Last week I attended NCM’s semi-annual meeting of all its divisional directors, 20 Group moderators, Retail Operations consultants, and NCM Institute faculty members, who, along with our CEO set aside two and a half days to dialogue about what’s happening around the industry and within the company, and how best to address the needs of our clients. As usual, it was a great encounter, with far too much agenda content and discussion for the overall time allotted.
One of the topics that…
ContinueAdded by Garry House on July 31, 2012 at 1:23pm — 5 Comments
I wanted to share a story with you all that happened recently. So many times when working in an industry, we forget to look at the best practices of other industries and how we can apply them to our chosen professions.
My wife recently got hooked on blenders and purchased one that, after six months, did not perform to her satisfaction. I was promptly informed that we needed to upgrade. I did not fully understand why we needed to do this and the product she selected…
ContinueAdded by Simon Smith on May 3, 2012 at 2:48pm — No Comments
Very few dealers are both aggressive and effective in selling Extended Service Agreements (ESAs) after the new or used vehicle has been delivered. If you are so fortunate to be among this minority, you don’t need to read any further. Since most F&I departments don’t seem to have the inclination or motivation to work these post-delivery opportunities, let’s explore an alternate strategy…structuring a process to have our service advisors aggressively and effectively sell ESAs in…
ContinueAdded by Garry House on December 13, 2011 at 5:39pm — 1 Comment
In all of the training programs I attended as a salesperson, there was one question that was always brought up. Can you guess what it is? Here's a hint. Every trainer who ever talked about it, called it the stupidest question you can ever ask. Have an idea yet? It's the age old - "Can I help you?" How many of us had that pounded into our heads at every training session we ever attended? And yet, the reason it's still talked about is that too many people are using it as a…
ContinueAdded by John Fuhrman on June 28, 2011 at 12:39pm — 2 Comments
Added by John Fuhrman on May 10, 2011 at 8:14am — No Comments
Added by Rebecca Chernek on October 27, 2010 at 4:07pm — No Comments
Added by Rebecca Chernek on October 11, 2010 at 10:31am — 1 Comment
Dozens of newly created automated menu systems are popping up on Internet sites and
through sales vendors claiming their use will vastly increase dealer profits
while limiting liability. Of course each system is “the best one available!”
Can you believe the advertising…
Added by Rebecca Chernek on October 7, 2010 at 2:15am — No Comments
For most dealers nationwide, a one-pricing sales strategy is a tough concept to accept. To even
suggest that their sales staff should be given the authority to finalize every
transaction at their desks and include the menu presentation without sending
any customer into “the box” is heart-stopping for them. What about banning the
F&I office altogether?…
Added by Rebecca Chernek on September 21, 2010 at 3:43pm — 2 Comments
Time Management for a Better Bottom Line and Improved CSI
As the owner of a company that provides temporary F&I staffing nationwide, we have a unique view into the daily operations of a broad spectrum of dealerships. Unlike an agent or training company that may visit a store periodically…
Added by Frank Martin on September 21, 2010 at 9:47am — No Comments
Added by Rebecca Chernek on April 23, 2010 at 11:00am — No Comments
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