If It Ain’t Broke, Break It
Don’t let the good news happening in your sales department become bad news for your fixed operations by neglecting the back half of your store.
Using BI to Contact Active Prospective Customers
The average human has hundreds of regular habits. In many ways, it’s human habit formation that keeps the world moving.
F&I Solutions Section: Benefits of Pulling Multiple Bureaus to Find the Best Deal
Did you know that the average difference between a typical lender credit tier is less than 30 points? More importantly, there is only a 96-point spread between a top credit tier (excellent credit) to a lower tier (credit challenged).
5 Tips on Prioritizing Customer Relationships
Every day, dealers are tasked with managing hundreds of active customers who all have unique needs and circumstances. As a result, sales teams are left juggling these relationships, guessing how to prioritize customers and, ultimately, not converting as many potential customers to deals.
F&I Solutions Section: Drowning in Paper? Start Taking Charge of Your Processes
An F&I manager once shared with me a work-stress nightmare he’d had. Trapped in his office in a steadily rising sea of paper, he was unable to call out or make a sound as the paper rose higher and higher, until he was ultimately swallowed up.
F&I Solution Section: Target Marketing: The Key to Expense Reduction
I recently was working with a pretty sizable dealer group in the Northeast and we were examining the group’s advertising expenses and overall profitability.
F&I Solutions: Financing as Part of the Sales Cycle
The traditional dealership sales process excludes the financing from the sales cycle, treating it as a separate process after closing the deal. There is a better way of revising it that increases the closing ratio, and the profit per unit while lowering the total time it takes to complete the transaction.
Make Your Out-Of-State Customer Count
Your dealership’s customers are no longer just your neighbors. While many of your customers come from across the street or across town, many dealerships also have customers from across the country.
How Faster Recon Optimizes “Velocity” Inventory Management
Dale Pollak created the game-changing Velocity model, which advises dealers to manage vehicle inventories as asset investments by studying the market and reading the data to know whether those assets are the right ones for their dealership and their market.
In the Weeds: Three Keys for Your Sales Game
So, let’s push the big, black chairs away from the desk, put the coffee or Red Bull down and get into the weeds for this month’s edition to discuss a few useful topics for those of us banging around out there on the blacktop.
In Praise of Retention: Position Your Dealership to be “First”
In the quest to generate more customer pay parts and service dollars, it pays to position yourself to be “first.” Your service sales and retention only go up when you position yourself to be the first to recommend needed vehicle repair and maintenance items to your customers.
F&I Solutions Section: Play the Long Game With Your CRM
Look at your own CRM. You need it optimized for the long game. Do you have the right people following up to get the co-signer on a loan? Is someone locating a vehicle you don’t have on the lot?
