The Future is Not Online Car Buying; The Future is Omnichannel Digital Retailing
The Future is Not Online Car Buying; The Future is Omnichannel Digital Retailing I dislike the term “omnichannel digital retailing” because it’s a smash-up of buzzwords meant to make vendors sound...
View ArticleThe 5 Things Dealers Can Do Today to Stay on Top In 2021
(Originally published in the Fall 2020 edition of Tennessee Dealer News.) The 5 Things Dealers Can Do Today to Stay on Top In 2021 While the forecasts change almost daily, vehicle sales in 2021 are not...
View ArticleCar Dealers: “We Were Killing It… Now What?”
We Were Killing It… Now What? For a variety of reasons (pent-up demand, stimulus checks, fear of public transportation, etc.) year-over-year sales increased for virtually all dealers in the third...
View ArticleFree Inbound Sales Call Cheat Sheet and Assessment for Car Dealers
Free Inbound Sales Call Cheat Sheet and Assessment for Car Dealers If you’re just here to access the free assessment page for use in your dealership, you can click here: Free Car Dealer Call Monitoring...
View ArticlePriorities for the Modern Automotive Salesperson
Priorities for the Modern Automotive Salesperson Are you an automotive salesperson managing not just Floor Ups, but also Phone Ups, Internet Leads, and perhaps Website Chats? If so, then you likely...
View ArticleThe Cure in Any Market: Attitude + Activities
(This article was written for the Winter 2021 edition of Tennessee Dealer News.) The Cure in Any Market: Attitude + Activities Depending on who’s providing the forecast, vehicle sales in 2021 are...
View ArticleTight New and Used Car Inventories: Where Can We Cut?
Tight New and Used Car Inventories: Where Can We Cut? Chip shortages and a stimulus-fueled increase in consumer demand have led to a wild start for automotive retail in 2021. Auction prices – driven...
View ArticleOur Sales are Through the Roof, So Does Lead Response Time Really Matter?
Our Sales are Through the Roof, So Does Lead Response Time Really Matter? Today, most dealers are selling every piece of inventory they can get their hands as desperate consumers willingly pay more for...
View ArticleCar Dealers: Now is the Time for Real SEO
Car Dealers: Now is the Time for Real SEO First, a few quick Search Engine Optimization (SEO) definitions in layman’s terms: SEO: The practice of optimizing a website to appear higher in the free...
View ArticleWhat Does Real SEO for Car Dealers Look Like?
What Does Real SEO for Car Dealers Look Like? Last month I published a post to urge automotive retailers that Now is the Time for Real SEO. In that post I detailed how a new client was being hoodwinked...
View ArticleWhat’s Your Plan When Inventories Normalize?
What’s Your Plan When Inventories Normalize? Today (if you’re like most dealers) you’re selling everything you stock and you’re making the highest grosses on both new and used vehicles that you’ve made...
View ArticleThe Great Car-Buying Experience: Telling is Only Half the Equation
The Great Car-Buying Experience: Telling is Only Half the Equation Even before the pandemic, many dealerships were beginning to focus their marketing and messaging away from low prices toward providing...
View ArticleJust Don’t Screw It Up: The Key to Delivering a Great Customer Experience in...
Just Don’t Screw It Up: The Key to Delivering a Great Customer Experience in 2022 I’ve written before about how Chick-fil-A’s reputation for delivering a great customer experience is not about solving...
View ArticleIs Selling a Vehicle Above MSRP “Price Gouging?”
Is Selling a Vehicle Above MSRP “Price Gouging?” (Don’t worry, you won’t have to read this entire post to learn how I feel about calling this practice “price gouging.”) Ugh. I am truly sick of seeing...
View ArticleIt’s Time to Revisit Sales Processes
It’s Time to Revisit Sales Processes Congratulations! You and your team have likely enjoyed the greatest run of net profitability in the history of your store! Of course, so has every other...
View ArticleIt’s the Perfect Time to Start Leading Again
It’s the Perfect Time to Start Leading Again Yesterday, I wrote about how the inventory shortages presented a perfect time to restart your sales processes. Because, of course, once inventories begin to...
View ArticleDigital Retailing: Lessons from the Winners
Digital Retailing: Lessons from the Winners Among my regular duties over the last several years, I’ve been working with OEMs and dealers to fine tune their digital retailing efforts. Throughout this...
View ArticleTurn Your Order-Takers Back Into Sales Pros
Turn Your Order-Takers Back Into Sales Pros Let’s be honest. Since about August or September 2020, your salespeople have had it pretty easy. Your cars, trucks, and SUVs have been selling themselves…...
View ArticleMuscle Memory: The Key to Selling More Vehicles in any Market
Muscle Memory: The Key to Selling More Vehicles in any Market You’ve probably heard the term muscle memory applied to professional athletes. It describes those who’ve committed to their craft and...
View ArticleWhat the Auto Industry is Getting Wrong About the Carvana Experiment
What the Auto Industry is Getting Wrong About the Carvana Experiment Many in the automotive industry are not surprised at Carvana’s downfall. (I’ve been writing about the reasons they would fail and...
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