If you’re like most dealers I speak with lately, you’re either looking to add a Business Development Center (aka BDC) or trying to find ways to make your current BDC more successful? If so, then there are just a few simple “must haves” that are truly non-negotiable if you’d like your BDC to succeed today and over the long term.
MUST #1: BDC’s Must be Profit (not Cost) Centers
The primary reason BDCs failed in the past is they simply weren’t very successful at…
ContinueAdded by Steve Stauning on March 2, 2015 at 7:30pm — 12 Comments
It took a mini-debate with a potential client to bring me to a conclusion: numbers do lie. Conventional wisdom says otherwise, but in the digital age there is a huge gap between seeing the numbers and understanding them in a meaningful way.
I should go ahead and add an addendum to the premise before I begin. Numbers aren't really lying, but they can definitely…
ContinueAdded by JD Rucker on February 22, 2015 at 10:46pm — No Comments
Phone Up Dialogue
Most car Salespeople are unaware of the value that phone ups bring to their business. The phone up is the most reliable source for Customers who will end up buying a car. Because of this it is…
ContinueAdded by David Lewis on February 10, 2015 at 8:06am — 6 Comments
WE ARE ENTERING AN ERA OF CRM DOMINATION
- BY JAMES A. ZIEGLER, THE #AlphaDawg
Third party Vendors are waking up to their worst nightmare. The party is almost over and we're turning the lights on. They…
ContinueAdded by James A. Ziegler on January 20, 2015 at 11:11am — 7 Comments
Added by Joseph Cala on December 26, 2014 at 2:45pm — No Comments
Added by Joseph Cala on December 11, 2014 at 11:37am — 1 Comment
Added by Joseph Cala on December 11, 2014 at 11:36am — No Comments
That time of year is rapidly approaching -- Black Friday. Black Friday is typically the beginning of the Christmas shopping season and an indicator of how well retailers will fare throughout the holidays. In fact, many retailers report that the majority of their holiday season sales happen on this single day. Consumers go wild with excitement, and some even choose to…
ContinueAdded by Misti Miller on November 24, 2014 at 2:07pm — No Comments
http://autosuccessonline.com/news/blog/625-spotlight-joe-clementi
Dealing with today's informed customers is as challenging as any time in history. Information is readily available as dealerships around the country lean on the Internet to compete for market share.
Third-party Websites acting as consumer advocates continue to compete for the attention of the Web-savvy…
ContinueAdded by Joe Clementi on November 19, 2014 at 11:42am — No Comments
The struggle for a competitive edge requires skill enhancement. Knowledge of products, technology and problem solving all take on new meaning while working with today’s customer.
Consumers no longer accept mediocre presentations, canned closing questions and product demonstrations that lack comprehensive knowledge. The customer is and will continue to be, more prepared for the buying process. They will ask questions that an untrained salesperson will not be able to…
ContinueAdded by Joe Clementi on November 12, 2014 at 7:30am — No Comments
Last day of the month people! Get everything you can today and make every deal possible! Revisit missed opportunities and close with urgency! Remember that today will always be the best day to make it happen! Finish Strong! Hit your bonus levels! Refuse to quit! Stay positive! Keep asking for the deal! Have a great day! Keep calm & close the deal!!…
ContinueAdded by Joseph Cala on October 31, 2014 at 8:09am — No Comments
Automated marketing is a huge industry (and growing) and it’s also a hot topic for businesses. Is it really necessary? Will it truly benefit my business? The only way to know for sure if marketing automation is the right choice for your dealership is to try it out, but before you invest the time and money there are some questions that can help you make that decision.
Do you send out personalized…
ContinueAdded by Shawn Ryder on September 19, 2014 at 8:09am — No Comments
Earlier this month, the New York Times reported that a crime ring in Russia has “amassed the largest known collection of Internet credentials, including 1.2 billion user name and password combinations and more than…
ContinueAdded by Scott T Joseph on August 21, 2014 at 8:28am — No Comments
Article from October 2004, Ward's Dealer Business highlighting the Launch of the Car Sales Simulator
Added by Lee Kemp on August 7, 2014 at 6:35pm — No Comments
What do I have to do to develop a great sales team?
An ideal sales team of veteran salespeople would allow each dealership to maximize revenue. In reality, sales departments experience a high level of turnover. As a result, there is no easy answer to this question.
Focusing on what we can’t control while ignoring what we can is a pathway to frustration and declining success. Fearing turnover is no excuse for not investing in training your sales staff. A…
ContinueAdded by Stephanie Young on August 4, 2014 at 11:30am — No Comments
Millions of years ago dinosaurs became extinct. They became extinct for one reason only, a failure to adapt to a changing environment. Not all dinosaurs became extinct. Many, according to scientists evolved and became the birds that soar in our skies today.
The theory is a massive meteorite struck the planet, changing the environment dramatically. This new environment made it difficult, no impossible to survive without adapting.
Metaphorically…
ContinueAdded by Mike Stoner on August 4, 2014 at 4:15am — 3 Comments
1944: "Dumb Bombs" and the Saturation Method.
According to Wikipedia, in WWII, it took 108, B-17 bombers, and 648 bombs (retro named "dumb bombs") to guarantee a 96% chance of getting just two hits inside a 400 by 500 ft area. That's a huge area and still only 2 hits…
Added by Chuck Scalies on July 2, 2014 at 2:55pm — No Comments
The Business Case
In 1989 the Internet came online and disrupted the car buying and selling process by tipping the scales heavily in the consumer’s favor. The easy access to pricing and product information made shoppers better researchers and negotiators, and to an unprepared industry this shift was unsettling. Since then, manufacturers and their dealers have…
Added by Kurtis Smith on June 30, 2014 at 12:31pm — No Comments
Change is never easy, especially when you’re dealing with individuals who are entrenched in their beliefs. It sometimes feels like trying to make a U-turn in the middle of a narrow street without the maneuver of a three-point turn; stopping, backing up and then going in another direction, yet that is exactly what is needed in most cases. The consensus is that no one has had…
ContinueAdded by Kurtis Smith on June 16, 2014 at 4:09pm — No Comments
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