Have an "orphan" list from a prior salesperson...Have the intro letter to send out loaded with incentives to send people in or come in them selves...The Company picks up the postage...How sweet is this?.... If your "seasoned" salespeople aren't doing this, ask them "Why NOT"?

With the exception of your home security system, success is not predicated on a “set it and forget it” mentality. 

Pilots don’t just set a Boeing 767 in the air and then go have a drink with the passengers until it’s time to land, nor do coaches design a game plan for tonight’s game and head…

You have spent hundreds of thousands of dollars to build or beautify your dealership.  Your advertising budget equals or exceeds that amount.  Your inventory has been posted online, and there are plenty of choices for potential customers to make a great selection.  CSI scores have never been higher at the dealership than they are right now!

So why are your salespeople standing around wondering why there are not any customers to sell a vehicle to?  Is there grumbling going on in the…

Another Way To Make More Money Selling Accessories

As another way to show our commitment to help you make more by selling accessories Insignia Group provides easy to use word track…

If you MANAGE ACTIVEY, you CONTROL RESULTS. Sales people AND Managers must manage activity and inspect it throughout the day to ensure the work plans are executed.

Remember the Kevin Costner movie a few years…

To all Dealer Principals or General Managers reading this post, "Are you tired of having a dozen+ stand alone reports to review each month?  Are you challenged to know how to leverage vendor reports to make business decisions?"

How many reports are generated each month by dealership vendor partners? My quick list of potential monthly reports…

Why order prints, when you can print on demand? The recent development of a location-based printer called Instaprint created by a company called Breakfast, works with Instagram, the latest mobile photo-sharing application. This rented printer will allow users to instantly print Instagram photos taken at a specific location or marked with a specific hashtag.

Photos…

Your dealership customers aren't just using their mobile devices to find your car dealer website, they are also using them to read the emails you send.  A recent report from the marketing agency Knotice found that more than 27 percent of emails were opened on a mobile device during the second half of 2011.  This is a 36 percent gain from the end of 2010.

 …

It was in late 1987, and I was conducting an in-dealership workshop focused on financial and operational planning and controls. I was describing an F&I process that I had recommended to increase service contract penetration, when the general manager said, “We used to do that.” In response, I asked, “Did it work?” “Absolutely,” he answered. I was tempted to say, “Then why did you stop doing it?” but I was new to the consulting business and didn’t want to risk offending one of my few…

Part one of this topic was published here on January 19, 2012. In that article I discussed the four no-cost or low-costactivities that, when executed flawlessly, will increase a service department's customer R.O. count by at least 10%. Today I’ll address several other proven strategies to increase your customer-paid service…

It was early in the morning still dark outside…I was wide awake thinking about my day and like they often do ideas began to fill my thoughts. I reached and grabbed my phone and started sending myself reminders and emails of the ideas while they were fresh and clear in my mind not wanting to forget even the…

We (CarWoo!) recently completed a review of over 7000 transactions that processed through the CarWoo! MarketPlace and I would like to share our findings with my friends here on DealerELITE.

            The three key take away’s from our efforts are:

1. The hours of operation of your Internet department are mis-aligned with online shoppers. You should consider reviewing your department’s hours of operations and align them with online shoppers not your showroom…

Your dealership has been in business since the '60s and has always gotten a fair  amount of repeat business. Mostly customers who want to get out of lease because they are over miles or customers whose miles on the car makes getting a new car a good idea--that a new car payment would be less than they paid previously. The dealer estimates that if he could identify these customers and contact them through telemarketers or mailers that could produce up to ten new deals per…

Todays

“Tested Sentence That Sells” 

This and future postings on the topic are not about philosophies or basic business principles but about those concrete words to say in customer interactions that greatly enhance the likelihood of closing a deal.

I’ll be sharing with you “Tested Sentences” that have been proven to be the most effective in getting us in auto sales into the fast lane on the road to a sale, and when…

Graff Chevrolet is proud to serve the auto dealership needs of cities such as Bay City, Midland, Saginaw, Mount Pleasant, Essexville, Pinconning, Coleman, Sanford, Carrollton,…

I want to touch on something I'm starting to see in my dealership. Just a quick summary, I work in a "negotiation-free" store where we display upfront pricing and make buying easier. With that comes some other changes in our culture; sales not paid on gross profit but units, and the way we hire among other changes. The way we hire and WHO we hire is what I want to…

HEY!  I'm going to be hosting a session at www.AutomotiveBootCamp.com next week in Las Vegas for Brian Pasch on THIS VERY SUBJECT, so I've resurrected this blog to help set the stage.  For example, do you hire the right people?  Do you know how to measure them?  Do you know how to PAY them?  And do you know how to keep them?…