The Super Bowl of the Car Business

Feb 1, 2013

My friend referred to this time of the year as "The Super Bowl of the Car Business." Everyone gets excited about what the year holds. But do not forget this simple fact: In the retail car business, nothing happens until somebody sells something.
 

Missed Calls = Missed Business

Jan 21, 2013

WHAT! A dealership had a standard practice of scrolling through the missed call logs and having sales people call all customers who were not helped? Missed calls really do equal missed business.
 
 

You Can't Fight Santa Claus

Dec 17, 2012

Well here it is – the week that people talk about all year long. The week before Christmas is one where a lot of sales people and even their managers quit fighting and working as hard as normal. There’s a perception that you cannot fight Santa Claus this week, and people are more interested in buying things other than cars. I think this line of thinking falls in the category of "Stinking Thinking." Anyone who says these words or takes their foot off the gas this week is going to lose share and business. Whether or not you are advertising this week is irrelevant. Everything you’ve done, all the momentum that has been built throughout the year will carry you even if you are holding your budget to run between Christmas and New Year’s. The people who think this week will be lousy will probably be right because as we know most things in life are a function of attitude and this will most likely be a self-fulfilling prophecy for them.