In the automotive business, we expect there to be critics. We understand that there are detractors to our business. No one understands the value of “the voice of the customer” better than an automotive dealer. In fact, there’s been a whole business built around “relationship management” specifically for the…

Collaboration not confrontation

The day starts with an offer that’s hundreds below cost with a trade in that’s thousands away from its actual cash value.  The salesperson spent hours from the initial greeting to the vehicle selection process only to have their bubble busted by a ridiculous offer.…

It can be a challenge to keeping track of every visit, contract in transit, trade appraisal and every follow up call due. While technology improves…

Blood drips red from the wounded vest

Bullets richochet by and time slows down

The air thickens as breath escapes his chest

The senses grow weary with every sound

 …

J.D. Power and Associates and the National Automotive Dealers Association estimate that almost 10% of all dealerships have converted to one-price selling over the past three years.

It is apparent that our industry is under a major restructuring phase and serious consideration needs to be applied in…

Teaching the “7 Habits” to a 4th grader? Yep, you bet! It’s not only about the progression of knowledge, but rather the integration and formation of a belief system.

It’s not just your ordinary curriculum and not just an ordinary school. Instead of sitting down for a…

In today’s economic environment the division between success and failure is as clear as it’s ever been. Having the right people, processes and products are essential for a dealership to be competitive. Being a single-point, family-owned business is no longer a unique proposition for consumers in…

After attending a very detailed week long training event, a group of new salespeople were starting their first day on the sales floor. They were full of energy, enthusiasm and excitement. The product is new, the environment is new and they’re filled with possibilities.…

Transparency is supposed to cure the excess profit that dealerships make on selling a “commodity”. We’re discussing a platform that promises “upfront pricing” as the “new world order” but cautions “its arrival heralds a bona fide tipping point in automotive retailing”. Transparency offers the customers an “upfront pricing” that is “non-negotiable in an environment defined by net margin compression”

Some say, we don’t want transparency suggesting instead that we prefer deceit and…

So here you are,…

“Spread right, Trips Z-pass 90, X-36, 99 Max protections, Z-option…on two.”

Imagine the complexity of sitting in one of the huddles with of one of the top Quarterbacks in the country.  Imagine trying to decipher the pass route, protection and coverage for an option route.  Now, imagine doing all…

Guidance comes to us in all forms of inspiring moments. We can be inspired by a loss that produces an epiphany and clarity.  Sometimes that inspiration comes under the auspices of adversity. These select snippets in time are what define us as individuals and professionals. 

Elite professionals…

The secret paths on the journey to sales success do not exist.  There are no hidden doorways that inherently lead to a pool of wealth.  The trek requires tenacity, perseverance and commitment and is no place for the weak spirited. The route is littered with mediocre, unfulfilled promise…

How do we get our people, the culture, aligned with the strategies so that everyone is committed to the strategy?  How do we unleash the creativity, resourcefulness, talent, and energy of our team to come together? 

Momentum can carry a team through the most challenging times.  If the foundation is void of fundamental leadership skills, the team can decelerate quickly at the first…

Throughout the day think about how many times an outside influence has attempted to stop your momentum?  One can’t even turn on a radio station without enabler’s who are intent on imposing their agenda; spew their negativity.  Can’t even buy a box of Cap’n Crunch cereal without being harassed by…

The struggle for a competitive edge requires skill enhancement.  The techniques of yesterday are no longer acceptable tools.  Knowledge of products, technology and problem solving all take on new meaning while working with today’s customer.

Customers no longer accept mediocre…

Take a stroll through any search engine for a new car and see what you find.  There is an array of results varying from the pay per click to the simple organic search.  The generic search would show vehicle postings, dealership reviews, website links and video links.

The average consumer is inundated with information pertaining to their search.  Dealerships are plagued by a multitude of links that provide information unfortunately, not all the information is accurate.  Nevertheless,…