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1) Great technology alone is not success; it is only part of process or marketing, or both.

2) Great marketing alone is not success; it only prolongs less-than-best results.

3) Great processes + great marketing = great sales, which IS…

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The OEMs and the vendor/consultant marketplace are more and more teaching dealers all about modern marketing, and I get why:  Generating good traffic these days requires lots more than a newspaper, radio, or TV ad.  We’re all being shopped on the Internet by customers, and we need to be there, and be there strong, in order to win sales.

And, so, if we train and execute…

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As a business, you always want the great reputation that comes with great sales and service experiences for your buyers, and that always begins at your dealership with great customer service before, during, and after the sale.  However, before they get to a business, …

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Allowing bad processes and paying for more marketing is much like another American Classic:  How many homes do you know where there’s a nice automobile sitting in damaging sun and weather in the driveway while $300 worth of junk sits protected in the messy garage?  We do the same thing as dealers; buying new shiny things for our marketing and letting them sit outside our…

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Too many dealerships seem to practice as “faith-based” businesses—not faith in a higher religious power (which might actually help!), but faith that their GM, GSMs, salespeople, marketing, etc. will work as they always have.  That they can somehow resist modern business changes from sales to processes because they have magical faith in people who don’t even know that they…

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Support. It's not something that a good product can do without. Ever. The best training will not overcome the need for it. So, with the products you have, do you get Product Support? Do you know who to call? And when?



I spent some time last week talking to a dealer who had installed a key, new piece of software at the dealership. Training had been great. Software was… Continue

Extinction Event Sale!  Every Weekend in 2011!!  With some dealers, that’s the business they are in, and they don’t even know it.  And they need to adapt to instead survive!  Here’s what I mean:

Extinction?  Scientists say the fossil record of bones indicates several sudden mass extinctions of life during the history of the earth, called "extinction…

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For dealerships, how do you determine the true sales results of any advertising?

This is a real story about resolving that last question (names are changed to protect the innocent)--it involves direct mail, but follow along because it applies to all dealer advertising:  The GSM at a dealer in a five-location dealer group challenged the direct mail results he was…

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Who Services Internet Sales Leads When Your Internet Salespeople are Busy with Customers?

What happens to your dealership’s Internet lead coverage while your Internet Salesperson leaves their computer to sell a vehicle, taking the time needed to confirm the customer’s needs, test…

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