Sales and F&I
Topics and ideas for improving the car buying experience for customers online, in-store, or both.
5 Responsibilities of an Accessory Selling Champion
I’ve had the fortunate opportunity to work with hundreds of dealerships on their accessory initiatives and processes. Some of these dealerships only sell a few…
3 Ways to Convince Your Customer to Finance Through Your Dealership
When a friend of mine bought her car a few months ago, her mind was set on financing the purchase through her bank. She has…
3 Techniques to Help You Identify Customers Ready to Buy
Research states that it costs at least five times more to attract a new customer than it does to keep one (Harvard Business Review, 2014). That’s…
Is Your Internet Lead Process Dated?
In 2000, only 54% of new car buyers used the Internet to aid in the shopping process, according to a J.D. Power and Associates Whitepaper. The…
New Sales Are Hiding In Your Dealership – Do You Know Where to Find…
Are you searching for proven methods to bring in new sales? Look no further than your service waiting area. Customers with more service visits over…
There Is More to an Appraisal Than Book Value…
I once visited a dealer experiencing tremendous loss when he took his aged inventory to the auction. He couldn’t figure out what the issue was…
Is Wholesale Loss Kicking Your Butt? Learn Tricks to Minimize It
Picture this: You just took a five-year-old vehicle in on trade. You cleaned it out, fixed it up, washed it, and put a price tag…
Technology Is Here to Help You, Not Replace You
Technology, computers, tablets, cell phones… these advancements are changing the way your customers shop, buy, and service with your dealership. They are also changing the…
True Stories: “I didn’t want to be pressured.”
Old-school pressure tactics may have worked years ago, but not anymore. Car shoppers walk into your dealership with a lot of information and want a…
True Stories: “They treated me like I was a young, uninformed, and…
Generation Y ranges from ages 18-35, putting them in a good position to buy no matter what stage of life they’re in. A new high…
