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Lead volume is flat, cross-shopping is up and brand loyalty is in retreat. As confident sales teams keep losing buyers they thought they had, daily industry sales data is showing dealers exactly where their funnel is breaking and how to fix it without buying a single new lead.
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Harlene Doane - For some technology issues, the answers are black and white. There is a right way and a wrong way to approach them. For other issues, there can be a great divide in opinions—even among those who work in the industry. This month, three questions asked by dealers warranted a closer look ...
Read More →Greg Goebel - 2008 has proven to be a tumultuous year in the special finance industry ... Finance companies as a whole have tightened underwriting guidelines, reduced advances, increased fees and raised interest rates.
Read More →Harlene Doane - Dealers have started looking closely at employee staffing and productivity in addition to overall dealership gross profits. The current all-dealer (domestic, import and highline) Benchmark departmental gross profit per employee is ...
Read More →Sean Bradley - Understand that I teach and preach a process that holds excellence in performance as the end goal, and it personally frustrates me when I see dealers, managers, Internet directors and sales consultants making excuses for mediocre results. I hear all kinds of excuses such as ...
Read More →Thomas B. Hudson, Esq. - Sometimes it seems like there’s just no end to the ways a dealer can get into a legal jam. That’s really not surprising ... Here’s an example of a dealer’s problems arising from the sale, or non-sale, of credit insurance...
Read More →Charley Pompey - Once upon a time, there was a BHPH dealer who fell asleep in his office under the spell of a wicked customer. When this buy here pay here dealer fell asleep, he began to dream that he could sell his cars for anything he wanted to. He and his employees knew the BHPH business and did not need to change the way they did things or educate themselves on the business.
Read More →Tom Herald - One of the most common reasons cited for the high failure rate of CRM Systems is poor data quality. It is also one of the easiest problems to avoid.
Read More →Justin Spath - This ... is a fundamental problem with employee relations practices at many automotive dealerships. We lose employees and have trouble finding new ones because ...
Read More →Kevin Day - Most people know and understand what typical insurance is; insurance is the means of guaranteeing against loss or harm. What people don’t understand (and during my 13 years as a dealer I didn’t understand this either) is RRGs. An RRG is ...
Read More →Scott Dreisbach - Every single successful retailer of any product across this great country of ours has at least one thing in common. They all desire to gain market share on their competitor. They all want to sell more ...
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