When we are no longer able to change a situation, we are challenged to change ourselves – Viktor Frankl
The news is full of major disruptors; if you follow the headlines you might think that a world filled with autonomous vehicles is imminent (it isn't), or that new owner and retail models will soon put dealers out of business (they…
ContinueAdded by Scot Eisenfelder on December 14, 2018 at 10:20am — No Comments
Added by Richard Keeney on September 27, 2018 at 3:55pm — No Comments
Do you know your customers’ lifetime value (CLV)? CLV defines the monetary value of your customer relationship by how much gross profit they have generated for your dealership.
If you divide your customer database into quintiles, you’ll discover that the top 20 percent is responsible for 79 percent of your gross profits, while the bottom 20 percent are net…
ContinueAdded by Scot Eisenfelder on September 7, 2018 at 10:06am — No Comments
Added by Richard Keeney on June 22, 2018 at 5:00pm — No Comments
Added by Josh Blick on September 29, 2017 at 9:35am — No Comments
In the past, customers were willing to bring their vehicle into a service department and wait patiently. However, with the rise of convenience and the promise of speed in the form of express independent chains such as Jiffy Lube, regular service customers began forsaking the dealership and started defecting to these chains. Manufacturers took notice and started initiatives…
ContinueAdded by Tom Cannata on August 29, 2016 at 10:08am — No Comments
There’s little doubt that the experience provided by auto dealerships in the past has jaded consumers into a stereotype and perception that isn’t necessarily accurate any longer, yet continues to persist. Because of this perception, companies such as Beepi, Carvana and more are creeping into the automotive space and threatening to snatch sales away from dealerships. (how? by…
ContinueAdded by Joe Orr on December 9, 2015 at 9:44am — No Comments
NEWSFLASH: Consumers are tired of wasting 3-5 hours of their lives buying a car.
The average prospect today has done more than 19 hours of research before they ever set foot on your lot; so they know what they want to buy, they just don’t want to spend an entire day buying it from you.
Recognizing the need for speed, some dealerships have done a decent job of abbreviating their Road to the Sale for many customers: getting them from the Meet & Greet through the…
ContinueAdded by Steve Stauning on July 26, 2015 at 5:30pm — No Comments
https://www.youtube.com/watch?v=4t9b3VAm_pQ
The biggest problem(s) with sales training is the lack of it being implemented in the store. Managers think they don't need it and consequently it is not supported. The video above is evidence of this problem.
Another BIG problem is that the trainer's attempt to pack too much into their programs. The goal of training from the perspective of dealers and GM's is that…
ContinueAdded by Mike Stoner on November 9, 2014 at 9:00pm — No Comments
Well its been a long delay in the series but here is the next installation, Working the Deal...
I honestly hesitate to even include this in the series as often it will clash directly with the process that sales managers want to follow when desking deals. However, the whole point of this series is to address those management teams that actually do hate internet sales and see it as a bottomless h*** of red ink. If you do fall into a category that this rubs the wrong way, I…
ContinueAdded by Danny Maynor on June 30, 2014 at 9:00am — No Comments
It's always a pleasure to write a post about Success and we have some Great News! Rountree GM/Nissan in Florida hit the 200K Club! Congratulations to the entire Team!
In this picture from l-r Tom Dallett Fixed Operations Specialist, Dan Shelly General Manager, Donnie Rosbury Service Manager and Gary Halter Parts Manager.…
Added by Leonard Buchholz on May 29, 2014 at 4:44pm — No Comments
Here is a simple way to make more every month.
It's called the "6 Steps to Happy Bank Deposits" and it goes like this.
1st, write down what you make per month…
ContinueAdded by Leonard Buchholz on February 5, 2014 at 10:46am — No Comments
Do it on Purpose!!
Another part of relatedness and trust is the signals you send out about your
similarities (trustworthiness). This is real documented stuff. Pick up any book on
NLP (Neuro Linguistic Programming). You can get even better relatedness
through matching the clients’ breathing, posture and speech tempo. You can
listen for cues about how they get information, which will ensure that yours goes
“in.” For instance when they are a slow talker and use a…
Added by jeff sterns on November 30, 2013 at 2:25pm — No Comments
Get Relatedness
Finding connected-ness through sameness.
This step overlaps Steps 1 through infinity. One thing that frustrates me more
than just about anything when coaching a salesperson is this: We’ll be into the
deal and something is going wrong. The customer all of the sudden wants to bolt
just before or a few minutes after we serve figures. I ask where the client is and
get, “Oh she left already.” The first thing I’ll do is to ask about how the…
Added by jeff sterns on November 18, 2013 at 8:37pm — No Comments
STEP 1)
Generate a Client
When I started selling at a little mulch lot after school, I read everything I could get my
hands on. One of the first books I picked up was Joe Girard’s “How To Sell Anything To
Anybody.” Boy was I excited! I was 17 and I was going to somehow magically be able to
select any object, pick out a random person and sell it to them! Well, although there were
some good philosophical points in the book, unfortunately I didn’t ever get the…
Added by jeff sterns on November 9, 2013 at 10:16pm — No Comments
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…
ContinueAdded by jeff sterns on November 2, 2013 at 6:00pm — No Comments
Increase Gross Profit, Increase Net Profit, Control Expenses, Increase Sales.
Chances are you have been living those four financial principles since you became the owner or GM. And if you are a service manager reading this, you have been the willing champion of the preceding 4 financial cornerstones to dealership success.
How does it make you…
ContinueAdded by Leonard Buchholz on September 3, 2013 at 4:14pm — No Comments
Resignation Letter
To: Dealer Principal
From: Fixed Operations Net Profit
Reference: Fixed Operations Gross Profit Resignation Letter
Dear Dealer Principal,
It has come to my attention that Fixed Ops Gross Profit has resigned effective immediately. Without the continued support of Gross Profit I cannot continue to be effective in the performance of my duties while adding funds to your Profitability. (not to mention your bank…
ContinueAdded by Leonard Buchholz on August 22, 2013 at 12:26pm — No Comments
Resignation Letter
Date: Effective Immediately
From: Fixed Operations Gross Profit
To: Dealer Principal
Dear Dealer Principal,
It is with great regret that I must submit this letter of resignation effective immediately.
Although we have worked together over the past few years I don’t feel I can contribute to your bottom line anymore. It has been a great experience and I wish you and all of your dealership team the best.
I am quite…
ContinueAdded by Leonard Buchholz on August 21, 2013 at 11:31am — 9 Comments
According to Rand Fishkin, Founder and CEO of SEOmoz.org, *there is an increase in blog readership as of late but a dramatic decrease in the amount of people blogging. This sets the stage for a powerful…
ContinueAdded by Michael Cirillo on January 6, 2013 at 1:30am — 2 Comments
2024
2023
2022
2021
2020
2019
2018
2017
2016
2015
2014
2013
2012
2011
2010
1999
© 2024 Created by DealerELITE. Powered by