A pivotal point in time
Chaos reigns supreme as OEMs try to make sense of the new world order With so much visibility these days on trade and tariffs with respect to the activity of the U.S. President, what has flown somewhat under the radar …
Category: Columns
Tips on farming your service Drive-Thru and customer base
Upgrade opportunities abound but you need a consistent process Before spending more advertising dollars trying to attract new customers, ensure you have solid procedures in place for “Upgrade Opportunities.” Who can you target? Any customers who paid cash; Any finance …
The LinkedIn advantage
Using social media well can help attract and retain key talent I always tell managers that they are always in HR mode. I tell them how they should always be thinking about how to grow their team and develop existing …
Learning from my customer journey: Part Two
Tighten up your digital processes to improve closing rates and customer experience In my July column, I related my recent experience of buying a new vehicle from start to finish, and the processes that got me down the sales funnel and …
Traits of sales masters
10 traits that the top sales performers consistently exhibit that fuel their success This article would make an excellent sales meeting for any department and with a little work it could make 10 great sales meetings. Someone once said that …
Stay awake and keep your eyes open
Amid all the chaos and confusion, focus on what is within your control When I began writing the first draft of this article, I immediately focused on the tariff situation and the global geopolitical landscape. Although there’s much material to write …
Bridging the EV intention gap
Auto shows play an integral role in EV awareness and education The adoption of electric vehicles (EVs) by Canadian consumers has not exactly gone as planned. While EVs remain a central focus for the federal and (some) provincial governments, as …
Is Ottawa listening to dealers?
Aggressive ZEV mandates are at odds with what dealers see and feel on the ground. Will governments adapt? As summer winds down, so too does another busy summer season and with-it increased clarity about what will end up being the …
Good candidates are interviewing you too!
Following a consistent, and challenging interview process will help you find great candidates The importance of having a consistent recruiting, interviewing, hiring, training and ongoing coaching program for your dealership and all departments is critical. It is the stuff …
Tighten the ship
How dealers can increase their enterprise value during recessionary periods Today’s volatile economic environment has created significant challenges for dealers. New tariffs and supply chain issues are raising concerns on dealers’ ability to continue as a going concern. Dealers’ must remain …
Are you in the tire business?
Based on our observations most dealerships are missing out on opportunities for tire and alignment sales When we ask general managers or dealer principals: “Are you in the tire business?” 99 per cent of the time the answer is yes. Once …
Navigating the tariff storm
Survival strategies for Canadian dealers How can dealers maintain sales momentum if a 25 per cent U.S. automotive tariff is sustained? The Canadian auto landscape has been fundamentally reshaped by the implementation of 25 per cent tariffs on Canadian automobiles that came …
