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Keith Shetterly's ADM Blog (150)

The Sales-Killing Regime Change

You know this story: The new GM comes in, sweeps out the current management, and replaces them all with "his" or "her" guys and gals.

Maybe this is smart, but it doesn't seem so. ESPECIALLY with eComm Directors and Internet Directors who are…


Added by Keith Shetterly on March 10, 2014 at 8:30am — 6 Comments

Joe Webb Video With Me In a Dog Suit . . .

Nobody, but NOBODY can say I won't do ANYTHING IT TAKES to promote a great product! LOL



Keith Shetterly
Vice President of Research, CAR Research

Added by Keith Shetterly on January 28, 2014 at 10:30am — No Comments

Yelp Ye-LOL-p: At Business, DOING Business Reviews Added

I'm going to say "I Told You So". My "$.02" may now be at least "$.25" on this point. Anyway, whether that's true or not, this is a fairly negative article about Yelp below, but key in on this:

"...Yelp has launched the…


Added by Keith Shetterly on August 25, 2013 at 9:30am — 4 Comments

The Truth About Your Data

The Truth About Your Data almost always begins with contracts.  

I know that dealers are often unaware of the full content and ramifications of vendor and services contracts, and that's why the vendor's sales people make a visit and explain the service delivered by…


Added by Keith Shetterly on May 22, 2013 at 10:30am — 5 Comments

The First Public Dealer Data Guarantee

Over a year ago, in January 2012, CAR Research XRM made a public commitment to protecting both the dealer’s data and the dealer’s business interest around that data in their “Data Safety Guarantee” announcement:  Additionally, both I as an eCommerce Director and consultant (then) and Pat Kelly as COO of CAR Research had these things to say on video that February of 2012 at the NADA…


Added by Keith Shetterly on May 20, 2013 at 8:30am — 7 Comments

Calls to Make Money: See me at DD14 or Automotive Bootcamp!

I've moved to a new role, working as Director of Business Development and Call Center for CAR Research in Houston, Texas.  That hasn't changed me, personally, as you might have noticed in some blogs recently, but it has changed what I do.  They hired me for me.  I'll be at…


Added by Keith Shetterly on May 2, 2013 at 10:30am — 10 Comments

Career: The Value of Excellence

Let's help you with your employees and your own career:  What is the price to buy excellence from an employee?  

What is your own excellence worth to those you lead and those you follow?

Sometimes folks who under-perform have told…


Added by Keith Shetterly on April 25, 2013 at 7:30am — 2 Comments

Sex Sells, Stupid!

I am always amazed at people boiling down booth bait, CarDoll, etc. to "sex sells, stupid".  Instead of that quick and shallow answer, let's think a minute or two.  About where we work.  And who we work with.

When women started working at dealerships in capacities other than the receptionist, how long do you think the nudie calendars stayed up?  A while.  And then one…


Added by Keith Shetterly on January 30, 2013 at 4:30pm — 16 Comments

The Good Ol’ Boy Network (GOBN) Limits Dealer Success

The Good Ol’ Boy Network (GOBN) of the car business limits us in how we apply experienced and/or capable people, how we run our dealership’s business, and in how we approach women in this business for everything from ownership, to manager spots, to sales positions. And, by doing all that, limits our success.  And our profitability.  Let me tell you my own experience with the…


Added by Keith Shetterly on January 28, 2013 at 7:15am — 26 Comments

Reputation: The BIG Blue Sky of Your Dealership!

I've long fought for dealers to know and improve their reputation, but the reputation of the industry always felt like it was holding dealers back.  It is very frustrating!  As I've often put it, the fly pushing on the butt of the elephant doesn't mean it's driving, it only means it is lucky the elephant is going it's…


Added by Keith Shetterly on December 3, 2012 at 12:00pm — No Comments

To My Sales Brothers and Sisters, and their Families and Friends, on the East Coast . . .

Here in Houston on the Gulf Coast, we get hurricanes every season except the last few.  We helped with the New Orleans aftermath of Katrina in 2005, assisting the survivors and absorbing here tens of thousands of citizens who were displaced from there--and then just three weeks later, we performed the largest (3million +) evacuation in US history ahead of Hurricane Rita, which actually fizzled and turned north with little damage.  The evacuation was poor, actually, and led to not only…


Added by Keith Shetterly on October 29, 2012 at 7:30am — No Comments

The Digital Lot™

The Digital Lot™ is our real lot now:  Ninety percent of our customers shop online these days, and of those only twenty-two percent drop a lead or call us before visiting.  Essentially, this means that nearly eighty percent of all our floor sales traffic comes in already having rapport with…

Added by Keith Shetterly on October 23, 2012 at 8:00pm — 13 Comments

To BDC, or NOT to BDC?

Getting anyone to recommend a BDC process, lay out a live agent pay plan, and do some comparison between an in-store, centralized, and 3rd-Party BDC at the same time is often difficult.  Especially written down and public--well, here is mine on the link below.

Local Market factors must still…


Added by Keith Shetterly on October 5, 2012 at 10:30am — 2 Comments

Zen and The Art of The Shot Glass

I’ve often asserted that a shot glass is the perfect gift for both the pessimist and the optimist, as it is never half empty or half full!  It’s a “Zen” point, to me, as the statement generates an opportunity for clarity…


Added by Keith Shetterly on September 28, 2012 at 12:30pm — 2 Comments

The Spheres of DiMaggio

Yeah, I’m talking about baseball, kind of:  When we’re in a rut, or when we don’t get the result we want, or when we fail, we often use sports analogies like “in a slump”, “swing and a miss”, and “struck out”.  And so often, especially in the car business, we are very parochial about who we discuss these issues with—we look to our peers, our friends, our relationships for…


Added by Keith Shetterly on September 24, 2012 at 9:30pm — 4 Comments

The Death of the BeBack (Fight)!

Mathematically and certainly, the BeBack Fight is dead.  JD Power shows us in the graph below that the average dealerships visited by vehicle shoppers dropped from 4.1 in 2005 to 1.3 in 2010.  Don’t expect 2012 to raise that number.


Why does…


Added by Keith Shetterly on September 21, 2012 at 9:30am — 17 Comments

Big Data: Not Internet 3.0, Internet to the 10th Power!

Big Data is hard to think about for some, and it can seem nebulous. So, what is Big Data? It is the new business advantage!

It’s not Internet 2.5 or Internet 3.0, it is Internet10! And it's going to change everything. How? These are some of the coming things possible (some already here!) for dealers to…


Added by Keith Shetterly on September 18, 2012 at 3:30pm — 5 Comments

The Winning Dimension

Every successful business wins because it has at least these dimensions:  The Paper, The Plan—and The People.


The People.  The third dimension.  The Winning Dimension.


The three dimensions of every object are length, width, and height.  And any plan on paper (or on a computer screen) is no differenthaving…

Added by Keith Shetterly on August 22, 2012 at 8:30am — 2 Comments

A Place for the Truth?

The truth is, I think, that advertising is out of control.  Now, I *do* support, but really that's because I strongly believe in the idea that dealers need great chances for education.  And I think the line-up is very, very good, and better than any other…


Added by Keith Shetterly on August 13, 2012 at 12:30pm — 46 Comments

Big Data: Our New "Internet Moment"

When it comes to our data and how it affects our business, to how we can and must make money with it, we in retail automotive need to wake up!  We need an "Internet Moment"--but, first, what the heck is that?  Understand that the "Internet Moment" was birthed this way at a very famous company:  The mid 90’s were a crazy time at Microsoft. The Internet was taking off, and it…


Added by Keith Shetterly on August 7, 2012 at 7:30am — 23 Comments

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