As your doors open for business today I want you to ask yourself the following questions. Do my people understand their objectives? Do they understand their pay plans? Are their pay plans and the objectives linked together?
My experience from the stores I have evaluated is that the answer to these questions is no. Most managers give out goals and objectives and get employees to sign pay plans, that’s it. Then, everyone freezes up over HOW to get it done. The overwhelming question”… Continue
Added by David Lubertazzo on April 29, 2010 at 10:56am —
Philip Zelinger, the President of Ad Agency Online, L.L.C. and host of the automotive advertising resource/networking portal -- AdAgencyOnline.Net
-- announced that he will be reviewing a new CRM platform solution being introduced by Car-Research in a special airing of his blog talk radio show "Automotive Advertising Experts."
Automotive Advertising Experts is… Continue
Added by Philip Zelinger on April 28, 2010 at 9:30pm —
In today’s tough automotive environment every website shopper is an opportunity to turn a browser into a buyer. Your website alone won’t do it. You need a way to put yourself between your website and your shoppers. It is sales 101
to put a product professional in place to explain your vehicles and the services you offer. You do it in your showroom now so you… Continue
Added by Todd Smith on April 27, 2010 at 3:42pm —
Or at very least that's how all of your dealership personnel should treat them. It reminds me of years ago when CRM tools were the new the rage. Remember that? When seemingly every dealership was racing to buy the best CRM tool with all of the most advanced and ease of use features? Back then I too was selling CRM solutions to dealerships and oft times I used an analogy that seemed to resonate with dealer principals and general managers and it went something like this:
Imagine a cell… Continue
Added by Ron Morrison on April 27, 2010 at 12:02pm —
Automotive advertising agencies
have accepted the Internet as a new media to supplement, if not replace, conventional radio, T.V. and print. However, social media still represents a challenge for many automotive advertising agencies who can't figure out how to monetize it. Philip Zelinger, the host of the popular automotive advertising resource / networking portal AdAgencyOnline.Net and the site's blog talk radio station --… Continue
Added by Philip Zelinger on April 26, 2010 at 4:30pm —
Does Your Dealership Ignore Customers?
Would you feel comfortable letting shoppers mull around your lot or your showroom without ever being greeted, welcomed or offered assistance? What would the impact be to your bottom line if your sales people took such an approach with your walk in traffic and waited for the customer to approach them?
As disturbing as this is, this is exactly how most stores handle their web traffic. According to Google Analytics, if you do not take… Continue
Added by Maria Espinoza on April 23, 2010 at 3:40pm —
It's not a trick question - I really want to know. Here's why I ask: In every sales training meeting, book, or video I listened to early in my career, they always said the same thing - make sure when the customer leaves the lot you give them a big stack of business cards and ask them to send their friends and family your way. Funny thing is - most of these people were my managers, who I found out became managers because they never were able to develop a book of business the right way. I was one… Continue
Added by Tobias Sedillos on April 23, 2010 at 11:02am —
Full Disclosure Menu Selling or Not?
You would think with the magnifying glass on car dealerships around the country today, F&I managers would take heed of the importance placed on full disclosure selling. You would think they would understand why disclosing a base payment, the APR, the term and all buying numbers prior to offering other product options is critically important.
Unfortunately, there is still confusion regarding “full-disclosure” menu… Continue
Added by Rebecca Chernek on April 23, 2010 at 11:00am —
The legislative alert below explains the urgency for us to make two phone calls to our US Senators. This bill if passed without Brownback Amendment will have a chilling effect to our future business. So, I urge each of you to take two minutes and pick up the phone to call each of two senators.
Legislative Alert Issued By NADA
The U.S. Senate is likely to vote on financial reform legislation as early as next week. The Senate bill would create a new Bureau of Consumer… Continue
Added by Alex Chung on April 22, 2010 at 2:29pm —
A neat thing I noticed while training one of the newest members of our net department caught my attention this week. If anyone out there is having anything but excellent results with their new hires this maybe something to look into.
In our net department we have a proven set of practices we follow to get the best results. One of the main ideas we focus on is getting our leads on the phone to sell them on an appointment. Notice I said appointment, not a car. Here is… Continue
Added by Walt Kustra on April 19, 2010 at 11:37pm —
In the auto industry social media can play a huge role in brand management by bringing trust, recognition, and awareness to more than just your sales department. It can also boost your service and parts business as well as highlighting specific aspects of your F&I, such as buy here pay here and special finance, the latter of which will be the cornerstone of… Continue
Added by David Johnson on April 19, 2010 at 9:23pm —
After reviewing our internet departments sales logs the past few months a very interesting (and exciting) trend caught my eye that I just had to share with everyone.
First a little background. I work for a single point Honda dealer about an hour north of Pittsburgh in suburban New Castle, PA. I run our internet department there which produces about 30-35 sales a month (roughly 30% of our total sales). Out of this number for the past few months I have noticed some of our highest… Continue
Added by Walt Kustra on April 14, 2010 at 1:57pm —
Credit availability for subprime customers is still low, but the well is not dry. In fact, there are signs that special finance is making a comeback, with the bankruptcy niche leading the way. Finance sources with an established history in the bankruptcy segment know the payoff is worth the risk. They know those consumers will be relatively debt free at the end of the process and motivated to reestablish their credit.
That makes BK customers an ideal candidate for financing. And with… Continue
Added by Rob Hagen on April 14, 2010 at 1:49am —
If the Dealer looked at the Service Drive as he does Sales and F&I the service absorption would increase dramtically without writing up one more car. What I mean by this, is that Sales and F&I are measured on a per transaction basis. If these two areas are failing to be at or above guide the Dealer will spend money on training, make pay plan changes and will get it fixed.
A Service Advisor is the highest grossing employee in the dealership and the most undertrained. Yes they… Continue
Added by David Lubertazzo on April 13, 2010 at 8:12pm —
I was talking to one of my long standing clients last week and asked him what the brightest burning fire was at his dealership.
Without hesitation he replied, “Service absorption.”
“Why?” I asked.
“We sold fewer cars 15 months ago, the cars are built better, and we have allowed independents to nearly corner the market on customer pay business. So when warranty business drops off in 3 to 6 months, where is the business going to come… Continue
Added by Melissa Rivera on April 13, 2010 at 5:30pm —
Client~ConneXion is a provider of online engagement solutions enabling Live Chat, Live Web Stats/Analytics, Real Time Visitor tracking and a host of additional functionality to proactively engage visitors on your website.
Added by David Lubertazzo on April 13, 2010 at 4:13pm —
This week I was thinking about what I would do if times were tough and I was still on the retail side of the business? What changes would I make in my Internet sales department? So, I decided to put together a list of seven easy to do things at your dealership that will absolutely have an impact on your Internet sales and productivity
. This list is compiled to get you thinking… Continue
Added by Todd Smith on April 13, 2010 at 10:57am —
Tried to post this under Employment , didn't work.Hope this "Help Wanted" Ad posted as a Blog doesnt offend,not meant to of course.
Interested? First do your "Due Diligence" check us out,what we do,get a feel for who we are and what these positions are all about.
This is NOT a job!
Independent Contractor, 35-42 weeks a year, Legit Income 65k-115k ,"Regional Travel"… Continue
Added by Craig Lockerd on April 12, 2010 at 3:13pm —
Know this rule very very very well in your arbitration guidelines if you buy online! If you dont its not a if but a when you will lose money. Online Without Vehicle Condition Information
-Vehicles sold through online channels without a written condition report, inspection, or a disclosure as to the vehicle’s condition, will be subject to In-Lane policies (b) as detailed in this policy. again know it and understand it.
Most of us who buy online do it not for only the ease but it… Continue
Added by Jermaine Dublin on April 10, 2010 at 12:02pm —
is moving from the early adopter stage into the mainstream as more and more dealerships look for ways to increase internet sales and reduce costs to acquire new dealership customers. The dealership's website has the highest potential for increased results and should be the focus of your dealership if you are looking to boost your online internet sales. Here are five areas of concern and some good questions you might… Continue
Added by Todd Smith on April 6, 2010 at 9:53am —