Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.

So what is YOUR Company doing to sell…

There's at least one angry car dealer that is fed up with OEM-mandated website companies. Approved website vendors help maintain the manufacturer's brand integrity and uniformity, but where does that leave you?

While the officially-mandated approach can be quite…

As being a professional business consultant. I can't help to preach the importance of details to my children. Details on performing any assignment(s), chores, homework or even trying out for sports for their schools.  They must try 100% and not half way.  Marsh Buice wrote an article called "Salespeople Need To Be…

I had an elementary school teacher who claimed that there are no dumb questions other than the question not asked, because you never know who might also have the same question and need an answer but lacks the courage to ask.  With all the great information available on sites like Dealer Elite, why do so many resist the temptation to take advantage of free tips, advice and road maps towards success? 

As an…

Today we live in an instant society.  We want instant answers to all of our problems, concerns, career moves, etc.  Thanks to the Internet, a lot of information can be instantly in front of us.  Because of ATMs, we have access to our money - "Instantly."  And, too many of your customers are in a bad way because of instant gratification.…

Best piece of advice I have been given as a manager:  Always be teaching others how to be you.  Inspire them to be gunning for your desk and to become you.  Humbly step aside when they replace you.  Without them to replace you, the opportunities of your advancement decline. 

Right after that tidbit of wisdom was imparted on me, I was asked to spear head a rather large project.  Enjoying…

Scott Brinker, a columnist at SearchEngineLand.com recently posted an article that caught my attention.  

Many industry experts have talked about the importance of conversion but Scott's article took it a step further and introduced a new acronym to me: ZMOT

You should…

FAVORITE QUOTES

Once we rid ourselves of traditional thinking

we can get on with creating the future. 

James Bertrand

One of the nice things about problems is that a good many of them do not exist except in our imaginations. 

Steve…

"Insanity: Doing the same thing over and over again and expecting different results." - Albert Einstein

"Practice: Doing the same thing over and over again and expecting BETTER results." -  Mike…

You Have Choices

When you’re dealing with something that can’t be changed, you have choices.

You can choose to struggle, battle, and cling, and remain stuck—

stuck in an…

"Compared with"

The simple word track, “Compared with” will help any Team Member overcome the Clients “too high” price objection.

In most scenarios, when your Team Member presents the initial pricing figures to your…

If you’ve ever had the joy of potty training a toddler, you can appreciate how your emotions are strained to the extreme boundaries of patience.  I firmly believe potty training is God’s shout-out to your parents for all of the hell you put them through. Why does one child grasp the concept of potty training while another looks at you as if English is a…

Once again, another dealership ruins it for the rest of us.  Recently, a customer in Anchorage Alaska was the winner of a 2009 Nissan GT-R on eBay Motors with a bid of $55,100.  Now, the dealer (Honda of San Marcos) is refusing to sell the vehicle to them.  The bugaboo:  It was a No-Reserve Auction.

This is another shining example of how a dealership participates in a platform without knowledge, training, or guidance, and gives our industry a black-eye.  The dealership is…

Fran Milbower http://www.bdcexperts.com our Director of Fixed Operations has developed a great tool that will help you and your team become more productive, more organized and reduce the service status update calls as well. We all know that customers who have a vehicle in your shop right now call your dealership for updates several times during the day. This fact makes our service BDC team and your service advisors very…

Ok, it may not be as big as NADA, but the Australian Automobile Dealers Association Convention is equally enlightening, entertaining and educational. Book now at www.aadaconvention.com.au or follow our blog:…