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Latest Activity

Timmy D. James posted a blog post

Building Rapport Before the Lead Is the Way to Win the Sale

In my last blog article, I discussed the importance of building rapport with leads through the use of “Why Buy From Me” and “Lead Response” videos personalized for each customer. Now I would like to take this one step further -- Building rapport should in fact start much earlier than simply upon the receipt of a lead. Think about…See More
7 minutes ago
Mike Elliott posted discussions
21 minutes ago
Kristopher Hampton commented on Kristopher Hampton's blog post Why do we Offer Coupons?
"Mr. Bennington. I am not sure what your point may be, but I am offended by being called Satan. Highly unprofessional. I respect your wisdom and years of knowledge, but tact must be something you have never been taught. May your family have a blessed…"
9 hours ago
Brian Bennington commented on Kristopher Hampton's blog post Why do we Offer Coupons?
"While you personal photo looks mighty "satanic," your post is short, sweet and to the point.  Some might even call it "angelic."  Noting your bio lists you as a trainer for service advisors, you know a lot more about…"
10 hours ago
Brian Bennington commented on Robert Joseph Walker's photo
Thumbnail

Robbie

"Finally! A post that gets right to the point and makes great sense.  However, you might consider having that tux cleaned and then burned.  (Just kidding!)  But, just know I'm biting my hand real hard to keep from writing…"
12 hours ago
steven chessin commented on Brian Cox's blog post Don’t Get Distracted by Gadgets and Gizmos: Master the Basics to Succeed
"Brian - when I was a kid playing ball with my friends in our driveway my mom would ask me if I had offered my friends a cold drink and something to eat ?  If I said "No" she would say, "Were you brought-up in a…"
17 hours ago
IC. Collins posted discussions
17 hours ago
Mike Stoner posted a blog post

She Showed Me Hers. Now She Wants To See Mine.

Her’s was a 7. She told me it’s what she would rate it. Now it was up to me to convince her mine was a good solid 10. I knew it shouldn’t be too difficult because she told me it was what she was wanting soon after we met.It was a new F-150 she was after. Not just any F-150. She wanted a 4X4 Supercab with a long bed. That wasn’t impossible but it may as well be since less than 2% of production was Supercab Long Bed.We headed across the lot toward the trucks. I knew she would have to get focused…See More
17 hours ago
fred berzunza commented on Brian Cox's blog post Don’t Get Distracted by Gadgets and Gizmos: Master the Basics to Succeed
"Thanks Jason: Great post by Brain Cox sometimes the hardest thing to do as a manager is to draw that line in the sand and decide whether your going to truly embrace technology and modify your sales process accordingly or fall victim to the changes.…"
20 hours ago
Chuck Scalies posted a blog post

What should you measure in F&I

1. F&I Product Sales by SalespersonIn most dealerships, a clear division of duties exists between the salesperson and the F&I manager. However, a salesperson’s actions on the dealership lot, telephone and showroom floor play an essential role in the success of the dealership’s financing and protection product sales. How the salesperson manages the interaction between the customer and the F&I professional has a major impact on the ability to finance the purchase as well as sell…See More
yesterday
Benjamin Sherry and Mike Elliott are now friends
yesterday
Benjamin Sherry is now a member of DealerELITE.net
yesterday
Jim Radogna's blog post was featured

Think Compliance Isn’t Your Problem? Think Again

News broke recently about 5 dealership employees that were arrested and face federal charges of conspiracy, bank fraud, wire fraud, and aggravated identity-theft. This brings the total to 7 employees at the same dealership who have been indicted so far this year. Not very pretty.Now you may be thinking that these…See More
yesterday
Jim Radogna commented on Jim Radogna's blog post Think Compliance Isn’t Your Problem? Think Again
"Sorry, that's jim@dealercomplianceconsultants.com."
yesterday
Jim Radogna commented on Jim Radogna's blog post Think Compliance Isn’t Your Problem? Think Again
"Thanks Brian for your kind words and very entertaining feedback! You make a good point about the "old" school perhaps not really being that "old". I see you're a SoCal guy like myself. Not a bad place to be this week!…"
yesterday
Jim Radogna commented on Jim Radogna's blog post Think Compliance Isn’t Your Problem? Think Again
"Thanks Tom. You're so right. Back in my dealership days, I too unwittingly participated in a number of nefarious activities for exactly the reasons you pointed out. In fact, as a sales manager in the late 90s, our Finance Director offered a…"
yesterday
Tom Gorham commented on Jim Radogna's blog post Think Compliance Isn’t Your Problem? Think Again
"Great post, as usual Jim.  Rather chilling for those who think they are just doing their job as told to them by their managers or "trainers" and those who say "Every one else does it, why shouldn't I?"  As the…"
yesterday
IC. Collins posted discussions
Saturday
Brian Bennington commented on Jim Radogna's blog post Think Compliance Isn’t Your Problem? Think Again
"Howdy President Jim,  (Saying that to myself, it sure has a better ring to it than "President Barack.)  After reading a post and before commenting, I usually go to the author's bio and that's where I learned you were the…"
Saturday
Dave Anderson commented on Dave Anderson's blog post Remember: “It’s the Culture, Stupid!”
"Thanks for the reply Michael, and happy to hear you enjoyed the article. Welcome to an incredible industry, and please know this: because so many still do things poorly, it's never been easier to stand out by being professional, knowledgeable,…"
Friday

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TOP 5 Videos This Week

1. It is All Because of Me

Added by David Lewis on September 9, 2014

2. Sales Tip #10 Never Unemployed Again

Added by Jeff Cowan on November 12, 2014

TOP 5 Photos This Week

1. Robbie

Added by Robert Joseph Walker on November 20, 2014

2. download

Added by Kristopher Hampton on November 20, 2014

 

Top Content of the WEEK 

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Motivational | Educational | Inspirational

TOP Featured Blogs

Dialing for Dollars: Cold Calling Secrets

I conduct follow up training classes for salespeople that deliver less than 8 units for the month. Out of some 130 salespeople in our organization last month we had 28 that missed the mark. In previous classes I’ve conducted training on various parts of the steps to the sale, overcoming objections, and closing techniques.

This month I decided to drill down…

Think Compliance Isn’t Your Problem? Think Again

News broke recently about 5 dealership employees that were arrested and face federal charges of conspiracy, bank fraud, wire fraud, and aggravated identity-theft. This brings the total to 7 employees at the same dealership who have been indicted so far this year. Not very pretty.…

When An Apology Isn’t An Apology

Regardless of how hard you work to ensure that your customers have an excellent experience, mistakes happen. No doubt you’ve had customers complain about something – it took too long for their vehicle to be serviced, there was a miscommunication in pricing during the sale, or a general failure…

Remember: “It’s the Culture, Stupid!”

Many dealerships have an unhealthy addiction to silver bullets, contests, quick fixes and an array of flavors of the month in an attempt to improve behaviors. These efforts range from the monthly spiff on demos or write-ups, to weekend “slasher sales”, to “we’re firing the bottom guy on the board this month”, to the latest twenty-group best-idea bandwagon, and the like. While versions of the aforementioned examples can play a role in bringing a short-term burst of adrenaline, or a…

Five Essential Strategies to Sustaining a Productive Sales Department

http://autosuccessonline.com/news/blog/625-spotlight-joe-clementi

 

Dealing with today's informed customers is as challenging as any time in history. Information is readily available as dealerships around the country lean on the Internet to compete for market share.

Third-party Websites acting as consumer advocates continue to compete for the attention of the Web-savvy…

Blog Posts

Building Rapport Before the Lead Is the Way to Win the Sale

Posted by Timmy D. James on November 24, 2014 at 8:58am 0 Comments

In my last blog article, I discussed the importance of building rapport with leads through the use of “Why Buy From Me” and “Lead Response” videos personalized for each customer. Now I would like to take this one step further -- Building rapport should in fact start much earlier than simply upon the receipt of a…

Continue

She Showed Me Hers. Now She Wants To See Mine.

Posted by Mike Stoner on November 23, 2014 at 3:06pm 0 Comments

Her’s was a 7. She told me it’s what she would rate it. Now it was up to me to convince her mine was a good solid 10. I knew it shouldn’t be too difficult because she told me it was what she was wanting soon after we met.

It was a new F-150 she was after. Not just any F-150. She wanted a 4X4 Supercab with a long bed. That wasn’t impossible but it may as well be since less than 2% of production was Supercab Long…

Continue

What should you measure in F&I

Posted by Chuck Scalies on November 23, 2014 at 4:32am 0 Comments

1. F&I Product Sales by Salesperson

In most dealerships, a clear division of duties exists between the salesperson and the F&I manager. However, a salesperson’s actions on the dealership lot, telephone and showroom floor play an essential role in the success of the dealership’s financing and protection product sales. How the salesperson manages the interaction between the customer and the F&I professional has a major impact on the ability to finance the purchase as well as…

Continue

Do You Meet The Standards?

Posted by Paul Potratz on November 21, 2014 at 2:41pm 0 Comments

Why Google Says You Need To Go Mobile



If you aren't mobile friendly, you may want to think about getting a mobile platform. Google ran A/B testing last month that will impact your mobile traffic.



This week on Hard Facts, learn about this new tool that could deter potential customers from clicking on your links if they're searching…

Continue

The Top Ten Auto News Stories of the Week: November 15 - 21

Posted by Rebecca Kon on November 21, 2014 at 2:18pm 0 Comments

Happy Friday, Auto Dealers!

Are you ready to read the top automotive news and blogs from around the Web? We have some really interesting topics for you today, including: Toyota’s hydrogen fuel cell car, NADA’s Sales Forecast for 2015, 3 ways dealers are connecting with the modern…

Continue

Unique Selling Proposition

Posted by Chuck Scalies on November 21, 2014 at 7:36am 0 Comments

What are you doing to showcase your dealership Unique Selling Proposition?

Many dealerships in the country have something they hang their hat on.  Something they feel separates them from the competition. These are known as unique selling propositions or USP's.   

Your dealership may offer:

·        Complimentary car…

Continue

Dialing for Dollars: Cold Calling Secrets

Posted by Scott Klein on November 20, 2014 at 11:00pm 0 Comments

I conduct follow up training classes for salespeople that deliver less than 8 units for the month. Out of some 130 salespeople in our organization last month we had 28 that missed the mark. In previous classes I’ve conducted training on various parts of the steps to the sale, overcoming objections, and closing techniques.

This month I decided to drill down…

Continue

Think Compliance Isn’t Your Problem? Think Again

Posted by Jim Radogna on November 20, 2014 at 10:12pm 5 Comments

News broke recently about 5 dealership employees that were arrested and face federal charges of conspiracy, bank fraud, wire fraud, and aggravated identity-theft. This brings the total to 7 employees at the same dealership who have been indicted so far this year. Not very pretty.…

Continue

TOP Featured Discussions

Girls Grasp Negotiation Tactics When We Show Them How

By : Molly Fletcher


Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant


I’ve always treasured time with my three girls, especially knowing that in our society, daughters can have a hard time claiming their own unique voices to ask for what they…

How 2 Minutes Can Set You Up for a Successful Day

BY ARIANA AYU


We all occasionally have hectic, frantic, crazy days. This 2-minute technique can reset your day for success and serenity.


Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant


Have you ever…

The HIGHEST ROI process ever is also the least implemented

The most important process COACHING

 

*5 Point Strategy to grow your own coaches

 

Coaching = A training or development process

 

    At virtually every dealership in America we routinely promote our top sales associates into management. We promoted them because…

McKinsey Projects Autonomous Cars and Car-sharing. What Does It Mean for Dealers?

McKinsey Quarterly: A road map to the future for the auto industry

McKinsey is projecting a very different automobile market in the not-too-distant future. Are dealers and manufacturers ready?

Do you price according to your competitors' pricing?

I know that's probably a bit of a naive question, but if you're pricing for what the market will bear, what help do you turn to for that? What product? What is out there besides VinSolutions? Or are you less interested in what your competitors are asking than in what you must price it at to make a profit?

Additionally, who is your competitor? Do you consider only those geographically nearby or are you starting to think about the Carvana's and Beepi's of the online auto-sales…

Forum

The HIGHEST ROI process ever is also the least implemented

Started by Roger Williams in Dealer Forum. Last reply by Roger Williams Nov 10. 11 Replies

The most important process COACHING *5 Point Strategy to grow your own coaches Coaching = A training or development process     At virtually every dealership in America we routinely promote our top sales associates into management. We promoted them because they demonstrated the ability to sell cars at a high level. Selling cars at a high level as an individual is a totally different skill set than coaching a team to perform at a high level. The two skills are actually quite opposite. Typically…Continue

Tags: #Winning, #Developing, #Coaching

It's Time to Pivot Customer Service

Started by IC. Collins in dealerELITE Professional Experience on Thursday. 0 Replies

By : Frank EliasonShared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales ConsultantLet's start off with a very basic question, why do you contact a Customer Service department? For most of us it is certainly not because we have a desire to. The fact is that often the need for Customer service…Continue

3 Reasons Why Helping Others Is Great for Business

Started by IC. Collins in General Forum for dealerELITE Members on Tuesday. 0 Replies

BY RHETT POWER@RHETTPOWERFrame your mission around how the business will serve othersShared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales ConsultantA successful entrepreneur isn't concerned only with the bottom line. Profit is important, of course, as it drives how a business…Continue

10 Productivity Tricks Successful People Use

Started by IC. Collins in dealerELITE Professional Experience on Saturday. 0 Replies

BY MURRAY NEWLANDS @MURRAYNEWLANDSProcrastination exhausts us, but we are addicted to it.Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales ConsultantProcrastination frankly just feels good... right up to the minute when we recall that we really must get things done. That is when it…Continue

4 Things Your Team Needs From You

Started by IC. Collins in dealerELITE Professional Experience yesterday. 0 Replies

BY Tracy SpearsLast week we talked about the 4 Stages of Learning. This week we will talk about the 4 things your team needs from you, as a coach, to be unconsciously competent in their performance.Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant1. The Vision. This is simply…Continue

NADA economist says strong sales here to stay through 2018

Started by Mike Elliott in Automotive Industry Future - Predictions on Wednesday. 0 Replies

The good times, at least in terms of new car sales, will continue to roll in 2015 with nearly 17 million vehicles expected to pass through dealer lots, according to the National Auto Dealers Association.The organization expects the industry will sell 16.94 million new vehicles next year – which would be up from the expected 16.4 million this year – due to rising employment and wages, continued low interest rates and lower gasoline prices.“The economy will continue to build on the solid growth…Continue

Tags: thedetroitbureau, u.s., new, sales, news

18 Body-Language Tricks To Make A Great First Impression

Started by IC. Collins in dealerELITE Professional Experience. Last reply by Timothy Marvel Nov 14. 9 Replies

By: PETER ECONOMYHow you sit says a lot about you.Research shows that 60 to 90% of our communication with others is nonverbal, which means the body language we use is extremely important. In addition, it's especially important to make a good first impression. Why? Because within the first few minutes of meeting someone, we are already making decisions about what the other person's intentions are, and whether or not the person is credible and someone we want to do business with. Therefore, the…Continue

ANNOUNCEMENT TO SALESPEOPLE: Everyone hates us and it’s all our fault!

Started by Mike Elliott in OTHER - Does Not Fit Any Predefined Category 21 minutes ago. 0 Replies

If I ask you to think about a typical salesperson, what is the first thing that pops into your head? For many people out there it is something like this:Or this:Or even worse, this:Over the years the reputation of salespeople hasn’t really wavered all that much. And with vast amounts of product content available out there customers have voted with their digital feet, choosing to engage with a vendor or sales person when they are already 66%-90% of the way through the buying process according to…Continue

Tags: management, car, sales, auto

AutoBlog News Feed

Official: Ferrari replaces F1 boss with Marlboro exec

Filed under: , ,

F1 Ferrari Team Principal

Ferrari just finished its worst Formula One season in decades, and if you're thinking heads are going to roll, you're right. In fact they already have, as team principal Stefano Domenicali was dismissed earlier this year and longtime chairman Luca di Montezemolo was axed just two months ago. Now Maranello has announced a new team principal, yet again.

Instead of promoting from within, however, this time Ferrari has called in an outside executive - albeit one with whom it is intimately familiar. His name is Maurizio Arrivabene, and he's served as a senior executive at tobacco giant Philip Morris International, managing (among other areas) the Marlboro brand's sponsorship of the Scuderia. In that capacity he's been sitting on the FIA's Formula One Commission as the sponsors' representative since 2010, giving him a familiarity with how the series is run.

In his new capacity as Managing Director of the Gestione Sportiva and Team Principal of Scuderia Ferrari, Arrivabene replaces Marco Mattiacci, who was called up to the post from his previous position as head of the North American office just eight months ago. Back then Mattiacci replaced a similarly under-performing Domenicali. The change may very well have come at the behest (if not insistence) of Philip Morris, which remains the team's main sponsor and is undoubtedly displeased with Ferrari's performance lately. It wouldn't be the first time. After all, Marlboro similarly brokered the deal that put Ron Dennis in charge of McLaren in the early 1980s.

Mattiacci's swift replacement comes at the end of a disastrous season for the Scuderia. Following yesterday's season finale in Abu Dhabi, Ferrari finished fourth in the constructors' standings behind Mercedes, Red Bull and Williams. The last time it finished the championship in such poor shape was in 2010 when Felipe Massa was injured and the team scrambled to find a replacement. But even then it managed to win at least one race and land on the podium another five times. Fernando Alonso finished on the podium only twice this season while Kimi Raikkonen struggled further back. This year marked the first time Ferrari failed to win a grand prix since 1993, and even then Jean Alesi and Gerhard Berger managed more podiums than the team scored this season.

Continue reading Ferrari replaces F1 boss with Marlboro exec

Ferrari replaces F1 boss with Marlboro exec originally appeared on Autoblog on Mon, 24 Nov 2014 08:45:00 EST. Please see our terms for use of feeds.

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TOP 5 Contributing Members This Week

1. IC. Collins

Midland, TX, United States

2. Dave Anderson

Agoura Hills, CA, United States

3. Mike Elliott

Washington, DC, United States

4. Kristopher Hampton

Destin, FL, United States

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San Diego, CA, United States

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Dave's Corner

Automotive News - Dealers

Hyundai-Kia says it will sell record 8 million vehicles globally in 2014

Hyundai and Kia said better-than-expected sales in Brazil, China and India will help them sell a record 8 million vehicles this year, even as a stronger won erodes profitability.

Toyota: Fuel cell water safe to drink ... but don't try it

Toyota pitches its new Mirai hydrogen fuel cell car as a godsend for the planet. Heat and water are its only byproducts, not climate-altering carbon dioxide.

Next phase of multiplatform sales? Hold your horses

Remarketers, auto dealers and others had hoped to hear at a remarketing conference this month about when the next stage in online multiplatform auction selling would arrive.

Now that's what I call a comeback

It's official. The comeback that has followed the bottoming out of auto sales in 2009 has some serious legs. In fact, it's the longest-lasting post-recession sales rebound in modern history.

Recent National Job Listings

1. IC. Collins

Midland, TX, United States

2. Dave Anderson

Agoura Hills, CA, United States

3. Kristopher Hampton

Destin, FL, United States

4. Jim Radogna

San Diego, CA, United States

5. Mike Elliott

Washington, DC, United States

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Wards Auto Dealer News Feed

Volkswagen e-Golf Test Drive for Ward's 10 Best Engines of 2015

The Volkswagen e-Golf Electric Vehicle, driven by editor Christie Schweinsberg, is one of 37 contenders for the 2015 Ward's 10 Best Engines competition.

read more

Used-Car Prices Dropping, Not Crashing

Rising new-car sales and incentives end a streak for pre-owned vehicle values.

read more

Hydrogen Fuel Cell Vehicles Next Chip in CO2 Credit Game

In 2017, California’s emissions rules will change and FCVs will carry the traveling credits automakers use to remain 50-state compliant. The rule change could lead to a shift in OEM capital investment.

read more

Automotive News - Breaking News

Korean buyout fund considers buying Halla Visteon Climate Control stake

South Korean buyout fund Hahn and Co. is considering purchasing shares in Halla Visteon Climate Control Corp. from Visteon Corp., a person familiar with the matter said.

Hyundai-Kia says it will sell record 8 million vehicles globally in 2014

Hyundai and Kia said better-than-expected sales in Brazil, China and India will help them sell a record 8 million vehicles this year, even as a stronger won erodes profitability.

Fuel cell cars steal spotlight

Automakers are beginning to nudge the hydrogen fuel cell vehicle out of the illusion factory that is Southern California and into the broader conversation about the future of clean transportation.

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