Our latest News and Blogs

The Donner Party became stuck in the Sierra Nevada mountains during the winter of 1846–1847. Of course, they didn’t have the cutting-edge technology we do today, so things quickly got worse. You already know how the story ends if you are familiar with it. The zombie apocalypse wasn’t quite here, but it was near. What […]

During a customer-focused break-out session at a recent seminar for company owners, a buddy heard a story that struck a chord with everyone in the room. She told me about that incident.   One of the women I worked with had just bought the car of her dreams, and she adored it. She obviously adored […]

At many dealerships, electronic document storage is now more prevalent than not, and for good reason! The advantages are numerous, ranging from making audits simpler to getting rid of crowded filing cabinets.   As with every significant shift, there are obstacles. The main difficulty is the absence of a formal dealership scanning procedure.   Too […]

The state of the world economy has drastically changed since a few years ago. From massive corporations to small and medium-sized organizations, everyone is seeking ways to boost earnings, improve performances, and enjoy healthy competition. RFID personnel tracking systems are one option that many people are spending money on.   Through 2026, the market for […]

If you haven’t seen “The Matrix,” the main plot point is that robots have taken over the world and have given everyone a false sense of security while also exploiting people as energy sources (human batteries). Please bear with me as I explain; I’m not saying that’s what’s occurring or where we’re going.     […]

According to a Marchex and Root & Associates study from 2021, 91% of auto buyers claimed that choosing a dealership was influenced by how trustworthy the salesman and/or dealership were. That is more than the 85% of those who listed “absolutely lowest price” as a crucial consideration! It’s the people, as one of our great […]

Managers in the automobile sector have been telling their employees the real cost of a lead for years. A phone call or a walk-in consumer was thought to cost $200–300 when I started in 2003. It is much higher now. Take the overall marketing expenditure and divide it by the total number of leads to […]

Pedestrians have always had the right of way when crossing the roadway, as far back as I can recall. If the driver is inattentive or drunk, a car’s hundreds of pounds of weight and ability may kill a person (or several people) in a minute or less. Yes, crossing in front of oncoming vehicles is […]

Any object that is built needs a variety of tools for various operations. The prerequisite varies depending on the object. Therefore, it’s crucial to pick the appropriate instruments for each job.   Because they are power tools or are required for precise, delicate work, some instruments can be pricey to purchase. These gadgets can also […]

Many dealerships have “value proposition” videos, but the issue is that their approach is to have those videos noticed by “the right shopper.” Social media channels like Facebook, TikTok, and others are excellent for branding, high-funnel messages, and the occasional mid to low-funnel contact. The majority of the visitors to this website are mid- to […]

For many prospective automobile buyers, vehicle affordability is becoming a serious concern. The average cost of a new car has reached $48,000, according to Kelley Blue Book, and the average cost of a used car is above $28,000, per Cox Automotive. How are customers supposed to pay these astronomical prices? more so with cryptocurrencies. According […]

In order to inform viewers and improve the customer experience, video can be used to engage sales prospects. Car dealerships may exhibit their inventory, highlight the features and advantages of particular models, and even provide virtual test drives by producing interesting and educational movies. This can aid car dealerships in establishing themselves as a reliable […]

How can you use tailored video approaches across the sales cycle to connect with potential customers, convert opportunities, and close deals more quickly? We all know that video is a key engagement tool to cut through today’s noise.   1. Video Gets Past Inboxes   If it isn’t already, video content ought to be a […]

Money is beckoning when the phone rings. Even though it’s every dealership’s mission to pick up the phone and connect every caller with a helpful person, some calls will undoubtedly go unanswered. Voicemail messages left by clients offer a simple chance to follow up and win back their business. However, fewer individuals, particularly millennials, are […]

Managers, you are the key to fostering employee growth.   In fact, I’ll state that management is the secret to the success of every process implementation and operational endeavor.   Consult any vendor. Consult your OEM representative. Nothing happens without active participation and managerial buy-in. Your GM gets angry because they can’t gain buy-in,” and […]

Search Google   Google has been moving forward steadily with its Google Bard program over the last few years. This program’s goal is to compile all of human knowledge in a straightforward manner that answers your inquiries.   LaMDA stands for Language Model for Dialogue Applications.   An overly complicated subject can be rapidly simplified […]

One of your objectives when working in customer service for a dealership may be to schedule appointments for individuals to come in and test drive new vehicles. This may seem like a waste of time if you are new to the dealership, especially if individuals frequently drop by without an appointment to buy a car. […]

A car must do two things in order to be sold. Consumers must develop an emotional bond with both their business and the automobile they are purchasing. The traditional path to the sale has always included the step of “selling your dealership,” but the current inventory shortages have made this step superfluous. There are many […]

Goals for Service Absorption   The issue of their customers defecting and having their vehicles serviced at aftermarket facilities is one that dealerships and their service managers are always working to address. In comparison to OEM customers who continue to service through the dealership, OEMs reward dealerships based on the number of OEM customers registered […]

What does your sales floor have in common with Duke basketball? There was a ton of excellent stuff at the 2022 Executive Summit, which I just returned from. One of the keynote speakers provided the audience with a fresh perspective on your employee development approach. The Duke basketball team was one of the examples he […]

One of the questions that can be posed occasionally requires a little more explanation when breaking down the duties of a service adviser in terms of selling work. You might be wondering what that question is.   Here it is, then:   Is it better to sell a project to a customer in person or […]

Success is defined as moving from failure to failure without losing motivation. —William Churchill   Many of us are considering ways to advance and change in both our personal and professional lives as the new year draws near. Setting and achieving goals is one efficient way to do this. But it’s equally crucial to keep […]

Do you recall Band of Brothers? Based on an even greater Stephen Ambrose book, it was a fantastic television series.   The 101st Airborne of World War II, notably Easy Company, was the subject of Band of Brothers. I recently rewatched this series, and something immediately stood out. There would have been no progress without […]

Managers have been sifting through every opportunity at the dealership over the past few years. An amazing invention is referred to as an “upgrade” or “exchange” scheme. If you’re not familiar, a sales associate spends time in the service lane. Their goal is to interact with potential service clients and attempt to persuade them to […]

We’d be lying if we said we didn’t relish the period when vehicles left the lot more quickly than we could add additional stock. But as that comes to an end, we must consider if we are ready to sell vehicles once more. Let’s face it: Throughout the past three years, we have easily overcome […]

When choosing whether to add a BDC service, there are a few things to take into account. What size is your store? What are your main upcoming appointments? Can your advisers handle scheduling their own appointments, or are they overworked? All of these issues should be taken into account when deciding whether a service is […]

One of the finest ways for a dealership to draw customers into the showroom is by setting up appointments. But it could seem like a waste of time if your representatives aren’t having any luck on the phone. Fortunately, effective training techniques boost your agents’ effectiveness in bringing customers into your dealership and closing deals. […]

Do you recall the days when deal structuring required paper and a pen? During those times, we were compelled to work harder and make independent decisions about how to run our enterprises. The focus has been on technologically assisted sales tools like digital retail and lead engagement systems that use artificial intelligence (AI) to carry […]

Your phone starts to ring, and as you look down, you find a strange number with the dreaded caller ID labeling the caller as SPAM. Do you respond? Most likely not. Even without the calls that scream they are spam, only 25% of people will even answer a number they don’t recognize. It goes without […]

Carvana and Vroom, two online disruptors, have invested millions of dollars in interactive video technology for one specific reason: interactive video enables them to merchandise their vehicles in a way that engages consumers and forges an emotional connection, demonstrating that consumers will buy sight-unseen if provided with sufficient visual information.     It’s crucial for […]

We adore the potential that the auto industry provides to millions of Americans around the nation. And although though we are better recognized for mentoring high-achieving salespeople and automotive leaders to even greater heights, we also appreciate assisting new people, also known in the business as “Green peas.” We all had a beginning, right? Despite […]

There are several things we can do to distinguish ourselves from our competitors. Excellent phone skills, efficient procedures, and even a current website. Yet many of us have trouble completing any of the aforementioned chores. Have we ever stopped to consider why we are unable to complete any (or all) of the aforementioned? There is […]

Caller ID was developed to simplify everyone’s lives. It does occasionally happen in a dealership situation, particularly when a consumer has a heavy accent or has trouble remembering their phone number. The caller ID is a communication killer 98% of the time, and staff members should avoid using it at all costs. Why does caller […]

Making sure that your phone agents are meeting expectations and having productive phone conversations is one of the most crucial things you need to concentrate on with them. More sales as a result of successful calls equals better success for your dealership. Call scoring is one of the best methods for assessing the success rate […]

There is nothing more gratifying than viewing a slick P&L statement. throwing air hoops while leaning back in the chair to celebrate a job well done. Or perhaps you’re looking for a new Rolex to add to your collection online. Everything about this is excellent. It’s great, in fact. The difficulties dealers will experience in […]

I received a text message from a multimillionaire customer I’ve been working with for the past four years at 2:04 PM on January 2, 2023.   “I know I can still expand,” it stated. “After a record year in both volume and gross, and outselling the top sales consultant in my dealer group by over […]

Ouch!   Let’s state up front that this post isn’t about abusing somebody. It’s about giving practical perspectives on the challenges we’re now facing. If we don’t address the problems we have now, we’re setting ourselves up for an unpleasant awakening in the months to come. For those who have been living under a rock, […]

Over the past two to three years, the phrase “Take it or Leave it” has become a recurrent topic in the auto business. Although it appears that customers are changing and adjusting to this label (or reality), should we be allowing it to continue as a practice at our place of business?   Those of […]

Anyone can appreciate a good front-end gross profit. If most of us stated otherwise, we’d be lying. Things have changed over the past three years, right? We regularly maintained a healthy front-end gross profit on new cars for the first time in years. something that appeared to be from a previous time. In the past, […]

As a salesperson or customer service representative, dealing with challenging phone customers is the most stressful experience. Even if you have years of experience, being angry or yelled at by someone can spoil your entire day. Fortunately, there are abilities you can master that will simplify these calls and even enable you to successfully deescalate […]