Dealer Consultants
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Session one: Presentation and demonstration
The classroom is not the place to go into the specifics of each model. It would take way too…
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Auto response on autopilot?
The difference between the right word and the almost right word is the difference between lightning and a lightning bug…
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New overtime changes coming to a dealership near you
Hey, dealers! It’s time to get ready for some very interesting payroll changes that are coming down the pike from…
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Sex sells? Research says…
Liz Keener’s recent article, Are bikini bike washes limiting your customer base, sparked many comments, including this lively discussion on…
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Session one of sales training: Part two
Normally, I tell a quick joke after the break to try and relax the class. I know there is a…
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What kind of protection do you use?
If you’ve been following the business manager’s story I’ve blogged about over the past couple of months, you know that…
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Why we do…
“There are two great days in a person’s life — the day we are born and the day we discover…
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Find your dealership’s next superstar using social media!
Most of what we knew about finding good employees has changed, and yet some things have stayed the same. Even…
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3 Ways to promote the positive
If you think “marketing ethics” is an oxymoron, skip this column. I’m a guest lecturer at the local university and…
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Session one of sales training
Session One: S.O.B S.O.B. stands for Sit On Bike. It is a very important step. Not just for customers getting…
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She’s on her way from $550 to $800
Last month, I talked about an F&I manager with a year in the business that was stuck at a $400…
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Who are you training?
“Teach them how to fly.” — Dan Chesbro When I ask about sales training or dealership education programs during dealership…
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It’s time to give everyone in your dealership a big raise!
Yes I said it, but this time you won’t have to open your checkbook to give every employee that works…
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Are you being age-appropriate?
Age-appropriate Marketing? “All 50-year-old women want to look like they’re a hot 20-year-old,” stated a marketing friend once when I…
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Know when to be a friend
I could go on and on about the importance of making a friend in the business with every customer, but…
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Can you hit $800 a month by selling theft?
It’s easy to come up with reasons why you won’t make any more money than you did in 2014. It…
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Are you afraid or committed?
There are only two options regarding commitment, you’re either in or you’re out-Pat Riley Most of us have shared common…
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Protect your dealership’s assets through the balance sheet
“Hey, Forrest! I made $200,000 in net profit in 2014! That’s great right?” a long-term friend and colleague in the…
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Capitalizing on empowerment trend?
Ah, the E word: Empowerment is “new” again? Years ago at Harley, we talked about using imagery and messaging to…
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The Probe — Part 2
Once the salesperson has greeted the customer with a cheerful smile in a friendly mannerism, he or she is now…
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