Today’s consumers are fickle beings. It’s much harder to keep their loyalty than ever before. And, while it may take years to earn loyalty from a single customer, it could take only minutes to lose it. Your dealership can do everything in its power to earn and keep a customer – from loyalty programs, to amazing customer service and luxury amenities. But, there is one basic…
ContinueAdded by Mike Gorun on March 6, 2018 at 9:44am — No Comments
Being a sales associate can have many challenges, especially in the automotive world where there are several sales associates in one place all with the same objective…to sell cars. It’s not enough just to show up in the morning, you have to be on top of your game in all areas so you can really shine. There are several things you can do on a daily basis to stand out and…
ContinueAdded by Derek White on October 27, 2017 at 11:37pm — 1 Comment
Let’s face it, for every 10 businesses that exist, 9 have some sort of rewards program. While they used to be novel and exciting, customers are now …
Added by Mike Gorun on August 16, 2017 at 9:42am — No Comments
Unless you’ve been hiding under a rock, you’ve undoubtedly heard about all the chaos that’s been happening at Uber. What began as a …
Added by Mike Gorun on July 6, 2017 at 9:29am — 1 Comment
Added by Mike Gorun on June 6, 2017 at 9:37am — No Comments
Every dealer wants a nice healthy portion of their market share. But what if it was only 2 percent? Would that be good enough? Probably not.
Well, according to a recent interview in Automotive News, North American chief for Mazda, Masahiro Moro, thinks it is… However, in the article he states that there’s a difference between 2 percent and a “good” 2 percent,…
ContinueAdded by Mike Gorun on May 23, 2017 at 9:59am — No Comments
Our team has outlined 10 tips, tricks, and best practices for sales and gaining new business.
Added by Paul Potratz on August 29, 2015 at 12:30pm — No Comments
On August 6, Google announced in a Google+ post that they were implementing a feature within Gmail that would automatically place “Unsubscribe” links to the top of any emails that include them. This has caused many email marketers to scramble and some are getting very nervous. While Gmail is the most popular email service in the world, if you are sending communications to…
ContinueAdded by Kenny Alward on August 12, 2014 at 9:31am — No Comments
by Steve Conner
Responding to your customer’s interest in your vehicles consistently and with the right persistence is a very difficult task for sales managers at most dealerships. According to recent research published at the Harvard Business Review, over 30% of leads are never called at all. There are four parts of the published research to digest and learn from to apply solid policies to your dealership’s lead management program.
The following parts of the study include best…
ContinueAdded by Steve Conner @SteveConnerSC on April 30, 2014 at 9:00am — No Comments
A few weeks ago, I was training a ten-store team while facilitating some very ground-breaking and paradigm-shifting conversations about the phone. The Director of Operations preached to a team of new hires—some thoughts most dealers have become all too familiar with:
“We’ve been flying by the seat of our pants too long,” said the director to the newbies.
“Pick up the phone, find out what they want and…
Added by Peter Falkowski on April 29, 2014 at 3:04pm — No Comments
Written By: Robin Cunningham
Most Monday mornings I find myself standing in NCM Institute’s beautiful training facility welcoming a new class of retail automobile dealership managers who have come to Kansas City for formalized training specific to their job responsibilities. After introductions, I tell them something like: “We won’t be talking about what you think you have come here to learn until just before or…
ContinueAdded by Garry House on June 27, 2013 at 8:30am — No Comments
Written By: Russell Grant
One of the best things about my job is the fact that I get to talk to so many owners, GMs, dealers, sales managers and service directors about their dealership’s owner marketing strategy. Or, in some cases, need for one. That’s when I find my work the most rewarding, when I’m speaking with dealers who are ready to reap the benefits of developing and implementing a strong, sustainable owner marketing strategy.
Because remember, there are only three ways…
ContinueAdded by Garry House on April 16, 2013 at 10:25am — No Comments
Written By: Garry House
In the second quarter of 2012, the NCM Institute (NCMi®) formed a training partnership with Automotive Internet Management (AIM). AIM has conducted five “Bridging the Internet Sales Gap” training workshops under NCMi sponsorship. After personally auditing two of these sessions and receiving client-dealer feedback from all of the sessions,…
ContinueAdded by Garry House on April 4, 2013 at 5:30pm — No Comments
Written By: Debbie Hemley
Twitter is a powerful social networking platform and one that has become a go-to choice for businesses of all sizes and industries.
In recent months, Burger King and Jeep’s Twitter accounts were hacked and became the subject of many articles and conversations, online…
ContinueAdded by Garry House on April 2, 2013 at 9:00am — No Comments
Written By: Robin Cunningham
For the last sixteen months I have had the incredible experience of being a lead instructor with the NCM Institute. I have had the opportunity to work with hundreds of dealership managers in our multi-level classes for general managers, general sales managers, used vehicle managers, service managers, financial managers, and some private dealership training, as…
ContinueAdded by Garry House on March 28, 2013 at 3:11pm — No Comments
Written By: Russell Grant
From speakers at NADA workshops to automotive manufacturers in trade publications to vendor product advertisements online, everyone is talking about how big data is changing the future of marketing in our industry. But most of the GMs I talk to aren’t nearly as concerned with the marketplace and the direction it’s taking, as they are with their business and where it’s going. They want to know two things—how can big data save me money and how can it sell more…
ContinueAdded by Garry House on March 14, 2013 at 5:42pm — No Comments
Written by: Keith Shetterly
We talked for years in automotive retail about “The Road to the Sale,” and I’m clearly one of the many supporters of that path to sales success. However, too many of us are still on "The Road Less Profited." Why? Because we are not getting more sales (and profits!) from "The Road to Retention”!
Retention sales link the positives of variable and fixed operations together, and their teaming allows each part of the dealership to amplify the other.…
Added by Garry House on March 12, 2013 at 9:00am — No Comments
This article was written by: Russell Grant
From speakers at NADA workshops to automotive manufacturers in trade publications to vendor product advertisements online, everyone is talking about how big data is changing the future of marketing in our industry. But most of the GMs I talk to aren’t nearly as concerned with the marketplace and the direction it’s taking, as they are with their business and where it’s going. They want to know two things—how can big data save me money and how…
ContinueAdded by Garry House on March 6, 2013 at 2:09pm — No Comments
This article was written by: Dennis Kane
I see an increasing trend from auto dealers: slip, trips and falls are on the rise, particularly in the service department.
This uptick can be attributed to some or all of the following factors:
Dealerships are simply more hazardous than previously, either due to changing weather patterns or because attention to safety has waned,
Dealerships are servicing a greater number of cars because more…
Added by Garry House on February 28, 2013 at 5:44pm — No Comments
This article was written by NCMi Instructor, Steve Hall.
Being an instructor at the NCM Institute has some definite advantages. I am blessed with an abundance of information, from all levels of the dealership. Week by week, we get to interact with owners, general managers and department managers. Not only do we share our information and best practices, but listen and learn about what is going on in your…
ContinueAdded by Garry House on February 13, 2013 at 12:00pm — 2 Comments
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