The sheer volume of leads many dealerships receive can be overwhelming. And, not only do they have to respond (hopefully quickly) to any new leads, they are also expected to follow up with those leads with a “buy or die” mentality. I can guarantee you that whoever is responsible for following up with leads can quickly be overwhelmed by their to-do list in the…
ContinueAdded by Brett Sutherlin on September 19, 2018 at 10:07am — No Comments
We are in a new era; one in which dealers make most of their money on the service side and not in new vehicle sales. Yet, as an industry we still spend far more money marketing the sales side of the business, and on conquest marketing, than we do on service marketing and customer retention.
Some dealers justify this by saying that sales drives service…
ContinueAdded by Scot Eisenfelder on May 23, 2018 at 9:51am — No Comments
Knowing all the facts about a buyer makes a desk manager's job much more effective. A more successful outcome can be engineered from discovering the customer's motivations, desires, and if there is much competition for a particular deal. Having your sales team implement the Customer Assistance Sheet in a comfortable and consistent way every time they speak with a…
ContinueAdded by Richard Keeney on April 28, 2017 at 4:37pm — No Comments
At the NCM Institute Center for Automotive Retail Excellence, the training that we provide in our Service Management courses focuses primarily on strategies and tactics. However, we have discovered that the effective execution of the strategies that we teach is most often hampered by an important missing ingredient:…
ContinueAdded by Garry House on January 24, 2013 at 3:00pm — 2 Comments
I have the honor and privilege of traveling this great country of ours and working with all types of BHPH dealers on a consulting, training, and 20 Group basis. I am a firm believer that we learn more from our mistakes than our successes. When I first started to put this article together, I made a list of the most prominent mistakes I see BHPH dealers make. Problem was, the list was about 1,001 mistakes long. Most if not all of which I had made as a dealer myself.
After looking over…
ContinueAdded by Garry House on December 19, 2012 at 9:30am — 4 Comments
Today I'm pleased to introduce Rebecca Chernek of Chernek Consulting (CCI) as NCMi’s newest Up To Speed Guest Expert. Rebecca specializes in Finance & Insurance training to Automotive, RV, Powersport and Marine dealers nationwide. With an impressive automotive retail background spanning over 25+ years, Rebecca has hands-on, proven experience in automotive retail including sales, director of finance and general management. She… |
Added by Garry House on November 6, 2012 at 9:29am — 1 Comment
The original article I had scheduled for today is titled, Tactics for Improving Employee Productivity. But as I was putting the finishing touches on the content, I said to myself, “Self, you’ve skipped an important step! You shouldn’t be presenting tactics until you’re sure that your readers understand the differences between strategies and tactics.”
It’s my understanding that “strategy” is derived from the ancient Greek word,…
ContinueAdded by Garry House on October 11, 2012 at 11:30am — 3 Comments
A sound Internet/BDC operation is a key component of every successful automotive dealership. The question is, what makes a sound Internet/BDC operation? When the NCM Institute decided to sponsor a dealership Internet/BDC training program earlier this year, we decided upon one of the recognized e-Commerce experts in the retail automotive industry,…
ContinueAdded by Garry House on October 2, 2012 at 1:45pm — No Comments
Early in my retail automotive management career (back in the late 1960’s), I was fortunate to meet a renowned sales and management trainer. His name was Clint McGhee, and his training disciplines and materials provided the foundation of sales success, not only for my dealership, but for many others as well. Following is one of Clint’s mantras, with which I may have taken a little editorial freedom:
“Avail yourself of every training opportunity.…
ContinueAdded by Garry House on September 27, 2012 at 12:30pm — No Comments
Having looked back over nearly two decades of automotive advertising from newspapers to niche auto and RV magazines, I find it interesting that nothing has changed. The methodology and strategy has had no improvements which begs to ask: are the results getting any better or are they continuing to diminish?
One of…
ContinueAdded by Michael Cirillo on August 6, 2012 at 1:46am — 6 Comments
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