Online Management Training

Car Dealerships and Culture in a Flattening Market






  If you examine the average dealership’s sales from 2010 through 2016, you’ll notice that they steadily grew year-over-year. Of course, the average dealer grew because the market grew; and while everyone saw sales increases over that period, only a small percentage of dealers experienced an actual increase in their market share.   Interestingly, during this same period, most dealers(…)






The Worst Boss Ever, Yoda Would Be






The Worst Boss Ever, Yoda Would Be I’ve been thinking about this for a long time. People worship Yoda as some Svengali or Jedi Master or something; but in all honesty, a pretty crappy boss he’d make, if at your job, he was in charge. If you’re a Star Wars fanboy, you’re going to have(…)






The Leads Are Dead!






Haven’t you heard? The Leads Are Dead! According to those who struggle to generate consumer sales leads for businesses, “Sales leads are dead.” Furthermore, these (interestingly, mostly digital) marketers claim that today’s connected consumers are simply unwilling to trade their personal information online in exchange for some promise of pricing or other product data. What?(…)






The Best Pokemon GO Marketing Strategies for Car Dealers in 2017!






  Ha, just kidding… There are no viable Pokemon GO marketing strategies for car dealers to employ in 2017 that will provide them with any kind of advantage or genuine ROI. STOP CHASING SHINY OBJECTS! If you’d like to make a difference with today’s connected customers, you should check out the recording from the Undeniable(…)






For Car Dealers, Training is not a Panacea; It’s a Punchline






  Sales are flat – we need more training! Turnover is up – we need more training! Grosses are down – we need more training! We just got a bad review – we need more training! Salespeople aren’t making their calls – we need more training! I can almost hear Jan Brady now: “Training, training,(…)






How to Sell Cars on Craigslist – A Primer for Car Dealers






Craigslist Posting Basics for Car Dealers I’ve shared versions of these Craigslist best practices with clients and on the various industry discussion forums over the years, yet never thought of organizing these into an article until someone asked me recently if I had these tips all in one place. Hmm, good idea… so, here they(…)






Car Dealer Free Training Cheat Sheet






  Cheat Sheet for Free Car Dealer Training Resources About once a week I get asked if there is a place where someone can go to see all of my free training resources cataloged in an easily digestible format. For car dealers looking for just video training, we created a Suggested Training Curriculum for Car(…)






Hey Mr. Dealer: You Don’t Have Sales Managers; You’ve Got Deskers!






You Don’t Have Sales Managers; You’ve Got Deskers! Most dealerships I work with seem to suffer from too few managers. They don’t have enough managers to control the sales floor, monitor phone calls and other activities, oversee the basic Road-to-the-Sale, ensure the CRM is being used properly or even train their own sales teams. Why(…)






How To Stop Turnover & Eliminate Staffing Issues Forever!






The Solution to the Never-Ending Car Dealer Staffing Problem So much has been written about the decades-long issues of turnover and staffing in automotive retail that I continue to be amazed when I read headlines like this one from Automotive News recently: Dealership turnover squeezing profits – NADA study spotlights struggles in recruitment and retention How(…)






How America’s New Car Dealers Can Prepare for the Coming Autonomous Vehicle Disruption






  As I wrote in 2015’s Self-Driving Cars: the Winners and the Losers, new car dealers will be among the “Obvious Losers” when, not if, self-driving vehicles become ubiquitous. However, I also predicted that this evolution wouldn’t likely begin impacting new car dealers before 2025.  My timeline has actually contracted a little in the last(…)






Shut Up About the Appointments Already!






  This may sound like strange advice since I teach dealers how to implement both an Appointment Culture and The Perfect Appointment in their dealerships… but, will you please shut up about the appointments already? You are failing to set real appointments that show and buy, precisely because you talk so much about appointments that(…)






Appointments Are The Only Thing






One of the great things about what I do is that I get to speak to a lot of dealer groups. It’s something I really enjoy doing; but more than that, it’s something I feel needs to be done. I believe an educated dealer is a successful dealer; and there is just so much misinformation(…)






Your Website Has Only 2 Goals






  I hate to break it to you, but if you run a for-profit business – like a car dealership – then your website has just two important goals: Goal #1 – Attract Visitors Goal #2 – Convert Visitors Sorry, that’s it. Attracting and converting visitors are the only real value your website provides and(…)






The Game Changer: Undeniable Advantage Free Live Webcasts






  Undeniable Advantage marks the first comprehensive free live training that will actually deliver real-world tactics and strategies your team can employ today! Post Falls, ID – June 27, 2016 In a bold and broad effort to change how businesses receive valuable and actionable training, the leading digital marketing and sales training expert in automotive(…)






Why Free Training?






As some of you may know, I give away 100% of my online video training for free. I started this because I had more dealers, dealer groups and OEMs asking for my time than I had time to give. Since most managers in automotive (no offense) pay for training that they never bother to implement or reinforce, I decided(…)






Help: I’m female, I’m foreign and I’m a new manager!






  We recently received the comment below on our Young Managers – How Do They Lead Older Subordinates post: Hi, I am a female, 28 year older manager leading a mix team of 8 people who are 15-25 years older than me in finance operations. I have slightly different situation. I am an EXPAT from(…)






Car Dealer BDCs: A Veritable Den of Thieves for Many Dealers






The Great BDC Robbery: How Reconciliation Allows Your Business Development Center to Steal from You Do you have any idea what your BDC is doing right now? A few weeks ago a general manager I’ve known for some time was bragging about the performance of his group’s Centralized BDC. He was almost gushing about how(…)






What the Aussies Can Teach Us About Email Etiquette






  Sorry for the pure click-bait title, but I didn’t know what else to call this trove of helpful information that was shared with me by an Australia-based online education firm about email etiquette. Their piece, titled Email Etiquette: Improve your business writing & communication skills, is chock-full of great email stats and, more importantly,(…)






Email & Voicemail Best Practices






    (This is an excerpt from the 2015 Automotive Dealer Mystery Shop Study completed by pladoogle.com; and the best practices shared below relate to the email and voicemail messages that car dealers should be using when responding to an internet sales lead.) Voicemail & Email Responses – Best Practices It’s important to remember the goal of this(…)






Internet Lead Response: Why Should it Matter for Car Dealers?






  (Another helpful excerpt from the pladoogle.com free 2015 Car Dealer Mystery Shop Study of more than 400 automotive dealers.) Why Does Lead Response Matter? Lately, much has been written about the drop in the number of electronic sales leads dealers receive – not coincidentally, of course, most often by those wishing to sell more of their(…)






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