Would you ever give a little child a lollipop and then take it back? Outrageous, right? This causes upset, hurt feelings, destroys trust, and creates anger. You create this same dynamic with customers when you advertise deceptively, whether it is intentional or not. In these cases, consumer protection laws often triple damages and will require you to pay for … [Read more...] about Harmful Dealership Advertising: The Lollipop 1 Model
retention
3 Things Your Dealership Can Learn From a Blockbuster CEO
On Monday morning, June, 28 2007, John Antioco sat down at his desk and shuffled through his notes. Nearly ten years as the Chairman and CEO of Blockbuster Video, today Antioco was to deliver a company update to eager-eared lenders buzzing on a conference call. The largest movie rental chain on planet Earth, Blockbuster was plowing through another quarter, swatting down … [Read more...] about 3 Things Your Dealership Can Learn From a Blockbuster CEO
Why Marketing Based on Customer Data Delivers the Best Results
Although creative is still an important component of marketing campaigns, it’s hard to dispute that marketing based on customer data delivers the best results. For example, in the average dealership the top 20% of customers deliver 79% of gross profits. Meanwhile, the bottom 20% of your customers result in a net loss for most dealers. Your marketing messages and frequency … [Read more...] about Why Marketing Based on Customer Data Delivers the Best Results
How Bundling Retention Incentives Benefits Dealers and Consumers
Does customer retention have a place in a market shaped by ridesharing, subscriber services, pod cars, autonomous vehicles, Carvana and DriveTime, and ride-hail services such as Uber and Lyft? And as the retail auto landscape continues to morph into sales and distribution models that would have been science fiction just a few years ago, is the pursuit of customer retention … [Read more...] about How Bundling Retention Incentives Benefits Dealers and Consumers
How to Leverage Data to Create More Service Department Opportunity
You worked hard to build your relationships with customers—you know their cars inside and out. Naturally, they’ll come to you when they need service and repairs, right? Well, according to a recent study by Cox Automotive, you may be losing more customers to independent repair shops than you think. In fact, the study shows franchised dealers are getting fewer than one-third … [Read more...] about How to Leverage Data to Create More Service Department Opportunity