Many professional sales and sales management trainers believe that you have not "maxed out" on a vehicle buyer until that buyer initiates one additional sale (additional household vehicle or personal referral) during his/her normal purchase cycle. Mathematically, here's how the "one additional sale" concept works:  

Assume that the normal customer purchase cycle…

It's that time of year again.  Yes, one of my favorite blogs of the year.  I have always enjoyed writing about my experiences at conferences and conventions.  This blog is going to be great.  Why so great you ask?

Wait for it...

Wait for it...

Wait for it...

Boom...here it is.

This has been my most productive and educational NADA convention out of the three that I have attended.  I realized this year the importance of spending a…

10) Jim Ziegler's TRUECar Executive- Dunk Booth

9) The Alan Mullaly- "Ford didn't use tax dollars: Kissing Booth"

8) Chevy Volt's promotional "Sniff my tailpipe" booth

7) Kia's Crayon Corner where children design their next car!

6) VW's "This is the car you want" Jedi Mind trick training booth

5) Mazda's booth- well, they didn't actually have one, they were out front panhandling and looking for investors

4) The Bailout Your Favorite Manufacturer…

Many dealerships today are focused on the quick fixes that will improve car deals and attract clients to service. What they are not recognizing is this is the end game not the beginning of what steps should happen to reach their goal. Have you checked your culture in your store lately?

Many people in General Management positions who come into a new environment are also making these mistakes in getting things started. Here are some suggestions for making the transition:

1) Get a…

I am who I am.  I am me!  I work as me, I advise as me, and I write and publish as me.  I am this way because, as a person, I fit the “new credibility” very well:  I am all over the Web, and you can reach me by email and phone if you go to my website.  You can find me, easily, and find out about me, because I don’t hide.  I am real.  And I don’t…

Like so many other Americans, I gathered up my snacks and beverages to sit down in front of a television to catch the NFL Big Event.  Having a career in marketing and sales, I paid curious attention to the messages conveyed in the 60 second spots aired between plays.  This year, I heard it loud and clear from the Automotive Industry. 

One third of all advertisements aired during The Big…

by Motyka Johnson

A few weeks ago I wrote about how Google was going to include items from Google+ in their regular search results when users were signed in, calling it “Search Plus Your World”. Now that users have had some time to get accustomed to it, I wanted to touch on how this new way of searching could benefit your car dealership’s local search…

How much money do we let slip through our fingers by not insisting on a "front end" sales process for the service drive? We know customers that service in our stores will more likely than not shop for a new/used car at the servicing dealer. Are the service drive and the sales department battling each other or working with each other? Both play a vital role in customer retention and dealership profitability, but somehow the service drive customer doesn't get the same attention by the front…

The Data War is raging.

Automotive dealers are becoming more enlightened daily as they are being exposed at NADA and through forums such as DealerElite to the very serious matter of consumer and dealer data leakage. By data leakage, I am referring to the unrestricted polling or scraping of their dealership DMS (computer systems) by vendors providing software "solutions" that are suppose to be helping dealers organize and maximize sales. Typically, these vendors have inserted…

The 23,000 NADA Convention attendees in Las Vegas had over 1,000 booths to visit in the exhibitor hall.  The 2012 Convention broke all attendance records according to Stephen Wade, NADA Chairman.  The automotive industry is healthy and the diversity of exhibitors and products on display this year has never been greater.

At the NADA Convention I take time…

The 2012 NADA Convention exhibitor hall was very active this year making the selection of the PCG SpotLight Award winners even more challenging.

This year five companies that attended the 2012 NADA Convention were selected by PCG as having outstanding products that will benefit the dealer community.

Dominion Be Back…

I knew there were a lot of unhappy Yelp business owners, but I wasn't quite sure how many. Seems there is a decent bunch willing to complain about it. It looks like similar issues cross industry lines when it comes to disappearing reviews, accusations of false negative reviews, review shuffling, algo filter a joke, and more. Makes for some entertaining reading and…

Is Selling Service to Women Really Different?

Statistics show that over  65% of the clients coming in for service on most drives are women. They will tell you they want to be treated the same as your male clients but this simply isn't…

This one is a huge game changer. Too long did you hear left and right that Cobalt's website design was antique and close to a cookie cutter design (even so you could still configure a website of their in 1700+ different ways - but only a few knew). With the new "FLEX WEBSITE" design the dealer, eCommerce Director or webmaster will be in charge on how he wants to see his virtual store, and how she/he can differentiate the dealer website from the competition.…

QUEST MOTOR GROUP IS DELIGHTED TO REVEAL DETAILS OF THEIR SECOND CITROEN DEALERSHIP LOCATED AT BRAINTREE. OUR NEW SHOWROOM BRINGS CITROEN'S ETHOS OF CREATIVE TECHNOLOGIE AND EXCITING VEHICLE RANGE TO THE BRAINTREE AREA COVERING CHELMSFORD AND THE NORTH OF THE COUNTY.

Scroll across the photo to reveal our state of the art Citroen Dealer Essex Braintree On Tuesday 2nd April 2012, Quest Motor Group will cut…

Summary NADA Ford Franchise Dealer meeting

February 5, 2012

• Average Ford Dealer Net Profit in 2011 was $642,000
• • Up 34 percent from 2010…