All Blog Posts Tagged 'consulting' (38)

3 Strategies to Improve Vehicle Sales Gross Immediately by Richard Keeney

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…

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Added by Richard Keeney on March 16, 2017 at 1:30pm — No Comments

The Mar-Kee Group’s David Martin to Present Handling Objections Workshop at NADA

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,…

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Added by Richard Keeney on January 2, 2017 at 10:30am — No Comments

New Automotive Sales Training Program Makes Life Easier for Managers

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…

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Added by Richard Keeney on November 30, 2016 at 12:00pm — No Comments

Role Play Your Way to Success by David Martin

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 …

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Added by Richard Keeney on October 26, 2016 at 2:30pm — No Comments

Service Advisor Tips for Following-Up on Declined Services by Brett Coker



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…

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Added by Richard Keeney on September 27, 2016 at 10:30am — No Comments

Keep it 100! Stop the Shortcuts! by Richard Keeney

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…

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Added by Richard Keeney on September 8, 2016 at 3:30pm — No Comments

10 Ways To Effectively Interact With Women by David Martin

Women purchase over 50% of the cars bought and play a major role in over 85% of car purchases. 

Women are not only coming in more armed with researched information, but they are practical, savvy, and open to change. They want to develop a relationship of trust with a dealer and it’s up to us to rise to their…

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Added by Richard Keeney on August 12, 2016 at 4:00pm — No Comments

20th Anniversary Reflections by Richard Keeney

IT’S BEEN 20 YEARS SINCE THE LAUNCH OF OUR COMPANY, THE MAR-KEE GROUP.  MY GOODNESS, WHERE DID THE TIME GO?…

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Added by Richard Keeney on June 9, 2016 at 5:00pm — No Comments

Compensation Philosophy

A Consultant’s Approach to Developing Sound Compensation Strategies for Dealership Managers and Sales People

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There are today, and there probably always will be, as many different compensation plans as there are dealerships. That is the nature of our business: to be individualistic; to have a unique dealership culture reflected in the way we treat our customers and our employees. And management and sales pay plans are certainly a part of that unique…

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Added by Garry House on February 25, 2014 at 9:55am — 1 Comment

The Transformation of Public Relations Firms

A lot of people have the misconception that a public relations firm simply deals with the media while churning out press releases. While this may have been closer to the truth in the past, the digital age has greatly transformed the opportunities available to gain exposure for clients. Great PR firms have capitalized on these opportunities to further increase exposure for…

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Added by sara callahan on December 30, 2013 at 1:30pm — No Comments

I am a chat vendor. My product is opportunities. In a dealership, the REAL product is the salesperson. Not the vehicle and not price.

Hi I'm a vendor....in the digital space. That's my job. And I love it. I love it because I'm a 27 year retail car guy who's Father was a dealer, Grandfather was a designer for Ford and Step Father designed assembly line equipment. Yes I'm from Detroit...  and I love dealing with car guys and gals. Sure I like it when they buy my product. I like making a difference and I like making sure my company is healthy and our staff can take care of their families. But what I love about the job, really…

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Added by jeff sterns on November 2, 2013 at 6:00pm — No Comments

Is This the Beginning of the End for TrueCar?

TrueCar has had a rollercoaster ride in the automotive retail industry over the past few years. However, it appears things may be taking a turn for the worse (both for TrueCar as well as its participating dealer clients). Read on, as I reveal their new policy changes that will have a negative impact on dealers, as well as my in-depth interview with a top eCommerce Directors about this change.



Cliff…

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Added by Joe Webb on August 22, 2013 at 11:55am — No Comments

Every Dealership Needs a Hans Gruber

Buy-in. Utilization. Execution. Process. Training. Accountability. Management. These are all things that dealerships require to function in today’s competitive marketplace. And yet, on far too many dealership lots, those being tasked to execute their job’s duties are turning a blind eye to them. Your dealership needs a Hans Gruber.



It is commonplace for salespeople to push back or simply choose …

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Added by Joe Webb on July 20, 2013 at 12:26pm — 1 Comment

Just Say No...

Who owns the customers?  Where do your employees work?  Are prospects even being called back?  Some dealers don’t know.  All because we allow some of our sales team members to do it their way.  You’re feeding into their problem. 

 

I’m asking you to ‘Just Say No’ to…

1)   Letting salespeople use their own personal email addresses when responding back to customers.

2)   Allowing salespeople to make all of their (so-called) follow-up calls to happen from their…

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Added by Joe Webb on March 25, 2013 at 9:24am — 10 Comments

“NCM Wants to Know: Are You Interested in Buy Here Pay Here?”

dealers are making good profits in BHPH

You keep hearing that dealers are making good profits in Buy Here Pay Here. You have decided that you would like to pursue the business. What is your next step? After all you may have been in the car business for years. You understand buying and selling cars. You know how to run a compliant Finance Department and a profitable shop. Isn’t BHPH or LHPH just other ways of financing cars?

The answer is not as simple as it might seem. A BHPH or LHPH operation takes…

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Added by Gene Daughtry Dealers411.net on February 19, 2013 at 3:56pm — No Comments

PCG Spotlight Awards Recognize Most Exciting Products at the 2013 NADA Convention

February 18, 2013 (Eatontown, NJ) – PCG Consulting announced today the six winners of the 2013 PCG Spotlight awards. The PCG Spotlight Award recognizes the most exciting products at the automotive industry’s largest trade show, the National Auto Dealers Association (NADA) Convention. This year, the convention was held in Orlando, February 8-11th with over 600 companies exhibiting and over 2,000 products on display.…

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Added by Mandy Saffer on February 18, 2013 at 12:00pm — No Comments

Training and Attitude Are the Keys

Training and Attitude Are the Keys to a Smoothly-Run BHPH Operation

Teamwork Do you enjoy what you do each work day? Maybe I’m a little “off,” but I enjoy the craziness of a very busy day. You know—the days where so many folks are on the lot it reminds you of a county fair. Everybody’s phones are ringing almost nonstop. There is a line at the payment window. Inside your showroom, the employees and…

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Added by Gene Daughtry Dealers411.net on January 29, 2013 at 3:00pm — No Comments

For the Good of the Store

What is for the good of the store is sometimes an unpopular choice for the employees. It requires them to do more than what they are currently doing.  It asks them to solve problems, take initiative, and complete more tasks.  It is very common that salespeople will care more about what is “in it for them” than what is in the best interest of the dealership.  At no point should a salesperson’s unwillingness to execute tasks supersede what is in the best interest of…

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Added by Joe Webb on January 25, 2013 at 3:00pm — 9 Comments

The Social Media Consultant Whose Clients Can't Even Log In To Facebook

"Our clients genuinely don't know what the hell I am or what I can do to help them."

I've been working for the past few years as a social media consultant. In some ways it's sort of a fake, made-up job because what we offer and do is always changing. And also, because the whole area of social media is so new, our…

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Added by MANNY LUNA on January 25, 2013 at 5:00am — No Comments

How To Handle the I'll Think It Over Objection ~ "Learn the art and science of the most common objection in automotive sales"

Go to http://www.tewart.com to receive Mark's Enews FREE and 1st chapter of his book for FREE. 

Follow Mark at: …

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Added by MANNY LUNA on December 17, 2012 at 11:50am — No Comments

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