Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
327 articles
Leadership
A significant number of books and white papers have been written about the differences between managers and leaders. In most cases, managing is looked at in a negative way compared to leading…
CPI1 min read
Technology
In the recent Car Buyer of the Future Study by AutoTrader, respondents indicate that nearly all (84%) car buyers want to complete their purchase in person. That solidifies the dealership model going…
CPI2 min read
Service Drive
‘Free’ happens when mistakes are made, pure and simple. Online draws reward applicants for submitting a response, charity drives give away freebies, and sports teams throw t-shirts and cheap giveaways…
CPI2 min read
BDC and Marketing
Is it an online marketplace for vehicles? Most certainly, it is. But most dealership websites are monotonous; they have the depth of a kiddie pool. New visitors to the website arrive from various…
CPI2 min read
Leadership
If you make your bed every morning, you will have accomplished that first task of the day. When Adm. William H. McRaven, retired, was stationed in Afghanistan, his days were filled with…
CPI2 min read
F&I
The financing process can become monotonous and it’s easy to forget that it includes real people. It’s on the lender to do the right thing by the car buyer, either approving or denying a lease or…
CPI2 min read
Technology
Help Customers Obey Texting and Driving Laws. It’s illegal to use hand-held cell phones in 14 states currently, while in 47 states it’s illegal to text and drive. The dangers are obvious, the driver…
CPI2 min read
Leadership
A few years ago, I was asked at the “last minute” to deliver a keynote speech before a group, because the original speaker had become ill. I knew scant little about the exact subject matter. I wasn’t…
CPI1 min read
Industry Leaders
The Sound of Music actress Julie Andrews said, “Perseverance is failing nineteen times and succeeding the twentieth.” There’s something to be said for persevering when faced with challenges. But is…
CPI2 min read
Technology
A wave of electric cars is coming! A new generation of EVs is coming soon, according to press releases from manufacturers like Volvo, Volkswagen, BMW, General Motors, Ford, Renault-Nissan, and many…
CPI1 min read
Service Drive
One Chevrolet dealer in Wells, Minnesota has created quite the stir recently. A brand new Silverado, customized to look like a 70s-retro Chevrolet Cheyenne C10 pickup, has drawn attention across North…
CPI2 min read
Service Drive
These practical ideas aren’t new - they’re just effective. Time and Money! How you ask me to spend or invest both will determine my willingness to continue shopping at your facility. So here are some…
CPI3 min read
Sales
Your guide to never forgetting to contact a client Do You Keep a "To Do" List? Sure this sounds so simple and elementary that you’re probably shaking your head and saying “Duh!”. But if you’re honest…
CPI1 min read
Leadership
Far too much time in our industry is spent blaming our lack of success on circumstances or other people when the reality is that it’s most likely our own neglect. We can’t control what other people…
CPI1 min read
BDC and Marketing
When you give someone the power to give their honest opinion without consequence, you get the truth. It’s why studies like the AutoTrader Car Buyer of the Future study are so important. It says that…
CPI2 min read
People
In the automotive service industry, the workday is typically full - from bell to bell. Daily tasks involve stressful situations such as dealing with irate customers, working through scheduling…
CPI2 min read
Service Drive
Automotive trainers aren’t always the most engaging bunch, are they? It’s usually session after session sitting in rows of chairs, sipping hotel coffee and eating day-old pastries. Their purpose is to…
CPI2 min read
Sales
Picture walking into a dealership, searching for a pre-owned car. You’ve determined which make and model you want already, and the dealership has it. You just want to go for a test drive, get a fair…
CPI2 min read
Leadership
In the wake of Dieselgate, images have begun to circulate of vast Volkswagen wastelands across the US. The multi-billion-dollar settlement involves buying back more than 350,000 diesel-powered VW…
CPI2 min read
BDC and Marketing
A Facebook Live feed is one of the most engaging tools in the world right now. At the end of 2017, 1.4 Billion people worldwide were considered daily users of the leading social media platform. OEMs…
CPI2 min read
BDC and Marketing
Vehicles have advanced by leaps and bounds. New vehicles have smartphone integration with Apple CarPlay and Android Auto, available Wi-Fi hotspots, and some of the most amazing and massive capacitive…
CPI2 min read
Customer Experience
April 1st, 2018: Walmart launches a car-selling program through a partnership with CarSaver. Starting with four stores in Houston, Dallas, Phoenix and Oklahoma City, Walmart will now be able to offer…
CPI2 min read
Sales
People are paying more for cars than they ever have. Edmunds, a leading car information and shopping platform released data that spells out year-over-year increases in the average car sale price. From…
CPI2 min read
Service Drive
Many of today’s car buyers want a different dealership experience. The hard-nosed sales tactics, tough negotiations, and a disjointed in-store experience creates an unfriendly environment. Customers…
CPI3 min read