Recently while I was loading clothes into the washing machine (yes I do laundry), my 7 year old son stood there talking about a little bit of everything. In between saying, “really,” and “ah-ha” he confessed to me, “Dad, I’m gonna to be famous and make my own shoes like Michael Jordan.” This struck a chord with me; when did we begin to put boundaries on our dreams? When did we cease to prophetically claim that we would be the most famous athlete, President of the…

Does your BDC actually retain and develop business??

Are you ready for a BDC that does it ALL??

A BDC that actually Retains and Develops business for the store?

Are you ready for a BDC that goes well beyond simply handling incoming sales phone calls and sales internet…

Average is a term I think is often overused.  Average income, average performance, average height, age, etc.  But, when it comes to sales performance, what does average really mean.  For some it means the worst of the best.  For others, it's the best of the worst.  I'm from Jersey.  For me it's the "Cream of the Crap."  Average for me is doing just enough to stay out of trouble and under the radar.  And, if you are perfectly happy, there is nothing illegal about that.  However, you give up…

Leaders lead. What does this mean? Do leaders lead or do they have LEAD and become the anchor? This is a serious unanswered phenom, in the car industry. Have you ever seen the series called Hogan’s Heroes?  The series was basically aimed to show a lack of intelligence on the German side during the World War II era. This was very funny…

For those of you who know me, you know how I love to keep an eye on others industries in hopes of bringing great technology and insight to the auto industry. That being said, I was doing some searches this morning as I was working on a new SEO strategy for the Fixed Ops side of the business for Dealer e Process and dealer websites, when I discovered something new AGAIN.

Above the Place Page Listings, there is now Related Searches broken down by Brands, Stores,…

Goal setting for Automotive Salespeople

All too often in the Automotive world, we let our salespeople fend for themselves every month. There are not enough dealerships,…

Whether you're on the road like I am, or working in a showroom, you have to produce.  At the end of the month, the results fall squarely on your shoulders.  But, if you believe that you have to do it all in order to reach those goals, you'll never get there.  Clawing your way to the top is never very effective.  But, being carried to the top is not only a better way to travel, it's a faster means to an…

Have you ever really thought about what your doing as an automobile salesperson today?

Let's look at three area's (if you make it that far) that will help you determine what your really doing in this business.

A.Completely satisfying your customers needs.

    Today's salesperson must have total clarity in meeting every customers needs, everytime. If you believe this is your only purpose as a salesperson, stop reading this blog.

B.Working on the purpose of the…

What holds you from moving out of the shadows of success?

Almost all of us know a successful salesperson who works right in the store where we are. With success so close at hand, have you ever really taken the time to get to know that person and discover thier connection with success? Maybe when you began your career, you we're introduced to the "MM" at your store. MM stands for the Master of Mediocrity, You know the one who hits 12 units two times a year, then settles into his 6-8…

No matter what we do as dealers, there is always one person that takes it upon himself to create a situation that I feel is a form of bulling - customers who threaten to 'Post, blog and Yelp' about their experience at a particular dealership until they get what they want no matter how unreasonable.

We are all very concerned about our ratings in one form or another and a ‘rouge’ customer can be very damaging.  We seem to have very little recourse in these events and…

Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.

So what is YOUR Company doing to sell…

There's at least one angry car dealer that is fed up with OEM-mandated website companies. Approved website vendors help maintain the manufacturer's brand integrity and uniformity, but where does that leave you?

While the officially-mandated approach can be quite…

As being a professional business consultant. I can't help to preach the importance of details to my children. Details on performing any assignment(s), chores, homework or even trying out for sports for their schools.  They must try 100% and not half way.  Marsh Buice wrote an article called "Salespeople Need To Be…

I had an elementary school teacher who claimed that there are no dumb questions other than the question not asked, because you never know who might also have the same question and need an answer but lacks the courage to ask.  With all the great information available on sites like Dealer Elite, why do so many resist the temptation to take advantage of free tips, advice and road maps towards success? 

As an…

You Have Choices

When you’re dealing with something that can’t be changed, you have choices.

You can choose to struggle, battle, and cling, and remain stuck—

stuck in an…