While I was on a conference call with a dealer-client the other day, the Dealer Principal commented... »
In April, I attended the 8th Digital Dealer Conference and Exposition in Orlando. It’s a strong... »
Every industry has a customer base that sets expectations. We all deal with them on a daily... »
If process is the foundation of superior Internet sales performance, then structure and people are... »
I remember my first Consumer Reports customer. He came into the dealership looking for a used car,... »
In past articles I’ve shared my belief that the best way to immediately improve sales is simply... »
BDC is one of the most incorrectly overused terms in the automotive retail environment. Far... »
What is the impact of word choice on sales? In a word, dramatic. When a customer submits a lead to... »
The entire history of auto sales has been defined by the dealer’s quest to control the selling... »
Are you completely buttoned down in your sales processes to manage the 12 key steps in Internet... »
Many dealers using the Internet as a marketing resource are still heavily focused on e-mail leads... »
The time has come. Your dealership’s DMS contract with a large, expensive legacy provider is... »
One of my favorite TV shows does a “profile” of the criminal suspect for each crime. Can you use... »
When you respond to an Internet lead, do you just send back a quote on the requested vehicle? If... »
We’re well into the first quarter, but it’s never too late to tweak our annual goals. At the very... »
It’s not news that search engine optimization has been a hot topic in the automotive industry for... »
Here is a stark but simple fact: for the past year, the marketplace has offered fewer active buyers... »
Tips for managing your online reputation »
Recently, I wrote an article, “Back to Basics,” about the need for salespeople to refocus attention... »
Since you are reading this, you likely read many industry magazines, read and/or contribute to a... »
An individual is interested in a vehicle. They research the vehicle online endlessly. Site after... »
Each day, dealers are inundated with new ideas, products and technologies to help sell more cars.... »
Nothing matters if a lead isn’t properly answered.No SEO or SEM, no mobile apps, no 360 degree... »
Let’s talk about text, baby. Let’s talk about you and me. Let’s talk about all the good things and... »
Recently, I noticed a dealer’s request for help on one of the automotive social networking sites.... »
