From the Up to Speed blog:

In any industry, top-performing management measures, tracks and makes decisions based on key performance indicators and metrics. In the auto industry we tend to focus on market share, unit volume, gross per unit, net profit as a…

Just read in Automotive News that Reputation.com is offering a solution to help auto dealers skirt the Google.com policy of not posting customer reviews from the dealership computers.  

The article states, "Reputation.com, a reputation-management firm certified by General Motors for its dealerships, has devised a method to revive those in-store reviews."   I just say…

Let's Play Ball!!!

Wikipedia defines "Teamwork [as] the capability to comprehend and recognize the diverse strengths and abilities in a group setting and then applying them to one final solution The concept has spread from the world of sports where it is well known and accepted, to business, so much so that it is in danger of being considered by some as an empty buzzword, or a…

A Consultant’s Approach to Developing Sound Compensation Strategies for Dealership Managers and Sales People

There are today, and there probably always will be, as many different compensation plans as there are dealerships. That is the nature of our business: to be individualistic; to have a unique dealership culture reflected in the way we treat our customers and our employees. And management and sales pay plans are certainly a part of that unique…

Hello and welcome to this week’s edition of Used Car Market from Black Book. And by springtime, not just because the calendar says we have reached that point in the year, but after talking with a couple of industry folks in Detroit, the DC area and even from…

With reports of the “sellers are happy” and “it’s a sellers’ market”, the results of the weekly market changes were bound to show continued strength. The only question remaining was just how strong it would actually be after a full week of auction activity. Welcome back to this week’s Used Car Market Report with insights from Ricky Beggs from Black Book.



As I reviewed the various comments…

I get it. I understand the need for more content to serve to an ever-growing flow of content consumers. The art of recycling content is important, particularly on sites like Twitter where a piece of content can and should be used multiple times in order to get the message out to everyone. It's a chronological feed, after all, and posting it once will only get it seen…

Goal setting for Automotive Salespeople

By Brian Pasch

I was having dinner with two of my clients recently, something I really enjoy doing, and I was blessed to have their partners join us for dinner.  A discussion started about the demands of the auto business on their personal lives. One spouse commented about the need to get…

On March 19^th, 2014 two FTC attorneys, Mark Lassman and Carole Reynolds, participated in an NADA University sponsored webinar titled Comply with Federal Advertising Regulations. While much of the information is unchanged from what we’ve seen in the past few months, Mr. Lassman and Ms. Reynolds revealed some additional, and sometimes troubling, revelations…

No matter if you are a Green Pea or an Old Dog, we’ve all been guilty of not asking for the sale. Even after we’ve spent hours of getting our customers to like us, maniacally sprinting across the lot with the battery box to jump start a vehicle, moved a half dozen vehicles in search for the “one,” or climbed in and out of scorching 180…

Scripting Our Objection Responses

As I travel around the country meeting with Salespeople I am so amazed at the lack of preparation that most have in overcoming some of the basic Customer objections. So many still use the old, “If I could would you?”, “What will it take to earn your business today?”, and the most popular, single…

It’s been 60 days.

Like many, you went to the NADA Convention determined to find the one thing that was going to make a difference in your Dealership this year. You had every intention of making changes and doing something different. You gathered information and then cataloged it. You even made a list of your Dealerships Managers and their responsibilities and revised their Goals based on the new information and training you were about to provide them.

You were ready for…

I am sharing this week’s sales call with you because I believe that everybody should hear this, at least have the chance to listen to this call one time. This call will change the way you think about management. 



Click the link below to view Thursday's call. Do not forget to join us next Thursday is part two of the truth. If you listen to one sales call this is it. You do not want to be the one persion that missed out on this…

While the experts pontificate on which direction the automobile business is headed, thousands of professionals go about their day totally unaware of the chatter. Intellectual enthusiasts debate the next greatest enhancement to the business as innovators sell their wares. Change, as a necessary evolution; is as essential as the invention of the integrated…

Do you have problems communicating with someone?

It could be your spouse, or a co-worker.

Do you finish their sentences?

Do you cut them off when they are talking?

It could be frustrating.

Sometimes you just have…

In every Dealership there is a desk. And behind that desk sits someone who has the responsibility to increase Profits.

In Fixed Ops, this person is called the Service Manager.

Typically  (when I go into a store that is not profitable), I find the person sitting behind that desk working on everything not related to increasing Profits while believing that they are working on everything related to increasing Profits.

I call it the “Theory of Un-relativity” and it goes like…

http://www.internetsales20group.com 267-319-6776

http://www.automotivedigitaltraining.com

Automotive Internet Sales Interviews Best Selling Author & Syndicated Radio Show Host, Dr. Willey…

Your customers don’t sing a cappella-there is always music accompanying their lyrics, but we salespeople get so hung up and hell-bent on what the customer is saying that we miss the intent behind it. We get bogged down when a customer lyrically demands our rock bottom price, to only have their trade appraised, to not demo…