July 2013 Blog Posts (92)

How Service Advisors KILL Customer Retention

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Added by Jeff Cowan on July 31, 2013 at 7:11pm — No Comments

Automotive Sales Training - You Can Make Gross Profit in the Digital Age

          “You can’t make gross profit anymore now that we are fully in the digital age.” That is a common observation repeated everyday by frustrated salespeople and managers. The reality is, that simply is not true. Gross profit is and always will be possible if you create and practice the right elements for profit.


          First of all, it is never possible to make the profit you desire without the right belief system and mindset. If you believe you cannot make…


Added by Mark Tewart on July 31, 2013 at 2:44pm — No Comments

Selling More Cars with Extended Warranty

The customers coming to our dealerships are more and more educated. They've read all the possible consumer reports online. That's why they're often wary about certain aspects of the car buying process. Auto warranties is probably one of the most controversial topics since many warranty providers have been caught into various scam allegations.

The biggest dilemma for a dealer is whether to sell the cars "As is," with implied warranty or with a third-party auto warranty.

From a…


Added by Arvid Linde on July 31, 2013 at 7:02am — No Comments

Tired of being in a Selfish Relationship?

Is your website constantly asking for or taking information from visitors? By providing information to visitors rather than requesting information from them, you can expect to see a rise in conversions and a decrease in bounce rates. Watch this week's Think Tank Tuesday and find out how to rethink your web strategy.

Added by Paul Potratz on July 30, 2013 at 5:36pm — No Comments

VinSolutions Expands Its Audience of Mobile CRM Users with Android™

VinSolutions has announced the launch of VinMobile™ for Android. VinMobile is the company's mobile CRM application.  The newly revamped VinMobile 2.0 was released for iPhone® and iPad® devices in January of 2013 with significant updates released in March for VinMobile 2.2.  VinMobile for Android supports all of the same features that are supported by iPhone and iPad devices.

(Logo:  …


Added by Joseph Little on July 30, 2013 at 3:59pm — No Comments

Facebook's Advertising Hub is All New

Over the course of this last year, Facebook has proven itself to be a viable advertising platform. They've increased the total adspace on users' feeds and have also gotten better at targeting those ads with graph search. The only problem has been that Facebook's ad creation center has been pretty weak. It was usable, but it was not intuitive or especially robust.…


Added by Timothy Martell on July 30, 2013 at 2:30pm — No Comments

DrivingSales Executive Summit Announces Breakout Session Speakers and Presentations for 2013

Topics selected by dealers include strategies for CRM, digital marketing, fixed ops, hiring, creating a culture of success, selling pre-owned vehicles, leveraging ‘big data’, video and more; joins agenda that includes keynotes from global search marketing authority Danny Sullivan, Yelp and The Walt Disney Company®.  Early Bird Registration available until August 14th



Added by Crystal Hartwell on July 30, 2013 at 10:00am — No Comments

6 Elements of Success in the Service Department

There are 6 elements to success in the service department, all centering around the interface between you and your customer:  Experience, Service, Interaction, Sales, Content, and Marketing.  While each of these key elements has a part at every stop along the customer’s journey through the service department, they each, in turn, play a leading role in a particular…


Added by Lance Boldt on July 29, 2013 at 3:43pm — No Comments

Automotive Sales Management Training: Sell the Car, Not the Deal

There is a plague spreading among car dealerships. I call this affliction “deal’itis.” In the last month, I have been in many dealerships working side by side with managers and salespeople. I began to quickly notice the results of this sickness. Those results are things such as lower sales, low closing ratios, low gross profits and low customer satisfaction.


Just like a good doctor should do, I began to look for the symptoms of this sickness and what could be causing this…


Added by Mark Tewart on July 29, 2013 at 2:32pm — No Comments

Auto/Mate Announces Participation in General Motors Dealership Technology Assistance Program

ALBANY, N.Y. – July 29th, 2013 – Auto/Mate Dealership Systems (http://www.automate.com) announced today it is participating in General Motors’ (GM) new Dealership Technology Assistance Program (DTAP). Auto/Mate’s dealership management system (DMS) and Customer/Mate (CRM) are both certified by GM as part of the program.


“The DTAP certification ensures that dealers using our DMS will have the functionality necessary to…


Added by Mike Esposito on July 29, 2013 at 12:22pm — No Comments

From The Top Down “WHERE’S THE BEEF?”

There have been a lot of postings and discussions over how best to improve a Sales Organizations performance. I personally have written many of them.…


Added by Bill Cosgrove on July 28, 2013 at 10:00am — No Comments

The Social Animals We Humans Are

Human beings are social creatures and our lives depend on other humans. We are born unable to care for ourselves. We develop and learn about the world around us through others. Our connections to others are key not only our survival, but also to our happiness and the success of our careers.

And being social…


Added by Bill Cosgrove on July 27, 2013 at 10:00pm — No Comments

Take care of the relationship

There is a unique relationship between a customer, salesperson, and Finance Manager.   It’s easy for dealers to forget that the customer experience is beholden to the dynamics of each transaction and the synergy of the sales department.

It starts with the arrival of the customer. They either make connection with the salesperson or not.  There is no middle ground, and there is not enough time to make up for what isn’t working.

When you’re lucky, the…

Added by Gina Parr on July 27, 2013 at 11:30am — 9 Comments

AutoTrader, Experian Partnership Allows Dealers to Include AutoCheck Reports with Listings


AutoTrader, Experian Partnership Allows Dealers to Include AutoCheck Reports with Listings

AutoTrader.com and Experian Automotive have entered a partnership that will allow dealers to include Experian’s AutoCheck vehicle history reports with their listings on AutoTrader.com.

Here’s how it works.

Starting in September, AutoCheck-subscribing dealers will have the option of including those reports on AutoTrader.com.

In its statement announcing the…


Added by Rick "Rhino" Jensen on July 25, 2013 at 9:07pm — No Comments

Do you have a dealership’s Policy on anti-discrimination, fair lending, and equal access to credit?

Last week I had the experience of visiting with dealers in a well-known city in New York. I figured that they would be a 21st Century dealers in tune with all the latest regulations and process technologies that will improve their overall business.  To my dismay, they were not keeping up to date. Much worse is, I observed willfully ignorant sales processes where pencils were being delivered with no concern for their dealer‘s liabilities that management is creating by doing…


Added by Paul Machin on July 25, 2013 at 8:28pm — No Comments

Automotive Sales Training - Swim With a Dolphin

One idea to improve sales that most people don’t want to talk about is the ability to recharge your batteries. Salespeople who run on low batteries don’t perform as well as when they are charged up. Recently, I went with my family on a cruise and had a fantastic trip. We went scuba diving in Grand Turks and, during the dive, had three dolphins come up to us and play with us for most of the dive. The dive masters on the trip said it was a once in a lifetime experience to not only see the…


Added by Mark Tewart on July 25, 2013 at 1:00pm — No Comments

Check out NCM's Institute Blog: Dealer Beware: Pitfalls of Selecting the Wrong Contractor or Subcontractor



Written By: Dennis Kane

 I have seen a significant number of high value claims as a result of contractors or subcontractors not carrying insurance or inadequate limits of insurance.

Examples of high value claims against dealerships include:

  • Claim against a dealership’s workers’ compensation carrier or general liability carriers due to an injury of a subcontractor’s employee and the subcontractor doesn’t carry workers’ compensation…

Added by Garry House on July 25, 2013 at 12:30pm — No Comments

You Need Possibilities Not Probabilities



Added by Marsh Buice on July 25, 2013 at 9:30am — 2 Comments

How Being Delusional Can Make You More Productive

I came across an article recently on LinkedIn by A.J. Jacobs, editor of Esquire magazine, in which he discussed using self-delusion as a tool to becoming more productive. He’s a published author as well and he discussed…


Added by Richard Holland on July 25, 2013 at 8:42am — 4 Comments

Do I really need a social media presence?

Having a social media presence should be looked at as a great opportunity. The reason is that if you handle your dealership's social media presence correctly, you can expect to gain customers that you would otherwise have never reached. Yet, there are other reasons why you need to have a robust, dynamic and growing web presence as well. In this article, we will explore why you need a social media presence and how it can benefit your dealership. As it turns out,…


Added by David Farmer on July 25, 2013 at 8:04am — No Comments

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