It’s one thing to try to view the auto industry through the eyes of a consumer when you work for a dealership.  It’s quite another to attempt to view it as a vendor.…

Ethics and compliance are different from each other, but both are vitally important to the long-term success of dealerships and automotive professionals. Often the terms “unethical” and “illegal” are used interchangeably. Ethics is personal - it means the process of discerning what the correct action is. Law is impersonal and requires no discernment, just compliance. Ethics…

Make These Changes to Stay on Top of the Google Search Page

On Feb. 19, Google changed the look of their search page, decreasing the number of available advertising spots.

This week on Hard Facts, learn which ad spots are completely removed, which positions have changed, and the algorithm Google will now use to determine your ad’s position. See how this change can actually help you sell more cars for less money instead of running your…

How many times have you been driving to someplace new in your vehicle – say to a concert – and, as you get closer, you end up following the large group of cars, as you assume they are going to the concert too, and that they know where they’re going?

This phenomenon is called the “herd mentality” and is very common in the animal world. Think of the behavior of…

News for the Week of 2.25 

Facebook Reactions Are Here!

Facebook has been telling us about this enhancement, and now it’s finally here. Rather than simply clicking the little thumbs-up to like a post, users have 6 emoji options to help them express their…

In the world of the automotive industry, we are always being evaluated. Whether it’s through customer or manufacturer surveys, this feedback is incredibly valuable and, in some cases, affects dealership revenue.

Just like everyone, I patronize dealerships for my vehicle service. I was concerned because my new vehicle with 16000 miles on it had some noises…

So, you’ve decided that you want to send video responses to internet leads, but you don’t quite know where to begin. Well, first, congratulations! You have made an excellent decision that will engage more of your customers, build rapport faster and elicit increased responses. Now to the nuts and bolts of how best to do this:

Technology – The simplest…

Everyone wants to have their fixed operations making great profits, retaining customers, and having incredible customer experiences. So why doesn’t it happen? What can we change to improve our service for our customers? Click the link below for a short video from me. This video will provide the culture required to maximize your dealerships fixed operations. Have a fantastic day and enjoy the clip!…

J.R. Batchelor 
(913) 439-9947

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

Training automotive dealership on the effective use of incoming and outgoing sales calls and the importance of follow up with incoming automotive dealership Internet leads.

This week we are having a look at relationships with women customers. Traditionally, after women buy their car, they come into your store for mandatory service visits or for a recall. It's a bit like a Yo-Yo effect. What do more meaningful and ongoing interactions with women look like? A dealership might offer free car washes or birthday oil changes? What about a “happy anniversary this-is-the-day-you-bought-your-car-here-and-we-appreciate-you” tire rotation? These are opportunities to build…

Just like a prized fighter who prepares for the next match, an athlete who prepares for years to compete in the international Olympics, or a war-fighter who is continually trained for various geographic missions throughout the globe, your sales team must continue to improve and refocus on the markets and customer base. This requires that the team conducts opportunity identification, develop needs and solutions, establish the value, proof and control of sales cycles, selection and…

In business, just as is the case for any living being, all parts need to be functioning to operate at optimal efficiency. If your right leg wanted to go forward and your left leg wanted to go backwards, you probably wouldn’t make much progress walking. The same principle applies to the health, well-being and efficiency of any business. Have you ever tried to use a coupon or…

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…

Promoting an exciting and informative environment for your Service Customers is a must for modern customers. Today’s service customers have high expectations when they come to your dealership.  Besides the quality of care they anticipate and demand, the service area itself must be clean, up-to-date and inviting from the moment customers…

“Nature abhors a vacuum.” There would be no reason for “disrupters” like TrueCar, Carvana, and Vroom to exist if dealers provided customers with what the majority of them want. This includes

• Eliminating negotiations and move to a simple, transparent sales process
• Eliminating wasted time in the sales process
• Money-back guarantees
• Market-based pricing
• The convenience of having a car brought directly to the…

FOR IMMEDIATE RELEASE

Timonium, MD – February 22nd, 2016-- Helion Automotive Technologies, a leading provider of information technology (IT) solutions to auto dealerships, announced today that its president, Erik Nachbahr, will be presenting a workshop at the 2016 NADA Conference and Expo in Las Vegas, NV. Auto dealers who attend Five Technology Musts to Drive Sales and Service Revenue will learn how…

You don’t have to wait for a shopper to fill out a form before you reach out. Learning the shopper's body language lets you start the conversation earlier in the buying process and become the go-to authority first.

This week, Samantha shows you how to use a shopper's digital body language to engage that person much earlier in the buying process. …

Studies show that one of the best ways for companies to become more profitable is to have engaged employees. An engaged employee is defined as having high levels of job satisfaction as well as overall happiness. One of the keys to having happy employees is to create an environment that encourages a work-life balance.

Imagine a customer who comes in to buy a…

Very few sales managers would punish a salesperson upon receiving a complaint that they are calling, e-mailing or texting a customer too much. In fact, after assuring the customer that they will have the salesperson stop, that sales manager will probably follow up by giving the salesperson a high five. And, to ensure this communication can happen, most dealerships lay down…