During a recent dealership visit I asked a manager why she used a lateral support team system. The answer took me back when she said “That’s the way it’s always been done.” When thinking about her statement it came to me that many times we get stuck into processes or procedures that may need changed or altered. These changes are never acted on because many managers dislike change and operate in their comfort zone. Let’s look at some innovative ways to analyze what processes are right for…

You know that your attitude has a huge impact on the actions you take and the results you get. So, how can you create a great attitude?

One simple, yet powerful, way to change your mental and emotional state (your attitude) is to move your body differently. The way you move creates how you feel. If you want to change how you…

Automotive advertising agencies are challenged to keep up with new technologies and online marketing channels to accommodate today's internet savvy consumer.  Ad Agency Online, L.L.C. is a national network of independent affiliated automotive advertising agencies that leverage their resources and complimentary skill sets to serve their auto dealer and vendor clients.  The network's portal --…

eCommerce Video Drives Conversion, Sales and Traffic While Reducing Returns

• Online retailer Living Direct found that videos boosted conversion as well as increasing time on site by 9%. (Internet Retailer, October 2010).
• Internet Retailer reports that visitors who view product videos are 85% more likely to buy than visitors who do…

Regardless of the vendor marketing slants regarding social media and digital marketing, it is clear that the automotive industry needs to invest in educating their employees on digital marketing. Dealer principals and executives must be able to lead their dealership in the digital age.

Equally as important is the need to attract the next generation of automotive sales and marketing professionals. Most billion dollar industries have established Internships and educational programs for…

Do you want to know how you can boost sales in 2011 at your dealership without spending thousands of dollars on unsuccessful advertising each month? 





Well, you are in luck because I have a list of people in your local market who are going to be purchasing a vehicle within the next 72 hours. These people are also going to need financing. Our job is to direct them to a dealership that is…

Landmark Training Blog Sight

“Our industry needs more nurturers and fewer managers.” 

What does that statement mean to you?

The trend in our industry is to hire people based on tenure and experience rather than talent and skills.  How many sales people and…

Over the last five years i have visited or consulted in over 200 dealerships and everyone wants to be #1.

 If your Dealership is not growing market share, Customer Satisfaction is not improving, Gross Profits are not holding up and your not turning your inventory, you might have a Management problem.

The #1 reason Dealerships are under performing is the lack of leadership, I constantly find that Managers are not Managing, they are not training the staff or building an…

After spending the last few days at the NADA Convention in San Francisco it was evident that while consumer spending remains cautious, vendors and exhibitors are positively optimistic about doing business in 2011.

And, as always, 'San Fran' didn't disappoint: cool cars, sensational weather and...the opportunity to pick-up on the Superbowl vibe, which as the whole world knows by now was won by the Green Bay Packers who thumped the Pittsburg Steelers 31 to 25.

Another…

The Pain

Nation wide, OEM franchised service centers continue to loose hundreds of thousands of dollars worth of revenue everyday. Some service centers may be letting go as much revenue as they are generating, without even realizing the enormity of the loss.

Through our market research and with a substantial number of Repair Order Revenue Gap…

2010 brought with it main stream social media for the auto industry, some embraced it and ran with it while others (most) knocked their head against the wall wondering what they were doing wrong. 2010 was more or less a trial, a yearlong test in the field of relationship marketing, what did you learn from it? If you're like a lot of dealers you…

This NADA was riddled with the Microsite buzz or at least where I was. I heard more than a few sessions on this topic and it amazes me sometimes that these “Experts” who talk about microsites and conversion still think that if you just throw a Microsite out there it will instantly get traffic or if you build a lot of them somehow visitors will just trip into them.

Just quit it…Please!

Don't ruin a good thing before it ever gets started with these crazy…

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What an event!!!

Incredible!!!



I just got back last night from spending a long week in the San Francisco Bay Area.  I always like to…

Here are some of the highlights from Brian Sweeney, VP of Buick/GMC at NADA:

• Buick UP 49% from 2009-2010
• Buick had best year since 2007
• Last month (January), Buick OUTSOLD Lexus for first time in a decade
• GMC Terrain - 50% of those buyers were new to GMC…