If you’re like most dealers, you may feel that you don’t want to inundate your customers with mail. However, the issue is that your competitors are most likely sending mail to the same customers that you’re trying so hard not to overwhelm.



It’s difficult to decide whether to mail regularly or spontaneously. You may be asking yourself: is there an equation to…

How do I keep productive at work? What should I do when there’s no floor traffic? Who should I spend time calling? I hear these questions all the time from my new clients.

Although most of us do need a little down time to stay sharp, it should never be more than a very small percentage of our day in sales. Once we accept the fact that we are in control of our own pay…

I was live on Facebook...did you catch it? Learn why change is such a necessary evil by clicking the video below.

We’d…

Today’s automotive consumers are more educated than ever, and that plays an enormous role in how they interact with your dealership.  Shoppers expect even more from your team, and it’s important everyone is prepared to interact with the newest consumer generations—savvy, connected individuals with access to endless information that…

Have you asked yourself this question lately, is my dealership communicating properly? On average smartphone users in the United States send 764 text messages and place 164 phone calls per month. Without a doubt, younger users skew the data, but even people aged 55 to 64 text on average 80 times per month and 65+ text on average 32 times per…

This Week in Social Media

News for the Week of November 21

Facebook Updates Metrics and Reporting

Facebook had reportedly been having some issues with the metrics it provided, so they have…

An Insight into Human-Centric Design

One click ordering. Buy it now. Same day delivery. Dash buttons where all you have to do is press a button and the item is shipped. You can even place orders through Amazon’s Alexa with a voice command.

Businesses like Amazon have grown into hugely popular industry giants…

General Managers: YOU, and I mean YOU, are being skated out of dozens (or more) of sales every month by your sales staff, sales that you spend advertising money to get. Essentially, you could feel that you are skating yourself. After all, they work for YOU.

Well, guess what: With no more money spent, if you change your…

Knowing your audience is important when it comes to creating engaging content. A recent study revealed that those aged…

General Managers: There’s an old joke about ancient times and a Roman galley ship, where the rowers are resting, and the second in command tells them “I have good news and bad news. The good news is that you get an extra hour of rest, and double fresh water and rations. … The bad news is … the captain wants to go water skiing!”

That applies to you. How?…

In most dealerships a dispute inevitably arises between salespeople over a sold customer. Perhaps it’s because one salesperson initially assisted the customer and a second closed the deal and delivered the vehicle while the first was off for the day. And what happens when a customer visits multiple times and perhaps a third salesperson is involved?

Most…

With automakers expecting a slow-down in sales we should soon see how each manufacturer chooses to respond.

Typically, when looking to boost sales, OEMS add incentives or special lease deals. However, that may not be the right strategy. These types of campaigns tend to end up starting a domino effect that creates a catalyst for competing manufacturers to offer…

CRM as we know it is dead. Its sole purpose was to replace index cards and rolodexes with a more organized digital solution – one which helped salespeople more efficiently follow-up, track and manage conversations. However, in most cases, the ultimate beneficiary is the user, not the customer.

In terms of communication, today’s world is filled with noise. So…

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…

Swapalease.com, the nation’s largest car lease marketplace, reports car lease credit applicants registered a 61.5% approval rate for October, a -4.9% decrease from the previous month (64.7%). A year ago, the approvals rate was just 75% during the same month.

Throughout 2016 the lease credit approval rates have been volatile, fluctuating from month to month. As a whole, this year’s approval rates have been down in comparison to…

How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a "turn over"? What is the best way to make a turn? Should turns even be made?

These are questions common to virtually every car training event I've been involved in. My colleagues and I (in the training field) each have our own experiences,…

Last time, we discussed how imperative it is for your sales advisors to recognize, understand and empathize with the emotions of each buyer. Discerning emotions can impact the approach and the sale. And this, readers, directly influences your dealership’s reputation!

Women & Reviews: A Closer Look…

Just about everything we buy now has some sort of smart technology—and as soon as new products are created, safeguards must be put in place to protect consumers and their purchases.  While we’re excited when new technology is introduced, we’re wary of those who wait on the sidelines and try to sneak their way in.  When it comes to automotive,…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to…