@NewVisionSales : I have been in the car business for 34 years. I have been a Dealer for 19 of those years. Glynn is the closest I have seen to matching the style and training philosophy that I prefer and that this business desperately needs. A real professional! Keep up the good work. #DD12

Sincerely,

Ron Hicks

City Select Motors Inc.

www.NewVisionSales.com

NVS…

Finding, Connecting and Building Win-Win Relationships

Networking is the cultivating of positive, give-take relationships between two or more people that are beneficial to one another. In the past you had to set aside specific time with which you could network with a group of people,…

  Every day in Buy Here Pay Here, New and Pre-owned operations there are universal problems which all dealer’s face.  Mainly vehicles breakdown and customers don't have the money for repairs. Which equals upset customers and repossessed vehicles. So, you better have a plan. The options which I see most dealers choose include:

Buying a third party warranty or service contract to sell the customer? This has its own problems. Laying out that upfront cash, for a BHPH dealer, can…

An interesting report from comScore and I think some premonitions for retail automotive.

1. Could FREE shipping break open real eCommerce for automotive? I think it is certainly a big hurdle right now logistically and monetarily. Taking away the monetary factor may go a long way toward opening this up. Of course there are still some logistics involved and there is the tactile factor. The need to touch and feel the vehicle is diminishing slowly and…

Auto sales are recovering because of the superior value offered by manufacturers -- not because of the economy. What else explains why auto sales recovered in 2011 while so many other economic indicators remain poor? Do increased sales volumes in 2011 mean that the US economy is recovering or is it indicative of the automobile's value proposition to the consumer?

While most agree that the economy is slowly improving, unemployment is still north of 8.3%, the real number is 11% when you…

by Motyka Johnson

American Express and Twitter announced a new pilot program starting in March for 10,000 Amex small business owners.  Car dealers looking for new tools in their Automotive Advertising strategy, should take note of this limited trial.

The Amex program will allow business owners…

On the heels of Data Wars, I thought this was a pertinent article to share from the Washington Post. While it does not specifically pertain to the discussion at hand it continues to point out how vulnerable data can be at various points and what it can be used for. 

Little-known firms tracking data used in credit scores - The Washington Post …

There are two types of people in this world; those who tend to over think or those who tend to under think. Many people mistakenly apologize for over thinking situations. The act of over thinking is not bad, but when you over think could be-particularly in sales. Over thinking should be done in the preparation and practice stages of your sales career not…

After attending a very detailed week long training event, a group of new salespeople were starting their first day on the sales floor. They were full of energy, enthusiasm and excitement. The product is new, the environment is new and they’re filled with possibilities. Enthusiasm paired with a growing understanding of their product makes for…

How many times has your owner or manager announced "Changes are going to be made in regards to ....".

What do the faces of your team look like? Scared? Resigned? Amused?

Instituting change in your company is not an easy thing. It takes time, strategy and a commitment from all involved. It especially takes discipline from the top leaders to keep everyone…

Why does GM think they have to be so involved? They are like that friends parents in high school that are WAY too involved. Just get out of our way and let us sell some cars. I can't help but think that a majority of dealers have to be smarter than they let on to be. With GM buying Google ad words, and making us compete against ourselves, forcing us to have a Cobalt site, and now taking over our Yelp, Google…

by Motyka Johnson

“I don’t need another book on farmin’, when I ain’t farmin’ as good as I know how right now!”

I remember that statement like it was yesterday.  That’s what a dealer told me over the phone back in 1987, in the the early days of my consulting career.  It was right after I explained the services I could offer him. He made it very clear to me that he wasn’t interested in anything new and different. He knew that “magic bullets and shiny objects” wouldn’t provide the solutions he…

While at NADA, I heard quite a bit of buzz about mobile websites. Does my dealership need one?  If I already have one, do I need to actually optimize it?  Is mobile traffic really growing as rapidly as everyone says it is?  Should I be making my car dealership’s mobile website a priority to sell more cars?

The answer to all four of those questions is absolutely, unequivocally--YES.

Some…

by Motyka Johnson

Are traditional Marketing tactics and sales tactics really dead?

Should your sales and marketing team abandon the tactics they have used for years?

Here is a video that states just that:

https://www.youtube.com/watch?v=4-lGe5MnBlY&feature=youtu.be

This has been a sore point…

The Lithia Dealership Stores in Oregon are committed to an 80% appointment ratio on phone calls! They signed up today! Phone Ninja's brings results. It's the P90x program to make sure those advertising dollars are BRINGING you the MAXIMUM results. Check out the @youtubediva with her first video on some basic phone skills!…

By Kathryn Carlson

Find out how well your program rates in these four areas. Make sure that the money you spend on HR programs goes to hiring and retaining the best employees who in turn improve your overall bottom line.

Average Revenue by Employee

Divide your overall revenue by total number of employees. Your goal is to increase the average revenue by employee year over year. If you hire and retain the right employees, they…