Quick show of hands, how many of you readers trust the majority of airlines? My guess is most of you would agree that airlines are not very trustworthy. And why is that? Well, in essence the seats are negotiable; and, it is very upsetting to find out that you are paying significantly more than the [...]

Let’s play word association – I say “green” and if you’re like most dealers you’ll say “climate change” and then something very nasty about Al Gore. When I hear “green” in context to the dealership world, I think of the following: The need for energy independence, especially from the “bad guys” in the Middle East [...]

As most of you know, I have over 150 One Price Selling dealer clients. In talking to dealers who are interested in this selling process, I always hear, “My market is different. We have a number of dealers who just give cars away. How can I compete?” For starters, most markets aren’t that different – [...]

For some strange reason, people in the retail auto industry think recruiting good sales people is difficult – it isn’t!  Below, find ten ways – that virtually cost nothing – to find very talented sales people: 1. Craigslist – advertise for a customer service representative (send me an email and I’ll send you a sample [...]

Pretty Soon There Won’t Be Anyone Left to Sell Cars Of course, our industry has never been very good at recruiting quality salespeople. Top sales consultants have wound up in our dealerships almost entirely by accident. They knew someone at the dealership. Or thought they’d try selling cars in between “real” jobs. Or we landed [...]

Most stores operate using the ingenuity and drive of a very few individuals (Individual Strengths) to garner their success. I would recommend changing the model to one that relies more on a team approach (Organizational Strengths) where the majority of employees contribute to the success of the store. INDIVIDUAL STRENGTHS  At one time, the horsepower [...]

I hear a lot of dealers complaining about how difficult it is to recruit high caliber sales consultants; finding people with natural sales skills is not the problem. There is a terrific talent pool available for sales today. The problem is retainingsales people with the “right stuff.” Unless dealerships change their environment they won’t be [...]

Gen Y are the offspring  of Baby Boom children that spans ages 18-32 and tallies over 70,000 million individuals; almost as big as the “baby boomers” themselves. As has often been noted, this group is very different from all the generations that have proceeded it. They present new and real challenges to automobile dealers when [...]