Captain America and Iron Man may be terrific super heroes, but the hero in many of America’s auto dealerships is the individual managing the store’s customer portfolio. We call this superhero, Über Seller. An Über Seller is the supreme example of a particular kind of sales associate. What makes Über Seller so successful is he or she rarely takes an up—yet is often … [Read more...] about Über Sellers
Twenty-fourteen promises to be an active year for lease expirations. Many current lease customers will be enticed away from your dealership by your OEM, area banks, finance companies and competitive dealers. I’m here to say that none of your customers to come off leases this year should ever find reason to acquire their next vehicle from anyone but you! They key to retaining … [Read more...] about Create Your Own Early Lease Termination Sales Lift
Opportunity selling, a variation of data marketing, can sell cars for dealers of most any dealership. The determining factor is compelling motivation, not a specific brand or huge customer base. Some smaller dealers using opportunity selling will measurably boost monthly sales additional 10 or more units each month. This strategy helps engage existing customers in a … [Read more...] about Opportunity Selling is for Every Dealer!
I love attending NADA—and NADA in New Orleans especially. I love the food, the jazz and the atmospheric feel of New Orleans. I also enjoy seeing our clients, and meeting new dealers. Much of what the city of New Orleans offers is, of course, outside the walls of the New Orleans Ernest N. Morial Convention Center. Inside, though, dealers will find a plethora of ideas for … [Read more...] about Mining for Advantage at NADA
Dealerships using data mining strategies to capitalize on their investment in existing customers can achieve truly measurable customer retention! Dealers measure this retention by the number of previous customers who buy from them again—anywhere from five to 75 or more repeat customer sales a month, depending on the dealership’s units in operation. Furthermore, dealers … [Read more...] about Better Retention at 10% Higher Grosses!