5 Critical Mistakes Dealers Make With Lender Participation Rates
Back in the 1980s, when dealer financing was still a Wild West operation, participation rates weren't really a thing. Dealers either financed the deal themselve...
Mystery Shop Drama: 7 Common Mistakes Dealers Make Handling the Results
Mystery shopping audits catch about 40% of dealerships completely unprepared. Not because they lack a good sales process—but because they panic when the report ...
The Weekly Sales Meeting Trap: Why Most Dealers Are Wasting 45 Minutes Every Monday
The Weekly Sales Meeting Trap: Why Most Dealers Are Wasting 45 Minutes Every Monday Imagine it's Monday morning. Your sales team shuffles into the conference r...
6 Common Mistakes Dealers Make With the Long-Term Salesperson Follow-Up Book
Back in the 1980s, when the Rolodex ruled the showroom, a salesman's follow-up book was his most prized possession. It was leather-bound, worn smooth by thumbs,...
What is Trade-In Overallowance, Actually?
Most dealers are bleeding money on trade-in overallowances because they've never actually measured them. You think you know the problem. You don't. Not really. ...
8 Mistakes Dealers Make When Overcoming Payment Objections
Why Your Sales Team Keeps Losing Deals to Payment Objections Picture this: It's mid-afternoon on a Saturday. A customer walks into your showroom, falls in love...
Six Critical Mistakes Dealers Make With Vehicle Presentation During the First Pencil
Sixty-three percent of dealerships report that their first pencil presentations miss critical details about the vehicle on the showroom floor. That's not a manu...
Your New Sales Hire Is Going to Fail Without a Real Ramp Plan (Here's Why)
Your New Sales Hire Is Going to Fail Without a Real Ramp Plan (Here's Why) You hire a sharp salesperson on a Monday, throw them a product walkthrough on Wednes...
The Attribution Trap: Why Most Dealers Can't Track Where Showroom Traffic Actually Comes From
The Attribution Trap: Why Most Dealers Can't Actually Tell Where Their Showroom Traffic Comes From Your sales manager swears the Facebook ad spend is working. ...
Why Your Deal Desk Is Too Slow (And How to Fix It)
In 1985, a dealer in Atlanta could walk a buyer to the finance office, sit down with a single F&I manager, and have a deal approved in fifteen minutes flat. The...
The Up-List Rotation Problem That's Costing You Deals (And How Most Dealers Get It Wrong)
The Up-List Rotation Problem That's Costing You Deals (And How Most Dealers Get It Wrong) You've got a solid up-list rotation policy written down somewhere. It...
7 Phone-Up Conversion Mistakes Killing Your Dealership's Showroom Traffic
How many phone-ups this week did your BDC actually convert to showroom appointments? If you don't know the answer off the top of your head, that's the problem....