The Right Prescription: How to Change Your Sales Approach and Calm Your Customers
We live in the age of the educated consumer. Instead of comparing and contrasting makes and models from different dealerships, most car shoppers only visit one dealership before making a purchase because they’ve performed their research online.
Do You Know How Much Your Dealership Spends on Job Boards?
Continuously examine how many quality applicants you’re receiving from each channel — rather than the total number of applicants — and evolve your sourcing strategy to focus on the highest-performing channels.
Your Four-Step Guide to Increasing MPI Revenue
When it comes to multi-point inspections (MPI), keeping track of your key performance indicators is the ticket to unveiling your best profit opportunities. Paper MPI forms just don’t make the cut in this day and age as there’s no efficient way to implement reporting on them.
The Convenient Truth
Anyone who has been in our business for some time can tell you the auto industry has changed dramatically — and so have our client’s habits and expectations. For today’s client, convenience is everything.
You Are In Charge of Your Career
There are numerous ways to learn sales skills. Some dealerships have extremely in-depth training and mentoring programs to develop their people. Others just toss salespeople to the wolves and see who survives.
What’s in the Tank? Treat the Fuel to Get Top Dollar for Each Unit
Dealers selling trade-in vehicles can never know for sure how old the gas is or its quality. Fuel degrades as it ages, losing octane and forming gums that can affect how well the engine starts and runs.
Your Frontline Employees Are Your Brand: Do You Have the Right Ones?
Poor hiring practices cost the automotive industry billions of dollars annually. According to the U.S. Department of Labor, the price of a bad hire is at least 30 percent of the employee’s first-year earnings
Through the Looking Glass: Are There Missing Profits Sitting in Your Service Department?
Every profit stream is important in your dealership today and should never be overlooked — especially when it is sitting in your service department. Many times, a perceived smaller profit center may not get the attention it deserves.
Becoming the Dealership for Today’s, and Tomorrow’s, Consumers
“The way we’ve always done it” is a sentiment that keeps some dealerships from growing; in a few years that statement will be carved on their tombstone.
Leadership Development: Inspiring a Positive Culture
If your words and body language don’t match, it is quite possible you may be perceived as non-caring, inauthentic and untrustworthy. Unfortunately, without understanding this essential combination, you may turn people off.
Gone in 60 Seconds
We recommend that you develop a professional greeting for your stores. Train, role-play and have someone mystery shop to make sure your team follows through. After all, training for customer retention is a lot more cost effective than new customer acquisition.
Car Dealers, Are We Stuck in the 90s? Live Chat at the Dealership 20 Years Later
It was the late 1990s, and the Internet was barely beginning to touch the automotive industry. We were in the midst of setting up our Website and a single computer to work the leads we would receive. I remember receiving some Internet leads via fax machine. We were all just starting to put it together.
