Is It Really Worth the Effort To Work With Orphan Owners?

Orphan Owners = Proven BuyersOrphan Owner: Customers whose salesperson has moved on. This also includes customers whose salesperson is still there, but isn’t staying in touch. Why don’t salespeople contact this group? They don’t know them, cust
Aug 1, 2013

Dissecting Two Different Types Of Used Vehicle Retailers

In my conversations and travels, I encounter two different types of dealers. The first group often struggles with aged units in their used vehicle inventories, persistent wholesale losses and an as-yet unfulfilled desire to increase their sales volum
Aug 1, 2013

Building Relationships with Millennial Shoppers by Leveraging Online Tools

Millennials (Gen Y), who are ages 34 or younger, are making their way to dealerships, and the question is “How do you build a relationship with Millennial shoppers?” According to Kelley Blue Book Market Intelligence, Millennials are less likely t
Aug 1, 2013

How to Recruit Talented Employees to Enhance Customer Service

How to recruit talented employees to enhance customer service, from Customer Think. Happy employees make for motivated people who want to deliver the best customer service they can to assist consumers and clients. These are the people who become the
Aug 1, 2013

A $34 Billion Loss and a $295 Billion Opportunity

Annual new car sales have risen steadily since the economic collapse of 2009 when a mere 10.3 million cars were sold. In fact, 2013 is on track to see sales somewhere north of 15 million. While this is wonderful news, these numbers fall way short of
Jul 22, 2013

Proof that the Internet is an Important Source for Car Buyers

Proof that the internet is an important source for car buyers, from The Dealer Geek. Car buyers are spending less time online shopping for a car than they did 2 years ago according to a study conducted by Autotrader.com and Polk. The original study w
Jul 16, 2013

2013: The Year of the Pickup Truck – How Long Will the Momentum Continue?

Last year was the year of the mid-size sedan. With five of the top seven automakers in the U.S. introducing fresh redesigns, America’s most popular auto segment became even bigger. Overall in 2012, mid-size car sales were 22 percent higher than the
Jul 16, 2013

Training Games to Boost Customer Service

Training games to boost customer service, according to Customer Think. We all know that customer service as an industry has its share of problems, like any other industry. As a result, there comes a point when inherent flaws require a scapegoat, and
Jun 11, 2013

Selling Cars in Modern Times

It doesn’t take a mathematician to see how competitive the market has become. And modern cars, once built, have an extremely long shelf life compared with the cars of the past. With decent care, they can last 15-plus years and more than 200,000 mil
May 29, 2013