Best PracticesDealership Operations & Processes

5 Reasons Why Your Sales Department Shouldn’t Take that Phone Call

With today’s connected customer, there really are only a few types of phone calls your team will find themselves involved with. Gone are the days of a customer phoning and saying, “I need something good on gas for under $8,000; what do you have on the lot?” Today’s customer, whether a millennial or a baby …
Best PracticesDealership Operations & Processes

Here is How You Structure a Pay Plan for a Hot Mess BDC

I recently received an email from a colleague asking about a pay plan for an automotive BDC that I describe as a “Hot Mess.” Why a Hot Mess, you ask? Plainly stated, a dealership’s sales structure and associated process flows should be simple and straightforward. When these flows have multiple forks upon multiple forks upon …
Best PracticesDealership Operations & Processes

MarketShare? Why Your Record Year Might be a Bad Thing

Congratulations on a record 2015! Yippee! Now, get the slings, because you’ve likely broken your arm patting yourself on the back. If you’re an average dealership – whether privately-owned or publicly-held – you had a record year in 2015. Heck, if you’re a below average dealer you had a record 2015. Newsflash: The entire industry …