Among the many activities I complete in advance of a dealer consulting visit is a thorough analysis of their online reputation, as this can often help define much of the visit’s focus. During one such analysis this week, I discovered the following for an upcoming dealer visit (numbers have been estimated to protect the dealer’s identity):

• Google –…

I recently had the pleasure to work with a very innovative dealer who implemented the concept of “dealer currency” in his dealership with great success. Dealer currency allows you to eliminate cash discounts on sales (in both Variable & Fixed Ops) by instead issuing a form of “dealer dollars,” redeemable anywhere in the dealership for the future purchase of parts,…

An interesting article published in the Harvard Business Review by a Harvard professor makes some claims that many would argue against. Senior Lecturer, Frank Cespedes, argues that social media doesn’t affect the bottom line for companies and, due to that, is a waste of time. 

Perhaps the most compelling reason for his conclusion is that the available metrics focus mainly on “likes,…

If you look close enough to this picture:

you will see my name “SANSONE” etched into my new Cutco Cutlery set. What’s amazing to me is that I didn’t think I needed a new set of knives, I certainly didn’t have any difficulty cutting my last steak.

So why do I own them ???? Because Cutco is smart enough…

Half the money I spend on advertising is wasted; the trouble is I don't know which half.   –  John Wanamaker 

You all know how expensive advertising can be. Dealerships spend thousands of dollars every month on newspaper, radio, TV, billboards, SEM & SEO, web based ads, signage, etc. All of this is designed…

Over the past 20 years we have asked less and less of our salespeople. They don't handle phone calls,they don't handle internet leads,they don't network or prospect for new business and in some cases they don't even deliver the cars they have sold.

I feel the main reason for this is that the high salesman's turnover have left us with, at best nice greeters. We all know the old adege "you get what you pay for". A quality person who wants to try automobile sales leaves because he…

This is an important question because, we see individuals and companies asking for referrals all the time, from the gym to the hair salon; “refer and receive blah, blah, blah.” And to be honest, it simply does not motivate me. When you think about it, receiving a referral fee is typically not the first thing that comes to mind. I’m not saying ditch the “bird-dog”, I am just saying let’s dig a little deeper.

I don’t know anyone that makes a referral based on financial reward alone.…

http://www.internetsales20group.com

http://www.automotiveinternetsales20group.com

Dealer Principal, Paul Sansone Jr. Will Be a Speaker At The Internet Sales 20 Group in October 23-25

To sign up, goto…

Finding, Connecting and Building Win-Win Relationships

Networking is the cultivating of positive, give-take relationships between two or more people that are beneficial to one another. In the past you had to set aside specific time with which you could network with a group of people,…