Paul Meijer interviews some of the best minds and experts in the world of automotive business development center operations. Watch as Stan Sher talks about the HUGE opportunity for auto dealers to work leads Smarter Not Harder! The time has changed and we are living in an era where engagement counts. We spoke about…

High-Level High Energy Automotive BDC Rep Grinding Internet Sales Deal Here is a BDC rep working hard to bring a difficult customer into the dealership. She is high level and high energy. It is no wonder why she was promoted into a managerial role not long after. This is an example of the powerhouse BDC (business development…

If there's one thing we're obsessed with in our industry – it's our CRM workflows. We live and breathe by the workflow; everything from our daily reports, reviewing them multiple times a day and using them as the “benchmark” for success to judging people’s worth based on them. While I am a fan of having a historical reference of past performance metrics and believe it's essential to have consistency in follow-up and a score card, the fact is many CRM's workflows are flawed. Flawed to…

Some of the most consistent complaints I hear GM's, Managers and Dealer Principals talk about regarding Virtual Training Platforms are as follows:

• "It's hard to get my team to stay engaged!"
• "It's boring!"
• "I don't have time to monitor them to stay on top of training."
• "SEEMS MORE LIKE AN EXPENSE RATHER THAN AN INVESTMENT!"

We heard you and we have the solutions to these problems!

Too many dealers allow training…

Who is the most important person in your dealership? Every time I ask this question I get different answers ranging from the dealer, to various members of management…

Those of you with spouses have probably heard this at least once: "It's not what you say, it's how you say it!" Whether at home or at work, miscommunication can cause plenty of problems.

Have you ever misinterpreted the tone of an email that a colleague wrote to you? Perhaps you thought a tersely written email meant that person was angry, but in fact, they…

As negotiations are an expected part of the vehicle buying process, there are three strategies we advocate doing often and consistently to increase your sales gross and reduce many of deal-cutting concessions.

Depending on how you respond to a customer will determine if you get the deal and how comfortable the customer feels about their experience.

By…

-Service Customer Retention (SCR) Strategy

Retention ratios are a very important part of what we do in the car business. When it comes to the Service Department we gauge our SCR (Service Customer Retention) scores on a few key areas. Many Manufacturers say that a customer is retained when they visit your service department 2 times within a 12-month span. In other words, Dealer Service Retention (SCR) measures the percentage of customers returning to the same dealer for…

Evolution Of The BDC: Has your dealership evolved?

A few years ago I performed speaking sessions at multiple conferences including Internet Battle Plan and Digital Marketing Strategies Conference. I even was a guest on a webinar for Dealers Edge. This was and still is a very hot topic. Year after year I find the same car dealers talking about embracing this part of this business. They say that it is the most important part of their business and that they invest more…

-BDC (Business Development Center)-

This department creates and manages the business opportunities that come in and proactively go out from the dealership.

Business Development can exist in the Sales and Service Opportunities of the dealership. While so much is always emphasized on the Sales BDC side of the dealership world, the Service BDC has been existing quietly in the background of some stores with minimal attention while many other stores have yet to enter…

January 1, 2017 — The Mar-Kee Group announced that 10-time National Automotive Dealers Association speaker and President of the Mar-Kee Group, David Martin, will present a sales training workshop, “Marketing Opens the Door: Closing Seals the Deal” at the 2017 NADA Conference & Expo. 

"Yesterday's closing techniques will no longer work with the tech savvy buyers,…

Imagine that you attend a classical music concert. This concert has a 90 piece (90 musicians) orchestra and a conductor (the leader or guide) that communicates to the orchestra on how to play the next note(s). Now take a look at the sales department of an automobile dealership. The department has managers that usually consist of a general sales manager, one…

Imagine your salespeople starting each day with the most important sales training program available? With The Mar-Kee Group’s new, revolutionary 90 Day Boot Camp, training just got a lot easier for managers…

Role-playing with your sales team will give them the confidence and inspiration to know what to say when handling objections from potential customers. Just like in sports or the fine arts, honing your craft involves practice. Through role-playing, your sales team will master professional and effective responses to the most common objections.

In …

As we’re helping people with some of their biggest investments, it’s our moral duty to be there for our customers by following up on services they’ve initially declined. Ethical practices in the car business go a long way in retaining customers and increasing referrals. 

You won’t be setting yourself up for disappointment. It’s not a lost cause. Here’s…

Is your sales team committed to giving it their all 100% of the time?   Read how to create and sustain an enthusiastic, professional and committed staff to inspire excellence and close more deals. 

Our dealership motto:

100% of the customers will receive

100% of what we have to…