Best PracticesDealership Communication Tools

What Happens When Customers Stop Answering the Phone? One Major Way the iPhone Hurts Your Sales

Have you updated your iPhone yet? Better hope your customers haven’t. BDCs and sales teams alike tend to bellyache about how difficult it is to get shoppers to pick up the phone when they follow-up. Well prepare for a gut punch, because that is going to turn from an ache to a major pain. One …
Best PracticesDealership Communication ToolsDealership MarketingDealership Operations & Processes

Stop Trying to Netflix and Chill Your Customers

Maybe I’m not the ideal person to make this analogy. After all, I haven’t been single for almost 20 years. That was before smartphones. Before Google. Before social media. Wifi barely existed. There was no Kindle, we actually read paper books. And Netflix wasn’t even an idea. Regardless, the phrase “Netflix and chill” has become parlance for …
Best PracticesDealership Operations & Processes

Did You Know You Can Drown In Green Peas?

It is possible to drown green peas. It’s a sad occurrence. And it is rarely their fault they drown. Green peas, or as they’re known in other industries as newbies, noobs, colts, rookies, freshman, recruits, or greenhorns, are a part of every organization. Inevitably, through either attrition or an expanding sales force, companies have to …
Best PracticesDealership Operations & Processes

Pricing Information and How Much do Shoppers Really NEED?

How much pricing information do vehicle shoppers really need? The quick answer is… more than none. Not all customers are price driven, but almost all are price CONSCIOUS. You need to believe this is the universal truth. Enough data has been shared over the last several years to prove that displaying a discounted price from the MSRP …
Best PracticesDealership Operations & Processes

Gravy Should Be the Meal – Sales Tip #1

The word “Gravy” is used in sales when something extra happens that is a benefit to you. It’s something that wasn’t expected, or additional profit that was made beyond the structured deal. In automotive retail, for instance, the majority of salespeople’s sold deals come from customers walking onto the showroom floor, being greeted, and subsequently …
Best PracticesDealership MarketingDealership Operations & Processes

BEWARE of Companies that Massage the Data

Dealership owners are becoming more and more progressive and data-driven. Like leadership at Fortune 500 companies, they make executive decisions based upon internal results and exterior data to improve their stores’ fortunes. However, I’m issuing a stern warning when making changes to your policies, processes, and personnel: Beware of Companies that Massage the Data Unlike …
Best PracticesDealership Operations & Processes

The Manager Who Doesn’t: A Guide to Better Sales Management

There are many people in our industry with the title of “Manager”, but very few who deserve it. This happens for countless reasons in sales management. Some feel entitled by this newfound title and don’t believe they need to. Others claim they’re too busy. Surely some have been promoted to the point of incompetence and …