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Dealership Operations & Processes Opinions & Advice

30 is the new 8

The salesperson that used to sell his or her 8 cars and hang right in the middle of the pack is now selling 30 cars a month. 30 units delivered is the new 8 at significantly impacted-by-COVID-response dealerships. And I think this is a positive! This is obviously a dramatic change happening for a few …

Best Practices Dealership Operations & Processes

How is COVID-19 Impacting the Used Car Market?

In these unprecedented times, we’re inspired by how the automotive industry is coming together to get through the crisis. People and companies around the country are doing their part to help any way they can. As a data company, one of the ways we can help is to share market trends and insights. The hope …

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Will COVID-19 dealership CERTIFICATION become a thing?

COVID-19 Certification I believe this is potentially coming if this pandemic becomes a long-term situation within the United States or becomes a recurring annual issue. This certification would entail dealerships meeting a strict set of protocols to maintain the health and safety of not only their employees but the general public visiting the dealership. The …

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Acquiring cars in 2020 & beyond – WATCH OUT!

In the famous words of Bob Dylan, "The times, they are a-changing." Remember the good old days when customers had two ways of selling their car? They could either take it down to their local dealer or turn to Craigslist. For consumers, they were making a tradeoff, make more money or save more time. In …

Dealership Operations & Processes Opinions & Advice

Where have all the UPS gone?

When did the up-bus stop coming to car dealerships? The internet choked the motor on that bus and killed it into a machine that is now fueled online.

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The Kumbaya Strategy – Why Your Ineffective Internet Team/BDC Thinks They’re Doing a Good Job

The Kumbaya Strategy – Why Your Ineffective Internet Team/BDC Thinks They’re Doing a Good Job Imagine a world where no one ever told you “no.” Relaxing and enjoyable, right? Now imagine working on an internet sales team or in a sales BDC and never hearing a prospect tell you “no” over the phone.

Dealership Operations & Processes

FIRST OR FIFTH? WHAT’S YOUR FQR?

If you ain’t first you’re last. I never would have thought that any valuable internet sales training information would result from a Will Ferrell movie, but here we are. Reese Bobby got it right when he mused that being FIRST is all that matters. Especially when we’re trying to convince skeptical car shoppers to part …

Dealership Operations & Processes Opinions & Advice

Training customers to ignore your emails

If you ask your Internet leads for a phone number before answering their question or providing a price, you’re doing it wrong. And how many damn times do you need to be told this 101 crap? That’s my summation on this article. If your initial email response is to provide a price with other vehicle …

Dealership Operations & Processes

Digital Retailing: Just a New Objection?

A few years ago, tech company managers were sitting around a room, and someone started lamenting about a bad experience they had buying a car… and someone else nodded their head… and by the end of the meeting, they had decided that customers don’t want to buy cars from dealers anymore; customers want to buy …

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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 …

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Dealership Operations & Processes – DealerRefresh

30 is the new 8

How is COVID-19 Impacting the Used Car Market?

Will COVID-19 dealership CERTIFICATION become a thing?

Acquiring cars in 2020 & beyond – WATCH OUT!

Where have all the UPS gone?

The Kumbaya Strategy – Why Your Ineffective Internet Team/BDC Thinks They’re Doing a Good Job

FIRST OR FIFTH? WHAT’S YOUR FQR?

Training customers to ignore your emails

Digital Retailing: Just a New Objection?

Stop Trying to Netflix and Chill Your Customers