Turn 1 Star Reviews into 5 Star Customers

“The whole atmosphere was negative, I couldnt wait to get away from there. Stay away” -One Star “The salesperson didnt even know where the car was I wanted to see, and the manager wouldnt get out of his chair to help, he just said to look at another car, so I left.” – One StarContinue reading “Turn 1 Star Reviews into 5 Star Customers”

You Want me on that Wall

Absolutely not serious, and only BDC Alumni will appreciate, but I was watching A Few Good Men this weekend and thought Jack Nicolson’s speach could be used to describe the often felt tension between the Sales Department and the BDC. You want the truth? You can’t handle the truth! Son we live in a worldContinue reading “You Want me on that Wall”

Turn It Around by the Numbers

My goal was to write a very specific guide on gathering information that would help track a dealership’s progress by the use of metrics. This is the sixth draft and it is garbage. Metrics or KPI are great tools, but metrics are not going to turn anything around, if your dealership is dying, tracking theContinue reading “Turn It Around by the Numbers”

Marketing is a Waste of Money

Are you ready to throw away some money? Are you ready to waste some time too? Great. Here is the simple formula: Develop an awesome marketing campaign; support it with television, radio, social media, and search marketing; follow up with having no people to handle the calls and leads. That sounds crazy but businesses, specificallyContinue reading “Marketing is a Waste of Money”

You Hire Who You Attract

Companies often think of marketing and hiring as two different and unconnected jobs and departments, but I propose that hiring is your biggest advertising need if you are trying to grow a business. If your marketing department is not involved with attracting job applicants you are wasting the money you spend advertising your jobs. ItContinue reading “You Hire Who You Attract”

Generational Fracture

It has always been that older people blame change on younger people and younger people blame lack of progress on older people. While there has always been separation between older and younger generations the generational fracture that has occurred between Baby Boomers and Millennials seems to be more pronounced and talked about than between otherContinue reading “Generational Fracture”

It is All About the Content

Every post from social media experts seems to boil down to those six words so apparently Content is King. This lesson needs to be learned by salespeople as well as social marketers. Marketing studies indicate that 71% of customers that purchased automobiles said they bought because they liked their salesperson (Kershner, 2008). I believe thatContinue reading “It is All About the Content”

Training for 2020: Automotive Armageddon

The year 2020 is on the horizon, and along with it are huge changes for the automotive industry. In 1987 the rock group R.E.M. released a song with the main lyrics “It’s the End of the World as we know it.” That song will be the anthem for the automotive industry over the next threeContinue reading “Training for 2020: Automotive Armageddon”

Theory versus Reality: Automotive Product Specialists

I have long supported the idea that the traditional  role of the automotive salesperson is under siege and will soon be replaced; first by a legion of hourly, retail refugees and then by whatever online, kiosk, or other platform that finally cracks the car transaction as a service secret code. I will admit I wasContinue reading “Theory versus Reality: Automotive Product Specialists”