For a dealer, selling a vehicle is a process, not an event. For salespeople to be successful, they need to understand all the essential parts of the sale. Each element of the sale, from building rapport with customers to understanding objections before they arise, is like adding a brick in the ...

Going digital in auto dealerships has become more of a priority with COVID-19 wreaking havoc on customer’s willingness to venture to a dealership and/or allowing customers on-site. As a result, having to offer retailing through online means is becoming a new norm.

While communication is vital to the success of any organization, keeping a clear flow of communication between the F&I Department and the Sales Desk is essential in a dealership. Negative communication can deliver a stormy impact on employee morale, the profitability of the dealership, and ...

While there are no laws that require you have to hire a compliance officer, there's a chance that without a hyper-focus on compliance, you could wind up breaking actual laws as a result. Let us explain.

Repeat business is the proverbial 'bird-in-hand.' Your current customers are fertile ground for cross-selling. It's your golden opportunity to wow them beyond belief. Take the initiative, know your customers and understand their needs. Do this and your long-standing customers will remain loyal and ...

Every word shared between salespeople, sales managers and the F&I Department carries with it the power to affect the bottom line. Details are crucial and as one sales manager once wisely suggested to his salesperson, "Land the plane!"

Dealers often focus their marketing efforts on finding new leads and bringing in first-time customers. While those strategies are important, the most successful dealer managers know that retaining their customers is also essential. We wanted to highlight a few best practices the most successful ...

Smart business management is preparing for the "What-Ifs." While it's hard to predict sicknesses, it's also hard to predict if an employee will resign. If your dealership is void of F&I staffing, there can be a disruption in your day to day sales operations. Before your dealership stalls out, ...

Proper marketing is crucial to the success of any business. From print media and digital ad campaigns to social media marketing- all play a significant role in creating a brand image. However, there is one thing that is perhaps the most important tool for spreading the word about a business. That ...

The term "reinsurance" is confusing, but its concept is not hard to understand. As explained on AutoSuccess, "reinsurance is a separate company, owned by you the dealer, to provide Warranties, Vehicle Service Contracts, GAP, Certified Pre-Owned programs, and Collateral Protection to your customers ...