Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
221 articlesClear filters
Sales
If you spent merely fifteen extra minutes each day gaining one new sales idea or sharpening a sales skill, within a few years you would become an industry leader. Did you know that? It’s the premise…
CPI2 min read
Customer Experience
Every year, J.D. Power ranks manufacturers according to customer experiences in the service department. In the most recent U.S. Customer Service Index Study, the top performers in the mass-market…
CPI2 min read
F&I
In each deal, the least amount of time spent is with the customer, but it’s definitely the most critical stage. The fourth phase in the financial services process the customer interaction, and the…
CPI2 min read
Technology
In the past, shops located in the middle of the country could go years without seeing a Toyota Prius or Honda Insight. But things have changed, and hybrid vehicles are no longer relegated to the…
Ted Ings3 min read
Leadership
The Power of Encouragement. “People who share a common direction and sense of community can get where they are going faster and easier because they are traveling on the thrust of one another.” In the…
CPI1 min read
Service Drive
Across the United States, there’s a technician shortage. From New York City to Los Angeles, Fargo to Albuquerque, dealerships are scrambling to fill empty workbenches with experienced technicians…
CPI2 min read
F&I
An important role in the financial services process falls squarely on the sales consultant’s shoulders. The third phase is the transition between the sales and F&I departments. They are tricky waters…
CPI3 min read
Sales
“You’re selling enough accessories,” said no OEM ever. There’s always a push to increase accessory sales from district parts managers. It’s a booming industry on the aftermarket side, and OEMs want to…
CPI2 min read
Sales
General Motors announced Monday that it planned to idle five car factories in North America and cut roughly 14,000 jobs in a bid to trim costs. Spurred by low gasoline prices, Americans are snapping…
CPI2 min read
BDC and Marketing
Dealers want to convert their leads better. That’s according to the 2018 State of Automotive Marketing Report published by 9Clouds. Of more than one hundred dealers surveyed for the report, the number…
Ted Ings2 min read
Industry Leaders
When was the last time you read a book on organizational leadership or culture change? Are you still operating your business on strategies that we’re employed when your grandfather owned the…
CPI3 min read
BDC and Marketing
“Good Luck!” We hear it all the time. It’s a phrase used to wish people well in their efforts. But there’s another way to look at luck that may help you approach success more effectively. Maybe you’ve…
CPI2 min read
People
The marked inequity between men and women in automotive has been a far-reaching topic. CPI scratched the surface in a previous article, Where Are All the Women in Automotive? With less than a quarter…
CPI3 min read
F&I
Before the customer sits with the financial services advisor, remember, the role has changed, the deal needs to be worked up. It’s the job of the sales manager and/or the financial services advisor to…
CPI3 min read
F&I
For those who choose to make a living dishonestly, no sleeping pill will erase the negative feelings that remain…. Far too many F&I departments are still trying to swindle or deceive customers in…
CPI1 min read
Sales
In the retail automotive business, successful sales managers determine a specific reason for every sales meeting based on a need or expressed desire While informational meetings explain the latest…
Ted Ings3 min read
F&I
As we noted in the previous article, focus groups have given a glimpse into exactly what customers want in the F&I office. At the core, car buyers want to know they can trust the F&I office. Isn’t…
CPI3 min read
Sales
A recent news report on CNBC claims that 75 percent of Americans regularly shop online at Amazon. That online shopping trend is carrying over to automotive sales, according to a survey by Chase, which…
CPI2 min read
Service Drive
Seasonal Service Packages Supplement the Manufacturer’s Maintenance Schedule Some customers don’t want to follow an oil life monitor for their vehicle maintenance. They might rather change their oil…
CPI2 min read
F&I
If you are in Sales Management, a Financial Services Manager, Dealer Principal, or involved in Indirect Lending or OEM Management, you’ll want to stay tuned to this five-part series from the Center…
CPI2 min read
People
"Who knows what evil lurks in the hearts of men? The Shadow knows!" These were the opening lines of the famous Shadow "detective story" radio program captivated listeners many years ago - are…
CPI1 min read
Service Drive
Almost three-quarters of new car customers disappear from the service drive by the time their warranty is over. They’ve defected; gone somewhere else for their maintenance and repairs. And while…
CPI1 min read
Service Drive
Understanding Starbucks Coffee Company's simple strategies will make your entire dealership more profitable ... Ahhh. ... It's autumn and the distinct aroma of pumpkin spice latte has returned to a…
CPI4 min read
Sales
Actors are just highly compensated salespeople. If they’re good, they sell you on a character and you buy it! All actors use words that someone else wrote. Like the pro’s, you need to practice enough…
CPI2 min read