You’re on Twitter, Facebook, LinkedIn, Instagram and more every day. You post comments, pictures and comment on others posts and pictures. You post articles, surveys, look for affiliations, market yourself and work to create engagement with others. You text, e-mail, FaceTime and do Google Hangouts. You do all of this and yet most of you…
DetailsMany times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to. There are three things you should always listen to in this business: 1. What people say.…
DetailsIn what now can be considered a good selling market and what many predict will soon be a booming market, there are many dealerships underperforming and even mightily struggling. Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and training dealerships there seems to be very consistent…
DetailsI recently listened to an interview with an industry leader and one of the questions posed was “What can dealership leaders do with new hires that can help ensure a better rate of success and reduce turnover?” The answers from the industry expert to the question were have a manager stay full time with the…
DetailsSurveys continually show that people dislike buying a vehicle. Although the numbers have gotten better over the years, people still dislike the car-buying experience. The key word here is “experience.” Everything you do is sales and selling. Every person in the dealership is in sales. Everything the customer sees is selling. What message is the…
Details“Our advertising stinks! The owner doesn’t have a clue how to bring traffic in the dealership.” “Our managers sit behind the desk and talk on the phone to their girlfriends all day and don’t do a thing to help.” “I need to give our F&I manager the number to the bank, because he obviously has…
Details“The more things change, the more things stay the same.” This quote can be an accurate reflection of most industries. With all the massive changes underway in the automotive industry, the majority of the industry operates in much the same way as it did 50 years ago. One small part of an industry begins…
DetailsEveryday managers walk into their dealerships in the morning and start their day with tasks or TO-Do list items. Unfortunately, those items rarely involve direct interaction with their sales team. The ultimate place for managers to be is in front of customers and salespeople. Salespeople need interaction and input. If a manager allows a…
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