Cow Tipping and Other Hoaxes

     It is time to dispel more of those car business myths, rumors, hoaxes and fables that have been passed down through the annals of time.  Like the one about the pig farmer with…

It’s a common and prevalent misconception in any sales oriented business that, because someone has sold or even just spoken to a person in the past, the customer belongs to that sales representative, forever.  “That’s my customer”, “How did you end up with my people?” “Didn’t they ask for me?  They should have, they’re my customers.”  Where and when did the mentality that customers are “forever mine” begin?  The following is a result of my vast research to answer…

Staying Dumb is the Smartest Thing You can Do

While working the desk here recently I handed a proposal (pencil) to one of our senior, veteran, strong salespeople.  It was the first proposal so it reflected a retail price with shorter terms and an average A.P.R. (we hadn’t run credit).  The trusty, crusty veteran looked at the proposal and said, “Here’s what I think we should do…” and proceeded to tell me how we should discount the vehicle, stretch the…