It’s not really black cats and witches on the streets this Halloween that you should fear: What about possible monopoly power in the hands of a few companies that could seriously hurt your dealership’s business this Halloween? And every day?

Now THAT trick is scary.

History can show us a clear parallel to how cartel, or monopoly, power may be…

Do you have a CRM? Did you know that, on average, most major CRMs only see usage of 25%?

Let that sit there for a minute. You pay 100% but you . . . use 25%.

Is it your fault? Maybe. Likely. Sure.

• Your salespeople won’t use it.
• And you won’t make them.

And so you pay 100% of the bill for 25% product…

We don't have an "accountability culture" in the car business, and we need one. Badly. For great examples why, just look at the sports we love that are so successful!

The NFL keeps stats on players that boggle the mind and produce hours and hours of ESPN commentary; basketball hinges on free throw percentages that can haunt a player’s (and team’s) season; and, from…

We lose sales every day because we have no Accountability Culture: We have lost accountability. To understand how that happened, and what to do about it, we have to look back.

We all romanticize the Rolex-wearing old-school salesman from “back in the day”: in the business for…

The Internet has infiltrated your classic Road to the Sale—did you know that?  Think about it this way:  Would you let your salespeople lot-drop dozens of UPs without a turn?  Would you let them yell at, confuse, or manhandle your shoppers on the lot?  Or, worse yet, would you let them ignore your shoppers?

Your website does this EVERY DAY.  Take a second to ask…

When I was eCommerce Director for a dealer group, I was also the group trainer. Phone. eMail. Leads.

Logging.

I can't describe the groans I got from the salespeople about logging. "CRM is too hard!". "It gets in the way of my rapport with my customer."

And so on.

Managers work deals. Salespeople work customers. The CRM is…