Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
327 articles
Service Drive
Most customers don’t have a clue about proper vehicle maintenance. At best, they know to change their oil every few thousand miles. If you don’t use a service menu to remind these individuals of the…
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
Service Drive
Join us for a complimentary, interactive roundtable among industry peers, featuring an in-depth discussion of strategies and concepts that will forever change the way your fixed-ops team works with…
CPI1 min read
Sales
If you are to become what is expected of a top sales professional, you’ll need to become a people expert. To do that you must first be able to identify different personality types. Personality…
Ted Ings2 min read
Service Drive
The dealership service experience doesn’t end when the customer picks up their vehicle from the cashier. For the next three to six months, the service department needs to communicate with their…
Ted Ings2 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
People
Mary Barra, Chairman and Chief Executive of GM is the first female CEO of a major global automaker, 34 years after she had started working at the company as an 18-year-old. Here she shares her life…
CPI4 min read
Service Drive
Imagine getting trained to sell, then being left to do your job for years and years. It doesn’t sound like the way to grow and improve, does it? Your product has changed significantly, and the way to…
Ted Ings2 min read
F&I
Anyone who’s bought a car from a dealership or worked in an auto sales department can identify with “The Box”. The sales agreement has been signed. The next step is to visit the F&I office, also known…
Ted Ings2 min read
Service Drive
Wouldn’t it be great to improve your hours per RO, and subsequently your dollars per RO? That’s one of the goals in every service department nationwide. For a small store that averages 500 repair…
Ted Ings2 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
Service Drive
The service department used to have red-hot sales and top CSI in the zone. But lately it has plateaued, maybe even started slipping. General Managers and Dealer Principals want to see continual growth…
Ted Ings1 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
Customer Experience
“Was your concern fixed on this visit?” Manufacturers and dealers, listen up! There’s a message coming at you from your customers…but it might not be one you’ll be happy to hear. It’s a common…
Ted Ings2 min read
Customer Experience
The District Manager has just left the GM’s office. He calls a meeting for his management team and gives them the breaking news: “Customer Satisfaction Surveys are dead!” The OEM has decided to stop…
Ted Ings2 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
BDC and Marketing
Having a BDC can be an invaluable asset to the dealership if it is set up for success. Where the Agents are contributing to the bottom line by effectively managing the inbound leads, equity lists, OEM…
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
Sales
It takes a thick-skinned person to work in the retail automotive industry. Dealing with rejection is a normal part of life when you’re selling cars, working the business office, or manning the service…
Ted Ings2 min read
Service Drive
Consider the multi-faceted role of a service advisor. It involves customer service, selling, mediating between the customer and technician, mechanical understanding, and financial aptitude. It’s a…
Ted Ings2 min read
People
We’ve all had an experience interacting with someone who makes it obvious they don’t want to be where they are. They’re in it for the paycheck; simply a warm body to fill a role. As a complete mirror…
Ted Ings1 min read
Service Drive
Pick up one of the flyers from your local newspaper. Find an item that looks like a great deal. Compare its sale price with the small-print retail price at the bottom of the ad. Now imagine going to…
Ted Ings2 min read
Service Drive
"What's in it for me?” In sales, it’s critical that you answer this question. A famous sales quote says, “Customers don’t care how much you know until they know how much you care.” Showing customers…
Ted Ings2 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