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Gen Z Loyalty: Why Traditional Strategies Aren’t Enough
62 percent of Gen Z consider multiple options even when they have a favorite brand. So how can you keep their extremely important business?
True Story: Dream Car Disaster
When I was ready to purchase my first vehicle, I was full of excitement. I thought nothing could bring me down and the only challenge…
The Power of Personalization: How Direct Mail Can Transform Your Marketing
Consumers spend less time than ever inside dealerships, which means your window to communicate value has drastically narrowed. Customers today begin their search for service…
Welcome to Your Dealership’s New Profit Center
If we looked at the automotive retail industry 10 years ago, about 16 to 17 million cars were being sold per year by 22,000 dealerships.…
3 Mistakes That Turn Customers Off
A customer comes to your dealership, looks at a car, appears interested, leaves, and never comes back. What happened? In my experience, when prospects disappear…
What 3 Controllers from North Texas Taught Me About Training
I’ve been a software trainer for over 25 years. Usually, I’m the one doing the teaching, but every now and then, my students catch me…
How NOT to Sell to Gen Y
I recently bought my first “real” car. You know, the one you buy after you’ve finished your college degree and gotten settled into your first “real”…
Hiding in Plain Sight: What Dealers Don’t Know Can Hurt Them
When the dust settled from the initial data security breach at Target stores, the way the hackers got into the company’s network turned out to…
Are You Making Mistakes When Pricing Your Inventory?
A dealership’s pricing method rarely coincides with a customer’s desired price point. The main reason: dealerships don’t base their prices on market data! Dealers often…
Automotive Retailing in the New Normal
When the dust settled after the flurry of automotive sales at the end of 2013, the industry had recorded another year of increasing vehicle sales-…
