Chris Vitale's Blog (51)

Let the Good Times End?

There's nothing sweeter than looking at a hot P&L statement. Sitting back in the chair throwing air hoops for a job well done. Or maybe you’re browsing online for another Rolex to add to your collection. All of this is well and good. In fact, it's fantastic. What's not so fantastic are the problems dealers will face in the coming months. It's a telltale sign when vendors come in hot with their latest tech products to assist your dealership. Offering much of the same products they…


Added by Chris Vitale on February 1, 2023 at 2:50pm — No Comments

Every Shopper is a Buyer

We’ve all come across the “just looking” tire kicker that hits our lot on a sunny Saturday afternoon or the one calling around every dealership for a deal but won’t disclose their timeframe to buy. They have what feels like a million questions or no questions at all, they want to drive your entire inventory, or they just want to peek into a window or two and not be bothered. Each person is different regarding their purchasing process and prowess and how they warm up to a sales…


Added by Chris Vitale on January 30, 2023 at 10:49am — No Comments

What is the Role of Artificial Intelligence in Sales for Your Dealership?

Artificial intelligence is one of the current buzzwords in business. Everywhere you look, articles and posts talk about how artificial intelligence can redefine your operations. Artificial intelligence has quickly become one of the most important tools your dealership can use to increase sales and the customer’s overall impression of your dealership and the sales process. …


Added by Chris Vitale on January 28, 2023 at 1:54pm — No Comments

They Say Ignorance is Bliss. But I Find Yours Disturbing...



Let's preface this article by saying it isn't about beating anyone up. It's about offering realistic insights into the struggles we're currently facing. If we don't tackle the issues we face head-on, we're asking for a rude awakening in the coming months. For those living under a rock, according to a recent NY Times article, auto sales in 2023 will be at a…


Added by Chris Vitale on January 26, 2023 at 9:30am — No Comments

Fomo or no FOMO

Who doesn't like a nice front-end gross profit? Most of us would be lying if we said otherwise. In the last three years, things have been different, right? For the first time in years, we consistently held a healthy front-end gross profit on new vehicles. Something that seemed to be of a bygone era. Previously, we'd focus on how much we're willing to lose to hit the stair-step program from the OEM. It has been…


Added by Chris Vitale on January 25, 2023 at 9:00am — No Comments

Take it or Leave it...

“Take it or Leave it” has been a very common theme occurring in the auto industry over the past two to three years. While it seems to be that customers are evolving and adapting to this moniker (or reality), is it something that we should be allowing to stay as a practice in our place of business?

Those of us that are taking a look at the bigger…


Added by Chris Vitale on January 23, 2023 at 9:10am — No Comments

5 Skills That Can Help Appease Difficult Phone Customers

Difficult phone customers are the most nerve-wracking thing to deal with as a sales agent or customer service representative. Even if you have years of experience, having someone get upset or yell at you can just ruin your day. Luckily, there are skills that you can develop that make these calls easier and can even help you deescalate the situation successfully. …


Added by Chris Vitale on January 21, 2023 at 1:01pm — No Comments

Who Needs a Consistent Sales Process? (hint, we all do!)

We'd be lying if we said we didn't enjoy the stint when cars drove off the lot faster than we could purchase more inventory. But as that winds down, we must ask ourselves, "are we prepared to sell cars again?" Let's be honest; in the last three years, we could easily overcome objections, and more so, we could even hold record levels of gross. But did we actually follow a sales process in this frenzy? Most will…


Added by Chris Vitale on January 18, 2023 at 10:00am — No Comments

BDC and Sales/Service Staff: There’s a difference in their phone process… but should there be?

There is nothing better than a well-oiled machine when it comes to working efficiency. On a dealership level, by that, I mean - everyone has a set of specific tasks, they focus on completing while co-workers perform separate/similar work for the greater good as well. In theory, this is the way a great business operates and succeeds. But is that truly the case when it comes to phone etiquette and process at a…


Added by Chris Vitale on January 17, 2023 at 9:00am — No Comments

How to Use Inbound and Outbound Sales Techniques to Boost Revenue

When it comes down to it, your dealership’s success relies fully on your ability to close sales successfully. There are various ways to accomplish this, but inbound and outbound sales have become the buzzwords of car dealership sales. But which one should you use, and how do you make them work for you?


Inbound vs. Outbound Sales

To understand how to use each sales method properly,…


Added by Chris Vitale on January 16, 2023 at 2:00pm — No Comments

What's the ideal appointment system in the shop? Service BDC or no Service BDC?

There are a few points to consider when debating on adding a service BDC. How big is your shop? What are your primary appointments being made? Are your advisors overworked, or can they handle making their own appointments? These are all important things to consider when determining whether a service BDC is right for your shop. 

A large shop should be bringing in much work. That statement alone…


Added by Chris Vitale on January 11, 2023 at 9:00am — No Comments

Did we learn anything from Carvana?

It's hard to believe that March 2020 will soon be three years behind us. Digital Retailing became more than just a call to action on our websites three years ago. Many dealers quickly responded to the pandemic by offering customers the ability to purchase their vehicles online. Or in some cases, dealers provided at-home delivery. But just because dealers offered customers the ability to purchase their…


Added by Chris Vitale on January 10, 2023 at 8:30am — No Comments

How to Improve Your Outbound Calling Strategy in 2023

With the start of the new year, you should be looking forward to what you can do to make 2023 a success for your dealership. While there are endless marketing strategies to employ, having a solid outbound calling strategy should be at the core of your efforts. Whether or not it was successful for you over the last 12 months, there are things that you can do to make it more…


Added by Chris Vitale on January 9, 2023 at 11:30am — No Comments

Vehicle Upgrade Personnel in the Service Drive: Benefit or Detriment?

Over the past few years, managers have been working to turn every stone in the dealership regarding opportunities. One phenomenal idea created is called an “upgrade” or “exchange” program. If you’re not up to speed, a sales associate spends time in the service lane, and their job is to speak to potential service customers and work to convert that customer to a new vehicle sale AND retain a trade from the…


Added by Chris Vitale on January 4, 2023 at 12:00pm — No Comments

New Leads with NO Response... oops!

As a customer, there’s nothing worse than being ignored or getting a response to your inquiry that doesn’t answer any of your questions. Before the world of Covid, many dealers heavily focused on answering leads in a timely fashion. Heck, even most, if not all, of the OEMs had standards in place to ensure that all leads were answered within a certain time frame. Yet during the height of Covid, when…


Added by Chris Vitale on January 2, 2023 at 12:00pm — No Comments

4 Proven Ways to Improve Your Phone Training for Car Sales

Appointment setting is one of the best ways that a dealership can get people into the showroom to buy a car. But if your agents don’t see success on the phones, it can feel like a waste of time. Luckily, proven training methods increase your agents' efficiency in getting people into your dealership and closing sales.


Hold Regular and Ongoing Training…


Added by Chris Vitale on December 29, 2022 at 12:00pm — No Comments

The Service Drive: Selling a job over the phone vs. in person

When breaking down the job of a service advisor in terms of selling work, a question that can get asked sometimes needs a bit more explanation. What is that question, you may ask?

Well, here it is:


To sell a job to a customer in the most effective manner possible… is it better in person or over the phone? A service department is a BUSY place. There’s always something going on…


Added by Chris Vitale on December 26, 2022 at 10:30am — No Comments

The "sales to service" (and "service to sales") handoff is a little thing that makes a BIG difference!

The department-to-department handoff at a dealership is something that can be overlooked during the sales process. However, it’s a crucial step to creating a stronger bond between the dealership and the customer as a whole. Hearing, “I’ll buy a car from you, but I’ll never service my car here,” is something that should not be coming out of a customer’s mouth during the sales process. While that statement is…


Added by Chris Vitale on December 20, 2022 at 11:00am — No Comments

How Active Coaching is Critical to Your Dealership’s Success

With the constantly shifting car market, it is more important than ever to focus on the things that will make your dealership successful and allow you to continue business as normal. While there are plenty of things that you can do to keep your inventory up to date, it is just as important to invest time and energy into making sure that your employees stay up to date as well. Ensure they’re getting the…


Added by Chris Vitale on December 19, 2022 at 11:30am — No Comments

How to Maximize Holiday Sales for Your Dealership

With the holidays in full swing and plenty of shopping happening, it’s important for your dealership to get in on the action to close out the year with a bang. Cars are a fairly popular Christmas gift, so it is up to your dealership to find a way to get the maximum value out of this time of year.


Get Involved in Charity



Added by Chris Vitale on December 15, 2022 at 3:08pm — No Comments

© 2023   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service