This week, Jeff discusses a close that is most effective when the customer is saying no to something that is actually required or highly, highly recommended. This close will deliver a 80-90% closing ratio for any product or service. Stay tuned for a role play scenario! Copyright 2018 Wm Jeff Cowan

Website: thejeffcowan.com

Click HERE to watch!…

Dealerships spend a lot of money on leads. The bigger the store, the more money spent. And, added to that expense are staffing costs and the time and effort involved in trying to engage with consumers who submit the leads.

In the car shopping process consumers conduct a considerable amount of research and visit many different touch points. A major goal of any…

Jumpstart Automotive Media, a leading media, insights, and marketing solutions company, today announced a joint study with research firm, Ipsos: “Today’s Auto Buyer and the Digital Retailing Experience." The report looks at points of view of both the consumer and the dealer to better understand the shopping journey, and how and where digital and mobile strategies have changed the consideration, negotiation, and buying processes. While recognizing that the car-buying process…

Any business entity that decides to take on the commitment of training employees for higher levels of skill and achievement would certainly want to know that their training dollars are being well spent.  Calculating your ROI (Return On Investment) properly is not as easy as just adding up how much your profit has increased or decreased as a result of your investment in…

Today, too many dealerships rely on old attribution models, such as first-click or last-click. While current technological advancements provide a clearer picture of marketing with more up-to-date attribution models, dealers are failing to leverage the best technology to reach customers.

There is an obvious challenge. While selling cars over multiple channels…

Today, it’s a well-known fact among dealers that a consistent presence on social media properties is vital to keeping their brand in front of consumers. It has also been found that some different types of content – text, images and video – perform better than others.

However, it’s still very difficult to know what the best TIME is to post content in order to…

According to cars.usnews.com, pickup trucks have become more popular because of all the roles they can play. Initially, pickups were dull and were created as simply as possible. This has changed as the few brands making them have come up with amazing designs. Pickups have evolved to become one of the best and classiest vehicles anyone can own. When you drive a pickup today, you pass a statement about your taste, style and…

According to cars.usnews.com, pickup trucks have become more popular because of all the roles they can play. Initially, pickups were dull and were created as simply as possible. This has changed as the few brands making them have come up with amazing designs. Pickups have evolved to become one of the best and classiest vehicles anyone can own. When you drive a pickup today, you pass a statement about your taste, style and…

Today one of five vehicles on the road are under recall. This year alone there have been 46 million vehicle owners notified of a recall; seven million of which are not related to the Takata airbag issue.

Recalls represent a significant revenue opportunity for dealership service departments. Whenever a customer comes in for a recall repair, there’s an…

I frequently write about how, in my opinion, dealerships would be wise to expand their thinking and change attitudes towards recall customers … and not just recall customers, but all customers

The customer experience is key to building customer loyalty, increasing referrals and securing repeat business. It is also one of a dealership’s most important…

It is widely known that Service is the lifeblood of all dealerships and, in many cases, keeps dealerships financially in the black. With the inundation of service requests by consumers, largely due to the increasing amounts of recalls that we’ve seen in the last few years, service departments are finding it more difficult than ever to accommodate all of the customers that…

If you need help with creating a fixed ops marketing plan to increase organic website traffic on CDK Global then take a few moments to…

This week, Jeff continues the discussion on having a true process on your service drive. Some of you have a process, and some are really missing the mark on what a proper one should look like. Stay tuned to hear the five biggest holes in your process, and how to turn it around! Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to watch!…

Since Facebook has exploded, businesses have all rushed to capture their audience’s attention and leverage the platform’s marketing potential. In the beginning, gaining business exposure on Facebook’s platform was relatively inexpensive. As Facebook continued to modify its algorithm to appease its users and better monetize the platform when it went public, Facebook…

Vehicle Values With Historical Performance Can Greatly Increase Accuracy in Claims Adjustments

Black Book, a division of Hearst that provides industry-leading used vehicle valuation and residual value forecast solutions, today announced its History-Adjusted Valuations (HAV) data and resources will be integrated into an interface with DIMONT, one of the largest providers of insurance claims adjusting and collateral loss…

Several Brands Increase Lease Prices by up to 54% on Vehicles of All Sizes as New Model-Year Units Enter Showroom; Interest Rate Hikes Take Effect

Wantalease.com, the nation’s first online car lease marketplace for new lease deals, reports the latest update on new lease offerings for the month of August.  Several automotive brands significantly raised prices on lease deals for mid-size and full-size cars, as well as pickups and SUVs. With rising interest rates on new vehicles…

Intuitively speaking, customer satisfaction and customer experience are the drivers of increased profitability at your dealership. Just think of it: if your customers are happy, they will bring you more business.

In most cases, this is a fact, and car dealers often report to see the connection between the two…

Decrease the Gender Gap and Increase Revenue

Changing Culture, Changing Tides

Women are buying 45% of all vehicles at new car dealers today. Further, whether purchasing for herself or as part of a couple, this market segment retains 100% of the “veto power” at the dealership. Still, less than 1 in 10 front-line positions are held by women.…

The sheer volume of leads many dealerships receive can be overwhelming. And, not only do they have to respond (hopefully quickly) to any new leads, they are also expected to follow up with those leads with a “buy or die” mentality. I can guarantee you that whoever is responsible for following up with leads can quickly be overwhelmed by their to-do list in the…