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Marla Belson - We all get that overwhelmed feeling when thinking about the state of economic affairs in America today, and if you are there, you’re probably not going to like what I am about to tell you. In fact, not at all.
Read More →Sean Bradley - We all know that the strongest form of advertising is word of mouth. We teach that to all of our sales staff. Everyone knows it; as a matter of fact, mathematically it makes sense. Average closing ratio for a fresh opportunity in your dealership is about 18 to 20 percent versus a 50 percent closing ratio from a referral or a 65 percent closing ratio from a prior customer.
Read More →Kris Wright - Don’t Panic. The market is tougher than I have ever seen it. The old days are back—big fees, low advances, short terms and high interest rates. Thanks mortgage market for causing this overcorrection.
Read More →There’s not much that’s traditional about Tracy Buick Pontiac GMC Cadillac in Tracy, Calif. From how their advertising budget is allocated to running the sales floor, their approach is anything but ordinary. While this franchise store meets its new car objective nearly every month, approximately 90 percent of its total business is special finance.
Read More →In 2001, Terry McCormick, the current general manager of Ray Laks Mitsubishi, was brought in to spearhead the implementation of a subprime department in Ray Laks Mitsubishi in West Seneca, N.Y. In the first six months of business, the department retailed an average of 15 to 20 subprime units per month.
Read More →Daymond Decker - Walsh knew that the next generation of customers would not be satisfied with two-dimensional photos of cars, an address and a phone number ...
Read More →Scott Dreisbach - The vehicle inventories you've invested in are no different than any other type of investment portfolio...
Read More →Don Reed - In the pursuit of additional profit opportunities in your service department, you must focus on maintenance of your customers’ vehicles. This is a missed opportunity for many dealers who do not perform complete, thorough inspections of...
Read More →Michael Rees - So, you sign up for these programs and the number of visitors to your new Web site increases. You even hire a dedicated Internet manager to manage all these inquiries. The number of Internet sales increases, so you think...
Read More →Glynn Rodean - Why do we train our BDC personnel? Because we need to bridge the gap between the sales department and the BDC, and the easiest way to do that is by properly training both sides.
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