You’re Probably Looking For the Wrong Salesperson, or, How to Find Your New Horses

When asked “what is your biggest challenge?”, the vast majority of Dealers will say, “finding qualified sales associates!” Unfortunately, most Dealers don’t have a clear idea of how to find the right sales candidate for today’s marketplace.   Compounding the problem is that they employ an old-school compensation plan. The majority of Dealers are still looking […]

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Hiring Gen Y

About Gen Y: Gen Y are in there 20’s through early 30’s. They are buying 27% of new vehicles sold; by 2020 it will be 40% making them the largest generation of auto purchasers. Social media and review sites in particular, are how they decide what cars to buy and where to buy them. They

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Points of Friction…OUCH!

We’ve all been to stores where: …What you saw online—or were promised online—isn’t available on-site …  You can’t find what you’re looking for, or find someone knowledgeable and friendly to help you …  The website is information-rich and pressure-free, but in-store personnel make up for their lack of knowledge by being smarmy or pushy …  

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I Don’t Understand Sales BDCs

I’m a bit dumbfounded as to why a modern auto retailer would still use a sales BDC. Think about it.  BDCs withhold information to try to secure an appointment. Not because they are nefarious. They just don’t have the answers. “Does my daughter qualify for a first-time buyer’s program?” “How long is that incentive on?”

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Create Your Own Digital Storefront

AutoNation recently announced the creation of their first Digital Storefront – which allows the website to transition from purely informational to transactional – offering customers the opportunity to do the majority of their auto sales transactions from the comfort of their home or office. I don’t see any reason why you can’t transform the automobile

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What Does Green Mean to You?

Let’s play word association – I say “green” and if you’re like most dealers you’ll say, “climate change” and then something very nasty about Al Gore. When I hear “green” in context to the dealership world I think of the following: The need for energy independence, especially from the “bad guys” in the Middle East.

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