February 2016 Blog Posts (84)


Trigger leads are an effective way to capture in-market car buyers who may have been turned down for financing at another…


Added by Ben Misra on February 29, 2016 at 12:00pm — No Comments

Playing 'hide the salami' with your live chat will kill car deals

It’s one thing to try to view the auto industry through the eyes of a consumer when you work for a dealership.  It’s quite another to attempt to view it as a vendor. But…


Added by Big Tom LaPointe on February 28, 2016 at 9:33pm — 16 Comments

Compliance vs. Ethics: The Lines are Getting Blurry in the Car Business

Ethics and compliance are different from each other, but both are vitally important to the long-term success of dealerships and automotive professionals. Often the terms “unethical” and “illegal” are used interchangeably. Ethics is personal - it means the process of discerning what the correct action is. Law is impersonal and requires no discernment, just compliance. Ethics…


Added by Jim Radogna on February 26, 2016 at 9:00pm — 5 Comments

Your Ad Space is Disappearing

Make These Changes to Stay on Top of the Google Search Page

On Feb. 19, Google changed the look of their search page, decreasing the number of available advertising spots.

This week on Hard Facts, learn which ad spots are completely removed, which positions have changed, and the algorithm Google will now use to determine your ad’s position. See how this change can actually help you sell more cars for less money instead of running your…


Added by Paul Potratz on February 26, 2016 at 2:14pm — No Comments

Herd Your Way to More Sales

How many times have you been driving to someplace new in your vehicle – say to a concert – and, as you get closer, you end up following the large group of cars, as you assume they are going to the concert too, and that they know where they’re going?

This phenomenon is called the “herd mentality” and is very common in the animal world. Think of the behavior of…


Added by Paul Moran on February 26, 2016 at 8:21am — No Comments

Raise Your Hand if You've Ever Done This While on a Conference Call

Checked emails. Scrolled through your Facebook feed. Ate breakfast. Read news headlines. Took a nap. Paid bills. Played a video game. Filed your nails.


Now, raise your other hand if you have ever done any of these things while viewing an online webinar presentation.


If you have, you're not alone. Being absent while present--or present while…


Added by Erik Nachbahr, CISSP on February 25, 2016 at 6:48pm — No Comments

This Week in Social Media

News for the Week of 2.25 

Facebook Reactions Are Here!

Facebook has been telling us about this enhancement, and now it’s finally here. Rather than simply clicking the little thumbs-up to like a post, users have 6 emoji options to help them express their…


Added by Joseph Little on February 25, 2016 at 5:09pm — No Comments

An Undercover Service Department Story

In the world of the automotive industry, we are always being evaluated. Whether it’s through customer or manufacturer surveys, this feedback is incredibly valuable and, in some cases, affects dealership revenue.


Just like everyone, I patronize dealerships for my vehicle service. I was concerned because my new vehicle with 16000 miles on it had some noises…


Added by Dan Beres on February 25, 2016 at 10:00am — 5 Comments

Is It Worth Investing in Dealership CRM Software

The simple answer to this question is:  It depends on how much you value your Customers.

Over the last 20 years the automotive sales process has changed dramatically due to advanced technologies and the internet.  In the past, maintaining contact with Customers relied primarily…


Added by David Lewis on February 25, 2016 at 8:38am — 1 Comment

A Primer on Video E-Mail Response

So, you’ve decided that you want to send video responses to internet leads, but you don’t quite know where to begin. Well, first, congratulations! You have made an excellent decision that will engage more of your customers, build rapport faster and elicit increased responses. Now to the nuts and bolts of how best to do this:


Technology – The simplest…


Added by Timmy D. James on February 25, 2016 at 8:33am — 3 Comments

Are you meeting your obligation?

Everyone wants to have their fixed operations making great profits, retaining customers, and having incredible customer experiences. So why doesn’t it happen? What can we change to improve our service for our customers? Click the link below for a short video from me. This video will provide the culture required to maximize your dealerships fixed operations. Have a fantastic day and enjoy the clip!…


Added by Rob Gehring on February 24, 2016 at 1:00pm — No Comments

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

J.R. Batchelor 
(913) 439-9947

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

Training automotive dealership on the effective use of incoming and outgoing sales calls and the importance of follow up with incoming automotive dealership Internet leads.

Added by J.R. Batchelor on February 24, 2016 at 12:41pm — No Comments

Is Your Relationship with Women Customers like a Yo-Yo?

This week we are having a look at relationships with women customers. Traditionally, after women buy their car, they come into your store for mandatory service visits or for a recall. It's a bit like a Yo-Yo effect. What do more meaningful and ongoing interactions with women look like? A dealership might offer free car washes or birthday oil changes? What about a “happy anniversary this-is-the-day-you-bought-your-car-here-and-we-appreciate-you” tire rotation? These are opportunities to build…


Added by Anne Fleming on February 24, 2016 at 12:39pm — No Comments

Top 10 Sales Optimization Strategies

Just like a prized fighter who prepares for the next match, an athlete who prepares for years to compete in the international Olympics, or a war-fighter who is continually trained for various geographic missions throughout the globe, your sales team must continue to improve and refocus on the markets and customer base. This requires that the team conducts opportunity identification, develop needs and solutions, establish the value, proof and control of sales cycles, selection and…


Added by Kevin Lee on February 24, 2016 at 11:03am — No Comments

Strobe Lights And Flash Light Emergency Warning System Redefined

Both the strobe lights and flashing lights have their usage in emergency warning systems and at places they can also be used together to serve the purpose. However, for many, strobe lights and flashing lights are not at all different, because they often create a similar type of visual effect and they might even look similar. However, when you take a close look, there is actually some vital differences between the two, though they are often used for serving similar type of purposes. This…


Added by Simon Hopes on February 24, 2016 at 9:14am — No Comments

Is Your Company Disconnected?

In business, just as is the case for any living being, all parts need to be functioning to operate at optimal efficiency. If your right leg wanted to go forward and your left leg wanted to go backwards, you probably wouldn’t make much progress walking. The same principle applies to the health, well-being and efficiency of any business. Have you ever tried to use a coupon or…


Added by sara callahan on February 24, 2016 at 9:00am — No Comments

Sub-Compact Car and Full-Size Pickup Experience Some Softness


Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the…


Added by Black Book on February 23, 2016 at 2:51pm — No Comments


Swapalease.com, the nation’s largest car lease marketplace, reports car lease credit approvals began 2016 lower than what they had shown during the last two quarters of 2015, but also showed a marked improvement from the December dip. January auto lease credit approvals finished at 63.6%, higher than the December mark of 54.5% when the year finished on a down note.


Sales in the…


Added by John Sternal on February 23, 2016 at 2:50pm — No Comments

How to Update Your Service Department Area and Why It Matters

Promoting an exciting and informative environment for your Service Customers is a must for modern customers. Today’s service customers have high expectations when they come to your dealership.  Besides the quality of care they anticipate and demand, the service area itself must be clean, up-to-date and inviting from the moment customers…


Added by David Lewis on February 23, 2016 at 9:44am — No Comments

Win Customer Loyalty One Customer at a Time

In today’s environment, consumers demand more personal attention and expect tangible appreciation for their business. Loyalty programs, great customer experiences and expedient solutions to problems are no longer luxuries, but expectations.


Every loyal customer seems to have a different reason for why they’ve chosen to be loyal. Perhaps one had a memorable…


Added by Mike Gorun on February 23, 2016 at 9:03am — No Comments

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