business!  Then, a large portion of the remaining twenty percent change dealerships.  How can we lose more than three quarters of our new-hires within the first year?  “They couldn’t handle it.”  You may say.  “Not tough enough.”  “Not cut out for it.”  Or as I have said before, “They’re either lazy or they’re stupid.”  There are elements of…


Added by Brad Alexander on April 15, 2011 at 8:59am — No Comments

"You're either lazy or you're stupid"

     “There are two reasons people fail in the car business; they’re either lazy or they’re stupid.”  Those were the words of wisdom and inspiration I was given in a letter by my mom's second husband, Phil  when I first got into the business.  He was in his fifth decade in the industry, a dealer principal/owner on the East Coast.  I was a green-pea in the Pacific Northwest.  No pressure, if I fail, I’m either lazy or stupid.  I guess of the two, stupid would…


Added by Brad Alexander on March 28, 2011 at 9:32pm — No Comments

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