Last year, U.S. e-commerce sales generated about $365.2 billion in revenue. With the COVID-19 pandemic resulting in changing shopping habits as nonessential businesses endure mandated closures, there is more incentive than ever to invest in growing…

These days, more channels are open for consumers to buy vehicles without leaving their homes. Whether that occurs through dealerships, independents, or online services, it is of concern, from a safety standpoint, that consumers know that their chosen vehicle is safe.

No consumer wants to spend thousands of dollars on a “lemon,” nor a vehicle…

In my last blogI discussed how dealers have been using automation to manage internet lead processes. In this blog, I will take it one step further and explain how dealers are using an…

I know that there are way too many stories like this in the auto industry. That's why I made it.

If your CRM helped you nurture customer relationships, could you transform more leads into loyal customers?

The short answer is “yes,” and here’s why:

• Today, a great customer experience drives loyalty, not product and/or price.
• Consumers expect personalized, relevant information to help them make the best purchasing decisions.
• Self-educated consumers want a consultative experience, not a hard sell.

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While traveling through Asia, Alexander the Great fell ill. Everyone was afraid to treat him, as they feared that, if they failed, they would be blamed for the King’s death. However, one physician was willing. While Alexander waited for the physician to prepare the medicine, he received a letter informing him that this physician was not to be trusted and…

Due to the current pandemic, customers are increasingly doing more shopping online. The current transformation to a digital retailing manner of car buying saw dealers scrambling to adapt to their current state’s requirements. Some dealers were shut down completely, others were able to sell online and some didn’t close at all. Regardless, dealers were still at…

Before the Covid-19 pandemic and economic crisis, dealers have been struggling to adopt and perfect digital retailing and the need has accelerated at staggering speed. Data from McKinsey & Company show…

As the weather heats up, sales traditionally tend to cool down in the dealership. We’ve all been there. This year, though pent-up demand has caused sales to soar for some, economic uncertainty still looms over many car buyers, and it will be prudent to focus on multiple revenue streams.

So, how can your dealership weather the uncertainty and…

In recent months business owners have had to adapt to a global pandemic, economic shutdowns, employee layoffs, peaceful protests and riots, and operational efficiency changes to help deal with all the above.

So, you may think it’s understandable if you’ve been ignoring your content marketing strategy. However, turbulent times provide an ideal…

Some dealers miss opportunities to gain acceptance of service recommendations or upsells simply because consumers do not know why they are needed or important. Many advisors share the “canned” description. However, if the customer is not right in front of you it can be hard for them to understand what you are going on about and so they decline the…

With Covid-19 creating a ripple effect across the socio-economic fabric of America, life as most of us know it has been disrupted, especially that of the retail customer journey which has migrated into the digital landscape. As a new normal materializes, even the more technophobic consumers have taken to digital retail platforms and applications to meet…

When a customer has credit issues , it becomes more difficult to get them in the door. Keep in mind that you are probably not the first dealer they have talked to.

To help, here are some questions and answers I have used over the last 39 years.

Q. Am I guaranteed to get a car?

A. Yes and No, Yes, I have seen it happen every day. I have seen many customers walk in and drive away in a car the same day. No means that you have not come in yet to choose a…

Automotive Retail Coaches Mark and Mike examine the power of the question, "Why is this happening for me?" Speaker and author Mike Robbins brought this powerful question to our attention. In this day and age of extreme change it can be a life changing question. Note: The evolution continues this Zoom Cast is shorter and more focused. To watch the Zoom Cast Click Here: …

With the advancement of technology and sudden wave of consumer adoption, the automotive retail sector is experiencing a global revolution and that can only be attributed to digitization. Thanks to digital platforms and solutions, dealers have experienced many recent changes.

Total retail sales in the United…

I am incredibly humbled that David Kain took the time to learn about PAVEInspect last week.

"David Kain, President of Kain Automotive interviews Steve Southin, Co-CEO of DiscoveryLoft about their new vehicle inspection tool, PAVE INSPECT. PAVE INSPECT allows…

How well do you retain sales staff?  The average annual turnover rate for salespeople in our business is 67 percent, according to Automotive News.

That’s an alarming statistic when you consider it can cost upwards of $10,000 to replace one salesperson. This figure accounts for recruiting fees, on-boarding costs and potential lost revenue from missed deals.

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