Industry News
The Ripple Effect
Recently I attended the Annual Industry Summit in New Orleans. About a week before my flight, I received an email from Southwest announcing the...
The Power of a Live Turnover in the BDC
In the not too distant past, I used to pat myself on the back if I took a turnover on a phone call at a dealership from a Business Development...
Stand Out From the Competition: Let’s Find Your Differentiator
Welcome to Boston. There are five Dunkin’ Donuts within a quarter of a mile from my office. I’ve selected my Dunkin’ of choice based on strict...
Declined Service Work or Targeted Marketing Opportunity?
The word “innovation” gets thrown around a lot when we talk about dealers who manage to stay ahead of the curve year after year, even as the industry...
Three Steps to Level up Marketing Strategies in 2020
Refining your marketing strategies heading into the new year sets you up for success in 2020 and beyond. The New Year is an exciting time at a...
Everyone Wins With A Seamless (Online And In-Store) Experience
Think about the last time you experienced a retailer with a digital experience that seamlessly connected to the in-store experience. Maybe it was as...
Making More Money with the Right Inventory Metrics
vAuto Founder Dale Pollak recently told a group of dealers: “We’re not in the car business, we’re in the business of making money.” And he’s right....
The Art of Detecting Manipulations in Marketing Reports
A while back, my teammates looked into performance reports from various vendors and agencies, trying to assess the industry standard. I’d love to say...
Plan, People and Profitability: A Lesson in Chicken
When a cashier takes your money for your purchase and then sends you off with a deadpan, “have a good one,” how do you feel? On the other hand,...
Tracking Online Reputation: You're Still Counting The Wrong Thing
There is no denying that generating new reviews, week in and week out, is a critical component to a dealer’s business process, but a common...
3 Keys to Influencing Indecisive Customers
Regardless of your professional title, we are all in sales, and we all have heard the dreaded words: no, not right now, I’ll think about it, maybe...
Commission Breath
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone...
