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Is your website driving your leads away?
Your store’s site should be drawing customers in, getting them through the door, and—ultimately—inspiring them to purchase a vehicle. But a recent Deloitte study shows that some dealership sites actually...
How to nail the sale with email followups
Think one email can’t clinch a sale? Actually, a well-crafted follow-up email has an insanely high ROI, and the ability to get customers back into your showroom instead of your competition’s. [MORE]
CarMax steps up their game. Are you ready to compete?
Through their new “personalized car-buying experience,” CarMax stores in parts of Florida and Virginia now allow customers to complete the entire vehicle purchasing process—from financing and trade-in to test drives...
3 ways to give shoppers the modern experience they expect
Times are a-changing, and dealers need to adapt. Old tactics don’t work anymore. For example, you could completely derail a sale if the “Get the best price now” button on...
Authenticity as a competitive advantage
It’s time for some real talk. Right now—and every day with your customers. The “dishonest car salesman” stigma stems from the idea that salespeople lack authenticity. So it’s up to...
2019 women’s car-buying report: key takeaways
According to a recent report, female buyers account for 45% of new car purchases. In 2018, that translated into 7.74 million new vehicles bought by women. These figures reveal much...
The power of gratitude
It’s a fact: employees who feel appreciated work better. Not feeling appreciated makes all the little bumps in the day feel like mountains. Take a look at the 5 languages...
Up your pre-owned game or get left behind
Sure, your team might be getting the job done, but that doesn’t mean they’re not also dealing with broken processes, simmering conflict, poor attitudes, and more. Take stock with this...
Weird but true: service is the most overlooked part of sales
In far too many dealerships, the Sales and Service sides of the house are run like two separate units. In reality, they’re two crucial parts of one successful, fully profitable...
6 tips for a bulletproof phone pitch
Sales calls still work. With so many people carrying their phones wherever they go, it makes sense. But that doesn’t make it easy to hook them. So, focus your pitch...
Real talk: how dysfunctional is your team?
Sure, your team might be getting the job done, but that doesn’t mean they’re not also dealing with broken processes, simmering conflict, poor attitudes, and more. Take stock with this...
3 Consumer Trends to Watch
LAS VEGAS – Tanya Sanders, a managing director at Chase Auto Finance, cites three trends to watch in automotive retailing and financing. First: “It’s now digital everything,” she says, citing...
Slackers No More: Gen X Is Flexing Its Borrowing Power
Generation X, dissed in their youth as slackers who wouldn’t get off their duffs and get a job, are exerting financial dominance in the automotive loan market, a credit review...
Survey: Dealers Open to Change
CHICAGO — Dealer software provider MAXDigital released new dealer research on the subject of turnover and sales processes. In conjunction with Erickson Research, MAXDigital surveyed nearly 400 dealers across the...
One Minute, Three Pieces of Valuable Info, One Motivated Thief
It takes less than a minute and three pieces of information for a smooth-talking thief to pull off a security breach involving car dealerships’ customer information. So says John Pappanastos,...
Selling Cars in the Age of Disruption
We’re living in the age of disruption – and that is increasingly true in the automotive industry. Technology is empowering customers to dictate more of their purchasing experience and, as...
The cure for complacency? Patience
Many of us don’t like to admit, but patience is the key to a dealership free of employee complacency. It might take extra time, but it’s well worth the effort....
Terrance “Bowtie” Campbell is your new social media mentor
Forget “Get off your phone and start selling cars!” It’s time to get on your phone and start posting the right content to make more sales. Meet the forward-thinking Internet Director who is killing...
ARTIFICIAL INTELLIGENCE IS DOMINATING DIGITAL ADVERTISING
AI is Already Helping Your Brand in Social According to eMarketer research published in September 2017, programmatic ad spending in channels like those mentioned above will top $39 billion in...
The Power of “One More”
The concept of “one more” means that when you think you’re done, do one more. One more phone call, one more email, one more text, one more social engagement, one...
Innovate and Adapt
Successors: Getting out of the Middle With more family businesses then ever seeking succession through the next generation of family leadership, a change to a multigenerational management structure is occurring...
Overactive Filters Can Block Legit Customer Leads
Bots don’t buy cars, but efforts to block them can unwittingly prevent real customer digital leads from reaching car dealerships. When Internet filters diligently battle bots and spammers, such collateral...
4 Highly Effective Habits of Bold Dealers
Most dealerships are not failing in every measurable category. Most are failing in one or two, have trouble in three or four, and the rest are probably doing OK. As...
The Benefits of Business Process Management
The current retail landscape is filled with buzzwords and strategies that often address a multichannel approach — or “omnichannel,” as it is better known in the automotive industry. In past years,...
Advisers: Buy-sell Market to Rebound
In separate reports, dealership buy-sell advisers Erin Kerrigan and Alan Haig predict their business will pick up in 2018, after two years of fewer transactions, because of the benefits from...
The Secret Power of Analytics
LAS VEGAS – It’s no longer enough only to know how many digital shoppers are looking at a particular used vehicle listed online, says Jeni Pecard, Cars.com’s director-data information. “You...
Survey: Don’t Worry, Most People Still Want to Buy a Car
NEW YORK – Generations of Americans have aspired to own vehicles, and alternative-transportation services aren’t changing that, says a new survey commissioned by the National Automobile Dealers Association. Nearly 90%...
Boost Women’s Confidence: What’s in it for Progressive Dealerships
Women buyers now account for 45% of all new car sales[1]. Yet one out of three women feel apprehensive or overwhelmed when they visit a showroom[2]. Less than 40% feel...
What Does Your Sales Style Say About You?
People’s sale style reflects their personal beliefs and values. This is because we act in the way we think is the most appropriate. But we determine what is the most...
Evaluating Dealership Training Needs
Dealers call me to help them find a “great manager” – GM, GSM, Controller, Service Mgr. This is normally followed by, “I need them to be experienced in Automotive.” I...
How to Maximize the Value of Your Dealership Real Estate
It’s a cliché we hear in gags, see in cartoons, and read in articles: how to outsmart, outplay, and out-negotiate the car salesperson. But with today’s amenities like fancy coffee...
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