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 discusses what to do when you get ghosted! You present your product or service, get your customer excited and bought in, they may even verbally commit, and then they disappear. So now what? Stay tuned for Jeff's secret on re-opening the conversation! Copyright 2018 Wm Jeff Cowan

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With the Memorial Day weekend coming up, I wanted to make you aware of some information and insight from Equifax regarding the Military Lending Act (MLA), and a few key things auto lenders and dealers should know when working with service members.

According to Equifax:

Dealers and lenders are still trying to better understand what they need to know about MLA, and…

Anyone have any experience with an aging employee in sales that has/is lost a few steps so to speak. Obviously the newer vehicles are technically challenging and make it harder for older salespeople. Add to that the normal aging.....memory issues...etc that come to all of us at some point. I have an older salesperson who is struggling and frankly a little lost. All the legal tangles aside........what have you seen or done in a situation like this.

JC

In my advisor training, I talk about feature benefit presentations and review labor operation frequencies. The reaction of advisors is similar as I use their numbers individually to estimate potential sales by labor operations. They are amazed when we review just three labor operations that show their potential in excess of a quarter…

ALBANY, N.Y. – May 14, 2018 – Auto/Mate Dealership Systems (http://www.automate.com) today announced dates for its national Customer User Summit, scheduled for Nov. 7-9, 2018 in San Antonio, TX. The User Summit spans three days and features breakout sessions offering in-depth training on how to get the most out of Auto/Mate's dealership management system (DMS).…

According to Black Book® data, the average price of a used vehicle for model years 2012-2016 increased in value by +0.3% during April, fueled by a strong spring selling season for cars, also up +1.3%; trucks saw a decrease of -0.4% on the month. All vehicles are averaging a 12-month change of -15.1%.

A total of nine vehicle segments increased in overall value during spring, including five car segments, led by Mid-Size and Compact Cars, each up +2.5% on the month.

Vehicles in…

For today’s consumers, time is the ultimate commodity.  No matter how much money they have, consumers are always on the go with their busy lives. Whether that means shuttling the kids to soccer practice, or running a bunch of errands, when it comes to fitting vehicle service into their busy schedule it is often viewed as a large and inconvenient time sink.

To…

Are you locked out of your automobile and need an emergency assistance? We are Auto Locksmith Reno will provide you with efficient, fast and quality on-site locksmith service no matter the situation. Our local locksmithing service will be at your location…

What should you do if you are locked out of your car or lost your car key? Our Locksmith services are here to help you. In most cases, we can be at your door in just under 30 minutes from the time that you call us because we understand the frustration that you are…

Are you ever frustrated by the inaccurate sourcing of sales? I'm sure that most of you do everything in your power to track (as accurately as possible) the customer car buying journey from the beginning to the actual sale.

However, there are so many variables along the way that dealers often either get confused or simply give up and assign credit to the "auto…

In the age of customer experience, successful salespeople have transitioned from an “always be closing” mindset to an “always be helping” mindset. In fact, the title of salesperson isn’t really an accurate reflection of what the job entails any more. A better title would perhaps be Trusted Advisor.

A Trusted Advisor earns their customers’ trust. The best way…

"The game changers at Southwest Airlines, who have prospered for nearly 40 years by challenging conventional wisdom in the airline business, have embraced the “hire for attitude” philosophy more intensely than any big organization I’ve encountered.", Sherry Phelps explains. Miss Phelps spent 33 years at Southwest, and as a top executive in the People Department while helping to design many of their hiring practices.



Sometimes the culture has to change within the organization. I…

Have you ever dealt with a know-it-all? Do you work with one now? Tune in to hear Jeff's thoughts regarding the message they convey, what business owners think of them, and some tips to actually help them! Whether you know someone or you think YOU know it all, this is a beneficial message to everyone. 2018 Wm Jeff Cowan

Website: AutomotiveServiceTraining.com

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I’m pretty sure most of you have received some sort of marketing that was either irrelevant, offensive or perhaps just made you say, “Why the heck am I receiving this?”

For marketing to be effective, it must reach the right audience at the right time.…

A lot of professions are practiced in a country. When you wish to choose one you need to know the most you can about the profession you are interested in so that you can excel in it and things turn in your favor. In the United States one of the professions practiced widely is salesmanship. Now one of the salesmanship you can practice is related to the cars. This article can be your go-to for knowing about what you need to become a good car salesman let alone a car salesman.

Now in any…

Buying, running and maintaining a car – it's not cheap. However, there are some tried and tested ways of minimising your spending.

Use fuel efficiently

There isn't much you can do about the cost of fuel. But the way you drive affects the amount of fuel your vehicle uses.

The less fuel you use the more money you save.…

Lease Payments Still Lower Despite Falling Residuals; Dealers & OEMs Not In Agreement

 Swapalease.com, the nation’s largest car lease marketplace, has new data that show lease payments would still be more attractive than loan payments even after dealers and lenders instituted more aggressive incentives toward loans. Swapalease.com conducted a loan-versus-lease comparison of the same vehicle with $30,000.00 MSRP and analyzed monthly payment options with varying residuals…

So much of the conversation in automotive marketing today is focused on how to leverage technology and data to precisely target consumers. While this is important, it’s just as important to remember that creative still matters.

After all, you can serve up the exact right message to the right person at the right time, but without a…

As a salesperson, do you wait for leads and ups, or do you go out and actively prospect for new customers?  No matter how great a salesperson you are, sales is a numbers game. If you want to sell more, you need to talk to more people. If you aren’t talking to enough people, you need to prospect.

 …