There is an old expression, "You can't judge a book by its cover." But, as the author of 10 books (#11 will be "Auto Sales for Dummies with Anthony Bartoli), I can tell you that statement is false. My publishers spend almost as much on having a great cover design as they do on the entire layout process of the book. Why?
They want to impress you into buying the book. Now, some of my books have sold because they were recommended. Others were sold because large organizations…
Added by John Fuhrman on December 6, 2012 at 6:30am — No Comments
ADDITIONAL DETAILS: dealerresourcegroup@gmail.com
WILMINGTON, NC - NOVEMBER 20, 2012 - After careful evaluation, New York publishers John Wiley & Son have selected two of Americas top trainers to be added to the family of books known as the "Dummies" franchise. Trainers John Fuhrman and…
ContinueAdded by John Fuhrman on November 20, 2012 at 6:57am — No Comments
The Best Dealers use all their resources:
Hire the Winners Offers It…
ContinueAdded by Steve Munyan on November 13, 2012 at 9:07am — No Comments
How many hours do your sales people spend at the dealership on a daily basis? If you're like most dealers, there will be days when the staff works key to key. Those 12 hour days can drag for some. But, for those who have customers, it seems to speed by.
That said, how can dealers tolerate the speed merchants who call themselves…
ContinueAdded by John Fuhrman on October 15, 2012 at 9:30am — No Comments
I thought it might be a nice gesture to share what I think are three major mistakes made by dealers when buying direct mail.
1st. Buying for the budget. Many dealerships buy just because they have budget left to spend. This on it's own is not the problem. The problem lies in the fact that normally when this is the case they will just buy any piece that has a current theme on it and expect it to win. An example would be, right now November is coming up and dealers who…
ContinueAdded by Troy Spring on October 10, 2012 at 7:00pm — No Comments
What was your September like? Or how do the year-to-date numbers look? How is the sales force working out? How many are left? How is inventory? Do you have enough of the right stuff? How did you feel reading your last aged unit report?
Those questions could have good answers or bad answers. The future depends on what you're ready to do regardless of the answer. This also applies to your entire operation. How you answer the tough questions determine how you fare…
ContinueAdded by John Fuhrman on October 2, 2012 at 6:26am — No Comments
I don't know about you but I'm a sucker for classic westerns. Even though about 10 minutes into the movie, you can pretty much figure it out, I always enjoy the "old west" from Hollywood's perspective. It was a simpler time. Or was it?
Back then, at least in the movies, there was always a point when the good guys were surrounded. It always looked like there was no way out. Or, as the cliche goes, "It looks like the end of the line." Yet, seemingly out of nowhere a…
ContinueAdded by John Fuhrman on September 18, 2012 at 8:11am — No Comments
There is a statement we've all heard over the years in the car business. It usually comes from the dealer or a senior manager. When I hear it, it makes me crazy. Now, I know that some of you will say that driving me crazy is a short trip, but this one makes me glad that I'm not on a roof when I hear it. I might jump.
It usually happens when I'm talking to a dealer. We may be discussing a hiring campaign, an idea for advertising, a specific sales practice or even a way to…
ContinueAdded by John Fuhrman on September 8, 2012 at 11:07am — No Comments
Part of our marketing is to monitor help wanted ads for sales people. I've seen some that should be very effective, but far too many are less than acceptable. The only way to describe them is pure laziness. The only other possibility is that the dealer is still running the sales department on "The Warm Body Theory." That's where dealers who are stuck in the 1980's still believe that if they keep hiring warm bodies, eventually they'll end up with some "natural" sales talent.…
ContinueAdded by John Fuhrman on August 24, 2012 at 10:30am — 1 Comment
FOR IMMEDIATE RELEASE
Additional Information - Email dealerresourcegroup@gmail.com.
DIGITAL DEALER CONFERENCE BRINGS AN INTERNET EXPERT BACK
WILMINGTON, NC August 17th, 2012 - The Dealer Resource Group is pleased to announce that…
ContinueAdded by John Fuhrman on August 17, 2012 at 1:00am — No Comments
In the automotive sales industry, we sometimes get so wrapped up with adjusting/tweaking our own approach to the sales process (internal critiques) that we often forget to look at how our customers are approaching us with each potential sale.
The cliché, “…it takes two to tango...” comes to mind.
What kind of research or tips do they look for before coming to the car lot?…
Added by Gregg Morris on August 13, 2012 at 10:40pm — No Comments
Every time they come on I'm drawn in. I root for people in sports I either have never seen before or still don't understand. But, my favorite part of the Olympics is when they share the journey that each athlete had to make to get there. When they share how obstacles had to be overcome, sacrifices had to be made, and most importantly, goals that had to be set. When one hears the stories of these special athletes, it's difficult to complain…
ContinueAdded by John Fuhrman on August 9, 2012 at 6:10pm — No Comments
That first day at the beach was always exciting. It was a TOO day. Too much food. Too much water. And way too much sun. It often made the second day at the beach a depressing stay in the house day. Everyone new you were burnt and would try to slap you on the back or grab your arm to watch you cringe. Yet, we did it every year because we knew the effects would only be temporary. In a couple of days the burn turned to a tan and then by vacation's end, you began to peel. It was as if…
ContinueAdded by John Fuhrman on July 30, 2012 at 10:30am — No Comments
Flying is a part of the job. Even dealers have to fly to auctions, meetings, conventions, etc. Over the last 17 years I have noticed a remarkable lack of courtesy, kindness and even basic service toward passengers. What kind of training are the employees receiving? More importantly, what type of leadership by management are they seeing?
I had the pleasure to need to book two trips on a major (U.S.) Air line. My daughter was taking a trip that took her from…
ContinueAdded by John Fuhrman on July 24, 2012 at 9:30am — No Comments
In the automotive sales industry, we sometimes get so wrapped up with adjusting/tweaking our own approach to the sales process (internal critiques) that we often forget to look at how our customers are approaching us with each potential sale.
The cliché, “…it takes two to tango...” comes to mind.
What kind of research or tips do they look for before coming to the car lot?…
Added by Gregg Morris on July 17, 2012 at 11:53am — No Comments
I just returned from my nephew's wedding. He is the first of our family's next generation to marry so the pressure was on to create a standard to follow. Being my brother's son, I was excited to go, visit with family that we don't see often enough and most importantly, to honor my nephew and his new bride. From the rehearsal dinner to the church, and ultimately to the reception, it was perfect.
Not just for all it had. It was perfect for the things that were…
ContinueAdded by John Fuhrman on July 16, 2012 at 8:03am — No Comments
Hi All,
Added by Gregory Gershman on July 14, 2012 at 8:36pm — 2 Comments
You've decided to go outside your dealership to get something handled. After a lot of thought, you realized it would be better to spend money with the right experts and handle things once, than to save money on paper and take your people away from what they do best for you. Many times that's exactly what you should do. But how do you know you have the right company for what you really need?
To help you see how to rate a company or service, I will be using…
ContinueAdded by John Fuhrman on July 10, 2012 at 2:03pm — No Comments
That question often depends on who you ask. Salespeople will talk about the dealer up the street or across town who is absolutely giving the cars away. F&I will talk about lenders who seem to favor other dealers and cost them deals. Managers will discuss factory incentives, advertising, and the like. But is that what we're really up against?
After 33 years in the business and over 15,000 salespeople and managers trained, I think there's more to competition than we…
Added by John Fuhrman on June 28, 2012 at 10:30pm — 3 Comments
January 1979 I sold my first car at a small dealership in North Jersey. Since then, a lot has happened. I've personally trained over 15,000 sales professionals, written 10 books, spoken literally around the world, and now work with top dealers to fill their sales needs. I have seen and participated in three "worst ever" downturns in our industry. Each has taught me lessons on how to deal with the struggles and what to improve on as business gets better. There was one lesson…
ContinueAdded by John Fuhrman on June 19, 2012 at 11:31am — No Comments
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