Best PracticesDealership Operations & ProcessesIndustry Events

Changing Operational Perceptions Through Transparency

In 2014, auto dealers on average produced used vehicle department net profit of about $120,000. That number includes F&I. The average dealer sold 621 used vehicles retail (with another 435 sold wholesale). In 2014, the average auto dealer made $193 net profit per used vehicle retailed. That number is down from $254 in 2013 and …
Best PracticesDealership Communication ToolsDealership MarketingDealership Operations & Processes

Put Some Life in Your Lifecycle

As dealers, it seems we often find ourselves so busy evaluating the performance of our third-party lead providers that we neglect to really examine how we handle those leads once they’ve entered our CRM, specifically the automated email follow-up (often referred to as the “lifecycle” or “action plan”). That’s extremely unfortunate, as a carefully crafted …
Best PracticesDealership Operations & Processes

Do You Answer Price Questions Over the Phone and Email?

As I was listening to a recorded call on behalf of one of our clients, I ran into an exchange that’s still happening every day at dealerships. A customer called in and asked for the dealership’s “best price” on a new vehicle. Not surprising, the salesperson responded with exactly what the dealership’s management team had …
Best PracticesDealership Communication ToolsDealership Operations & Processes

Can You Find the Terrible Template?

If you had a salesperson who was going through a sales presentation and constantly choking on step four of that presentation process, you’d find a way to fix the issue in step four… Better presentations lead to more sales, right? Guess what? There is a point in your automated follow-up process that is choking and …
Best PracticesDealership Operations & Processes

Old Horses for New Horses and Killing the BDC

When asked today “what is your biggest challenge?”, the vast majority of Dealers will say…“finding qualified sales associates!” Unfortunately, most Dealers don’t have a clear idea on how to find the right sales candidate for today’s marketplace. Compounding the problem is that they employ an old school compensation plan. The majority of Dealers are still …
Best PracticesDealership Operations & Processes

Which One Best Describes Your Dealership’s Hiring Process?

Let’s face it: most dealers struggle with hiring qualified employees. And since the car business is a people business, our inability to achieve success with hiring new team members will have a negative long-term effect on the health and value of our dealership.   Why is Hiring Success So Difficult to Achieve? I define “hiring …