The Paradox of Progress

The Paradox of Progress

The Farther You Get, the Farther You Have to Go. In taking a detour this month I want to share with you something I have been observing in some dealerships which frankly are holding back business achievement. This article will be a living testament as to why it is so...
Dealer Math Test: Data + Thought + Action = Cash

Dealer Math Test: Data + Thought + Action = Cash

Quiz Take your most popular selling make and model and pick your very best zip code. Do you know how many of those particular vehicles were sold in that zip code in the last quarter? How many of those were used? What year was the most popular? Who sold those vehicles?...

CRM Leadership Change Required

There comes a time when dealership management teams simply have to exhibit leadership and steer the ship instead of waiting for the currents to drift them to port. I continue to encounter numerous dealerships that have extensive, and I might add in some cases, very...

Customer Relationship Leadership

Customer relationship management has changed the automobile retail industry right along with a multitude of corporate giants. Although lagging in the embracement of CRM compared to other industries, the efforts of dealership teams across the country to more...

Step-By-Step CRM

Thus far in this series about building a more effective CRM department in your store, I have outlined how to construct a solid CRM foundation that must be present and working smoothly to ensure that the forthcoming processes will be successful. These processes are:...

Dealing With Objections Properly

My recent article entitled “Are You Converting Opportunities into Accountable Business” took an unabashed perspective into the posture or mindset of the internet shopper and subsequently the elements involved in that process. At the end of that article I offered a...