Best PracticesDealership Operations & Processes

4 Reasons to Stop Using Your DMS as a HR System

  Hiring new employees to your growing dealership can be EXCITING and STRESSFUL.  Without a comprehensive human resources (HR) system, keeping track of your current employees’ payroll and adding new employees in the system can be difficult. It’s fair to say your stress levels probably increase with the thought of the next pay period or the …
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Are You Closing Your Appointments at 80% or Better?

Learn how to provide The Perfect Appointment in your dealership and enjoy 80% show rates and 80% close rates! In 2013, we officially introduced dealers to The Appointment Culture as an answer to the dozens of worthless activities we observed managers, salespeople and BDC agents conducting in some effort to appear as if they were …
Best PracticesDealership Operations & Processes

From Hire to Profit: Analyzing How Long It Takes a New Salesperson to Become Profitable

When you hire a new salesperson at your dealership, you are investing in the future. Just like with any investment, you can predict when this investment will break even and, eventually, when it will become profitable. In fact, the cost of a new salesperson starts to negatively impact your bottom line the minute you hire …
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5 Keywords to Include in your Job Description

Millennials­ now make up the majority of the U.S. workforce, and they bring different expectations to the job than the generations before them. In order for companies to attract top talent today, they must highlight the ways in which they can meet these new employee needs. For many companies, the job descriptions they have used …
Best PracticesDealership Operations & Processes

How Weather Impacts Your Dealer’s Service Repair Orders

Every fixed operations department across north America thinks that weather has an impact on the number of completed repair orders (ROs) each day. Every fixed operations department across North America thinks that certain days of the week are slower (i.e., fewer completed ROs) than other days. We’ve uncovered some unexpected results. More than 100,000 service records …
Best PracticesDealership Operations & Processes

Should You Be Cross Training New Employees?

Traditional roles in dealership culture are changing rapidly, and current employee structures need to adapt accordingly. In the past, it was not uncommon for a dealership to foster a culture where most employees operated within siloes. For example, sales associates and finance & insurance (F&I) personnel traditionally were relegated to two separate departments with little-to-no …
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 Operations & Processes

What is the “HR tech stack,” and how does it affect your dealership?

Dealerships run the gamut with respect to the technology they use for hiring and onboarding. The trouble that many businesses run into is knowing where to invest their limited budget for HR software. In its 2015 research report, Key Interval Research highlighted 13 unique HR areas where dealerships can potentially focus their efforts – your …
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New Car Marketing Techniques Aren’t Effective at Marketing Pre-Owned Vehicles

Everyone loves new cars. They’re shiny, they smell great and the sales staff love making a big sale. It’s a huge part of how OEMs rate their dealers as well. I mean, who doesn’t want to be the “#1 Chevy dealer in the county”? But once we scratch the surface, the bright sheen of selling …