For the past three years I have used my account at Compete, Inc. to monitor sites like DealerElite and ADM... The following charts and monthly traffic analysis is provided by Compete, Inc. which is the same marketing research company that Google frequently utilizes to measure and report on website traffic and engagement by Internet users.…

Everyone in the dealership, should understand turning cash quickly, is very important!! This, in my professional opinion, is extremely important to all dealerships. Everyone can take responsibility. The quicker the cash is in, the easier it is to run these money eating businesses.

Some helpful tips:

1. Contracts:

   What…

...Okay. Two easy steps.

Ready for this one? Get a pen, I'll wait.....

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Step One:

SET THE GOAL.

Step Two:

GET STARTED. NOW.…

Modesty is over-rated. 

It's okay to stand in front of the mirror or your peers and proclaim that you're going for sales person of the month.  It's okay to claim to achieve the highest gross in the coming month.  Simply put, it's okay to choose the prize.  Actually, it's better than okay.  It's essential.

Choosing the prize means you understand what it takes to get there.  Deciding on excellence and the benefits that come with such an achievement causes one to understand the…

Most dads’ have a toolbox.  Some fathers actually use their toolboxes and other toolboxes collect dust.  Some fathers have giant roll around toolboxes and others have small handled boxes.  When you open up a father’s toolbox, the variety of tools varies from father to father.

As salespeople and management, we all have a toolbox so we can “fix” things. Our toolboxes may…

This week, two American luxury brands, Lincoln and Cadillac, began rolling out facility redesign initiatives, at significant expense for their dealers.

The question is, do facility redesigns help dealers sell more vehicles?

Ford Motor Co. began talking to its Lincoln dealers last year about the investment they would have to make in their stores if they wanted to continue selling Lincolns. A meeting last week in Detroit with approximately 120 Lincoln dealers…

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I just finished reading Arnold Tijerina's great summary of this week's Automotive Customer Centricity Summit, which made me think about changes that will undoubtedly occur when most…

I am not qualified to write on this subject of leadership, but my heart is. Everybody has an idea of what leadership means to him or her personally. Leadership to me is simply this: stoop first, then lead. How can you lead someone from something if you don't feel it first? Do you know what it is like to lose a child; stoop and imagine your own child never again…

Link to Press Release:…

Take on your biggest challenge. No matter what that is, take it on, now. Do not put it off another minute. Why? The reward will be more then you can ever imagine. After you have overcome this challenge, everything will become easier. You will be able to deal with anything and everything life will throw at YOU. You are now positioned, to give more, to try harder, take on more…

There are forks in the road in everyone’s lives.  The pathway we choose when faced with at fork can sometimes dramatically alter our journey.  I stood at one of those forks when I was invited to participate with The Landmark Forum.  I heard about the cult rumors about this organization, but participated anyways.  I was born, raised and…

The Automotive Customer Centricity Summit, hosted by Thought Leadership Summits (ACCS) was on June 14th, 2011. I had the privilege of reporting on this event on behalf of DealerElite. This event is a one-day event that runs from 7am-7pm. The event was held at the Ritz-Carlton Hotel in…

Throughout the day think about how many times an outside influence has attempted to stop your momentum?  One can’t even turn on a radio station without enabler’s who are intent on imposing their agenda; spew their negativity.  Can’t even buy a box of Cap’n Crunch cereal without being harassed by impatient Iris complaining about the cost of her…

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I have to get something off my chest.  I am really tired of hearing people tell me how bad the…

Meat and Greed is good….at Outback and when playing a game of Monopoly,but has no place in a dealership. Are we doing a Meet and Greet or Meat and Greed when working with customers?  Ask yourself, how do you service your customer; based on commission or profession. Why are we patient and understanding with the customers who “paid…