The labor sales potential for any franchised dealer’s service department is first dependent on the units in operation (UIOs) for that franchise in the dealer’s market. Unfortunately, very few of…

by Eric Schmitz

If you have salespeople, that know how to sell, but the…

The notion of a dealership’s employees having ownership of the organizations customer lists or communications is a frightening one. The question of ownership of work product, email and even actual…

When I started my retail automotive consulting practice in 1987, I chose to state as my unique value proposition, "Guaranteed 1,000% Return on Investment." During my first few years as an…

In Google's latest attempt to make Google+ the biggest social network, they've integrated it into your search results.

Of course, this hasn't been done across all Google search…

Since we initiated the Up To Speed blog, I’ve received numerous emails that suggest that one of the biggest road blocks to retail automotive success is the dealership (or department)…

Over the last fifteen years I’ve conducted numerous dealership sales meetings, at which we perform an interactive exercise called “Who Do You Know?” I ask each salesperson to write down…