There's something special about the annual National Automobile Dealers Association convention that cannot be matched by other events throughout the year. There is certainly value in the education at events like Digital Dealer, Driving Sales Executive Summit, and AutoCon, but…

Clearly there is a huge gap between what "we" (old school) managers and Leaders consider useful and proper communication, motivation and Leadership techniques and what the "new" generation responds to.

There is a choice to be made.

A. Keep doing what you've been doing and keep getting the same results while expecting a different outcome.

B. Do something…

It’s been 60 days.

You had every intention of making changes and doing something different. You had all of the information gathered and catalogued. You even made a list of all of the Managers and their responsibilities and revised their Goals based on the information and training you were about to provide them.

You were ready for Success! You had new expectations! You were ready to accomplish new Goals!

You were ready to reap the benefits of attending the NADA…

A dog and a cat were recently having a conversation about how each other looks at the world.

They had been friends a long time and the dog had recently been promoted to the title of Service Manager of his Dealership. The cat had stopped by for a visit and to congratulate her friend on his recent promotion. And, as Managers are prone to do, they began to discuss how each run…

R this and R that.  Which one is the right R for our Dealership?  If we concentrate on ROI, what do we lose in ROR? Is it possible to have too much focus on ROR?

Wait. I didn’t explain what I am talking about very well.  Ok.  ROI is referring to Return On Investment.  This “Investment” can be anything. Time, Money, Parts, Labor…anything.  And when we…

Nearly every week someone says "What's new?" in the Fixed Ops Training world as if there is something wrong with what works.

And every week, the answer is the same. When it comes to Fixed Ops Training, Coaching and Mentoring..."Not much."

Oh to be sure, there are "new" things in Fixed Ops every day.

There are at least a zillion ways to keep in contact with the Customer. And there must be a bazillion CRM companies that can manage a "lost souls" campaign. And, yes, there…

The world is full of commodities.  Everything from cell phones to toothpaste.  It is the glue that binds all of us together.  We can’t live without them.  Nearly everything we use today is manufactured and produced this way.  In fact, we would collapse as a species if it was not. 

In the past 150 years we have morphed from a “handcrafted” industrial base to “mass…

izmocars accessories sales experts provide key best practices for selling accessories successfully; seminar free to NADA members

San Francisco, CA -  March 07, 2012 - izmocars (http://www.izmocars.com), whose AOA product is the accessories sales solution ranked #1 by dealers at DrivingSales.com, will, in conjunction with NADA…

“I don’t need another book on farmin’, when I ain’t farmin’ as good as I know how right now!”

I remember that statement like it was yesterday.  That’s what a dealer told me over the phone back in 1987, in the the early days of my consulting career.  It was right after I explained the services I could offer him. He made it very clear to me that he wasn’t interested in anything new and different. He knew that “magic bullets and shiny objects” wouldn’t provide the solutions he…

This one is a huge game changer. Too long did you hear left and right that Cobalt's website design was antique and close to a cookie cutter design (even so you could still configure a website of their in 1700+ different ways - but only a few knew). With the new "FLEX WEBSITE" design the dealer, eCommerce Director or webmaster will be in charge on how he wants to see his virtual store, and how she/he can differentiate the dealer website from the competition.…

In many Dealerships lack of Profitability in Fixed Operations starts with just 3 processes that are not getting done with every Customer that comes in the door.

Everything starts with building a relationship. It sounds easy, we say it all the time and there is not one Sales book, cd, mp3…course…whatever that does not have some chapter on building relationships.

The Service Department is no different. Studies show that Customers who do not feel taken care of find a reason to do…

Last October, I gave the keynote presentation at the AICPA conference in Phoenix (going on today and tomorrow in Orlando). In it, I mentioned the OEMs' continued insistence on of "forcing" expensive facility upgrades on their dealers.

A luxury dealer mentioned after the presentation that his OEM was forcing another expensive and profit draining…

Grand Theft Auto – How Citizens Fought for the American Dream

May 14 and 15, 2009 – two days in which Chrysler and General Motors, with the help of the government, literally stole the life’s work from nearly 2,000 business owners.

Two years later, the history from the dealers’ perspective of those days are hitting the bookstores. And they are must reads for anyone associated with the automotive retail industry.

The first book out this…

After spending the last few days at the NADA Convention in San Francisco it was evident that while consumer spending remains cautious, vendors and exhibitors are positively optimistic about doing business in 2011.

And, as always, 'San Fran' didn't disappoint: cool cars, sensational weather and...the opportunity to pick-up on the Superbowl vibe, which as the whole world knows by now was won by the Green Bay Packers who thumped the Pittsburg Steelers 31 to 25.

Another…

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What an event!!!

Incredible!!!



I just got back last night from spending a long week in the San Francisco Bay Area.  I always like to…

Philip Zelinger, the President of Ad Agency Online, L.L.C. and the host of the automotive advertising resource / networking portal http://AdAgencyOnline.Net, will be dedicating his Auto Industry Insiders blog talk radio show on Thursday, February 03rd, 2011 to review vendors exhibiting at the 2011 NADA Convention to discover new technologies and vendor solutions at the convention.  The Auto Industry Insiders show is recognized as a "network of…

I am sure most of you know what a 20 group is...

I am wondering what you all feel are IMPORTANT benchmarks for an "Internet Sales 20 Group"??

For example:

* How Many Leads?

* What kind of leads... Internet email Vs. Internet Phone Ups?

* What is the source of the leads?

* How many attempts did you try to engage prospect per month... via email... via phone?

* How many connections per month…