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 report.

Given the time of year, Black Book editors are beginning to notice a healthy amount of 2015 model-year vehicles entering the auction lanes. This is in line with typical seasonal patterns, especially as dealers begin to…

Lay your foundation to create a conducive sales environment. Protect and maintain this foundation. 

 

If you don't believe this is one of the primary responsibilities of a GM/ Owner/Manager, I bet know what type of sales environment you have created.

 

"Attitude is everything", "Your attitude determines your altitude", "Everything starts with attitude", slogans and banners and pictures are all over every auto…

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Make Money Mondays with Sean V. Bradley - Special Edition with Erich Gail of The Cardinale Auto Group #4 Wards Top 100 eDealers

This Week in Social Media and What it Means to You

News for the Week of July 13, 2015

Facebook News Feed Controls…

The July 4th weekend has passed, and summertime travel is in full swing. It’s a busy time for your women customers, but also the best time for them to have a safety and service check-up. Here are 4 tips for bringing your women customers into your service center.

Did You Know?

The #1 requested item from women in the service drive is a courtesy vehicle? Be sure to provide this and delight your…

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 report.

In this week’s report, the Black Book editors saw data that showed a brief change in car retention in early July before car patterns quickly returned to a more “summer normal” rate of depreciation this past week.…

The Good News? Women account for 50% of car purchases, and influence more than 80% of the deals.

The Downside? One in three women report feeling apprehensive or overwhelmed when they shop and buy a car. Only 38% of women feel confident about the process.

Women have different buying criteria and behaviors than men. Women rank trust…

While I tend to do a lot of phone training, it’s not my favorite skill to teach.

This is not because my phone skills training lacks substance or robustness or even uniqueness – it provides all three (and you can even get most of it for free online) – it’s because that no matter how much phone skills…

We just finished a 30-day, full (email, phone and text) internet sales mystery shop of 21 dealers for a 20-group presentation I’m delivering next month. Of the 21 dealers we shopped, only five sent an auto-response to the inbound e-lead. Five! This means more than 75% of the dealers did not use an auto-responder.

The 20-group I’m addressing is a mixed group with mostly GM dealers; and it’s interesting that only one of the General Motors dealers used an auto-response. This…

Digital Marketing plays such an important role in a business’s success today that it is easy to forget how young this medium truly is.  It has, in fact, experienced a growth explosion that is historically unparalleled.  A new innovative marketing product seems to emerge almost on a daily basis. And everyone promises that if you use this new “insert buzz word here,” then you…

Most car shoppers have the opinion that car Salespeople are basically dishonest and will say or do anything to make a sale today.  It has been that way for a long time and is the reputation of our business in general stemming from decades of car…

There have been several studies in the automotive industry that have conclusively answered this question with hard data and compelling reasons why it is the way it is. Unfortunately, these "conclusive" studies often point in opposite directions and always seem to be conducted by companies that lean in one direction or the other.

Which is better for search PPC,…

(This is an excerpt from our 2015 Mystery Shop Study which provides lots of free best practices and other great advice for dealers.)

OEMs, dealer groups and even Dealer Principals expect much more from their internet sales efforts today than…

There's so many new things everyday, it's easy to get overwhelmed! 

With all the new flashy technologies being developed everyday, we get caught up in the hype and miss the basics. This week on Think Tank Tuesday, I'm focusing on what you may have missed that's costing you leads and sales.…

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. This edition also includes the monthly Specialty Markets report. Click here to download the full report.

The Black Book editors saw a few interesting changes during the July 4^th holiday week, especially with large declines in the Crossover segments as…

Whether you’re in PR, linkbuilding, or other forms of digital marketing, one part of your job might be reaching out to bloggers with requests for coverage or links. As a veteran blogger, I’ve been sent thousands of pitches and replied to only a small percentage of…

A recent article in Automotive News relayed the story of Obi Obeke and how he had sold 39 cars to world-famous boxer Floyd Mayweather. The article explains how Okeke has been willing to do whatever it takes for his client to keep him…