Dealers today understand that the value of personalization can exponentially drive the opportunity of maximizing profit potential — the same is true when selling F&I products to consumers.
March 4, 2021
Streaming is the new black, and that means it’s never been a better time for dealers to get on board and add OTT advertising to their brand's media mix.
February 22, 2021
Customers long forget what repairs were done, but what keeps a great many coming back year after year is how they feel walking away, and the Customer Service Index is the closest measurement we have that gauges that feeling.
February 9, 2021
Don’t spot deliver a car unless you’ve considered all the signs of potential fraud.
January 27, 2021
To meet and exceed modern consumer expectations at each step of the buying process, develop new techniques and use technology to help them discover, learn, and be validated in their decisions along the way.
January 25, 2021
It is critical to look at what happens with your sales team once a lead is submitted. Meet the consumers where they are and you’ll see the sales roll in.
December 17, 2020
The world has changed — and so too must your sales practices. This unique relationship quickly gives sales personnel compelling detail about the vehicles now in your inventory and in the reconditioning pipeline.
December 14, 2020
On a recent hike, I had quite a bit of time to reflect on the similarities of lessons learned on the trail and lessons learned in the dealership. When you’re all in, and you don’t have any other choice but to keep going, you’ll find a way to reach the top.
December 9, 2020
While age and demographics can give you a good starting point for selling, they won’t tell you everything. Knowing more about your customer is a major advantage as customers become more accustomed to not only personalization, but the speed and convenience it affords the sales process.
November 19, 2020
Whether we choose to keep a leaner staffing model, hire a different caliber of employee that requires more compensation, or grow our expectations for what we can sell per month, there is no looking back — and that is good for business.
November 18, 2020
Dealers were one of the earliest segments of business to embrace a message of contactless business operations. This approach created a winning formula that helped dealers achieve a lower cost per customer acquisition level, which is the best business strategy to help them get through 2020.
November 4, 2020
The goal should always be to listen and understand your customers better, not just to present a menu and overcome an objection.
October 13, 2020
Recovery starts with analyzing how you look at leads. Taking advantage of the right digital tools, strategic merchandising, and the right data will help dealers recover and reimagine their business for the future.
October 5, 2020
The coronavirus appears to be driving the automotive industry to selling vehicles remotely, a radical departure from the traditional dealer model. By identifying the issues that dealers need to contemplate, we find some solutions to the new direction we’re heading.
September 9, 2020
The automotive industry is going through rapid change, facing additional costs associated with personnel, benefits, and retention, and depending on a steady stream of additional customers to replace those customers that have defected. So how do you change how you conduct business to meet the current challenge?
August 26, 2020