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Dealer Consultants

Are you blaming your service department for heat cases?

By Tommy Ady

Ever get a call from a customer that wants to cancel their protection agreement because of your service department? Just a few days ago I listened to the voicemail of another F&I manager saying that ... again. The call went something like this: Hey Joe, 
I just had a flat repair done on my RZR but your service department said ...

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Opportunity is knockin’

By Mark Mooney

The sure way to miss success is to miss the opportunity — Victor Chasles Here’s a riddle for you. Knock, knock. Who’s there? Opportunity. Don’t be silly, opportunity doesn’t knock twice! Here’s another knock: Not making the most of the opportunities your dealership is being presented with daily. Every department in your dealership has the responsibility to contribute to the ...

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Generation Z: A force 20 million strong

By Forrest Flinn

Just when you think you have just cracked the code on managing members Generation Y, or more commonly known as Millenials, another generation is cropping up behind them. This new generation is known as Generation Z. Sounds cool right? I’m not sure how they go about naming generations, but it is a catchy name I think. Currently I am planted ...

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Cussing: What do women think?

By Leslie Prevish

Recently, a lively LinkedIn discussion caught my eye about the increase of cuss words in marketing. Then, a moto-journalist friend started a Facebook thread about swearing, which prompted some agreements that there’s a time and a place for it. Others said it wasn’t acceptable anyplace. What do women REALLY think about cussing, both in marketing and work environments? Do you ...

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Let’s talk about price

By Steve Lemco

To make my previous blog’s point clearer, I do a role-pay. I play both customer and salesperson. Customer: “So Steve, how much is it?” Steve: “Well John the price of this bike is only $19,550 and that’s a lot of bike for the money.” I stop the role-play there and then explain that when I am doing seminars I ask ...

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Why are F&I managers afraid of the phone?

By Tommy Ady

If it wasn’t already obvious to you by now, I am a fan of money. In fact, my love of money has inspired all of my sales and presentation strategies. And every one of them also insures that I can prevent losing my money whenever possible. I’m referring to abiding by government regulations. They’re there for a reason. We all ...

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The bounty in absorption

By Mark Mooney

“Potential has a shelf life” — Margaret Atwood I flip television channels often (son of a gun, there are a lot of them!) and I seem to be landing on a lot of paper towel commercials. “Absorbs more, and picks up what others don’t” seems to be the common message. You know, paper towels really haven’t changed that much over ...

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The anatomy of an effective job description

By Forrest Flinn

Good employee job descriptions can be a strategic, competitive advantage for your dealership. Bad job descriptions can cause internal turmoil and dealership disruption. Typically most of your staff wants to know how to contribute to the dealership and what is expected of them. They also want to how they are going to be evaluated while doing their jobs. Lastly, they ...

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Closing starts with hello

By Leslie Prevish

First impressions make it — or break it. You won’t close a sale unless you start the conversation the right way. Everyone remembers the line in the movie Jerry Maguire when Tom Cruise tells his love, “You had me at hello.” Female viewers sighed a collective “aaaahh” and smiled knowingly. Recently, I was talking with a friend about how millions ...

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Preparing for the price question

By Steve Lemco

There are two things that salespeople can pretty much count on hearing from customers. They will say, “Just looking,” when greeted and soon after they will ask the price of a particular motorcycle. Many times when this happens to me, five minutes later I am sitting down with the customer filling out the write-up sheet. I often wonder why customers ...

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