It’s no secret that transaction time is increasingly important to consumers when purchasing a vehicle. And, by the time they arrive on the lot they have already spent countless hours trying to not only figure out what vehicle they are interested in, but where they may want to buy that vehicle.

So, at the point when a customer then arrives on the lot, customer…

The benefits of having a mobile check-in and MPI process in the service department have been widely confirmed. You’ve probably heard all about the three “T’s;” specifically transparency, timing and trust.  

However, one of the biggest unsung benefits is…

This week, Jeff finishes the last part of a series and discusses how to properly train your advisors so they're ready for the drive. You've introduced the contract, you've provided interim training, now it's time to implement. It's not the easiest or quickest step, but it will provide success and stability for your next long-term hire. Copyright 2018 Wm Jeff Cowan

Website: AutomotiveServiceTraining.com

Click…

$10 from every copy of ‘Assumptive Selling’ sold on Amazon in August 2018 goes straight to help Bryan & Tamarra Armstrong

 ...

Tamarra Armstrong, wife of the consummate Car Guy, Bryan, suffers from a very rare disease known as Superior Mesenteric Artery Syndrome (SMAS). Because this is a disease that affects fewer than 3 in every 1,000 people, the treatment options are limited; and all are very expensive.

“Bryan and Tamarra have always been supportive of anyone in…

$10 from every copy of ‘Assumptive Selling’ sold on Amazon in August 2018 goes straight to help Bryan & Tamarra Armstrong

 ...

Tamarra Armstrong, wife of the consummate Car Guy, Bryan, suffers from a very rare disease known as Superior Mesenteric Artery Syndrome (SMAS). Because this is a disease that affects fewer than 3 in every 1,000 people, the treatment options are limited; and all are very expensive.

“Bryan and Tamarra have always been supportive of anyone in…

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…

This week, Jeff finishes a two-part podcast on how to make a good impression! This is one of the most important interactions in any sale, whether it's over the phone or in person. You only have one chance to make a first impression, so follow these 8 steps to make sure it's your absolute best! Copyright 2018 Wm Jeff Cowan

Website: TheJeffCowan.com

Click HERE to watch!…

Most of us in the automotive community are painfully aware that our nation is in the middle of a recall epidemic -- and will be for decades to come.  A low percentage of recall repair compliance pushes the numbers of vehicles on the road with open recalls ever higher, with no relief in sight.

The reality is that recalls are like the black plague for vehicles…

Have any of you had success with QR Codes? By some reports they are making a comeback. But, on the other side of the coin, on an episode of Shark Tank late last year, renowned venture investor Chris Sacca commented that QR codes are “the herpes of mobile technology.”

Yes, pretty harsh,…

I recently read an interesting article in Forbes about cause-based marketing which states that  55 percent of consumers would switch brands and/or pay more for a product or service to a company that…

Do you dream about having a new, redesigned SUV but you cannot afford it? Do you want to enjoy the tech upgrades associated with a modern vehicle but you cannot break the emotional connection built over the years with your decades-old junk car? Have you recently bought a used car but you do not want others to think that you are a money grubber? If the answer to at least one of the questions mentioned above is “yes”, then you should know that it is more than possible to give your old car a…

When it comes to stress management, experts suggest a lot of things from yoga to exercises, even medications and hypnosis. Truly, there are a lot stress management activities, but they work different for every person. I, like a former recruiter in the linkedin…

Not All Discontinued Vehicles Depreciation Alike

Black Book, a division of Hearst that provides industry-leading used vehicle valuation and residual value forecast solutions, made available today a new analytics-driven report that looks at why certain vehicle models were discontinued over the last several years, and how they’ve retained their values since discontinuation. Click here…

Your service shop’s online scheduling tool is invaluable for streamlining the booking process for both your customers and your advisors. However, like most things in the automotive industry, “set it and forget it” doesn’t quite cut it. Not to worry: ensuring you’re getting the most from your scheduler should be easy. We’ll discuss the biggest scheduling bottleneck of all –…

According to NADA the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less than two dealerships, it would make sense that productivity per salesperson should be rising; but it isn’t! Why? It’s because of a vicious circle anchored by high turnover and low…

According to NADA the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less than two dealerships, it would make sense that productivity per salesperson should be rising; but it isn’t! Why? It’s because of a vicious circle anchored by high turnover and low…

This week, Jeff continues with his series on how to hire and develop great service advisors. After you've properly posted the advertisement for job opening and interviewed, the period between transition can be crucial. We all know the first day sets the tone- so you have to make sure new hires are prepared and excited! Stay tuned to hear Jeff's tips on how to incorporate training prior to the first day on the job. Copyright 2018 Wm Jeff Cowan

Website:…

Stress could be produced by pretty much anything and everything these days. Simply one of the most stressful things in not having plenty time to do everything we prefer to do. And yet there are only twenty-four hours in everyone’s daylight. So how come is it that some people appear to find time for everything when we don’t?

Time management is one of the most significant lessons of managing stress that anybody could learn and everybody should. And learning it means that you can…

Creating a Service Drive Experience to Maximize Retention

Bringing a car to the service drive for maintenance and repairs is necessary, but few customers look forward to the task. Even the smallest repair can take time out of the day and create an inconvenience. Yet, for a dealership, service revenue is huge to the bottom line. And the best way to keep service revenue growing is to ensure your customers…