When information is power
ARE YOU MAKING THE MOST OF AVAILABLE DATA TO BETTER UNDERSTAND YOUR CUSTOMERS? We live in an age where information truly is power. Much has been written recently about “Big Data” and how that is changing the way we do …
Category: Columns
Where your hard ROI doesn’t fit
Dennis Galbraith, director of DrivingSales Data, says that in some cases, dealers need to look beyond measurable financial returns when it comes to making investments. I keep hearing bold talk about hard ROI justifications for things like branding and even …
F&I scrutiny
In the first of a two-part series, one of Canada’s top sales trainers, Chris Schulthies looks at how F&I pay plans can actually have a negative impact on the business office Every pay plan in a dealership needs to be …
What is technician training costing you?
Training represents a huge tax on the bottom line, but it needn’t be Getting penalized for being smart In most industries, bright, well-trained staff at the top of their profession get recognized and remunerated for their high skill levels, or …
The art of conversation
A high-tech Florida-based firm enables dealers to form successful Internet relationships with their customers via a time-honored form of communication — talking As human beings, we are by nature social creatures. We like to engage with one another, take part …
Smart shop
Building your service shop the right way will enhance technician retention and boost productivity Over the years, our team has been fortunate enough to visit hundreds of dealerships and speak with dealer principals and general managers across North America and …
Lingering labeling logic
Why making changes to a physical window sticker might not be the most effective way to educate consumers about vehicle fuel economy One year ago in the April 2012 edition of Canadian auto dealer I wrote an article related to …
Maintaining communication
Learning how to identify problems and effectively solve them Despite your best efforts to provide quality customer service, customers will be displeased from time to time. But don’t simply accept ongoing dissatisfaction as an inevitable part of doing business. Instead, …
Succession and consolidation: Is there a connection?
Why the trend for acquisition is being driven by market conditions Back in 1997 we first surveyed the Canadian dealership community on the topic of succession. At that time, when we examined overall Canadian demographics, we saw this baby boomer …
Rewarded for recommendations
Facebook’s new “Nearby” could dramatically impact your dealership Facebook has recently announced a new feature that could have tremendous impact on dealers. It’s called “Nearby” and it’s on the iOS and Android Apps. This new feature is a discovery engine, …
Qualifying your green technology buyers
Some may be ready to buy a vehicle that’ll actually make them unhappy Qualifying potential buyers is a standard part of the sales process. Now, however, there’s an added dimension to it. With all the media and government focus on …
Keeping up appearances
TV host Jonathan Scott loves his Ford pickup Celebrity: Jonathan Scott Profession: Contractor and TV Host, “Property Brothers” and “Buying and Selling” Vehicle: 2010 Ford F-150 Jonathan Scott is a licensed contractor who has turned his passion for building homes …
