I came accross a very interesting story the other day that I wanted to share with you. It's a story from Alexander Calandra called the Barometer Story. For those of you that have read some of my other posts (here or other forums), You know I like to keep things Simple and Fresh. This story is an intersting way on how to throw creativity on top of that.

Most of us sell / advertise in a similar way. Albeit, print, radio, TV, social, Low price leader, Give away the funny…

Solving the Eternal Sales and Marketing Riddle

For over 30 years I have worked more than 40 hours a week on creating, managing and measuring various strategies and tactics designed to optimize the results from sales and marketing investments in planning, people, tools, technologies, procedures and…

Do You Have An SEM Strategy For Service? from Potratz on Vimeo.

Search engine marketing is an excellent tool to increase awareness and profit for your service department. Why focus only on those looking to purchase a vehicle when you can also target…

Good morning Dealer Elite Members, True Car is back for a second round.....

As I mentioned in my post last week there are big changes coming in the automotive space. True Car has learned from their past mistakes and hopefully has a little more respect for dealerships this time. Their president a former Nissan executive visited the Auto News office last week and was featured on their site this morning.

Here is the link:…

As the sun rises and your day is about to start, you have a serious decision to make.  The decision you have to make right now is; How is this day going to go?  That's right, how is your day going to go?  Be forewarned that you may need to remake this decision multiple times during the day.

Uh... Dave, can we take a look at something relevant to the car business and not get all hung up on this motivational crap?

Sure!  No problem, I'm happy to do that for…

Do You Really Know How Powerful you Are?..!



What is real power? Is it Brute Force? Money? Influence? Size? Popularity? Your Position? Your Title? The # of People You Lead? ..... etc...



All of us have the ability to INSTANTLY change the course of our lives. THAT"S RIGHT... INSTANTLY...



What allows us to do that is given to all of us at birth and is with us throughout the rest…

The car business is known for its loud and often over the top conversations.  In the dealership we pay attention to the loudest sales people, managers, etc.   The quiet employees in the background usually get ignored. 

How's that working for you?

I just came across a quote: …

January 6th, 2012 by Kathryn Carlson

• 0…

Transparency is supposed to cure the excess profit that dealerships make on selling a “commodity”. We’re discussing a platform that promises “upfront pricing” as the “new world order” but cautions “its arrival heralds a bona fide tipping point in automotive retailing”. Transparency offers the customers an “upfront pricing” that is “non-negotiable in an environment defined by net margin compression”

Some say, we don’t want transparency suggesting instead that we prefer deceit and…

I know, I know some things never change, Right?! ... WRONG.  I'm sure there are plenty of people out there that are going to disagree with me on what I'm about to disclose – and that's okay; as long as they have put them both to the test like I have.  I have been in the auto industry for just a few months short of 12 years. I have consistently been reading, and scouring the Internet for the best training information I could find to improve my automotive sales career.  I wanted to share with…

I think it's about time we take steps to more accurately represent the strength and assets of women in this country.

So here you are, smiling from ear to ear waiting for that special moment in your day when the be-back bus finally comes!  The…

I recently read a book called The Go-Giver, authored by Bob Burg and John David Mann. It was an excellent read, but if I was to pick one excerpt to share with you, in hopes that it would inspire you to read it as well; it would've been this one (Taken from page 66 and 67 of The Go-Giver):

    Sam's eyes twinkled with warmth.  "The Old Man was right again, as usual. He…

Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman wanted to know what advice or tips that we, as experienced professionals could offer to a future leader in our business. I have been asking a similar question of anyone that I meet who exhibit the qualities that I would like to emulate, and my question goes something like this: “Knowing what you now know, if you had an opportunity to…

One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in regards to its ability to show a quantifiable return on investment. The reason that this is the case is that in most instances it is improperly sold and implemented as an application only and not as a process. The second reason that CRM gets a bad rap is that the users of the application are usually trained from the perspective of…

That is the phrase that can pop a salespersons bubble faster than anything!

This is a great way to turn the focus on the sales proccess and how important it is to never skip a step or to never show the customer all of the choice in vehicles that fit just above or just below what they are looking at on the lot. It may be a lack of investigating the way the customer is going to use the…

Average is a term I think is often overused.  Average income, average performance, average height, age, etc.  But, when it comes to sales performance, what does average really mean.  For some it means the worst of the best.  For others, it's the best of the worst.  I'm from Jersey.  For me it's the "Cream of the Crap."  Average for me is doing just enough to stay out of trouble and under the radar.  And, if you are perfectly happy, there is nothing illegal about that.  However, you give up…

At The Dealer Resource Group our goal is to provide the highest level of service to our dealer clients.  Our 21st Century Selling System(c) teaches ethical sales skills for the curent market.  Our goal is to lead by example, practice what we preach, and really walk the walk.  Doing so often attracts the best of the best.  This announcement is just that.

Here are our newest additions to the DRG Team:

Gene Diehm

Gene Diehm has been…