Garry House's Blog – November 2012 Archive (4)

NCM States: "It's Time to Raise the Bar for Automotive Internet Closing Ratios" Go from Good to Great !

In the second quarter of 2012, the NCM Institute (NCMi®) formed a training partnership with Automotive Internet Management (AIM). After personally auditing two of these sessions and receiving client-dealer feedback from all of the sessions, I’ve become convinced that dealers and their sales management teams need to “raise the bar” on their expectations for Internet closing ratios.

At NCMi, we have always believed and…

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Added by Garry House on November 27, 2012 at 3:00pm — No Comments

NCM Institute wants to know: Is Front Gross $PVR Still a Relevant Metric?

 Is Front Gross $PVR Still a Relevant Metric?

One of our “poster” clients—with super market penetration, great customer retention, strong gross profit production, and excellent net-to-gross retention—doesn’t believe in focusing on front $PVR, at least in his new vehicle department. In fact, his business model is based on $-0- new vehicle “total front gross profit.” But please also understand the following:

  • The New…

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Added by Garry House on November 21, 2012 at 10:00am — 8 Comments

From the NCM Institute Blog: Dealerships Can’t Hide Shady Sales Practices from Snitchers

Today I'm pleased to introduce Rebecca Chernek of Chernek Consulting (CCI) as NCMi’s newest Up To Speed Guest Expert. Rebecca specializes in Finance & Insurance training to Automotive, RV, Powersport and Marine dealers nationwide. With an impressive automotive retail background spanning over 25+ years, Rebecca has hands-on, proven experience in automotive retail including sales, director of finance and general management. She…

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Added by Garry House on November 6, 2012 at 9:29am — 1 Comment

Who Are (or Were) Your Industry Thought Leaders? From the NCM Institute

How do we define “thought leadership,” or more specifically, how should the term be applied to the retail automobile industry? According to Wikipedia, the term “thought leader” was coined in 1994 by Booz Allen Hamilton, a Fortune 500 corporate consulting firm, and it was used to describe individuals or firms that introduced business ideas that “merited attention.” Without question, thought leaders tend to be the most successful people or organizations within their respective fields. However,…

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Added by Garry House on November 1, 2012 at 12:00pm — 6 Comments

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