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mark rikess
  • Male
  • Los Angeles, CA
  • United States
  • The Rikess Group
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Pat Kirley liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8
Pat Kirley liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8
Big Tom LaPointe liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 8
Big Tom LaPointe commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"I think the business is a vicious circle - there is a line of $14 an hour apple applicants because they get paid $14/hr - not minimum wage or less. Salespeople need to be 'managed' because they're not $30-50k per year independent…"
Apr 8
mark rikess's 2 blog posts were featured
Apr 6
Michael Abrams commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Mark:   Terrific article.  Efficiency in processes is probably more important than efficiency in any other part of the dealership.  Empowerment of the sales staff not only makes the process more efficient, it should have a profound…"
Apr 5
Michael Abrams liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
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L. Peranski liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Apr 4
Robert Nolan commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Mark: Great insight. There is nothing more frustrating than spending time (sometimes too much) with a salesperson only to have them leave for the "close" to take place with the sales manager sitting in a protected booth across the room. As…"
Mar 31
Jim Radogna liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30
Pat Kirley commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"I think Mark mentioned fun near the end. The fun has gone out of the business, it now a much more pressurised environment for sales people. Has the pressure driven up profits or volume, I don't think it has achieved the desired results.…"
Mar 30
Tom Gorham liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30
Mark E Fish commented on mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
"Yes it is true that a sales manager should be a coach, mentor, facilitator, a teacher. But most are not good teachers. That's a special trait.Most managers of our industry,have come from back grounds that you learn in the ditches, streets, and…"
Mar 30
Pieter van der Leest liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
Mar 30
DealerELITE liked mark rikess's blog post The Auto Industry Needs a New Type of Sales Manager
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mark rikess posted a blog post

The Auto Industry Needs a New Type of Sales Manager

Planning for Tomorrow, Today I apologize in advance, as this column is going to upset a number of sales managers. The biggest challenge most dealerships face is recruiting the Millennial generation who have the right skill sets to become true salespeople.  There are a ton of qualified Gen Y’ers who could sell cars but choose less lucrative positions because they don’t like the traditional sales process and aren’t provided enough training to be successful in auto sales. On average it takes four…See More
Mar 28

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Trainer
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The Rikess Group
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ceo
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http://vAuto; MPI; ResponseLogix; Digital Air Strike
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Mark rikess's Blog

The Auto Industry Needs a New Type of Sales Manager

Posted on March 28, 2016 at 2:50pm 5 Comments

Planning for Tomorrow, Today

 

I apologize in advance, as this column is going to upset a number of sales managers.

 

The biggest challenge most dealerships face is recruiting the Millennial generation who have the right skill sets to become true salespeople. 

 

There are a ton of qualified Gen Y’ers who could sell cars but choose less lucrative positions because they don’t like the traditional sales process and aren’t provided enough…

Continue

One Price Selling

Posted on March 9, 2016 at 4:24pm 2 Comments

One Price Selling – What Are You Waiting For?

 

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically not negotiating. You must price your cars to market to get leads. On the new car side, the customer is setting the prices. With new tools that allow prospects to literally buy the car from home, negotiating power is shifting to the consumer.

 

The number…

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How Auto Dealers Created TrueCar, Carvanna and Vroom...

Posted on February 22, 2016 at 7:31pm 13 Comments

 

“Nature abhors a vacuum.” There would be no reason for “disrupters” like TrueCar, Carvana, and Vroom to exist if dealers provided customers with what the majority of them want. This includes

  • Eliminating negotiations and move to a simple, transparent sales process
  • Eliminating wasted time in the sales process
  • Money-back guarantees
  • Market-based pricing
  • The convenience of having a car brought directly to the…
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Winning the Price Wars

Posted on November 6, 2011 at 2:26pm 0 Comments

 

WINNING THE PRICE WARS

As most of you know, I have over 150 One Price Selling dealer clients. In talking to dealers who are interested in this selling process, I always hear, “My market is different. We have a number of dealers who just give cars away. How can I compete?” For starters, most markets aren’t that different - they are highly price competitive - therefore, you don’t want to compete solely on price. You want to create a differentiated sales…

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Power Closing Phrases

Posted by Michael Hargrove on July 23, 2016 at 12:00pm 0 Comments

Occasionally at our workshops, someone will bring up the…

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Too Many Hands In The Cookie Jar

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Hi,

It's me again.…

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Seasonal Declines

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Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes.…

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The Difference Between Lease Incentives vs. Finance Incentives

Posted by John Sternal on July 22, 2016 at 2:28pm 0 Comments

Incentives on a lease and purchase often vary, and the vast majority of car shoppers do not realize this difference. Finance Incentives Options (2 of them) are usually: Option of cash rebate (example: $2k rebate); or low interest rate over a…

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