"As we move further into the 2010 model year, the automotive industry gathered for NADA's 93rd Annual Convention and Expo. This Year, it was in Orlando, FL, and I am sure that you have seen a fair amount of coverage on the ..." read more

"Every day, there are new challenges faced in the business office. Some of these challenges are controllable and some of them are not. As dealerships throughout the automotive industry continue to move in a positive ..." read more

"In today's market of information overload, we are constantly bombarded by advertisements and solicitations for all types of products. We have access to information on our computer, phone, PDA, billboards, newspapers ..." read more

"It is ht ebeginning of a sales training workshop, the class is filled with new recruits, '90-day wonders', multiple year veterans, and very few top producers. The instructor asks the question, 'What can the dealership do to ..." read more

"The climate of today's automotive market presents dealers with many challenges, probably too many to mention. At or near the top of the list is credit. The credit issue is not new or much different than it has been in ..." read more

"In too many dealerships, having every customer meet the business manager at the time of commitment is a problem. Why does this happen? In some cases, it is not the dealership's policy, and in others, the sales team ..." read more

"I am amazed at the amount of time, effort, and money that is spent on generating customers instead of training the salespeople dealerships already have. Is it easier to generate customers than train salespeople? ..." read more

"We have all heard of the business manager who 'runs $2,000 per copy.' Some may have questioned the existence of this phantom character and refuse to believe this level of F&I performance is attainable. What you may ..." read more

"There are a growing number of individuals conducting business over the internet. It is important to have practices and procedures in place to handle these types of transactions. I will inform you on how to secure sales and ..." read more

"The time has come to make your business office a true profit center for the dealership. With front-end profits declining due to increased pressure from Internet buyers and new compliance requirerments, today's ..." read more

"There seems to be some serious confusion of what is legal in the business office and what is not. Certain procedures that have been considered for years as 'standard practice' are often deemed illegal. To prevent ..." read more

"While working with dealerships and presenting seminars, I am often asked, 'What does it take to become a superstar business manager?' The answer is simple: acquire new skill and practice. Steven Covey wrote ..." read more

"In the next few years, the world of e-commerce is going to predominate the retail automotive industry. The philosophy of conducting business in the manner it has always been done will only detract from your store's profitability ..." read more

"One of the most difficult things to do in the business office or any sales environment is to overcome a broad objection when attempting to bring a customer to a decision. Broad objections come in many forms ..." read more

"With the price of gas fluctuating in recent months, people have started trading in their trucks and sport utility vehicles to purchase more economical, fuel-efficient vehicles. In many cases, these vehicles have the reputation of ..." read more

"An all too familiar situation that business managers encounter is when the customer sees the need for the product and has decided to buy the product, but is hesitant to purchase due to payment issues. The customer is ..." read more

"In order to overcome objections, business managers need to be prepared for today's educated buyers and educate themselves on service contracts and the advantages they have over the manufacturer's limited factory ..." read more

"The business office is not the place to negotiate. The benefits and services that are sold in the business office should not be subjected to negotiations. However, in many instances, there is need for payment relief. ..." read more

"In some cases, it is not possible to sell a customer a service contract at the time of delivery. This does not mean, however, that there is no other opportunity to build value in the product and sell one. ..." read more