Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
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Technology
The good old days are gone: how the auto industry has changed Today's millennial generation was raised in the digital age, all new cars were computer-controlled by the time they got their driver’s…
Ted Ings3 min read
People
They say age is nothing but a number, but in society, that’s far from true. Ageism is rampant everywhere, especially in the workplace. Your dealership may be promoting this form of prejudice without…
Ted Ings4 min read
Service Drive
To hold a full-time leadership position and run a successful business, you have to be a mastermind, like David Foy. Known appropriately throughout the industry as the Fixed Ops Mastermind, David works…
Ted Ings2 min read
BDC and Marketing
Every dealer has a brand. But not every dealer has a modern brand strategy. A strategy that assists the dealer in setting themselves apart from the competition. Having to do with everything from the…
Ted Ings7 min read
Sales
“Choice”, An act of choosing between two or more possibilities. A range of possibilities from which one or more may be chosen. (Oxford Living Dictionaries) "Choice" is often described as the ultimate…
Ted Ings5 min read
Service Drive
There are two ways to look at the word “declined.” One of them being negative and the other as an opportunity to not only refine the multi-point inspection and interactive walk-around yet also…
Ted Ings5 min read
Service Drive
Texting is an integral part of our day. It’s arguably one of the most used applications on the phone, which is why it is crucial that we get it right. That is understanding not just the “purpose” of…
Ted Ings6 min read
Sales
Respect Your Customer and Share Control of the Sales Process “Control”, the power to influence or direct people’s behavior or the course of events (Oxford Dictionary) Today’s customers don’t want to…
Ted Ings4 min read
Service Drive
Mistakes are part of human nature, so there will always be an occasional car that doesn’t get fixed right. But when improper repairs happen on a regular basis, that’s a problem. The good news is, even…
Ted Ings3 min read
Service Drive
Do First Impressions Matter? Whether you are answering the phone at the dealership, greeting a customer on the showroom floor, or booking a vehicle in for a service, the customer will form an opinion…
Ted Ings5 min read
Service Drive
Is tablet use hurting your fixed ops department? These days, electronic tablets are all over the place. Wherever you go, people are walking around with their heads down staring into digital displays…
Ted Ings3 min read
People
The automotive retail industry was once a man’s world, but not anymore. Now, some of the most successful individuals in the trade are women. Need proof? Then check out these stories from 16 of the…
Ted Ings20 min read
Sales
Do you want your managers sitting in their comfy offices, only venturing out every now and then to ensure that the minions are working hard, and more importantly, haven’t forgotten their place in the…
Ted Ings5 min read
Sales
To become an excellent salesperson, you need to act like one. When you kick back with a bucket of popcorn watching Indiana Jones, you become transfixed. Automatically, you believe Harrison Ford is a…
Ted Ings3 min read
Sales
The end of the month frenzy is not limited to whether or not your dealer will hit the sales objective - as the infamous online OEM training courses are due. Knowing that if your dealer does not…
Ted Ings7 min read
Sales
These days, when people need a ride, they pull out their smartphone and request a Lyft. And, as if that wasn’t easy enough, they expect the driver to be there in mere minutes. There’s no waiting…
Ted Ings4 min read
Sales
Looking to close more deals? Here are 8 proven tips Great salespeople are made, not born, they become great by taking advantage of every nugget of wisdom they can find. This is the attitude you need…
Ted Ings6 min read
Service Drive
Cutting back on dealership conveniences is penny-wise and dollar-foolish. Sure, it can be tempting to cut back on conveniences when sales are down. You may think customers won’t notice if you take…
Ted Ings3 min read
Sales
The retail market place is changing, and sales managers need to change with it. Customers have become savvier and are wising up to many of the classic “old school” negotiating techniques commonly used…
Ted Ings5 min read
F&I
Many customers enjoy getting a new car, but none look forward to dealing with the finance and insurance (F&I) department. Most buyers feel like they’re about to get into a boxing ring when they step…
CPI3 min read
Leadership
It is no secret why successful sales consultants are at the top of their game leading the pack at their retailer. They know how to both find and navigate new sales opportunities making the most out of…
Ted Ings10 min read
Sales
Trust is a fundamental cornerstone of any relationship. Whether it is with your family, friends, boss, employees, or customers, a successful relationship needs to be built on a strong foundation…
Ted Ings5 min read
Wellness
Exercise builds the body and reading builds the mind. In the same way that you go to the gym to have a healthier body, you need to read to have a healthier brain. Some of the benefits of reading are…
CPI5 min read
Service Drive
Nearly half of all customers value certification, the problem is, they don’t know if their technician is certified. Dealerships not promoting employee credentials are to blame. A recent study found…
Ted Ings3 min read