New tax law and economies of scale help publics and consolidators buck trends to grow earnings and fuel Q2 Buy/Sell market to 92% growth over Q1; one-eighth of all auto dealerships have changed hands since 2014 as industry consolidation continues

Irvine, CA – August 29, 2018 – The new tax law and improved economies of scale and scope are among the trends driving a robust Buy/Sell market in Q2, after a slow start to the year, according to The…

This week, Jeff covers a close to address those customers that just need to "think about it". So how do you re-engage them without being pushy? This close has an extremely high closing ratio, especially when used a few weeks after your presentation. Stay tuned to hear the exact steps on how to get the sale!

Copyright 2018 Wm Jeff Cowan

Website: thejeffcowan.com

Click HERE to watch!…

Caveat: This is not an endorsement of CDK sites. This simply reports our findings. We recommend platforms to dealerships based on myriad variables. 

August 28th, 2018 - We noted that CDK websites saw a significant increase in organic traffic that directly coincides with the Google "Medic" algorithm update. 

During our regular audits, our team found a pattern of increases in organic website traffic throughout the month of August as compared to July. This prompted…

Whether you are using ERO (Electronic Repair Orders) or paper repair orders – one of the biggest and easiest chargebacks for an auditor is a missing signature. It is a slam dunk; give me the money.

Customer signatures are required to maintain compliance with manufacturers' policies and procedures. Most manufacturers require them on the final copy as well as on the hard copy write-up. All OEMs require that the customer sign the hard copy PRIOR to the…

Take part in the largest survey on digital retailing as we re-imagine and innovate the automotive sales process. All responses will be confidential. We encourage dealers, vendors, and OEM managers to participate in this survey. Please take the survey today and share the survey link with your peers: …

Car Enthusiasts Also Weigh in On Topics Like National Anthem Debate, Loss of Interest in Football, and Vehicle Subscription Services

Swapalease.com, the nation’s largest car lease marketplace, unveiled today results from its fourth annual “NFL and Cars” survey, offering predictions car enthusiasts have on the upcoming NFL season, and ranking which types of cars remind them of NFL franchises.

While the majority of those polled said the New York Giants (10.8%) are their…

Tesla CEO Elon Musk recently tweeted that he wanted to take Tesla private, which has garnered a lot of attention. Hey, I realize that Tesla as a company can be a polarizing issue in our automotive industry. But this is something you may want to pay attention to.

Here’s…

Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door?  Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization.

Many dealers have a few sales professionals that really get…

If you’re a movie fan, at some point, you will almost certainly have witnessed a scene where a villain sabotages a vehicle. The unsuspecting character gets into their car, fires up the engine and it explodes, dramatically. Or, perhaps the villain messes with the brakes, causing the main character to have a horrible crash. While these are familiar scenes out of a movie, the…

The world of retail is setting the pace for embracing how technology is transforming the consumer buying process. The companies who are winning with consumers (Amazon, Netflix, Apple) have stopped looking at marketing by “channels” and are looking at individual human connections. These companies have replaced cookies with actual people. 

Marketing to…

Are you brand new to the industry or the service drive? Within 60 days, you should be hitting the shop minimum as far as HPRO, survey scores, and customer retention. This week, Jeff covers five simple steps to make sure you are up to speed as fast as possible! Copyright 2018 Wm Jeff Cowan

Click HERE to watch!

Website: automotiveservicetraining.com…

Dealerships are coming around and increasingly realize the importance of having a good social media presence. Perhaps it’s due to the reach and effectiveness of social media ads, or the ability to stay top-of-mind with customers – both existing and potential. Regardless, dealerships are shifting their focus away from traditional media towards digital and allocating more…

Let me start by saying that I love to surf. Back in my younger days, I was able to qualify and had the opportunity to compete on the pro tour. At one point, I surfed Mavericks in Northern California which has waves in the 30 to 40-foot range. To illustrate, the waves are so big and heavy that you can’t just paddle out. I take this boat out and paddle to ride my first…

Defining Customer Experience for Long-Term Retention

When it comes to creating a successful sale, customers’ experiences matter from the moment they first engage with a dealership online or in person. Repeating successful experiences requires careful tracking and analysis of each experience to understand which experiences create success. Having that scalable success is the dance of sales, and finding an…

 Carson KIA, the Nation’s highest-volume KIA Dealership, sold to Trophy Automotive Dealer Group    

Irvine, CA, -- August 22, 2018 – Kerrigan Advisors, the leading sell-side advisory firm to auto dealers in the U.S., represented and advised Car Pros Automotive Group in their recent sale of Carson KIA, the highest volume KIA dealership in the U.S. since 2016. The buyer is the Southern California-based Trophy…

In the old days of traditional advertising, best practices advised that a consumer needed to hear or see the message three times before they remembered it. The same concept applies to all dealership marketing -- including on-the-lot.

When it comes to your lot, focus on the identity and branding of your specific dealership and/or group by defining and…

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…

Have you ever ended up in "I Can" land? Where the customer is asking YOU what you CAN do, rather than you setting the expectation and sale? This week, Jeff covers a close to get yourself out of "I Can" land, called the Sharp Angle close. Stay tuned for the exact word track and scenarios! Copyright 2018 Wm Jeff Cowan

Website: TheJeffCowan.com

Click HERE to watch!…

Back in the early 1990s, the Internet was in its infancy. As a new phenomenon, not every business was sold on its benefits, or even why they should use it. This posed a problem for Cisco, a company whose main product at the time was routers. Cisco needed to prove that, not only would the Internet save companies money, but also Cisco products were the best choice to help them…

Car dealerships today have a lot of advertising options. Starting from small ads, over to TV ads, all the way to digital display and other dynamic content, there is plenty of fish in the pond.

If you are thinking about digital signage options, but are not sure where to start your search, you are in the right…