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Sweat the Small Stuff

Does a wrinkled shirt or an undone tie really matter to a skilled professional? The magazine’s resident retail strategist says they do.

October 22, 2013

Showroom Confidential

The magazine’s resident sales expert goes undercover at several dealerships to get the full customer experience.

June 12, 2013

Signing Rookies

The magazine’s sales expert breaks down the keys to hiring and retaining talented members of Generation Y.

May 15, 2013

4.5 Success Drivers for 2013

Now that the big annual convention has passed, it’s time to assess what was learned and how we can put it to work immediately. The magazine’s resident sales strategist weighs in.

March 20, 2013

Dead or Alive?

The magazine’s sales expert convenes a brain trust to ponder the fate of e-mail marketing in the age of social media.

February 5, 2013

Hunter to Influencer

How do you approach a sale? Do you hunt for customers or do you lead them down the road to a sale? The magazine’s resident sales expert weighs in.

January 18, 2013

Becoming Influential

To be good at sales, you must be able to influence your customers and the people around you. The magazine’s resident sales expert shows you how.

June 5, 2012

Execution Plan

The magazine’s sales expert explains how you can plan and execute long-term strategies without losing sight of your day-to-day responsibilities.

May 10, 2012

3 Traffic Drivers

With demand on the upswing, it’s time to decide whether to wait for customers to find you or to read our sales insider’s recommendations for reeling them in.

April 16, 2012

Pay It Forward

It’s a commonly held belief that success in this business comes down to people, process and profit. So why are employees always the last in line?

March 12, 2012

Winning Online

The magazine’s resident sales strategist breaks down the key investments dealers need to make to win online.

February 1, 2012

Top Priorities for 2012

Four marketing and dealership experts tell the magazine’s sales strategist to expect big things from social media, mobile marketing and data mining in 2012.

January 17, 2012

Calling All Business Managers

The Internet era is definitely challenging the F&I office these days, but that doesn’t mean there aren’t other opportunities to drive profitability. The magazine’s dealership strategist weighs in.

December 1, 2011

The ‘New’ Road to a Sale

If you don’t have your showroom act down, shame on you. If you need a little help with handling Internet and phone-in leads, then read on.

October 31, 2011

Momentum: Getting It and Keeping It

The magazine’s sales columnist delves deeper into his call for change in Part 2 of a two-part series on creating sales momentum at your dealership.

October 7, 2011