Fire Your Internet Sales Manager

 

I know I am going to get a lot of heat on this article, but it has to be said. I have worked with thousands of dealerships over the years and there have been numerous reasons given for mediocrity, and even failure. In the beginning of automotive Internet sales in the late 1990s, it was a novelty…

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I do not think I can stomach reading another article or blog post of how untrustworthy the automobile business is.  Plastered on the internet and “consumer interest” magazines boast information of the  “inside secrets” of dealerships or “how to negotiate your best deal.”  What consumers do not realize is we read those articles too and I actually get quite a laugh. …

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It seems hard to fathom that a person can drown in just over an inch of water. Once the lungs are blocked and the brain is starved of oxygen, cerebral hypoxia kicks in making a person delirious eventually succumbing to death-a great tragedy can occur from something as small as the length of your fingernail. Similarly, salespeople are drowning in a puddle of…

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http://traffic.libsyn.com/sellingsuccess/AutoSuccess_228_-_Marsh_Buice.mp3 (19 minutes long)

 

In this week's podcast, we discuss how you can set yourself up for success on the sales floor. Sadly, selling has become a lost art-form. Many sales people approach their…

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(Originally published on Dealer magazine)

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First, I must thank you for reading. I must admit I haven't written anything since school but when I recently wrote a piece for my company's newsletter, now I feel inspired so here it goes.



I have visited many many dealerships in the past year and have noticed the lack of something: The Evidence Manual (EM). We all know what that is / was. So I started to ask the consultants on the floor of these dealers and asked the question. Do you have an EM? Some of the "veterans" said yes.… Continue

In a first, a dealership in Michigan partnered up with Groupon to offer Groupon’s first car buying groupon. The deal offered was $500 off the purchase of a vehicle for $199. Keep in mind that Groupon typically takes 50% of the price of the offer (in this case about $100) if the Groupon is successful (ie. meets the minimum purchase requirements). So in the event that the minimum of 10 deals were…

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Originally published May 20, 2011 [LINK]

As I’m sure you’re probably aware by now, AutoTrader announced Wednesday that they had reached…

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Originally published March 02, 2011 at Dealer Magazine

 

Last week, a California Court of Appeals judge determined that a dealer violated several California state laws and ruled in favor of the plaintiff in a class-action lawsuit that will have huge ramifications for dealers within the state. The ruling…

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