Recently I finally was able to eliminate a 1980's internet mgr. from my dealership(sorry to be so crude), he was from the 80's and aside from knowing CRM's and the fundamentals of round robin, there was nothing else he knew to do or wanted to learn, he has now added marketing to his title to increase his ? to make up for this inability. We all should re-title our Internet department leader to Digital director, because if he or she do not know the importance and do not have the…

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Introducing Geno Kyle, Chevrolet Automotive Sales Manager Of Andy Mohr Chevy - Indianapolis,…

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Automotive Sales Manager Trains With Sean V. Bradley - Objections / Rebuttals / Word Tracks

Sean V. Bradley had the opportunity to train objections, rebuttals (Word Tracks) with a very advanced Sales Manager from a Chevy Dealership in Indiana.

Watch this video and…

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Make Money Mondays with Sean V. Bradley - Special Edition With General Sales Manager Charlie…

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Joe Cala and Sean V. Bradley shot a video response to Aaron Harris's question about what are Internet Director Best Practices on Dealer Elite...

Re: Internet Manager Best Practices (Aaron Harris Question) - Sean V. Bradley & Joe…

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Sean V. Bradley has 15 years Automotive Internet Sales experience selling over 110 INTERNET units per month when he was an Internet Director at Pine Belt Automotive in NJ 

Joe Cala was the Internet Sales Manager at Nelson Mazda in Tulsa Oklahoma that took their department from 7 units - 80 units per month online. Joe then went on to Gateway Toyota, a Penske…

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Sean V. Bradley Training Internet Sales Directors On Projections & Forecasting - Automotive Sales

I had two…

Recently I received a emailed correspondence from a service advisor that was just fed up with all the added responsibilities piled on him and him peers in the service drive . He was asking me if the status quo has changed across the country.

Here is a snippet of that email:

“Many of the writers here feel taken advantage of because they have been asked to not only perform the functions of service write up but also cashiering and telephone answering and appointment…

In the February 28, 2012, issue of Up to Speed, I discussed the changing role of used vehicle managementand the overwhelming number of responsibilities that have become part of that function today. Although dealership managers must be accountable for all of the 30 regular responsibilities mentioned in that…

I want to touch on something I'm starting to see in my dealership. Just a quick summary, I work in a "negotiation-free" store where we display upfront pricing and make buying easier. With that comes some other changes in our culture; sales not paid on gross profit but units, and the way we hire among other changes. The way we hire and WHO we hire is what I want to…

Over the last ten years, anyone who has not witnessed dramatic changes in the used vehicle arena must have his head in the sand. Why is it then that so many franchised new vehicle dealers have thus far failed to effectively adjust to these changes? So that you understand what I’m talking about, I’ll just mention two of these impactful changes:  (1) the growth of the Internet as a marketing source; and, (2) the advantages available through inventory optimization technology. Even the language…

Over the last ten years, anyone who has not witnessed dramatic changes in the used vehicle arena must have his head in the sand. Why is it then that so many franchised new vehicle dealers have thus far failed to effectively adjust to these changes? So that you understand what I’m talking about, I’ll just mention two of these impactful changes:  (1) the growth of the Internet as a marketing source; and, (2) the advantages available through inventory optimization technology. Even the language…

How often do your sales consultants or sales managers have to respond like this to customers to whom they’ve just presented or demonstrated a used vehicle?

“Don’t worry about that clunking noise we heard. I’ll have a technician get it fixed in a jiffy.”

“That smell will go away as soon as the carpets are thoroughly dried out.”

“After we do a front end alignment, it won’t pull to the right…

MANAGING VS. SUPERVISING (“FARMERS” VS. “RANCHERS”)

Management=Participation vs. Supervisor=Observation…

If you’ve ever had the joy of potty training a toddler, you can appreciate how your emotions are strained to the extreme boundaries of patience.  I firmly believe potty training is God’s shout-out to your parents for all of the hell you put them through. Why does one child grasp the concept of potty training while another looks at you as if English is a…

Before you begin recruiting, interviewing, or hiring for the position of Internet Manager/BDC/Internet Director, there are three crucial things you must do first.

1)  Determine the hierarchy of the store.  Who will this person, in a new department, be reporting to?  Often anyone from sales managers to salespeople believe they can delegate work to someone in the Internet department while the top stores usually have a director or GM as the only entity that presides over the…

I’ve often wondered what makes salespeople go from optimism to pessimism in such a short amount of time. (i.e. 30 day wonders) When they first hit the pavement, they are full of optimism; I mean they believe every customer is a buyer.  Eventually, they become pessimistic; their speech begins to change; all buyers are liars and all of them are buried or idiots. As…

It’s time for the silence of the LAM’s (Lazy As* Managers). The Hannibal Lecter’s of this industry have feasted on the flesh of our customers and drank the blood of our employees to the brink of disaster. MOM’s (Managers On the Move) have to rise up and get back into playing shape. The train has left the station; get onboard or get out of the way. It’s time to…