Archive

From the beginning of time we have all been taught how important it is to complete a needs analysis or qualify your prospects. I am in complete agreement with this issue. In today’s market, knowing that the customer has done a significant amount of research in advance of visiting the dealership, the “Needs Analysis” has […]

By Mike Anderson The road to the sale has shifted from a one-way road without passing lanes to a fast-paced highway with many on and off-ramps that allow the driver to enter and exit where and when they choose. Throughout my 35-year career, I have experienced anywhere from as few as 8 to as many

Franchised dealers have worked tirelessly to adapt to changing consumer preferences and to utilize new commerce tools. It’s what’s gotten them ready to handle the wave of delayed first-vehicle purchases, and it has them very well prepared to serve the needs and wants of generations to come. By Peter Welch, NADA President and CEO Over

Overview: Too many dealerships are still focused on their showroom floor walk in traffic when the real growth opportunity is optimizing remote leads. The only way for dealerships today to profitably gain market share is to have a “bullet-proof” lead handling sales process. Approximately 80% of prospects will contact a dealership before setting an appointment.

Digital Retailing will likely not reach full adoption in the next 3 to 5 years. There are just too many variables in car buying to say that all vehicles will be bought online. But it seems to me it isn’t a question of if, but a question of when Digital Retailing will become the norm

Less than 7% of auto salespeople today are women! Yet, having a significant portion of your sales staff made up of women provides you with a competitive advantage … That’s because women feel much more comfortable making a high-stress purchase like an automobile from another female AND most men like to buy products from women! 

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.

The Rikess Group has worked with over 150 franchises to implement a One Price/Negotiation Free Sales process. Here are the top 10 reasons for considering this sales process: Give Women What They Want: Women purchase around half of the new and used vehicles and influence another 20%! Women define negotiating as “arguing” and dislike the

In an industry that has been reluctant or resistant to change, the automotive arena has become a frenzy of change moving at light speed. Hardly a day goes by that dealership leaders do not receive a call or read an article about a new technology or process designed to improve their dealership business model. So