I read a BBC article recently that states that children now spend more than 6 hours of screen time per day! Additionally, adults now check their phones more than 50 times a day!

Can someone say “DISTRACTION”!!!!

Now don’t get me wrong, if you’re a smart salesperson in 2017 your mobile phone is your office. Not like the days like my father worked in, where you needed an office, secretary, fax machine, pager, etc… Now we can do it all from our mobile…

Many consumers have the perception that servicing at a dealership is more expensive than at independent service providers. Whether this applies to your service department or not, independents acquire customers through consistently advertising competitive prices. Unfortunately, this seems to be working well for them as they’re capturing more and more of your…

“Playoffs? We can barely make it to practice!”

Pretty much any coach has made this statement during a losing streak, but imagine you and your favorite team getting ready for a new season. You pull out your favorite jersey and call your friends while the chicken wings are frying because you are pumped! You just know this year they are going to go…

WHEN YOUR MANAGEMENT ISN’T

By: Alan Ram, President & Founder of Alan Ram’s Proactive Training Solutions

When you look at the picture above, what do you see? If you’re like many people, you might think this is a picture of salespeople simply being lazy and unproductive. You might very well be right on one or both of those counts but we need to look…

I woke up today thinking about the amount of energy required for sustainable success. If you think about it, we all have the ability to create energy in our own unique way. There are some common activities we can pursue that will bring us energy from a physical and mental perspective:

1. Physical exercise produces physical energy and mental…

Black Book, a division of Hearst Business Media that provides new- and used-vehicle valuation services and custom data licensing solutions, made available today its latest insights white paper: “Data Analytics: Critical For Driving Today’s Automotive Decisions”. The paper offers an in-depth look at the role data analytics are now playing for automotive professionals, and how they can be used to make more profitable business decisions.…

WEAK LEADS

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You say there's No Such Thing as Weak Leads. Sounds good! BUT, actually there is such a thing as "Weak Leads".

Leads from Lead Providers have a known probability of closing. Some leads close at 3% and other leads have a probability of up to 18%, and the lead providers know which are which.

Franchise Dealers have the opportunity to earn hundreds of thousands in financial compensation from their OEM, assuming the dealer's service retention is at specific OEM guides. Unfortunately, a very high percentage of dealers are unable to take advantage of the financial windfall.

Let's put this in perspective. A tier 1 OEM has been offering PPM-Pre Paid Maintenance with every vehicle sold, it's inclusive in the MSRP. The metrics are as follows.

50% of the customers never show…

"As a manager, if you accept as fact that your people won't "buy into" training, they've successfully gotten you to "buy in" that it's okay for them to suck. Who sold who?" #automarketing

Below are the top 17 items on women’s New Year’s list when it comes to car dealerships and the service drive for 2017. Here’s an opportunity to add some new options to market and engage to the growing car drivers and buyers and expand your business.

At The Dealership

1. Buying a car in a relaxed, zero pressure environment.

2. Child care made available during the test drive and negotiation process.

3. A 3-day return…

-Service Customer Retention (SCR) Strategy

Retention ratios are a very important part of what we do in the car business. When it comes to the Service Department we gauge our SCR (Service Customer Retention) scores on a few key areas. Many Manufacturers say that a customer is retained when they visit your service department 2 times within a 12-month span. In other words, Dealer Service Retention (SCR) measures the percentage of customers returning to the same dealer for…

Today’s customer will scrutinize every aspect of their customer service experience in your store. We don’t just make buying decisions based on necessity; we buy things that make us feel and look good. We buy things our friends have had a good experience with or that have high ratings and reviews. We want the best service and products we can afford and we want…

Why are we obsessed with television and movies? Because, just like books, they have the ability to capture our attention and transport us into fictional situations and universes.

Regardless of whether the movie or television show is fiction or non-fiction, this is an engaging way to tell a story that we’re interested in hearing and also seeing. TV, movies and…

    Last time, we spoke about the beginning of the Inbound Sales Call, or the Phone Up at your dealership. We concluded that this is how we should answer the calls:

SMILE WITH A WARM FRIENDLY GREETING OFFERING ASSISTANCE

    Now our…

No professional sports team would consider going without a coach. There may be times where they terminate employment of a coach and have an interim position however, professional sports understand the need for good coaching. A good coach knows how to get the most out of individual players and inspire the team.

When things go well the coach should always…

It was 2008 when it hit me. The economy had just begun to hit the skids and I was leaving a dealership after having done a live meeting. As I walked through the empty showroom I noticed four Managers on shift, sitting in an otherwise vacant tower waiting for salespeople to bring them a deal. There were no customers on the floor, and nothing happening outside beyond the huddle of salespeople by the front door, and I realized: a lot of people in our industry that we call Managers aren’t…