First off, I’m not painting all salespeople with a wide brush here. Face it, it may be human nature for some to lack the conviction when they have a good bit of doubt about the anticipated customer's reaction to a proposal. 

I'm not insinuating that most salespeople are lacking…

If you were to compare the service department to the military I think you would classify management as the leadership, the Advisors as scouts, the Admins as diplomats, and Technicians as the soldiers. Technicians are on the front lines as they perform repairs.

Much like in war, those out in the field fighting make decisions in the moment based on what…

As a dealership there are many ways you can identify if…

In the automotive industry, trust is a must. No matter if you are a car company, car distributor or a car dealership, trust is essential for building a strong customer-service provider relationship. But it is not something given. You need to earn it. Show your customers that when they come to…

A roadworthy certificate is also known as the ‘safety’ certificate. To obtain this certificate, the vehicle needs to be inspected by a professional who is qualified and needs to be produced when the car is to be sold. This roadworthy certificate attracts potential buyers as this is a confirmation of the smooth operation of the vehicle which is being sold. Apart from that, if you want to sale your car then you need to transfer the registration of the car to the…

You finally have your driver’s license, and now the day has come to buy your first car. As a teenager, however, you’re probably not in a position to walk into the dealership and drive out with a brand-new car.

Odds are, you’re working with a relatively small budget, which means you could be looking at a used car. Buying a used car is a notoriously tricky experience, especially for someone without a lot of experience — and nobody can afford to be ripped off. Consider the…

2018 is underway and with the New Year comes a lot of predictions on how the automotive industry will change.  Are you ready for these changes?

If you want to keep your dealership in the mainstream with car buyers it is necessary to keep abreast of what is going on in the industry and make necessary adjustments and improvements in your sales practices, your…

Finally, the podcast you have been asking for! Jeff discusses the first four closes that work on any service drive. No pushing, pulling, or twisting arms, just professional salesmanship. Stay tuned for more closes in future episodes! Copyright 2018 Wm. Jeff Cowan

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Also available on iTunes, Stitcher, and GooglePlay.…

Having spent my entire life in and around fixed operations of car dealerships there have been many changes. One of the sayings I’ve heard is that the only consistent thing in car dealerships is change. And serious change has occurred such as warranty work being down and the regulations associated with it climbing. They are building the cars better and have become more complicated to…

Allow me to introduce myself. My name is Michael Lindquist. I am a freelance warranty administrator/consultant. I am a 37 year veteran of parts and service. I have been an independent since 1996.

You might be asking what sets me apart from other warranty administrators or outside companies? That would be because I come from a service and parts back ground. At some point in my career, I have held every position in parts and service with the exception of parts manager and shop foreman.…

Consumers are all about convenience. The Internet has opened access to instant information and new technology continuously enables consumers to accomplish goals faster, access information more easily and organize their lives -- all without the help of a single live person.…

Galpin Ford first to sell RPlate in California; RConnect cloud platform launches, makes registration renewals and personalization easy to implement

Detroit, MI – January 16, 2018 – Reviver Auto, creator of the world’s first digital license plate, today announced that 100,000 RPlate Pros will hit roads in 2018 and Galpin Ford, the number one Ford dealer in the world, is among…

Set, Manage, & Exceed Expectations to SUCCEED! This week, Jeff discusses how to set, manage, and exceed your customer's expectations in order to succeed and get the sale every time. These simple steps will eliminate heat cases for good! Copyright 2018 Wm. Jeff Cowan

Click here to watch!

Also available on iTunes, Stitcher, and GooglePlay. …

In our fast-paced society, some of the things done just a short time ago to impress and retain customers no longer work. Today, business owners can’t always keep on top of the latest and greatest ways to keep their customers loyal.  However, there is one thing that hasn’t changed much over the years – personal interaction without expecting immediate returns: a friendship of…

It seems as though electric, hybrid and plug-in hybrid (PHEV) cars are going from strength to strength, with 2018 set for another strong year of growth.

When the electric cars first came onto the scene, they weren’t designed to appeal to the masses, however, models such as the BMW i3, Nissan Leaf and Renault Zoe have proven that they don’t need to be cramped, unattractive or compromised – a move which has evolved the market and what we sell now and will sell more of in the…