Because I work at a dealership, I follow a lot of industry consultants. And lately, I’ve noticed that many of these consultants used to be Internet Sales Managers at dealerships. Why is that? Why don’t ISMs just move up to become Desk Managers or even General Sales Managers instead? Is it because many Desk Managers and GSMs have never fully understood the ISM due to never having worked as one themselves? And this poses another question: Does this lack of understanding prevent dealership leaders from understanding today’s internet-savvy customer? And what will happen to these dealers if their internet apathy continues? Continue reading
As an Internet Manager at a dealership, I receive 3-5 price quote requests every day. I try respond as quickly as possible, but I have to remember that people are simply requesting a price quote. The vast majority expect no more and no less. Continue reading
Is up-selling bad? No, every business up-sells. In fact, every good waiter or waitress up-sells. A friend of mine is a waiter at a 10-table restaurant in Los Angeles. If he doesn’t up-sell his tables, that small restaurant might struggle to stay in business. Or at the very least, they’d quickly replace him. Continue reading
As you might have guessed, dealers make less money on new cars now than they have in years passed. As a result, many dealers will take marginally profitable deals – or in some circumstances, negative deals. Continue reading
Some dealers still don’t know what an Internet Department is. Ten years ago, you could create one by tossing leads at a few people in the dealership – and today, by throwing everything Internet-related to them, too. Continue reading
Historically, December is a good sales month for car dealers. In nearly every Friday sales meeting at dealerships across the country, Sales Managers promise their salesmen that sales will pick up the last week of the month. So what does this mean for car shoppers? Are the deals really better the week after Christmas? Is that particular week a perfect storm between car shoppers and hungry dealers with one last shot at improving their year-end figures? Continue reading
Would you listen to a Honda car salesman’s viewpoint on the all-new 2012 Honda CR-V? Maybe not normally, but this article won’t hard-sell you. That’s because I’d decided long ago to make a big decision based on my impressions of the new model. A crossroads-style decision. The 2012 CR-V would either compel me to stay with Honda or jump ship after eight years of selling them. Continue reading
I would love quite a number of things for our dealership this year. Read on to find out what – and if you’re in the same boat, let’s try to get buy-off from our General Managers. I’ll also include a few ideas on how to help convert a tough GM to think your way. Continue reading
Over the past year, I’ve learned a lot as a Honda salesman. Most importantly, I learned that I wasn’t much of a salesman. Continue reading
If you’ve read my previous posts, you’ll notice I’m not shy when it comes to the importance of online reviews.
As I reread my Black Friday post from last week, I realized I’d listed a secret weapon related to reviews – one that could turn mean dealers nice. One that can help ensure shoppers get the best deal possible. One that limits the likelihood of shenanigans. Let’s look at that secret weapon again.
As someone in the car business, I know it’s sometimes hard to find a way to see the world through a car shopper’s eyes. But when we do, when we really get a glimpse, oh how illuminating it can be. An entirely alternate world seems to emerge, completely separate from the one we’ve generated. Maybe we’d rather suppress this different world, like a faint memory that started with a weekend bonus and ended with two friends swearing off ever going out with you again. Continue reading