In 1988, the renowned mega automobile dealer, Carl Sewell, penned an influential book titled ‘Customers for Life’. Within its pages, he emphasized 10 vital commandments for cultivating lifelong customers. Of these tenets, Sewell’s third commandment shone brightly, emphasizing, “under-promise, and ...

Our industry has undergone more of a transformation over the past few years that it had in the past few decades. This is thanks in great part to the recent Covid-19 pandemic, a historic world-changing event from which we are now just months removed. As the globe struggled to navigate this ...

The art of automotive reputation management is the ability to make sure that your dealership looks great for potential customers. It keeps you relevant, front, and center through online reviews. It entails monitoring, managing, and improving metrics and the public perception of your store.

In a competitive marketplace where customer satisfaction is crucial, auto dealerships must evolve to stay ahead. A key strategy to solve this leadership challenge is unifying your Sales, Finance and Insurance (F&I), and Service Departments. This not only increases overall efficiency but also ...

Building a Resilient Sales Team Over several decades, we have committed ourselves to working in concert with our dealer partners to cultivate their teams – a task that is both challenging and rewarding. Our overarching goal lies in seeking out that ideal mix of individuals capable of not only ...

The timeless art of the customer interview is fading away, as many automotive professionals have veered away from the foundational elements of the finance process in a dealership. The very first step that's being neglected is the all-important customer interview.

In 1985, as a recent graduate fresh from a small midwestern liberal arts college with a major in biology, it became urgent that I find a good job that paid well. Biology didn’t quite pan out. I landed a sales position at a Porsche Audi Volkswagen dealership in Las Vegas, Nevada. On day one, my ...

Bridging the Gap between F&I and Service In the ever-evolving ecosystem of the automotive dealership world, a common thread stitches together the career journeys of many. Most F&I training sessions I've attended or led always have attendees detailing their career road map from a sales role ...

The Importance of a Solid Foundation Just as you wouldn't dream of constructing your dream house without a firm foundation, establishing a consistent F&I process forms the bedrock for building your successful F&I house. This process begins with meticulous, proper preparation and the ...

Consumer enthusiasm for electric vehicles (EVs) is high, but actual adoption rates are telling a different story. Dealers are finding themselves at a crossroads, grappling with various challenges that impede the full-scale adoption of selling electric vehicles. As the auto industry stands on the ...