Walk through any car dealership showroom in the United States, and you’ll undoubtedly hear a few common words: price, payment, lease, cash, finance, test drive, and warranty. You’ll also hear the inevitable "I have to think about it," and, if you’re bold enough to follow the employees afterward, ...

In today's rapidly shifting automotive landscape, dealer principals across the board are scratching their heads and posing the same question: What trends are emerging in the marketplace? As a dealer’s trusted income development partner, it falls on us to offer them not just profitable avenues but ...

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 ...

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.

Attracting new customers to meet sales expectations takes a significant investment of time, effort, and money. Dealers understand that the longer you retain a customer, the greater the value that they will bring into your dealership. Whether it’s vehicles, tires, service drive, or products, dealers ...

In the realm of sales, there’s a compelling adage: “People love to buy but hate to be sold.” This insight holds true across many business sectors, including automotive. Despite this understanding, why hasn't the automotive sector fully embraced this principle? The best way to sell more cars and ...

Every dealership needs to see an increase in profits at the close of every financial year. For that reason, most business owners spend a large portion of their budget on promotions and campaigns to attract more first-time customers, as part of the strategy to sell more cars and increase revenue. ...

In any customer-facing industry, interactions with upset or angry customers are inevitable. This holds true for dealerships as well. Both employees and managers must develop the skills necessary to manage these challenging situations effectively. Successfully addressing an angry customer's concerns ...

Whether your dealership is thriving or facing challenges in closing more deals, it's always beneficial to review and enhance your Finance & Insurance (F&I) Department processes. The following recommendations can help your dealership refine and streamline the buying experience for each ...

Spring is a promising time of year for any car dealership because with warm weather comes the desire for getting out and about. People start thinking about the trips they want to take, the activities they want to pursue, and the vehicle they'll need to get there. While the exact timing depends on ...