This week, Jeff begins a new series on how to find great service advisors, where to find them, and how to make them the best for your dealership! He will show you how to motivate your current advisors, post effective job advertisements, and how to train them for highest retention. Stay tuned for the first few tips of the series! Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to…

These days, customer experience is a vital part of the car buying process. And, the first part of that experience is your dealership’s appearance in the eyes of your customers, both on and offline. Sadly, I see far too many lots that are poorly presented – they look terrible. I’m sure you have seen them and know what I mean – dirty, poorly-presented inventory, ugly banners…

Discover The Secrets of the Happiest and Most Prosperous People In The World 

You Don’t Have to Do It Alone???

Women buy from dealers they trust, and what better way to build trust than to be an invaluable resource for everything women want to know about buying and owning cars?

Women-Drivers.com is the thought-leader in the auto industry, using evidence-based data from women’s behaviors and experiences. The company analyzes this information and produces action steps that create positive changes at…

According to Black Book® data, the average price of a used vehicle for model years 2013-2017 decreased slightly in value -0.3% during May, with cars changing -0.7% and trucks -0.1%. All vehicles are averaging a 12-month change of -14.1%. This is trending better than May of last year, when 2- to 6-year old vehicles declined in value by -1.2%.

Despite the slight dip in total vehicle values last month, eight segments saw positive changes in May, led by Sporty Cars, up +1.1% in May.…

5 Keys to Building Customer Loyalty

-by Sally Whitesell for Fixed Ops Magazine.

These days we’re all focused on making sure our guests are completely satisfied. We seem to think that if they are, they will become loyal clients.

This simply isn’t true.

Loyalty is not built through a…

Do you find yourself managing someone that just seems untrainable? Why is it that after one year on the drive, good habits go out of the window? Easy- change is happening! There are five key points that happen when the fear of change kicks in. Stay tuned to hear Jeff's tips, how to address them, and how to embrace change! Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to…

Recently, I spoke with an associate;  a top automotive recruiter. What I learned from them was not all that surprising. In my travels many in auto sales  have jumped ship or left the business altogether. 

He shared his thoughts which were based simply in that the younger generation is hungry to make money, but in many…

This week, Jeff continues with the last five myths of this series. Stay tuned to hear what they are, how to bust them, and back them up with facts. Each one is perfect to use as a training tool, meeting topic, or simply food for thought! Copyright 2018 Wm Jeff Cowan

Website: AutomotiveServiceTraining.com

Click HERE to watch!…

In 2012 I had the pleasure of meeting Mr. Saraceno through an introduction by David Lewis.

I was new to the world of outside sales as well as the automotive industry. Sure there were striking similarities to owning a salon and day spa - but the average person rarely recognizes that connection.

I’ll never forget my first meeting with Chris. I was instantly impressed with the time he took to learn more about what brought me to work for David Lewis and Associates. We spoke about…

I have written and spoken extensively on the need for qualified technicians. This morning’s news says there are now more job openings than unemployed people nationwide. This means if every job opening was filled there wouldn’t be enough unemployed individuals to fill those positions. Many dealerships haven’t placed importance on compensating their teams…

Just because people are at work working, doesn’t mean they love what they do and who they do it for.

There are many people who simply hate there job and can’t wait to quit or get fired and don’t even care because they’re verbally abused, made fun of, ridiculed and made to feel inferior and stupid by their managers.…

Not long ago at a prior job I was severely reprimanded by an inexperienced sales manager for not using a trial close during a proposal. If you are currently in a leadership role and have similar tactics I would strongly advise against it... that’s a conversation for another day.

This article is about why you should steer away from the "Trial Close." By definition the "Trial Close" is a technique used in selling to assess the buyer's readiness to make a purchase decision. It usually…

“We can fix the tickets before the factory comes in. We don’t need the hassle of trying to fix every ticket now.” Joe service manager said.

I wrote this down as Joe said this because I almost couldn’t believe what I was hearing. But there it was, and I know there are others out there that feel the same…