It was in late 1987, and I was conducting an in-dealership workshop focused on Financial and Operational Planning and Controls. I was describing an F&I process that I had recommended to increase service contract penetration, when the general manager said, “We used to do that.” In response to his statement, I asked, “Did it work?” “Absolutely,” he answered. I was tempted to say, “Then why did you stop doing it?”, but I was new to the consulting business and didn’t want to risk offending…

Lessons the Automotive Industry can learn from the 2016-17 NBA’s MVP - Russell Westbrook

By: Alan Ram

http://www.InternetSales20Group.com Call 856-546-2440 and speak to Joe Argento or Billy Vamvakidis for details.

3 Scholarships Available For The Upcoming Internet Sales 20 Group 3- Day Training Conference In Philly July 10th - 12th …

Express Service is a way to build growth in your service departments numbers and profits. This is a big need today as so many of our customers end up going to secondary maintenance facilities for this work. This is draining much of the customer base that once relied on us for taking care of their vehicles. To quote Author and Marketing Expert Seth Godin: He said, “There is no shortage of remarkable ideas, what’s missing is the will to execute them.”

The independent franchises…

Industry experts tell us that car buyers go to 1.6 dealerships to buy a vehicle.

From the Women-Drivers.com 2017 US Women’s Car Dealership Report, we find that number to be true for half of women car buyers. The other half report a very different answer altogether. An amazing forty-six percent of women car buyers are going to twice the industry average, or 3.2 dealer visits.

Which begs a few…

A worthy journey requires multiple means of transportation to arrive at the desired destination. This belief keeps me from the shadow of failure within the proverbial dead end. It’s that place in the road that requires a shift in one’s travels.

When looking at my resume the one key component that continually presents itself is my desire to grow a business and strengthen a community…

By Dennis McGinn from AutoSuccess

​Lots of folks suit up to look the part. Unless the general manager of your dealership looks the part and plays that role hard, though, with passion and an enduring commitment to excellence, your dealership will not be great.

GMs fill big shoes. They cover a lot of acreage in their…

Which do you have on your staff?

Every department has its standouts and its under-achievers, but have you ever considered what makes them so different? Both work in the same environment, with the same guests, and the same pay plan; but their productions levels and customer satisfaction scores are worlds apart.

We might assume our top-performers simply…

For service managers, I have found that Thursday is a good day to do a trial close as you get ready for the end of the week. By Thursday you know pretty well where you stand and if you discover problems, you still have two days to get them cleaned up.



A trial close starts with closing every Repair Order (RO) that can possibly be closed. Since many dealerships…

Find the sweet spot between the two to make your dealership as profitable as possible, and retain/cultivate the best sales talent.…

Click photo to play video.

Joe: It’s a pleasure to welcome to CBT news for the first time, Sally Whitesell, founder and CEO of SW Service Solutions. Sally, thank you for taking time with us today.

Sally: Well thank you for having me, it’s a pleasure.…

Sixty-two percent of women report that they return to the dealerships where they first purchased their vehicles to then have them serviced. This highlights the potential to grow value among this critical market segment.

Changing family dynamics have put women squarely in the driver’s seat with an estimated one-half of all cars sold being purchased by women who are then directly responsible for decisions involving vehicle maintenance and service appointment scheduling.

This…

It seems that anybody who is anybody in the training sphere has an online platform. Because of this, it is important for you to understand exactly what you’re getting and what you’re looking for from any trainer or training program. Dealers call companies like NCM and mine, every day, to ask for training, and some will make it a point to specifically ask for live training. What they want is for someone to come in and talk to their people, for several hours a day, for a few days, explaining…