Do you really know your business? To know your business you must know all the operating metrics as well the core of your business model. Business is part art and part science. Knowing the science part makes the art much easier. Many dealers are still operating under an outdated business model that can no longer be supported in any economy, especially the current economic conditions. The only way to change the outdated model is to ask more questions, better questions, measure everything…
ContinueAdded by Mark Tewart on August 22, 2013 at 2:39pm — 10 Comments
In a recent article by our very own Praveen Tamvada, the pros and cons of the various mobile tablets are examined; and we give some tips on how you can determine which one may work best in your service department. Android vs. Windows vs. iPad? Your favorite may not necessarily be the best fit for your fixed ops needs.
We also explain how the tablets should integrate with your DMS and give some advice on how to design your service lane to get the most out of your…
ContinueAdded by Mike Esposito on August 20, 2013 at 2:44pm — No Comments
All sales people need to have a monthly sales goal for themselves. They also need to know how they arrived at that specific goal. Many times, these goals are based upon their past sales performance, but past results may not be indicative of performance.
You can increase your sales by 25 percent or more. Identify what causes mental barriers that produce limited results and how to overcome them. Many barriers are caused by conditioning, circumstance and emotions. Many people…
ContinueAdded by Mark Tewart on August 20, 2013 at 1:37pm — 1 Comment
There are only five ways to increase the bottom line of a business: Sell more vehicles, practice price elasticity (get more gross profit per sale), create more repeat customers, increase the speed of the buying cycle for your current customers, and create continuity programs by getting the customer to continually do business with you (service, add-on selling etc.). Although all are important, one can be obtained instantly and with a huge impact - price elasticity and the ability to increase…
ContinueAdded by Mark Tewart on August 16, 2013 at 1:46pm — No Comments
I couldn’t help but notice all the doom and gloom in several blog posts, especially in regards to Starbucks closing 600 stores. Yes, the economy is tough, but the most important economy is between your ears. If you keep reading about the bad economy and you keep telling everyone how bad it is, you’re allowing yourself to have a bad economy and to perpetuate that it is okay to struggle. The media will do enough of that — don’t help them. Bad economies come faster and stay longer because of…
ContinueAdded by Mark Tewart on August 14, 2013 at 2:30pm — No Comments
When you strip away your bricks and mortar, Website, CRM systems, inventory and everything else, what really matters? It’s your people. The bottom line is, people make a business successful or unsuccessful.
If you are a dealer or a leader of a dealership, what are you doing to recruit, hire, train, motivate, educate and retain good and even great people? If you truly want to see what is most important to you, then all you have to do is review where you spent your time…
ContinueAdded by Mark Tewart on August 12, 2013 at 2:48pm — No Comments
A friend of mine has a saying: “The only thing keeping you from your goals is the bullcrap story you keep telling yourself.” As hard as those words are, I find them to be very true. My question for you is, what is the bullcrap story you are telling yourself about you and your business? It’s time to rewrite your story.
Everyone has built-in limitations in their brain. Everyone is conditioned through the teachings and messages we receive from parents, teachers, preachers,…
ContinueAdded by Mark Tewart on August 8, 2013 at 2:11pm — No Comments
In part one of this series of why dealerships struggle, I covered some essential tips of hiring the right team members. Nothing happens until you have the right people. In this article I wanted to elaborate on an element that always exists in struggling dealerships that must be addressed before you can hire the right team members. As simple as this is, the first element in getting the right team is the willingness to let go of bad or less than desirable team members you have…
ContinueAdded by Mark Tewart on August 6, 2013 at 1:29pm — 6 Comments
ALBANY, N.Y. – August 5th, 2013 – Auto/Mate Dealership Systems (http://www.automate.com) has launched a new website, re-designed with a modern look, more intuitive navigation and offering more educational materials for auto dealers. The new website is designed to be a resource for auto dealers looking for information related to dealership management systems (DMS), Auto/Mate company news and more.
“We want to make it as…
ContinueAdded by Mike Esposito on August 5, 2013 at 10:13am — No Comments
In what now can be considered a good selling market and what many predict will soon be a booming market, there are many dealerships underperforming and even mightily struggling. Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and training dealerships there seems to be very consistent themes for the struggles. Let’s start with common theme number one – the wrong people.
There are four…
ContinueAdded by Mark Tewart on August 2, 2013 at 1:11pm — 14 Comments
“You can’t make gross profit anymore now that we are fully in the digital age.” That is a common observation repeated everyday by frustrated salespeople and managers. The reality is, that simply is not true. Gross profit is and always will be possible if you create and practice the right elements for profit.
First of all, it is never possible to make the profit you desire without the right belief system and mindset. If you believe you cannot make…
ContinueAdded by Mark Tewart on July 31, 2013 at 2:44pm — No Comments
There is a plague spreading among car dealerships. I call this affliction “deal’itis.” In the last month, I have been in many dealerships working side by side with managers and salespeople. I began to quickly notice the results of this sickness. Those results are things such as lower sales, low closing ratios, low gross profits and low customer satisfaction.
Just like a good doctor should do, I began to look for the symptoms of this sickness and what could be causing this…
ContinueAdded by Mark Tewart on July 29, 2013 at 2:32pm — No Comments
ALBANY, N.Y. – July 29th, 2013 – Auto/Mate Dealership Systems (http://www.automate.com) announced today it is participating in General Motors’ (GM) new Dealership Technology Assistance Program (DTAP). Auto/Mate’s dealership management system (DMS) and Customer/Mate (CRM) are both certified by GM as part of the program.
“The DTAP certification ensures that dealers using our DMS will have the functionality necessary to…
ContinueAdded by Mike Esposito on July 29, 2013 at 12:22pm — No Comments
One idea to improve sales that most people don’t want to talk about is the ability to recharge your batteries. Salespeople who run on low batteries don’t perform as well as when they are charged up. Recently, I went with my family on a cruise and had a fantastic trip. We went scuba diving in Grand Turks and, during the dive, had three dolphins come up to us and play with us for most of the dive. The dive masters on the trip said it was a once in a lifetime experience to not only see the…
ContinueAdded by Mark Tewart on July 25, 2013 at 1:00pm — No Comments
I came across an article recently on LinkedIn by A.J. Jacobs, editor of Esquire magazine, in which he discussed using self-delusion as a tool to becoming more productive. He’s a published author as well and he discussed…
ContinueAdded by Richard Holland on July 25, 2013 at 8:42am — 4 Comments
In the past, it wasn’t uncommon for employees to spend their whole working lives with a single company. People would start in their late teens and many would retire without ever having worked anywhere else. However, businesses, in general, and dealerships, specifically, are experiencing less loyalty from employees today than ever before in history.…
ContinueAdded by Mike Gorun on July 23, 2013 at 8:45am — No Comments
Frequent travelers have many choices when choosing airlines. Some choose an airline for their frequent flier benefits; some for their convenient routes or frequent itineraries and some have airlines chosen for them by their companies. For many years, Delta Airlines has been at or near the bottom of almost every survey conducted regarding airline customer service. In fact,…
ContinueAdded by Mike Gorun on July 16, 2013 at 9:34am — No Comments
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Sean V. Bradley Training Internet Sales Directors On Projections & Forecasting - Automotive Sales
I had two…
Added by Sean V. Bradley on July 11, 2013 at 4:22pm — No Comments
Last post, we took a look at programming your subconscious to be the best supercomputer you’ll ever need to achieve success. This month, let’s take a look at some other ways to survive and thrive in your situation, and find the joy in your career and life.
First, you must quantify to qualify. You have to get a handle on what you are currently doing, and be honest. I have consulted with thousands of businesses over the years. I have found few, who are currently…
ContinueAdded by Mark Tewart on July 5, 2013 at 1:40pm — 2 Comments
Do you spot check your employees?
Do you spot check your customers?
If you are confused about what I am talking about then read on...
Too many times when a manager asks their people if they did something they get an answer and they take their word for it. In some cases this happens because of too much trust or…
ContinueAdded by Stan Sher on July 3, 2013 at 7:32pm — 4 Comments
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