Give Good Phone – Stop Losing Your Phone Leads to Someone Else

Phone calls are on the rise – whether it’s because of the proliferation of smartphones and their easy call-to-talk functionality or because car buyers...

5 Reasons Why Over 90% of BDCs Underperform part 2

Last month I covered the top 5 of 10 reasons why over 90% of BDCs underperform, which include: not being BDC ready, having the...

Business Development or Detriment? You Decide.

Let’s face it; as I write this article, as many Business Development Centers are failing as are succeeding to the tune of countless dollars...

Better Call Handling Means More Cars Sold

In a 2014 report entitled “Innovating Automotive Retail,” renowned analysts McKinsey & Company reported that “the number of customer visits to a dealer before...

Stop Playing Broken Telephone And Make More Sales

Today’s car shoppers lead busy lives, with less time than ever for visiting dealerships. The Internet makes it easy to do pre-purchase research, but...

5 Reasons Why Over 90 Percent Of BDCs Underperform (part 1)

Almost 30 years ago, I introduced the BDC concept to dealers across the country. Initially people in our industry thought my concept was, for...

The Game Of Phones

Once upon a time, in the medieval landscape of the land of Autopia, lived a man named King Bartholomew Dothpeddle Carseller, or more commonly...

Think Twice Before Going Under The Knife

Let me say at the outset; I love BDCs. Like anything else though, there are efficient, productive models as well as ineffective ones. Like...

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Digital Marketing and Dealerships: How the Process of Car Buying is Changing, and Who...

Car buying today is taking a sharp digital turn, and consumers are at the wheel. Like everything else, people want to be able to...

Get On Your Grind

Training is one of the most crucial aspects of your life. You must crawl before you can walk, and walk before you can run, that...

Why Used Car Departments Should Pay “Door Rate” for Service

It’s a generally accepted practice in the auto retail business: The service department offers the used car department discounted rates. Doing so keeps the...