I never question the freshness of a candy bar when I buy it.  If the candy bar is not up to my standard, I toss it.  It would “cost” me more in effort than what I spent on the candy bar to report my dissatisfaction.  When it comes to big ticket items, there is a lot more at “risk” and customer satisfaction becomes a turning point in the decision making process.  So how can a salesperson narrow the gap…

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We have a saying at VinSolutions “Bad data in, bad data out”, meaning even with all of the technology we have today, if your customer information is incomplete it is not worth keeping. One of the biggest challenges we have in setting up new accounts in Implementation is getting good data from another CRM/ILM. Every CRM/ILM has their own formats of exporting data and let’s face it; they are reluctant to give you the data you…

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My Commercial for GoDaddy.com "Who Be Lookin After yer Booty" (think Pirate...not Rap star) is currently in 6th place out of 1500+ entries!!

Hello dE Friends, for the 1st time, I…

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Dozens of newly created automated menu systems are popping up on Internet sites and

through sales vendors claiming their use will vastly increase dealer profits

while limiting liability. Of course each system is “the best one available!”

Can you believe the advertising…

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For most dealers nationwide, a one-pricing sales strategy is a tough concept to accept. To even

suggest that their sales staff should be given the authority to finalize every

transaction at their desks and include the menu presentation without sending

any customer into “the box” is heart-stopping for them. What about banning the

F&I office altogether?…

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Non-Compliance – Your Employees May Be Costing You Money

By: Doug Austin







07/04/2010



We recently published an article in this magazine entitled “ Supplier Audits to Reduce Costs and Improve Compliance."



The article encouraged organizations to audit suppliers on a periodic basis to verify compliance with price, terms surcharges, etc. While supplier audits are helpful to most organizations and often return a positive ROI, there is another source of… Continue

Full Disclosure Menu Selling or Not?



You would think with the magnifying glass on car dealerships around the country today, F&I managers would take heed of the importance placed on full disclosure selling. You would think they would understand why disclosing a base payment, the APR, the term and all buying numbers prior to offering other product options is critically important.





Unfortunately, there is still confusion regarding “full-disclosure” menu… Continue