We have been working with salespeople, managers, service staff, and business development representatives for many years now. All of the people we work with including sales and service managers at dealerships understand the importance of multiple phone numbers.



If you had multiple phone numbers for every customer, could you reach more customers in a day?



Would you sell more cars and set more service appointments?



Then why is it that when you get a customer on the…

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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…

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Russian physiologist Ivan Pavlov famously tantalized his dogs by ringing a bell to alert them that food was about to be served. The dogs, soon wise enough to associate the sound of a tinkling bell with a big juicy steak, began to salivate each time the bell tolled.

This associated behavior is known as “classical conditioning,” and the parallel between the doghouse and the dealership cannot be clearer. Obviously, the incoming…

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In the Dealership we can find ourselves in a position where we are Managing more than Leading.



Typically, as the level of responsibility grows, so grows the level of administrative duties. These administrative duties include responsibility for how much to spend on light bulbs for the showroom floor to changing the shop supplies vendors.



Everything in the Dealership somehow manages to come across your desk, right?!



This is part 3 in the Leadership for 2011… Continue

In the world of Professional sports, teams will spend hours researching how their opponents will react in any given situations. They watch film, update themselves on individual player’s conditions and personal lives and proclivities and look to extol any benefit possible from any information gleaned.…

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Automotive marketers are in the midst of planning their promotions for the upcoming auto show season. These shows are a prime opportunity to reach both casual car shoppers and serious buyers with the latest offerings and even a glimpse into the future. Across the country tens of thousands of curious onlookers will pay for the privilege of being courted by all the major domestic and import brands.

But can the…

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