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Dealer Consultants

How are you selling F&I?

By Tommy Ady

How many phone and Internet customers are you closing on protection products? Think about it. You currently know what your ratios are (right?), but what if you single out the phone and Internet buyers? Exclude the walk-ins, be-backs, referrals and service customers. Now if you’re like most everyone else in the world, those numbers suck, right? What if you could immediately ...

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Cause and effect: What’s in your wallet?

By Mark Mooney

Take away the cause, and the effect ceases-Miguel de Cervantes Scratching your noggin staying up at night wondering why certain aspects of your business aren’t performing? Cause and effect dictate what that performance is and what it isn’t. This should not come as a great surprise to anyone. A business’s performance indicators continually remind us that cause and effect is ...

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Why employees steal and ways to prevent it

By Forrest Flinn

I know you don’t want to talk about employee theft, fraud or embezzlement. It is an uncomfortable topic to discuss or think about. Some know it’s happening right under their noses in the dealership and try to detect and prevent it. And then there are others that bury their heads in the sand and live in denial. The purpose of ...

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Getting toddlers on two wheels

By Leslie Prevish

Ten months old. How many kids fall in love with two wheels that young? Not many, but imagine if they did? I met little Brently at a Strider race. His (smart) parents put a balance bike under him as soon as he was walking. At 18 months, he was whizzing around cones and making motorcycle noises. Hmmm, I see a ...

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Disneyland and dealerships

By Tommy Ady

What does that have to do with what I've got to talk about? Attitudes and process. Some stores that I work with are just like going to Disneyland and then with a few — you wonder how they can get their shoes tied. Some stores just try harder than others. It's that time of the year when dealers start signing ...

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Session one: Presentation and demonstration

By Steve Lemco

  The classroom is not the place to go into the specifics of each model. It would take way too long to do that. I remind the class of something I had said earlier in the session: If they learn just five new things a day, at the end of 30 days they will have learned 150 things to talk ...

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Auto response on autopilot?

By Mark Mooney

The difference between the right word and the almost right word is the difference between lightning and a lightning bug — Mark Twain Great businesses, no matter what type, share one common trait: great communication. Big or small, lots of folks or just a few, great communication plays an important role in business. Let’s look at all that you communicate ...

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New overtime changes coming to a dealership near you

By Forrest Flinn

Hey, dealers! It’s time to get ready for some very interesting payroll changes that are coming down the pike from our friends at the Department of Labor. These changes center on overtime calculations for your dealership’s exempt employees. Yes, I said exempt employees. You know, the ones that you put on salary regardless of the number of hours that they ...

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Sex sells? Research says…

By Leslie Prevish

Liz Keener’s recent article, Are bikini bike washes limiting your customer base, sparked many comments, including this lively discussion on LinkedIn. I decided to dig into a few articles with research on the subject. I’ve also included a few questions for you to ponder at the end. No, but yes? In this article, Does Sex Still Sell? Or Does It ...

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Session one of sales training: Part two

By Steve Lemco

Normally, I tell a quick joke after the break to try and relax the class. I know there is a lot of pressure on them when it comes time to role play. It is not just the idea of getting up in front of the class, but also the simple reasoning that the performance will have a lot to do ...

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