You've decided to go outside your dealership to get something handled. After a lot of thought, you realized it would be better to spend money with the right experts and handle things once, than to save money on paper and take your people away from what they do best for you. Many times that's exactly what you should do. But how do you know you have the right company for what you really need?
To help you see how to rate a company or service, I will be using…
ContinueAdded by John Fuhrman on July 10, 2012 at 2:03pm — No Comments
Disclaimer: I must preface this by saying it not intended to make any enemies or friends. This is not meant to hurt anyone’s business, call out how they perform for their clients, highlight weaknesses or put stock in one product over another. This was nothing more than a simple experiment.
I was out to dinner with my wife recently when I ran into an old college acquaintance. Very quickly I discovered that she works in our industry for a startup website provider. I tell her…
ContinueAdded by Joe Webb on July 3, 2012 at 9:51am — No Comments
That question often depends on who you ask. Salespeople will talk about the dealer up the street or across town who is absolutely giving the cars away. F&I will talk about lenders who seem to favor other dealers and cost them deals. Managers will discuss factory incentives, advertising, and the like. But is that what we're really up against?
After 33 years in the business and over 15,000 salespeople and managers trained, I think there's more to competition than we…
Added by John Fuhrman on June 28, 2012 at 10:30pm — 3 Comments
Added by Sean V. Bradley on June 26, 2012 at 8:34pm — No Comments
A traveling salesman had come to the end of a long day and was very hungry. He had not made many sales and was feeling a little frustrated with his results. He decided to stop and get something to eat and mull over his next step.
He stopped in town, parked on Main Street and looked around. He found two restaurants side by side. Above each there was a sign.
The one on the left said “Food, more…
ContinueAdded by Leonard Buchholz on June 25, 2012 at 1:29pm — 8 Comments
January 1979 I sold my first car at a small dealership in North Jersey. Since then, a lot has happened. I've personally trained over 15,000 sales professionals, written 10 books, spoken literally around the world, and now work with top dealers to fill their sales needs. I have seen and participated in three "worst ever" downturns in our industry. Each has taught me lessons on how to deal with the struggles and what to improve on as business gets better. There was one lesson…
ContinueAdded by John Fuhrman on June 19, 2012 at 11:31am — No Comments
That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!
ATTITUDE, SKILL SET and KNOWLEDGE!
A strong Attitude will get you through the day even though you may feel like giving up. Attitude smooths out the ups and…
ContinueAdded by Leonard Buchholz on June 19, 2012 at 10:59am — No Comments
All this technology is becoming very popular around and among dealers. Sales people can pull up apps and show customers all the details about a particular car in stock. Customers can shop and research before they get to the dealership, and an Internet staff can track web visits and initiate contact with potential customers. All at the speed of light.
Thanks to the innovation of Steve Jobs and Apple, we can "i-anything" we want. But there is one important ingredient to…
ContinueAdded by John Fuhrman on June 6, 2012 at 10:30pm — No Comments
Every Coaching session can be effective if you follow certain steps to improve your chances of a Successful outcome.
There is one word that is critical in determining the outcomes. That word is "Specific." There is an old saying that goes like this. "The more specific you are the better your results" and…
ContinueAdded by Leonard Buchholz on June 6, 2012 at 8:57am — No Comments
Added by Leonard Buchholz on June 3, 2012 at 10:39am — 3 Comments
“The difference between genius and insanity is paper-thin.” Old Japanese proverb.
There is an inherent truth in that statement. How many times have you said to yourself “That’s crazy!” about something someone did only to find out…
ContinueAdded by Leonard Buchholz on June 1, 2012 at 11:12am — No Comments
Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US. It just shows that having the right programs, the best managers and top sales people, will make great things happen. We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.
When we first came to Addy's they had 8 sales people and were doing average numbers. Rod Ricciardi had just become the GM and brought with him a…
Added by John Fuhrman on May 31, 2012 at 10:05am — 2 Comments
Training a new team of managers can be a daunting task. Get it right and you set your organization up for success for years to come. Do it incorrectly and you have burdened your company with extra costs and stress. My goal here is to help offer a view of a training program I am currently undertaking in order that you have a framework to aid you in the future.
I will be sharing parts of the …
ContinueAdded by Glenn Pasch on May 30, 2012 at 4:57pm — No Comments
We hear many things in Service.
Stand on any Service Drive on any given day and you will hear Customers describe all kinds of noises related their vehicles. The variety of sounds people make describing their …
ContinueAdded by Leonard Buchholz on May 30, 2012 at 10:24am — No Comments
Added by Sean V. Bradley on May 25, 2012 at 6:53pm — No Comments
Step #1
A 3 year old has around 900 words in his vocabulary; over the next 15+ years a child’s word bank will explode to an average capacity of 20,000 words. As a parent, it would be impossible to teach your toddler everything you have learned in life in 7 short days, yet dealerships are guilty of cramming thousands of hours of experiential knowledge into a week long boot…
ContinueAdded by Marsh Buice on May 24, 2012 at 12:00pm — 9 Comments
Have you ever blown up a balloon and then just let it go and listen to the sound it makes? If you have children or a crazy Uncle Lenny, chances are you've heard this noise before. It is so distinctive that once you've heard it, you are not likely to forget it the rest of your life.
I've heard this same noise in my head many times in the service drive right after an Advisor says something he or she shouldn't have. In our business there are many things that must happen to make sure that…
ContinueAdded by Leonard Buchholz on May 23, 2012 at 6:30pm — 1 Comment
If Support…
Added by Joe Webb on May 23, 2012 at 11:45am — No Comments
In the February 28, 2012, issue of Up to Speed, I discussed the changing role of used vehicle managementand the overwhelming number of responsibilities that have become part of that function today. Although dealership managers must be accountable for all of the 30 regular responsibilities mentioned in that…
ContinueAdded by Garry House on May 22, 2012 at 4:44pm — No Comments
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