All this technology is becoming very popular around and among dealers. Sales people can pull up apps and show customers all the details about a particular car in stock. Customers can shop and research before they get to the dealership, and an Internet staff can track web visits and initiate contact with potential customers. All at the speed of light.
Thanks to the innovation of Steve Jobs and Apple, we can "i-anything" we want. But there is one important ingredient to…
ContinueAdded by John Fuhrman on June 6, 2012 at 10:30pm — No Comments
Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US. It just shows that having the right programs, the best managers and top sales people, will make great things happen. We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.
When we first came to Addy's they had 8 sales people and were doing average numbers. Rod Ricciardi had just become the GM and brought with him a…
Added by John Fuhrman on May 31, 2012 at 10:05am — 2 Comments
As we reach the mid year time, many of us make decisions. Some even make commitments to change certain aspects of their life and their profession. Unfortunately, far too many change absolutely nothing because they believe that their career is subject to the mercy of the markets. They boast about how they were a top producer during the market high points, and continue doing the same things they did when customers simply showed up with checkbooks in hand.
Case in point. A good…
ContinueAdded by John Fuhrman on May 14, 2012 at 10:30am — 1 Comment
Studies show that the average salesperson is into negotiations within 3 minutes of saying hello. Three minutes and they're talking numbers and hoping to close a deal. What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980. So, nothing has really changed in over 30 years.
Think about it this way. Some of you have been reading my articles since I began. That being the case, could you send me a check for $1,000? You've received…
ContinueAdded by John Fuhrman on April 21, 2012 at 5:52am — 2 Comments
You arrive at your dealership and notice that the outside is appearing a bit drab. To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building. So, you make the decision. Here are your choices:
Added by John Fuhrman on April 19, 2012 at 11:30am — No Comments
Just because your store is one of the more popular brands, that doesn't mean you are guaranteed success. Having the right sign up is no promise that customers will beat down your doors. And the right ads or killer Internet presence still doesn't make profitability a sure thing. Without a key ingredient, even the best of the best will fail.
…
ContinueAdded by John Fuhrman on April 12, 2012 at 12:00pm — No Comments
Added by John Fuhrman on March 1, 2012 at 9:30am — 2 Comments
What a year we've had. There were ups and downs, but I'm so looking forward to next year. I had the privilege of working with enough dealers to see an even bigger need for training in 2012. But, my challenge is not that I see it, but getting dealers to see it as well. As many in my industry know, the most common objection to training of any kind is that the dealer has it handled. They just don't see a need. In my opinion, many of them just don't see!
For example: Follow-up. …
ContinueAdded by John Fuhrman on December 30, 2011 at 9:30am — 2 Comments
Auto Dealer Association Names Training Company as Source for Members
The Minnesota Auto Dealers Association has selected The Dealer Resource Group as a training source for 2012. The Dealer Resource Group will provide sales training to member dealers in the areas of sales, negotiation skills, Internet, and basic selling skills.…
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Added by John Fuhrman on December 26, 2011 at 12:31pm — No Comments
We all have one week of work before 2011 becomes a collection of files to be stored away. Sure, we'll go back and get some things for this years taxes. Perhaps even take a look at some trends that occurred during the year. But what are the things that will make 2012 a better year for you? Chances are, there will be talk of improvement, higher numbers, better grosses, and maybe even a reduction in expenses. But, it will all fade before the Christmas decorations are taken down.
In…
ContinueAdded by John Fuhrman on December 26, 2011 at 12:00pm — No Comments
While the majority of my time is now spent trianing new salespeople, I still get to work with experienced teams on occassion. I enjoy this break, especially during this time of year. It's always easy to get new people to set high goals becasue they're still excited about their new career and want to make a great impression. Getting veterans to set goals is more like trying to get a college student to be done with a major paper BEFORE the night before!
As an expert in human personal…
ContinueAdded by John Fuhrman on December 5, 2011 at 8:00am — 1 Comment
What are you doing this Thursday? Besides eating and some football. Some will travel a bit and some will stay home. But too many may find themselves forgetting that this day is more than just a day off in the busy lives of those in the car business. I'm hoping to change that.
This year I am thankful for the new associations I've made. I am grateful for all of those who took the time to teach me more about this business as I grew. I want to sow my appreciation to the hundreds of…
ContinueAdded by John Fuhrman on November 22, 2011 at 6:30am — 1 Comment
Even trainers have days when the message is not about how to sell a car or increase gross. There are plenty of things much more important than that. While the passion for training is what drives my colleagues as well as myself, today is different. Monday morning I will be in a dealership helping hire and train, but today is a day to step back and acknowledge those who contribute so much more.
As a veteran who served as Viet Nam was winding down, I am so much happier at the respect…
ContinueAdded by John Fuhrman on November 11, 2011 at 7:17am — No Comments
After more than a few weeks on the road, I needed a haircut. I've been blessed (or cursed) with a full head of hair that grows very fast. I am not all that keen on having my hair cut in spas, salons, etc. But I do admit that going to the franchise Sports Clips is fun in a manly way. You get to watch ESPN and they give you a massage after your cut. And, I really like the hot towel on my face.
Because it's my birthday this month, I received an email from Sports Clips reminding me…
ContinueAdded by John Fuhrman on November 9, 2011 at 2:01pm — 3 Comments
Winter 1982. I was the F&I manager for a Chrysler, Plymouth, Jaguar, Deloreon dealer. (One of my better career moves.) It was also a time that was very troubling for Chrysler. They had gotten their loan (bailout) from the government and had cut back on their field support. We got the memo that some of each dealership staff would volunteer for the New York Auto Show. Each of us would have to go to the city and spend two hours at the Chrysler booth. (And we still had to pay for our…
ContinueAdded by John Fuhrman on November 7, 2011 at 8:29am — No Comments
This is my first day back after a five week road trip. I had the priviledge of working with some top dealers to help them staff their sales team with trained recruits. But, that can also be a curse if the dealer simply sends them on to the floor, wishing them luck, adn hoping for the best. My job and that of many of my colleagues at other companies is to help new people build a solid foundation for each of the dealers to build upon. In other words, I am only the beginning.
When…
ContinueAdded by John Fuhrman on October 31, 2011 at 9:02am — No Comments
When you think about all that goes in to creating a professional in the auto industry, what comes to mind? Usually things like, training, dedication, persistence, confidence and motivation come to mind. All of these are important and valuable components essential for any professional, but they can't be effective without the one element that ties it all together. You have to care. Smarter people than I have…
ContinueAdded by John Fuhrman on October 21, 2011 at 6:45am — No Comments
When you are working a deal, how do you direct your sales people? Do you insist they follow your steps to the sale? Regardless of whether you have 8, 10 or even 12 steps, you have a specific process to increase the chances of success in selling and retaining that customer for a long time. So, why don't you do that when…
ContinueAdded by John Fuhrman on October 18, 2011 at 9:49am — No Comments
Each week I am involved in some type of training with dealers. The vast majority of the time it's in helping recruit and train new sales people to help round out a sales floor. But, every now and then I get to work with "experienced" sales people. Every session begins exactly the same. I discuss goals. When I do, you can almost hear the eyes rolling back into their heads. I begin by asking the same question - "What do you want to earn this year?"
Usually I get a range…
ContinueAdded by John Fuhrman on October 9, 2011 at 11:30am — 1 Comment
Do you know the one thing that happens before 100% of the closes salespeople succeed at? If you discover that secret, you'll see an increase in your own closing ratio, or in your ability to drive your sales staff to repeating successful months over and over. The real beauty is, once you discover the secret, you have it. It becomes yours to use any time you need it.
This powerful secret will also work to help you improve yourself, increase your skills and develop your team…
ContinueAdded by John Fuhrman on September 26, 2011 at 9:00am — No Comments
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