This week, enjoy a snippet from a live workshop!

The person who is in control in any given situation is the one who puts themself in the position to dictate the outcome. Watch a clip from Jeff's latest Live workshop "The 6-Step Road to Higher Sales, Customer Retention and Survey Scores" to discover why your service department may be missing sales. (part 1 in the fall Hump Day series) Copyright 2018 Wm Jeff Cowan.…

Robleto brings his extensive background in dealership real estate transactions to the most active sell-side advisor in the auto retail industry; new office enables Kerrigan Advisors to better serve its clients across the US

Irvine, CA, -- October 25^th, 2018– Kerrigan Advisors, the leading sell-side advisory firm to auto dealers in the US, today announced that it has opened a second office in the Washington DC metro to better serve…

The good news? To date, automotive sales have remained stronger than many analysts originally predicted, with customers of all ages continuing to buy both new and pre-owned vehicles. Considering some of the earlier ominous forecasts, it’s no wonder numerous retailers are breathing a collective sigh of relief.

The not-quite-so-good news, at least for those…

 Bradley Long appointed Executive Vice President of Sales

Indianapolis, IN – October 24, 2018 - PERQ, experts in online consumer engagement and behavior, today announced the appointment of Bradley Long as Executive Vice President of Sales. Long brings extensive sales experience to his new role, including a decade in the multifamily sector, one of three key verticals PERQ is targeting with its award-winning artificial…

I actually wanted to flip the title of this blog to “why use one word when a hundred will do?” People tend to use FAR too many words these days in PR and marketing material – they simply don’t know how to keep it short and relevant. And, in my experience, most audiences find long cluttered sentences a frustrating read.  A great slogan to go by really is KISS – Keep It Simple…

Wantalease.com Data Show that Several Brands Have Slightly Increased or Maintained Their Prices on Lease Deals

Wantalease.com, the nation’s first online marketplace for new lease deals, reports the latest update on lease offerings for the month of October, and forecasts upcoming trends for the month of November. The majority of dealers either slightly increased or maintained their prices on their lease deals heading into the month.  

The vehicles with the largest…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full…

A transmission is central to the functioning of your car as it is the only system that is responsible for a proper regulation of power. However, car transmission is just a machine, commonly known as the gearbox. The function of a gearbox is quite simple and they can work with the following models:  

• Providing speed through gears…

Residents Along East Coast Interested in ‘Affordable Functionality’

Jumpstart Automotive Media, a leading media, insights, and marketing solutions company, today announced new post-Florence shopping analysis that shows what types of vehicles are being considered and researched along the Southeastern coastal region of the U.S. following the storm.

Jumpstart experts analyzed the Florence-affected areas and…

More than 17 million vehicles are sold in the United States each year.

While this is a solid market, many would-be buyers struggle to secure auto financing. Some people walk away without a vehicle because of their credit scores. Others take advantage…

In the last few years, a war between dealerships and independent service centers over consumers has fueled a competitive fire.  At stake is millions spent by consumers on retail service and, perhaps, the survival of many dealerships.  The marketing weapon of choice used to be retail signage or print advertising, but now it’s all about digital marketing. And, in the digital…

Have you ever noticed how the market values dealerships versus how it values Software as a Service (SaaS) businesses that derive income from the same automotive revenue stream? SaaS businesses such as CDK trade at mid-20x P/E ratios while dealers trade at 4-6x operating profit.

One major reason for this disparity is because SaaS business revenues are…

Over the years I’ve had the privilege to meet some amazing individuals. Some that were worth hundreds of millions of dollars and others that financially was challenged. I find it interesting that individuals I find impressive have common characteristics and have nothing to do with money. I remember the day I met John Bowling who had a…

I'm convinced that effective and welcoming onboarding is one of the keys to solving our industry wide turnover problem.  Here are some tips and points to not forget when developing your dealership's onboarding process.  

https://youtu.be/pUj0bK0ed_M

I'm convinced that effective and welcoming onboarding is one of the keys to solving our industry wide turnover problem.  Here are some tips and points to not forget when developing your dealership's onboarding process.  

https://youtu.be/pUj0bK0ed_M

This week, Jeff discusses how to tackle your notoriously slow month (usually December and fourth quarter). With strategies for overcoming objections and four tips to not give up, you are sure to make it your best quarter yet!

Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to watch!…

Did you know that less than 6 in 10 women car buyers report not being satisfied with the initial greeting at car dealerships? Last week, we discussed how to improve in-store guest engagement with 7 ‘face-to face’ suggestions.

However, when the initial interaction is via email or social media, your response is no less important. Digital communications have the advantage of being read when your customer has the…

Jerry Seinfeld's "Comedians In Cars Getting Coffee" is one of the more popular shows on Netflix, and has been running for ten seasons. In the show, famous comedian Jerry Seinfeld has coffee and fun discussion with another famous funny person, such as Jay Leno, Dave Chappelle, or Ellen DeGeneres.

The car Jerry drives to pick up his guest, usually is the star of the show.

Black Book, which tracks valuation histories on collectible autos, recently conducted an…

At its core, sales is a numbers game. It always has been and always will be. If you’re selling the same product that others are selling, you can only expect to close a percentage of customers that come into your store. In our industry, top performers close 50 to 60 percent of their appointments.

 …

You're gonna have your whoa-mentum days- those days where no matter how hard you worked, the wheels wobbled and maybe even flew off and you skidded into the end of your day saying, "Whoa!"  Whoa-mentum days jack you up mentally and the next day you have the choice to either carry yesterday's whoa-mentum forward, by…