Well well well.  It  has been a while since I have been on here but while on here, I wanted to share a real call that I took not too long ago.



Ever get the customer who tells you (after you FINALLY get them even on the phone) that "they aren't ready to come in" or "they are 6 months out".



Solid nuggets here.…

The 9 Best Back to College Reading Books

Summer's over – it's time to put down the beach reads and pick up something a little meatier. Whether it's back to school or back to the grind, fall is usually the time of year when we buckle down and focus. These are our favorite books to help launch you from classroom to boardroom. Do you have another title that didn't make…

Do your survey scores struggle from the delivery of the vehicle? Either you're rushed, they're rushed, or you don't know how to do it properly. To turn it around, practice Jeff's process of scheduling the delivery! Stay tuned to hear how to do it, and all the benefits of doing so. Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to watch!…

There are a plethora of training programs and trainers in the automotive industry many of which have different styles, advice, and opinions. Often, those opinions vary widely. While training is indeed something I advocate in dealerships both as an ongoing initiative and for new-to-the-industry employees (no matter which department), no business can function as a…

When you’re at low water mark in your life, people try to rescue you by saying that the failure you’re experiencing doesn’t “define” you. And I get it; the idea is to try to isolate the failure-to treat it as a one-time event and not a life without the possibility of parole kind of sentence.

You had no…

Talk to anyone in any position in the car business and I bet they can tell you a story of a terrible First Day on the job.  If you are reading this, you are probably in the car business and have your own story to tell. 

So often, new employees arrive for their first day—excited and a bit nervous—and their reception that is anything but a “Welcome” and…

For Immediate Release

David Lewis & Associates will be launching our #DLACrushITWednesday campaign to honor our partner’s female workforce, on the second Wednesday of every month.

Automotive dealerships typically employ 40-50 plus ranging from executive level, sales, and administrative positions. Women…

This week, Jeff discusses a close that is most effective when the customer is saying no to something that is actually required or highly, highly recommended. This close will deliver a 80-90% closing ratio for any product or service. Stay tuned for a role play scenario! Copyright 2018 Wm Jeff Cowan

Website: thejeffcowan.com

Click HERE to watch!…

Any business entity that decides to take on the commitment of training employees for higher levels of skill and achievement would certainly want to know that their training dollars are being well spent.  Calculating your ROI (Return On Investment) properly is not as easy as just adding up how much your profit has increased or decreased as a result of your investment in…

Today, too many dealerships rely on old attribution models, such as first-click or last-click. While current technological advancements provide a clearer picture of marketing with more up-to-date attribution models, dealers are failing to leverage the best technology to reach customers.

There is an obvious challenge. While selling cars over multiple channels…

Today, it’s a well-known fact among dealers that a consistent presence on social media properties is vital to keeping their brand in front of consumers. It has also been found that some different types of content – text, images and video – perform better than others.

However, it’s still very difficult to know what the best TIME is to post content in order to…

I frequently write about how, in my opinion, dealerships would be wise to expand their thinking and change attitudes towards recall customers … and not just recall customers, but all customers

The customer experience is key to building customer loyalty, increasing referrals and securing repeat business. It is also one of a dealership’s most important…

Since Facebook has exploded, businesses have all rushed to capture their audience’s attention and leverage the platform’s marketing potential. In the beginning, gaining business exposure on Facebook’s platform was relatively inexpensive. As Facebook continued to modify its algorithm to appease its users and better monetize the platform when it went public, Facebook…

Decrease the Gender Gap and Increase Revenue

Changing Culture, Changing Tides

Women are buying 45% of all vehicles at new car dealers today. Further, whether purchasing for herself or as part of a couple, this market segment retains 100% of the “veto power” at the dealership. Still, less than 1 in 10 front-line positions are held by women.…

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 full…

This week, Jeff addresses the confusion about processes on the service drive. Which process or leader do you follow? Do you even have a process? Stay tuned to hear the importance of having a process, what results it will get you, and how to implement one properly. Copyright 2018 Wm Jeff Cowan

Website: AutomotiveServiceTraining.com

Click HERE to watch!…

Women buy 45% of all vehicles at new car dealers today. Still, less than 1 in 10 front-line positions are held by women. Does it matter if women consumers deal with women or men sales consultants during their shopping and buying experience?

Yes, it does.

In an industry-first national report,…

Communication is vital to business, that’s a given. In retail, businesses must be responsive, provide a great customer experience and stand by their products or services. But what happens when businesses fail at that? They get complaints.

A customer ordered some copper from a business that promised it to be of the highest…