A recent article in Auto Remarketing reports how Penske Automotive Group is using recalls to increase their service business through recall work, but also as an opportunity to sell more vehicles. “I think recall business is good,” Penske Chairman Roger Penske, stated. “We…

CARCODE SMS, IS THIS EDMUNDS DIRTY TEXT CAPER?

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Are Dealers Being Set Up Again by one of the Dirtiest Players? Is it another trick?

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DISCLAIMER: It is only fair before you read this to say out front that I personally despise …

FIRING A SALES PERSON

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This may generate some sparks, but; it is the way I see it and the way I teach it and the way I do it in the real-world. 

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When do you Fire a Sales Person?

Answer: You fire a Sales Person at that Point when you realize they are Never-Ever going to make…

This was originally posted on the NCM Institute Up to Speed blog.

I think we have all heard that we can’t even fail unless we try. In every class we conduct at the NCM Institute, we begin by focusing on accountability, management, and…

I recently visited Copenhagen, Denmark to speak to Danish dealers on how they can sell more. This week on Think Tank Tuesday, watch the entire presentation!

• Over an hour of exclusive strategies and dealer questions!
• Learn from the experience of Danish car dealers.
• Create strategies for every step of the sales…

I recently wrote a blog for NCM, Up to Speed, titled: There is Good Failure and Bad Failure. That idea had been floating around in my mind for a while, and since I wrote that, I have noticed other articles in several other places essentially talking about the same concept.

I know from my many years in the retail side of the automobile business, that there is an unintentional…

http://www.InternetSales20Group.com 856-546-2440

There is a MASSIVE Disconnect Between the Showroom Sales & Internet Sales / BDC Departments... Watch This Vide

This was the video intro for my Keynote at the recent #IS20G 7 in New York

Showing up today matters. …

It seems these days everyone is pressed for time and running a million different directions. Because of this, your team can feel disconnected and often times alone in their jobs. They don’t get quality time with their supervisor and never get to really hear what is going on in the department or business. They have questions like, “are we doing well or not,” and “am I doing my job to your satisfaction, “or ”am I about to be the next ex-employee?” Most of the time employees…

Facebook has once again tweaked it’s algorithm in a way that further decreases the reach of posts by Facebook Pages. After steadily decreasing organic reach to 2 percent or less, and forcing companies with Facebook pages to spend money to reach their fans, Facebook has now decided to prioritize content posted by a user’s friends and family, (i.e.: their network) over those…

Whether you are looking to buy or sell your vehicle, it is important to get an accurate and unbiased valuation. Nowadays the question ‘what is my car worth?’ is one that can be answered easily, thanks to online services where users can get near-instant quotes based on entering a few details. However, online quotations offer valuations based on the current market prices of similar models and the details you enter such as the vehicle’s mileage.



Ways of getting a Vehicle…

In all of our Automotive sales training courses, we emphasize the need for growth and change for those who want to experience effective and lasting success.  And like all things worth doing, you have a better chance of achieving your goal if you have a roadmap to follow to take you where you are going.  Learning new…

On December 31^st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.

Way too many…

STOOPID IS AS STOOPID DOES!

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STOP LOOKING STUPID ONLINE

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IF You act like Forrest Gump, and your grammar and spelling sounds like Forrest Gump wrote it; don’t be surprised when people call you Forrest Gump.

“Stoopid is as Stoopid Does.”

The words you write reflect on you and take away from whatever message you’re trying to say. Learn the few simple things I am writing about here…

Here – means ‘At this…

Pulse rates are different depending on what artery you check and what method you use. Checking someone's carotid artery by hand can yield a slightly different result than taking it with a machine through the brachial artery. The same thing happens in the car business, which is why I like to talk to different people from different parts of the industry.

Today,…

Nearly 70% of active service customers are within the manufacturers warranty (1-3 year old vehicles), leaving a retention rate of only 30% after the warranty expires. The BIG question is WHY are dealers losing 70% of their active service customers when the warranty expires? 



Three Main Defection Points 



First Oil Change 



Believe it or not, a majority of customers never make it back to the dealership for even their first oil…

This obstacle usually comes from Customers during the initial Meet and Greet and has been challenging car Salespeople for years.  It is a common defense mechanism and most of the standard responses taught in car sales training tend to make the Customer even more defensive.…

I find it interesting that many dealerships blast a client with high-pressure sales tactics on maintenance items before they even diagnose the primary concern. If a customer brings their car in for a squeaking noise in the brakes, and they are offered $856 of other maintenance that is needed in the advisors mind before discussing their primary concern, this advisor is heading for trouble.

Many times technicians and advisors recommend services based on the latest…

As a husband and father to 5 daughters, the cartoon above is, at times, a pretty accurate description of my life. I’m sure all men in similar situations have found that couch or chair they inevitably get placed in while the females in their lives try on shoes, clothes or whatever they may need.  In reality, I shop more than my wife and kids… they just don't go…

I spend a lot of quality time with auto dealers, and am often surprised at the state of their online marketing programs. Sometimes I am even downright outraged at how some online marketing…