Dealer Consultants
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Day Two: Price quoting continues
The first thing I do after I welcome the survivors back to day two of class is take a role…
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Sometimes, usually, occassionally…
It’s not what we do once in a while that shapes our lives. It’s what we do consistently — Anthony…
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Is your dealership at risk of workplace violence?
Last month the nation was stunned when Alison Parker and Adam Ward were shot and killed live on WDBJ7 television…
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STEM girls and motors
On a recent hike, I came across a college girl wearing a T-Shirt proclaiming, “Science is the new rock ‘n’…
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Let’s talk about price — Part two
If the salesperson gets a sour look and shows fear while it is not his or her money being spent,…
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Are you blaming your service department for heat cases?
Ever get a call from a customer that wants to cancel their protection agreement because of your service department? Just…
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Opportunity is knockin’
The sure way to miss success is to miss the opportunity — Victor Chasles Here’s a riddle for you. Knock,…
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Generation Z: A force 20 million strong
Just when you think you have just cracked the code on managing members Generation Y, or more commonly known as…
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Cussing: What do women think?
Recently, a lively LinkedIn discussion caught my eye about the increase of cuss words in marketing. Then, a moto-journalist friend…
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Let’s talk about price
To make my previous blog’s point clearer, I do a role-pay. I play both customer and salesperson. Customer: “So Steve,…
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Why are F&I managers afraid of the phone?
If it wasn’t already obvious to you by now, I am a fan of money. In fact, my love of…
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The bounty in absorption
“Potential has a shelf life” — Margaret Atwood I flip television channels often (son of a gun, there are a…
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The anatomy of an effective job description
Good employee job descriptions can be a strategic, competitive advantage for your dealership. Bad job descriptions can cause internal turmoil…
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Closing starts with hello
First impressions make it — or break it. You won’t close a sale unless you start the conversation the right…
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Preparing for the price question
There are two things that salespeople can pretty much count on hearing from customers. They will say, “Just looking,” when…
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How are you selling F&I?
How many phone and Internet customers are you closing on protection products? Think about it. You currently know what your…
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Cause and effect: What’s in your wallet?
Take away the cause, and the effect ceases-Miguel de Cervantes Scratching your noggin staying up at night wondering why certain…
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Why employees steal and ways to prevent it
I know you don’t want to talk about employee theft, fraud or embezzlement. It is an uncomfortable topic to discuss…
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Getting toddlers on two wheels
Ten months old. How many kids fall in love with two wheels that young? Not many, but imagine if they…
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Disneyland and dealerships
What does that have to do with what I’ve got to talk about? Attitudes and process. Some stores that I…
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