Today's vehicles have more technology than ever before. With OEMs on a mission to make more EVs; Apple entering the retail automotive space; Tesla continuing its brand popularity; and vehicles more operated by computer than by motor, problems are sure to arise!.

Technicians are already in short supply. Dealers are doing everything that they…

A salesperson has to build rapport during the initial meet and greet with the shopper. Once they have worked their way into an (at that point) semi-familiarity with the customer, they should move on to the fact-finding step. In this step, salespeople ask questions to help direct the customer to the vehicle that best fits their needs. Or, if the customer…

The primary message of the Theory of 5 is that we believe the happiest, most prosperous people in the world have found a way to excel and continue to grow in five crucial areas — spirituality, relationships, parenting, business and finance, and health and fitness — by working with mentors and co-mentors.

When we identify those around us who are excelling in these zones — and when…

In today’s retail environment, why are so many dealerships still playing games with customers? Sales Managers and salespeople dodge questions and push hard for appointments. They’ll also play bait and switch with website offers. Are you among them?

Playing games ruins your reputation and costs you sales —I know this from a personal experience. On the day before Christmas, I was going to buy Dodge Charger for my daughter. I went to the website of the closest Dodge dealership…

Most consumers have a built-in fear of communicating with automotive sales professionals.  Many of the "new age" automotive retailers are trying to play on this fear by running negative ads that make automotive dealerships (and sales professionals) look like high-pressure evil people.

When a consumer does finally reach out to your dealership, using…

Despite the pandemic, consumers are still in-market for vehicles. Manufacturers, at one point, were forced to slow production due to local and state regulations. As a result, some dealers have been struggling to maintain a full inventory of vehicles to offer car shoppers. Of course, dealerships cannot control when (or how many) new vehicles they receive from…

As the nation attempts to further reduce emissions, many states have begun initiatives to phase our gas-powered vehicles. At the moment, multiple problems exist if someone were to snap their fingers and make every vehicle electric. On the vehicle and infrastructure side, there is a lack of charging stations and range is limited. While these are increasing…

Customer retention can be tough. Independent repair shops lure customers away in droves with coupons or offers that promise low routine maintenance pricing. However, winning consumers on price alone is a short-term victory compared to winning over their loyalty for the long haul with quality work, certified technicians, and impeccable service. Luring them…

AS AN EXECUTIVE MANAGER, WHAT DO I EXPECT OF MY TEAM?

My concepts include management is every manager's job description. Every manager is a specialist with a specific area of responsibility BUT anytime something needs to be handled, it is YOUR responsibility.…

One thing that the holidays usually bring is travel. Families want to celebrate the holidays with loved ones and, this year, even during the COVID-19 pandemic, traveling is still happening. The difference right now is that a LOT more people are choosing to drive rather than fly,…

One of the fears dealerships have regarding digital innovations in the automotive industry is that the internet will replace phones. However, it is a well-known fact that phone leads close significantly faster than internet and social leads combined. And guess what -- fixed operations generates many of them. As a result, dealerships are placing a…

I am in dealerships daily working with them on increasing efficiency and improving business in all departments, recently I have had a few experiences with service departments that have made me take a bit of a different view and I wanted to share my thoughts on what the real competition for your store's service drive is.

https://youtu.be…

Remember when industry experts were predicting that millennials weren’t interested in owing vehicles? Turns out, they were wrong. The millennial generation with close to 80 million members is expected to account for 40 percent of all new-vehicle purchases over the next ten years, according to research by Deloitte.

All of those vehicles will need service. That’s a huge opportunity for dealership service centers – but only if they…

Ever walk into a McDonald’s and just watch their process at work? If not, take the time to observe next time you visit one of these iconic fast-food chain restaurants. You’ll witness employees, who average just $10.12 per hour*, move with the brisk pace, tempo, and synchronicity of a well-trained team as they interact with each other and their…

The retail auto business is stressful for all departments. In normal times, employees work 50+ hours per week simply to keep up with the demand from both customers and management. However, during the current pandemic, all departments are working harder than before to not only make a living but also to keep up with the expectations of their…

A Harvard Business Review shows that Boomers and Millennials are changing what constitutes a great place to work.

(Keep in mind that each of these generations are roughly twice the size of Gen. X which lies in the middle, so it is critical that we listen.)…

The traditional dealership business model is increasingly sharing space with a digital customer experience. A BDC can help dealers adapt and excel during this period of change. Three big trends highlight this new way of doing business:  

• Online lead volume is up dramatically as people continue to choose touch less research and shopping.
• Dealership employee numbers are down as dealers cut costs and shift more…

This powerful, three part, video series, explains why your great idea has not become the norm in your department or dealership. Retail Automotive Coaches Mark and Mike share what works and doesn't work when it comes to implementing change.

Click Here: It Doesn't Take a Genius 25…

By Bradley Orr

I started my career in the car business selling Oldsmobiles. Since then, I have managed used cars, reconditioning and sales — and I was also a wholesale dealer. I’d like to believe I know the business’s challenges.

One challenge every dealer faces is making prudent decisions — often quickly.

A…

Car dealers spend just a little bit of money on advertising.  ;) 

50% of it works and when it does, the dealership has an opportunity to provide a great sales experience.  Some dealers do everything right to get cars sold, but lose the customer for life due to poor service experiences.  Here's a true story about the time I helped my mom buy a new car.…