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Whether it’s technology advances in manufacturing or on the web, we’ll cover it so that you can know what’s on the horizon (and even currently available), in order to take advantage of the opportunity.

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5 Ways You Are Defining Insanity With Your Sales to Service Attempts

Everyone wants the coveted 3 – 5% RO’s converted to sales each month! We invest thousands of dollars in software, we hire a service to sales representative and give them a fancy name like “vehicle exchange manager”. On top of all that, we do and don’t do a bunch of other things as well, that cause this department to fail more often than not. Are you defining insanity with your sales to service department strategy?   You’re insane if you turn everyone against them.Your new rep is already challenged enough by learning a new job. On top of that, you are turning your service writers and sales departments against them when you do the following: Take RO work away from service writers if sold by the department. Take bird dog checks away from service writers to pay for the sales to service rep. Allow veteran salespeople to lose customers that the sales to service person engages without a set of rules around long term follow up…etc.   Have them work together by sharing in the financial success of the department. Ensure everyone understands how critical this profit center is to the dealerships success and create some sort of reward when it succeeds. This department takes team work to thrive!   You’re crazy for posting them up on the showroom floor.The sales to service rep needs to know who is coming in and out of service, all day long. They need to learn what repairs cost how much. They should know when a customer has warranty work done, and just saved $1,200 bucks and will be out of warranty next month. They should know about each RO that was declined so they can find out what the customers plan B is. FYI, this does NOT happen on the showroom floor! Their office should be with the service writers. They need to be a fly on the wall for every interaction with every customer! This is how they will learn to sell to this type of customer, and be involved in each interaction.   Unicorn hunting and cherry picking is nuts.If you’ve got someone new to the auto industry in this role, and you are scouring your service scheduler list each day to figure out the 3 opportunities that have equity, have a car you want for your lot, and weren’t sold by one of the people on the showroom floor… YOU are unicorn hunting! Stop it. On the flip side, if your sales to service person is a sales veteran, who gets the list each day, and picks which 2 people they want to engage with from the list each day, you are nuttier than a port-a-potty at a peanut convention. If you want to sell 3 – 5% of your RO’s each month, is talking to 1% of them going to accomplish that?   You’re delusional if you think all your sales to service deals will come from in market buyers.If you engage your service customers with the intent of selling them a car today, or throwing them away, you’re going to fail. Knowing the average American household has 2.5 cars, and the average American buys a car every 3 years. This means each household will buy a car almost yearly! Engage these customers with the intent on creating a relational sales opportunity. Just because a customer bought their car 3 months ago and is here for their first oil change, doesn’t mean I should avoid them. In fact, the satisfaction and excitement of having a new car is still fresh on their mind. This makes it easier to ask them the following questions, “Did we exceed your expectations when you bought this bad boy?” “Who else might want to buy a car just like it?” “Do you have family and friends that would also want to get a similar experience, car and deal?” If the customer says yes, you’ve been given the green light to sell their family and friends cars too through referral generation right here, and now. Think long term here, 6 months will come around soon enough. You can be selling these referrals by then!   You’re are a basket case if you don’t show them how to do it.Have you ever learned how to drive a stick shift? If the answer is YES, I’m going to tell you how you DID NOT learn to do it. Someone told you how to drive a stick with some written instructions, then you went out and drove it successfully without killing it, and no further instruction! In reality, someone explained how to drive it, then showed you how, then watched you drive it and gave you feedback. If your managers haven’t sold out of the service drive, and haven’t shown your new sales to service person how to do it, and don’t watch them do it… How in the heck can you expect them to do it? Can we give these people some guidance, observation and coaching for the love of God?   This blog has outlined just five of the two dozen reasons your sales to service department is defining insanity and failing over and over again. Anything worth doing is worth doing right, the first time. Set your department up for success by investing time and money in the people and the department. The way I see it, you get to choose between two options. Keep doing the same thing, and months from now you will be rocking back and forth in a padded cell wrapped in a straight jacket. Do it right and be rocking this department with an extra few dozen sales, another thirty fresh trade ins, and another sixty thousand in gross profit. You are insane if you choose door number one!   Car Motivators works with car dealers across the country to customize real and relevant training that everyone at the store wants and needs. By coaching excellence into each player on the team, we create an ongoing sustainable process for developing…

Google Analytics 101: The Best Tool Nobody’s Using

Chances are your dealership has already signed up with Google Analytics.  And why not?  It’s free!  But what exactly does it do?  Why do you need it?  How can you use it to make better decisions about your digital marketing?  Who at your dealership should be overseeing this? By now you have realized that monitoring your web traffic is critical to maintaining and improving your site.  But without the insights provided by Google Analytics, you won’t see the whole picture. Simply put, Google Analytics is your key to maximizing every marketing dollar you spend.  It gives you detailed information about the traffic your vendors are sending, so you can analyze each vendor’s performance and keep only those who are providing quality traffic.  Analytics can tell you who comes to your site, who sent them there, what they do while they’re there, how long they stay, where they live, what time they visited, and a host of other useful information that can help you more effectively target potential customers. Typically a dealership’s Internet Director oversees implementation and reporting through Google Analytics.  If your dealership doesn’t have a dedicated internet executive, the GSM or GM should step into this role.  No matter who takes charge of your Analytics, it’s crucial that someone is monitoring the information if you want to utilize it to its full advantage and keep your dealership from wasting any of its precious digital marketing dollars. There are some high performing vendors who will give their clients a free Analytics tutorial.  It’s worth asking.  In the meantime, here is a quick and easy tutorial on the basics of Google Analytics to get you started.  Once you master these, you can branch out and explore all the other options Analytics has to offer. GOOGLE ANALYTICS 10 MINUTE TUTORIAL Sign onto your Analytics account at analytics.google.com.  Your dealership should already have a Gmail email address to access your Analytics.  Use that email and its password to sign in. Listed under your dealership’s name will be the various Views that have been set up on your account.  If you, or your outside marketing company, have set up a View containing Goals, that would be the best place to start.  If not, start with the View titled “All Website Data” or your web address.   Click on your desired View. Using the menu on the left, click on Acquisition > All Traffic > Source Medium.  This is your main information page, called your Reporting Page.  This is where you will spend most of your time in Analytics. On the top right of the page, choose the date range you are interested in viewing.  You can choose any date range you like, from one day to multiple years.  Click on the start and end dates, then click “apply.” The blue graph across the center of the page shows your overall web traffic for the time period chosen.  This is a quick and easy way to detect dramatic spikes or drop-offs in traffic that may need to be addressed. Reading the columns left to right: Source/Medium Your list of vendors by number of clicks sent to your website from greatest to least.  Google / Organic and Direct are almost always in positions #1 and #2.  Google / Organic refers to people who typed a search into Google and came to your site through a link they found.  Direct refers to people who typed your web address directly into their browser.  All other vendors will be listed by Name / Type of Medium they used to generate traffic, for example Bing / CPC or DealerLeads / Referral. Sessions The actual number of clicks provided by each vendor for the time period chosen.  This metric only counts the click that brought the customer to your site, not every click they made while on your site.  Therefore, each click represents one unique visitor.  For this metric, the higher the number, the better. % New Session The percentage of clicks from that vendor who were brand new visitors to your site.  Google retains IP addresses for 30 days, so if a visitor comes back within those 30 days, they are counted as a return visitor.  You want to see a good mixture of new and return visitors, since it’s new people who “fill the pipeline” and returning visitors who do the actual buying.  This number should be in the 50%-75% range. New Users The actual number of new visitors out of the total clicks that were sent by that vendor.  It’s a numerical version of the percentage from the previous column. Bounce Rate A “bounce” is someone who came to your site and left immediately without engaging the site at all.  Therefore, the lower the bounce rate, the better.  Average bounce rates are between 35%-45%. Pages / Session The average number of pages per visitor, per session.  For this metric, the higher, the better.  The more pages a visitor views, the higher the chance that they will complete a lead form or contact the dealership in some way.  Ideally you’d want to see a minimum of 3 pages per session. Avg. Session Duration The average amount of time each visitor spends on your site.  Again, the higher, the better.  The longer they stay, the higher the chances you will be able to connect with the visitor via a lead form, Click to Call, or your Hours & Directions page so they can pay you a visit in person.  It’s best if a vendor can achieve at least the 2 minute mark with the traffic they send to you. Goal Conversion Rate This metric only applies if you have set up specific Goals in the View you are using.  If no Goals have been set up, this column will read zeroes.  If Goals have been set up, this will show the percentage of that vendor’s visitors who completed a Goal.  The higher the percentage, the more Goals the visitor completed, meaning the more engaged that vendor’s visitors were.  High Goal Conversion Rates…

Evaluate Your Vendors Using Google Analytics

It’s the end of the second quarter, do you know where your digital marketing dollars went?  If you’ve been utilizing your best source of free information about your web traffic, Google Analytics, you bet your boots you do. Tracking performance metrics in Google Analytics is the quickest, simplest way to hold your vendors accountable.  But how can you tell who’s bringing the goods and who’s blowing smoke?  Your Analytics automatically has all the information you need. All aboard the vendor evaluation express train! Open your Analytics and choose a View that contains Goals that are important to you.  Navigate to your primary reporting page by clicking Acquisition > All Traffic > Source/Medium.  A table will appear filled with numbers.  Don’t be intimidated!  You’re the conductor of this express train, and you are about to take your most lucrative route. Before you start your train moving, check the date range on the upper right of the screen.  The last 30 days is a reasonable time frame for evaluating vendor performance.  Remember to click “apply” after choosing your date range.  You also want to make sure you’re viewing all the of Goals in the View you’ve chosen.  Just above the third column from the right is a drop-down menu called “Conversions.”  This lists all the Goals contained in that View.  Choose “All Goals.” The first column on the table will be a list of your crew, aka the sources of traffic to your website.  You’ll almost certainly see “Google/Organic” and “Direct,” as well as the vendors you’ve hired to drive traffic to your site.  You might see sources such as “Email,” “PPC,” or “Display.”  These sources will be listed in order by the number of clicks each sent to your website for the time period chosen. The column labeled, “Sessions,” lets you know how many clicks came to your site from that source.  This is your first stop on the vendor evaluation train.  How did your vendors do?  Did they promise a certain amount of traffic?  Did they live up to that promise?  Are you paying by click?  Did they meet your budget?  Exceed it?  If they fell short of their promise, did they still charge you full price, or did you get a break on your invoice for the low performance? Take that train to the next stop and check out each of your vendors’ “Bounce Rates.”  A “bounce” is counted when a visitor makes it to your website, but then immediately leaves without engaging the site at all, so the lower the bounce rate, the better.  How did your vendors do?  Did 90% of their traffic bounce out?  If so, you paid for a lot of worthless clicks.  The internet is full of, ahem, interesting folks, who do strange and unusual things, but if your vendors are targeting the right people, they should be able to keep their Bounce Rate below 40%.  If your vendor offers a Bounce Rate guarantee (there’s only one vendor I’m aware of who offers this), how did they measure up to their promise? Your express train’s final stop will be the next to last column, “Conversion Rate.”  This measures the rate at which the clicks turned into completed Goals, whether you’re hoping to measure behavioral engagement like looking at SRPs, VDPs and watching videos, or hard lead conversions through the use of forms, chat, text or click to call.  Again, how did your vendors do?  If they sent a lot of traffic, but no one did anything worthwhile while they were on your site, it’s likely that vendor isn’t going after the right shoppers. Once you have enough experience as a conductor, you can take the longer, more scenic route through Analytics to help you determine if traffic is working, but total clicks, bounce rate and conversion rate are far and away the three most popular stops.  Your vendors should jump at the chance to take a trip on the vendor evaluation train with you. Any back end report can show that a vendor is the greatest thing since trains went electric.  But Google is an impartial third party who is beholden to no one, and being able to measure each vendor’s performance using the same set of metrics gives you an apples to apples comparison on quality that you won’t get from any vendor dashboard. If your final destination is more car sales, the data provided by Google Analytics can take your there. All aboard!

Use Analytics to Sell More Cars

You want to sell more cars.  You’re confident you’ve covered all the bases – radio, TV, print, digital, and a well-stocked lot that dazzles like a bicentennial celebration.  But you’re not selling more cars.  Where are you going wrong?  Who holds the elusive last piece to your selling puzzle?  The short answer?  Google. Google automatically records a huge variety of data on every click that makes it to your website.  But which data is helpful in targeting potential buyers, and where can you find it? CITIES – Let’s say you want to send out some promotional mailers.  Knowing how to find the data that will tell you exactly where your engaged and high-converting traffic is coming from will give you the ability to microtarget your advertising efforts like never before. The most representative source of traffic to your website is Google Organic.  Navigate to your main reporting page in your Analytics. (Acquisition > All Traffic > Source Medium) Ideally you should use a View that is already set up with some Goals that matter to you.  Lead form submission Goals are an especially valuable metric.  If you’re not sure how to set up Goals, reach out to your high performing vendors.  Many offer free Goal setup.  Single out Google’s traffic by clicking on their name.  Just above the first column is a drop-down menu called, “Secondary Dimension.” Secondary Dimension is your new best friend! Suppose you want your mailer to cover towns A, B, C, and D which encircle your dealership.  Before you spend that money, take a peek into your Analytics.  You may find that cities B and C are your highest converters, whereas A and D are not even a blip on your radar screen.  Using this data, you can save 50% on the cost of those mailers by only sending them to the cities that have shoppers who are more likely to engage your site and fill out a lead form.  Another option would be to spend the whole amount and double up on coverage in the high-converting cities. To find this data, click on Secondary Dimension and in the search box type “City.”  When you see “City” as an option, click on it.  Your Google Organic traffic is now displayed using the areas from where the clicks originated, in descending order by volume.  You can rate the quality of the traffic using whatever metrics or KPIs are most important to you – time on site, pages per session, bounce rate, conversion rate, etc. Utilizing this data will keep you from spending your precious marketing dollars in areas that aren’t interested in what you have to offer.  You may even discover a high-converting city that you had never considered marketing to before.  Bonus! MOBILE – Let’s say you want to run a contest and are not sure what to offer as a prize.  Continuing with your Google Organic traffic, use your new best friend Secondary Dimension, and choose “Mobile device branding.”  This gives you insight into the brands of mobile devices visitors are using.  If you know that most of your visitors come to your website using Apple products, you wouldn’t run a contest to win a new Samsung tablet. You can also check on how much of your traffic is utilizing a mobile device to visit your site.  Use the Secondary Dimension “Mobile (including tablet).”  Your sessions are now split out between visitor who came in on mobile, and visitors who came in on desktop.  Most dealerships have approximately 50% – 75% (sometimes more) of their traffic coming from mobile devices. This information is especially helpful for website design, i.e. making sure that your website is mobile responsive.  You wouldn’t want to miss out on bringing your message to all those mobile shoppers! DATES – Let’s say you need to decide when to run some online ads.  Secondary Dimension can show you how your traffic behaves during various times of the month, week, or day, so that you can get maximum visibility on your ad. Tell your new best friend Secondary Dimension that you want to know what time of day most visitors come to your site by choosing “Hour of day.”  Data is presented in the following format:  year month day hour (24 -hour military clock), so an entry of “2018060513” means June 5, 2018 at 1:00pm. A Secondary Dimension of “Day of the month” will show you which days are the most heavily traveled.  This data set is very straightforward, with numbers exactly representing the days of a month. Lastly, a Secondary Dimension of “Day of week” can be useful as well.  A “0” indicates Sunday, “1” is Monday, and so on. With this data, you might discover that you get most of your traffic on weekends in mid-month between 8:00am and 12:00pm.  You can now get the most out of your advertising dollars by concentrating your ads when you know they are most likely to be seen, and pulling back during times when traffic is not as heavy. As Einstein once said, “Know where to find the information and know how to use it – that’s the secret of success.”  With your trusty new best friend Secondary Dimension at your side, you are now armed with a multitude of ways to ensure that you are spending your limited financial resources effectively.  Use these tools to go after the customers who are most likely to seal the deal and drive off in one of your shiny new bonuses, I mean, beauties.

GM’s New Warranty Program May Hurt, Not Help Dealers

According to the Department of Transportation, the average age of today’s cars and trucks is more than 11 years, up from 8.4 years in 1995. Despite this, having the right peace of mind in place to protect against unforeseen breakdowns, repairs and replacements remains a priority for consumers, particularly when it comes to the purchase decision for their next vehicle. To help cater to this need, GM recently announced that they will now allow customers to extend basic warranty coverage for an additional fee. Under their new offer, the standard factory bumper-to-bumper limited warranty on Chevrolet and GMC products today is three years or 36,000 miles, whichever comes first. On Buicks and Cadillacs, its four years or 50,000 miles, whichever comes first. The new program allows GM to allow drivers to extend the basic warranty to five years or 60,000 miles (whichever comes first) for Chevrolet and GMC customers, and six years or 70,000 miles for Buick and Cadillac customers. The cost will be between $1,000 and $2,000, and this can be added on to the vehicle’s financing at the time of purchase. On the surface it seems like a win-win-win situation for customers, dealers and of course GM. However, a closer look reveals that dealers may have better alternate programs that benefit them more significantly while continuing to drive customer satisfaction. Under this new program, dealer options are limited and GM controls critical branded program elements and, worse, limits profit potential for dealers. Several dealers were recently quoted in the automotive press saying they are unsure of the new program. They are worried about the new program interfering with their existing offerings and believe it may benefit GM more than their dealership. One unnamed dealer was quoted in an Automotive News story recently as saying, “I don’t think they like that dealers can make money on other extended warranties, it’s a way to make more money for them.”   Other alternate options show that dealers could generate more profits AND control their own program elements to better meet the needs of their customers under programs such as a Dealer Owned Warranty Company (DOWC).     Under a DOWC, dealers own, market and sell their own branded F&I program. Besides greater profit potential on F&I sales, the great benefit here lies in the fact that dealers can actually tailor and customize their own F&I offerings to better align with the needs of their customer base. What’s more, this program is beneficial for non-GM vehicles. For example, a dealer can build a portfolio of F&I products that meets the coverage needs of their market and their inventory – new and used. These F&I products can range from service contracts to ancillary products. In addition, dealers can ensure they are providing an F&I program that aligns with the needs of consumers in the communities they serve.   Under GM’s program, limited profit margins will be a significant issue. This is important since more than three quarters (78.8%) of dealers recently surveyed said their current F&I products don’t offer enough margin for the dealership, and nearly half (48.5%) said their current F&I offerings are too much of an administrative burden.   A DOWC program has the ability to assist with both of these challenges while offering the customer exactly the peace of mind they seek in keeping their cars and trucks on the road for as long as possible. Editor’s Note: Rick Kurtz is Senior Vice President – Distribution of Protective Asset Protection, a full-service provider of F&I programs offering vehicle protection plans, GAP, ancillary products, training and other services through vehicle dealerships. For more information visit http://www.protectiveassetprotection.com/

Are you familiar with the upcoming FLSA rules?

The Department Of Labor has announced a new time table for revisiting the rules for FLSA. Now is a great time to make sure your dealership is safe! Become familiar with overtime exemptions and more.

Never Change Your Batting Stance

I walked into the sales office and I heard a salesman say how he changes his phone script for different customers on his initial call to them. I asked him why he did that? How does he determine how or why he should deviate from the phone script when he has not even talked to the client yet? He said if he knows they are a subprime client, he treats them differently than an excellent credit client.I wanted to say “that explains why you are consistently at the bottom of the salesboard every month”, but being the good boss and leader I hope I am, I explained this to him this way. I knew he is a big baseball fan and wanted to explain it to him in a way he would understand.All of the great hitters in baseball of one thing in common. They develop a routine every time they step into the batter box. Their batting stance does not change. They are consistent in every at bat they have. They may change their position in the batters box according to the pitcher. If the pitcher throws a lot of change ups or junk, they may move up in the batters box. Fastball pitcher, they will move to the back of the box. Pitchers with great curves or sliders, they will move to one side of the box or the other. But their stance is always the same. Even if they have a little slump, they do not change their stance. They stick with what has made them the great hitter they are in the long run.It is the same with the phone script. Every client is the same because they are trying to accomplish the same thing. To purchase a new vehicle. We may have to adjust our position a little in the batters box (clients situation) but we need to stick with our stance every time (our phone script). With a subprime customer, we may have to ask if they have more money down or possible co-signer, but the main purpose of the phone call is to get the customer to come in. If you treat every customer different because you think of one reason or the other, you will struggle. It is no different than the baseball player who gets in little slump and keeps changing his stance every at bat. He will never develop any consistency and struggle longer. Stick to the script. Stick to your stance.

National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: National [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference","Region"],["Toyota","Longo Toyota","1297","1149","-12.10%","Pacific"],["Toyota","Toyota of Hollywood","745","824","10.07%","Southeast"],["Toyota","John Elways Crown Toyota","640","647","1.09%","Pacific"],["Lexus","Lexus of Pembroke Pines","598","643","7.25%","Southeast"],["Honda","Norm Reeves Honda Superstore","674","609","-10.13%","Pacific"],["Toyota","Headquarter Toyota","548","581","5.85%","Southeast"],["Toyota","Fred Haas Toyota World","669","569","-16.16%","Southwest"],["Toyota","Tustin Toyota","651","561","-14.85%","Pacific"],["Toyota","Al Hendrickson Toyota","551","556","0.90%","Southeast"],["Toyota","Toyota of Orange","685","535","-24.59%","Pacific"],["Chevrolet","Bomnin Chevrolet Dadeland","488","532","8.63%","Southeast"],["Toyota","Sterling McCall Toyota","669","525","-24.12%","Southwest"],["GMC","Laura Buick-GMC, Inc.","630","518","-19.51%","Southeast"],["Honda","Galpin Honda","577","514","-11.55%","Pacific"],["Chevrolet","Quirk Chevrolet","517","513","-0.78%","Northeast"],["Chevrolet","Buff Whelan Chevrolet, Inc.","496","503","1.40%","Midwest"],["Toyota","Koons Tysons Toyota","424","491","14.64%","Pacific"],["Toyota","Findlay Toyota","449","486","7.91%","Rocky Mtn"],["Toyota","Kendall Toyota","453","482","6.20%","Southeast"],["Toyota","Autonation Toyota 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6, 2018November 6, 2018November 6, 2018November 6, 20180Business TrendsRaleigh’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsNashville’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsMiami’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsMemphis’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsJacksonville’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsCharlotte’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180National Dealership StandingsAtlanta’s National Dealership Standings – October 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Irving19532048.54%Dallas/Ft.Worth southwest cities Business TrendsSan Antonio’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsPhoenix’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsHouston’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsFt. 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Note: Does not include Ford or Volkswagen Top 20 Dealerships: Washington D.C. 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2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsLos Angeles’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__61985545 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_8__61985545 = new penciBlock();penci_block_8__61985545.blockID="penci_block_8__61985545";penci_block_8__61985545.atts_json = 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San Diego’s National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: San Diego [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Toyota","Toyota Carlsbad","407","422","3.62%"],["Toyota","Toyota of Escondido","331","313","-5.59%"],["Toyota","Toyota of El Cajon","328","306","-6.94%"],["Toyota","Norm Reeves Toyota San Diego","216","247","13.39%"],["Honda","Pacific Honda","282","223","-23.37%"],["Toyota","Mossy Toyota","216","207","-4.26%"],["Toyota","Frank Toyota","212","206","-2.87%"],["Subaru","Kearny Mesa Subaru","181","200","9.97%"],["Honda","Poway Honda","163","179","9.36%"],["Chevrolet","Quality Chevrolet","154","173","11.62%"],["Honda","Honda of El Cajon Superstore","176","171","-2.88%"],["Chevrolet","Bob Stall Chevrolet","180","150","-18.18%"],["Subaru","Frank Subaru","121","144","17.36%"],["Honda","Dch Honda Mission Valley","160","141","-12.62%"],["Toyota","Kearny Mesa Toyota","183","141","-25.93%"],["Chevrolet","Weseloh Chevrolet Co.","166","133","-22.07%"],["Toyota","Toyota of Poway","130","133","2.28%"],["Toyota","Larry H. 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2017Oct. 2018Percentage DifferenceToyotaToyota Carlsbad4074223.62%ToyotaToyota of Escondido331313-5.59%ToyotaToyota of El Cajon328306-6.94%ToyotaNorm Reeves Toyota San Diego21624713.39%HondaPacific Honda282223-23.37%ToyotaMossy Toyota216207-4.26%ToyotaFrank Toyota212206-2.87%SubaruKearny Mesa Subaru1812009.97%HondaPoway Honda1631799.36%ChevroletQuality Chevrolet15417311.62%HondaHonda of El Cajon Superstore176171-2.88%ChevroletBob Stall Chevrolet180150-18.18%SubaruFrank Subaru12114417.36%HondaDch Honda Mission Valley160141-12.62%ToyotaKearny Mesa Toyota183141-25.93%ChevroletWeseloh Chevrolet Co.166133-22.07%ToyotaToyota of Poway1301332.28%ToyotaLarry H. Miller Toyota Lemon Grove0132200.00%ToyotaToyota Chula Vista11513213.77%SubaruBob Baker Subaru1191287.29% other cities within your region Business TrendsSeattle’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsSan Francisco’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsLos Angeles’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__62848151 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_8__62848151 = new penciBlock();penci_block_8__62848151.blockID="penci_block_8__62848151";penci_block_8__62848151.atts_json = '{"build_query":"post_type:post|size:4|tags:100","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_cat":"","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_review_piechart":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","hide_excrept":"true","post_excrept_length":15,"style_pag":"","limit_loadmore":3,"post_category_css":"","readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_8__62848151","shortcode_id":"block_8","category_ids":"","taxonomy":""}';penci_block_8__62848151.content="";penciBlocksArray.push(penci_block_8__62848151); national dealership standings by region Midwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 Northeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018046 Rocky Mtn. Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__84611252 = new penciBlock();penci_grid_1__84611252.blockID="penci_grid_1__84611252";penci_grid_1__84611252.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__84611252","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__84611252.content="";penciBlocksArray.push(penci_grid_1__84611252); national dealership standings National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__52031568 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__52031568 = new penciBlock();penci_block_7__52031568.blockID="penci_block_7__52031568";penci_block_7__52031568.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__52031568","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__52031568.content="";penciBlocksArray.push(penci_block_7__52031568);

San Antonio’s National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: San Antonio [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Toyota","Cavender Toyota","384","441","13.82%"],["Toyota","North Park Toyota of San Antonio","220","335","41.44%"],["Toyota","Red McCombs Toyota","247","285","14.29%"],["Toyota","Universal Toyota","292","263","-10.45%"],["Toyota","Toyota of Boerne","232","235","1.28%"],["Honda","Gunn Honda","225","200","-11.76%"],["Chevrolet","The Ancira-Winton Chevrolet, Inc.","165","186","11.97%"],["Mitsubishi","Mission Mitsubishi","206","173","-17.41%"],["Ram","Bluebonnet Chrysler Dodge","145","149","2.72%"],["Nissan","Ancira Nissan, Inc.","212","146","-36.87%"],["Chevrolet","North Park Chevrolet Castroville","72","142","65.42%"],["Chevrolet","Gunn Chevrolet, Ltd.","209","141","-38.86%"],["Lexus","North Park Lexus of San Antonio","150","141","-6.19%"],["Honda","Gillman Honda of San Antonio","139","140","0.72%"],["Honda","Hill Country 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2017Oct. 2018Percentage DifferenceToyotaCavender Toyota38444113.82%ToyotaNorth Park Toyota of San Antonio22033541.44%ToyotaRed McCombs Toyota24728514.29%ToyotaUniversal Toyota292263-10.45%ToyotaToyota of Boerne2322351.28%HondaGunn Honda225200-11.76%ChevroletThe Ancira-Winton Chevrolet, Inc.16518611.97%MitsubishiMission Mitsubishi206173-17.41%RamBluebonnet Chrysler Dodge1451492.72%NissanAncira Nissan, Inc.212146-36.87%ChevroletNorth Park Chevrolet Castroville7214265.42%ChevroletGunn Chevrolet, Ltd.209141-38.86%LexusNorth Park Lexus of San Antonio150141-6.19%HondaGillman Honda of San Antonio1391400.72%HondaHill Country Honda0132200.00%ToyotaAlamo Toyota170123-32.08%NissanGunn Nissan, Ltd.192120-46.15%ToyotaSan Marcos Toyota8911828.02%SubaruNorth Park Subaru8911626.34%NissanIngram Park Nissan154115-29.00% other cities within your region Business TrendsPhoenix’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsHouston’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsFt. Worth’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsEl Paso’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsDallas’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsAustin’s National Dealership Standings – October 2018kimberlyNovember 5, 2018November 12, 2018November 5, 2018November 12, 20180 @media screen and (min-width: 768px ){}#penci_block_8__93149000 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_8__93149000 = new penciBlock();penci_block_8__93149000.blockID="penci_block_8__93149000";penci_block_8__93149000.atts_json = '{"build_query":"post_type:post|size:6|tags:101","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_cat":"","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_review_piechart":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","hide_excrept":"true","post_excrept_length":15,"style_pag":"","limit_loadmore":3,"post_category_css":"","readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_8__93149000","shortcode_id":"block_8","category_ids":"","taxonomy":""}';penci_block_8__93149000.content="";penciBlocksArray.push(penci_block_8__93149000); national dealership standings by region Midwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 Northeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018046 Rocky Mtn. Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__47276323 = new penciBlock();penci_grid_1__47276323.blockID="penci_grid_1__47276323";penci_grid_1__47276323.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__47276323","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__47276323.content="";penciBlocksArray.push(penci_grid_1__47276323); national dealership standings National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__14367500 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__14367500 = new penciBlock();penci_block_7__14367500.blockID="penci_block_7__14367500";penci_block_7__14367500.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__14367500","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__14367500.content="";penciBlocksArray.push(penci_block_7__14367500);

Salt Lake City’s National Dealership Standings – October 2018

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St. Louis’ National Dealerships Standings – October 2018

Top 20 Dealerships: St. Louis Brand Dealership Oct. 2017 Oct. 2018 Percentage Difference Gmc Laura Buick-GMC, Inc. 630 518 -19.51% Chevrolet Jim Butler Chevrolet, Inc. 248 280 12.12% Honda Mungenast St. Louis Honda 182 178 -2.22% Chevrolet Weber Chevrolet Co. 126 160 23.78% Honda Bommarito Honda Superstore 110 135 20.41% Toyota Jay Wolfe Toyota of West County 183 135 -30.19% Toyota Lou Fusz Toyota 128 133 3.83% Chevrolet Elco Chevrolet 92 132 35.71% Chevrolet George Weber Chevrolet Company 140 127 -9.74% Jeep Glendale Chrysler Jeep Dodge Ram 131 127 -3.10% Nissan Bommarito Nis Hazelwood 120 126 4.88% Nissan Bommarito Nissan Ballwin 131 122 -7.11% Gmc Dave Sinclair Buick GMC Truck 134 119 -11.86% Chevrolet Johnny Londoff Chevrolet, Inc. 154 114 -29.85% Chevrolet Lou Fusz Chevrolet 98 112 13.33% Buick Laura Buick-GMC, Inc. 91 110 18.91% Hyundai St. Charles Hyundai 69 110 45.81% Toyota Newbold Toyota 89 109 20.20% Kia Lou Fusz Kia 76 108 34.78% Chevrolet Bommarito Mazda South 89 103 14.58%

Raleigh’s National Dealerships Standings – October 2018

Top 20 Dealerships: Raleigh

Phoenix’s National Dealerships Standings – October 2018

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Nashville’s National Dealerships Standings – October 2018

Top 20 Dealerships: Nashville

Minneapolis’ National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: Minneapolis [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Toyota","Maplewood Toyota","322","384","17.56%"],["Toyota","Rudy Luther Toyota","262","243","-7.52%"],["Toyota","Walser Bloomington Toyota","307","238","-25.32%"],["Subaru","White Bear Subaru","158","230","37.11%"],["Toyota","Luther Brookdale Toyota","237","221","-6.99%"],["Chevrolet","Jeff Belzer's Kia","152","213","33.42%"],["Toyota","Burnsville Toyota","245","205","-17.78%"],["Honda","Luther Brookdale Honda","271","203","-28.69%"],["Toyota","Inver Grove Toyota","153","199","26.14%"],["Subaru","St. Cloud Subaru","149","194","26.24%"],["Honda","Walser Honda","201","191","-5.10%"],["Honda","Inver Grove Honda","165","174","5.31%"],["Honda","Buerkle Honda","230","173","-28.29%"],["Honda","Luther Hopkins Honda","184","166","-10.29%"],["Subaru","Walser Subaru","155","166","6.85%"],["Lexus","Lexus of 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October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsDetroit’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsColumbus’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsCincinnati’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsChicago’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__6407930 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var 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Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__3397321 = new penciBlock();penci_grid_1__3397321.blockID="penci_grid_1__3397321";penci_grid_1__3397321.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"penci_grid_1-1541610877593","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__3397321","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__3397321.content="";penciBlocksArray.push(penci_grid_1__3397321); national dealership standings - October 2018 National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__24413465 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__24413465 = new penciBlock();penci_block_7__24413465.blockID="penci_block_7__24413465";penci_block_7__24413465.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"penci_block_7-1541610877695","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__24413465","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__24413465.content="";penciBlocksArray.push(penci_block_7__24413465);

Miami’s National Dealership Standings – October 2018

Top 20 Dealerships: Miami

Memphis’ National Dealership Standings – October 2018

Top 20 Dealerships: Memphis

Los Angeles’ National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: Los Angeles [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Toyota","Wolfchase Toyota","245","246","0.41%"],["Chevrolet","Chuck Hutton Chevrolet Co.","144","149","3.41%"],["Honda","Wolfchase Honda","172","147","-15.67%"],["Toyota","Chuck Hutton Toyota","101","120","17.19%"],["Honda","Autonation Honda 385","124","113","-9.28%"],["Toyota","Principle Toyota","125","108","-14.59%"],["Subaru","Jim Keras Subaru","85","106","21.99%"],["Nissan","Wolfchase Nissan","105","104","-0.96%"],["Chevrolet","Central Chevrolet Company, Inc.","94","95","1.06%"],["Honda","Autonation Honda Covington Pike","81","84","3.64%"],["Lexus","Lexus of Memphis","62","82","27.78%"],["Chevrolet","Serra Chevrolet","61","77","23.19%"],["Nissan","Jim Keras Nissan Inc","102","76","-29.21%"],["Toyota","Central Toyota","72","70","-2.82%"],["Chevrolet","Jim Keras Chevrolet-Memphis","77","69","-10.96%"],["Hyundai","Homer Skelton 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2017Oct. 2018Percentage DifferenceToyotaWolfchase Toyota2452460.41%ChevroletChuck Hutton Chevrolet Co.1441493.41%HondaWolfchase Honda172147-15.67%ToyotaChuck Hutton Toyota10112017.19%HondaAutonation Honda 385124113-9.28%ToyotaPrinciple Toyota125108-14.59%SubaruJim Keras Subaru8510621.99%NissanWolfchase Nissan105104-0.96%ChevroletCentral Chevrolet Company, Inc.94951.06%HondaAutonation Honda Covington Pike81843.64%LexusLexus of Memphis628227.78%ChevroletSerra Chevrolet617723.19%NissanJim Keras Nissan Inc10276-29.21%ToyotaCentral Toyota7270-2.82%ChevroletJim Keras Chevrolet-Memphis7769-10.96%HyundaiHomer Skelton Hyundai446437.04%GMCCentral Nissan6461-4.80%NissanLanders Nissan, LLC9059-41.61%GMCSunrise Buick GMC at Wolfchase, LLC6658-12.90%HyundaiWolfchase Hyundai53577.27% other cities within your region Business TrendsSeattle’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsSan Francisco’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsSan Diego’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__58108161 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_8__58108161 = new penciBlock();penci_block_8__58108161.blockID="penci_block_8__58108161";penci_block_8__58108161.atts_json = 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Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__82054550 = new penciBlock();penci_grid_1__82054550.blockID="penci_grid_1__82054550";penci_grid_1__82054550.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__82054550","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__82054550.content="";penciBlocksArray.push(penci_grid_1__82054550); national dealership standings National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__96437837 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__96437837 = new penciBlock();penci_block_7__96437837.blockID="penci_block_7__96437837";penci_block_7__96437837.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__96437837","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__96437837.content="";penciBlocksArray.push(penci_block_7__96437837);

Las Vegas’ National Dealership Standings – October 2018

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Jacksonville’s National Dealership Standings – October 2018

Top 20 Dealerships: Jacksonville

Indianapolis’ National Dealership Standings – October 2018

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Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__88904318 = new penciBlock();penci_grid_1__88904318.blockID="penci_grid_1__88904318";penci_grid_1__88904318.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__88904318","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__88904318.content="";penciBlocksArray.push(penci_grid_1__88904318); national dealership standings - october 2018 National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__569063 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__569063 = new penciBlock();penci_block_7__569063.blockID="penci_block_7__569063";penci_block_7__569063.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__569063","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__569063.content="";penciBlocksArray.push(penci_block_7__569063);

Dallas’ National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: Dallas [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Lexus","Sewell Lexus","421","421","0.00%"],["Chevrolet","Classic Chevrolet, Inc.","529","360","-38.02%"],["Toyota","Toyota of Dallas","394","351","-11.54%"],["Honda","David McDavid Honda of Frisco","268","338","23.10%"],["Lexus","Park Place Lexus Plano","348","337","-3.21%"],["Toyota","Freeman Toyota","321","335","4.27%"],["Honda","David McDavid Honda of Irving","195","320","48.54%"],["Honda","Huggins Honda","296","306","3.32%"],["Chevrolet","Vandergriff Chevrolet","204","293","35.81%"],["Toyota","Family Toyota of Burleson","210","283","29.61%"],["Toyota","Texas Toyota of Grapevine","234","280","17.90%"],["Toyota","Toyota of Plano","238","280","16.22%"],["Toyota","Vandergriff Toyota","263","276","4.82%"],["Toyota","Pat Lobb Toyota of McKinney","246","251","2.01%"],["Toyota","Toyota of Richardson","220","249","12.37%"],["Nissan","Trophy 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2017Oct. 2018Percentage DifferenceLexusSewell Lexus4214210.00%ChevroletClassic Chevrolet, Inc.529360-38.02%ToyotaToyota of Dallas394351-11.54%HondaDavid McDavid Honda of Frisco26833823.10%LexusPark Place Lexus Plano348337-3.21%ToyotaFreeman Toyota3213354.27%HondaDavid McDavid Honda of Irving19532048.54%HondaHuggins Honda2963063.32%ChevroletVandergriff Chevrolet20429335.81%ToyotaFamily Toyota of Burleson21028329.61%ToyotaTexas Toyota of Grapevine23428017.90%ToyotaToyota of Plano23828016.22%ToyotaVandergriff Toyota2632764.82%ToyotaPat Lobb Toyota of McKinney2462512.01%ToyotaToyota of Richardson22024912.37%NissanTrophy Nissan276241-13.54%Mercedes-benzPark Place Motorcars Dallas2182263.60%LexusPark Place Lexus Grapevine2102256.90%ChevroletEl Dorado Motors, Inc.244216-12.17%NissanClay Cooley Nissan235211-10.76% other cities within your region Business TrendsSan Antonio’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsPhoenix’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsHouston’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsFt. 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Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__50016641 = new penciBlock();penci_grid_1__50016641.blockID="penci_grid_1__50016641";penci_grid_1__50016641.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__50016641","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__50016641.content="";penciBlocksArray.push(penci_grid_1__50016641); national dealership standings National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__83913113 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__83913113 = new penciBlock();penci_block_7__83913113.blockID="penci_block_7__83913113";penci_block_7__83913113.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__83913113","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__83913113.content="";penciBlocksArray.push(penci_block_7__83913113);

Columbus’ National Dealership Standings – October 2018

Note: Does not include Ford or Volkswagen Top 20 Dealerships: Columbus [[["Brand","Dealer","Oct. 2017","Oct. 2018","Percentage Difference"],["Honda","Lindsay Honda","456","423","-7.51%"],["Toyota","Toyota Direct","292","321","9.46%"],["Honda","Roush Honda","271","303","11.15%"],["Honda","Honda Marysville","216","256","16.95%"],["Honda","Germain Honda of Dublin","205","192","-6.55%"],["Toyota","Toyota West","229","187","-20.19%"],["Toyota","Germain Toyota of Columbus","141","174","20.95%"],["Hyundai","Hatfield Hyundai","127","155","19.86%"],["Hyundai","Ricart Nissan","144","153","6.06%"],["Subaru","Byers Dublin Subaru","139","140","0.72%"],["Honda","Hugh White Honda","177","132","-29.13%"],["Toyota","Tansky Sawmill Toyota","172","132","-26.32%"],["Lexus","Germain Lexus of Easton","102","120","16.22%"],["Jeep","Performance Chrysler Jeep Dodge","58","117","67.43%"],["Hyundai","Dennis Hyundai of Dublin","33","115","110.81%"],["Chevrolet","Jack Maxton Chevrolet, 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2017Oct. 2018Percentage DifferenceHondaLindsay Honda456423-7.51%ToyotaToyota Direct2923219.46%HondaRoush Honda27130311.15%HondaHonda Marysville21625616.95%HondaGermain Honda of Dublin205192-6.55%ToyotaToyota West229187-20.19%ToyotaGermain Toyota of Columbus14117420.95%HyundaiHatfield Hyundai12715519.86%HyundaiRicart Nissan1441536.06%SubaruByers Dublin Subaru1391400.72%HondaHugh White Honda177132-29.13%ToyotaTansky Sawmill Toyota172132-26.32%LexusGermain Lexus of Easton10212016.22%JeepPerformance Chrysler Jeep Dodge5811767.43%HyundaiDennis Hyundai of Dublin33115110.81%ChevroletJack Maxton Chevrolet, Inc.154106-36.92%SubaruByers Airport Subaru9310613.07%SubaruHatfield Subaru1031051.92%ChevroletCoughlin Automotive, LLC1011042.93%ChevroletJeff Wyler Chevrolet of Columbus769825.29% Other cities within your region Business TrendsMinneapolis’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsKansas City’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsIndianapolis’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsDetroit’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsCincinnati’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsChicago’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__34769322 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var 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Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__63957900 = new penciBlock();penci_grid_1__63957900.blockID="penci_grid_1__63957900";penci_grid_1__63957900.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__63957900","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__63957900.content="";penciBlocksArray.push(penci_grid_1__63957900); National dealership standings - October 2018 National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__2406042 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__2406042 = new penciBlock();penci_block_7__2406042.blockID="penci_block_7__2406042";penci_block_7__2406042.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__2406042","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__2406042.content="";penciBlocksArray.push(penci_block_7__2406042);

Cincinnati’s National Dealership Standings – October 2018

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DifferenceChevroletCapitol Chevrolet, Inc.31335813.41%ToyotaCharles Maund Toyota429352-19.72%ToyotaUniversal Toyota292263-10.45%HondaFirst Texas Honda245223-9.40%SubaruAustin Subaru2052217.51%HondaRound Rock Honda242218-10.43%ChevroletCovert Chevrolet Buick GMC16121629.18%ChevroletHenna Chevrolet, L.P.18020211.52%ToyotaToyota of Cedar Park17320215.47%ToyotaAutonation Toyota South Austin212184-14.14%ToyotaRound Rock Toyota1701731.75%ChevroletDon Hewlett Chevrolet Buick, Inc.193168-13.85%RamBluebonnet Chrysler Dodge1451492.72%SubaruVolvo Cars of Georgetown12814411.76%ChevroletGunn Chevrolet, Ltd.209141-38.86%HondaGillman Honda of San Antonio1391400.72%KiaSouthwest Kia Au10213024.14%HyundaiSouth Point Hyundai155128-19.08%LexusLexus of Austin128127-0.78%GMCCovert Buick GMC11212510.97% other cities within your region Business TrendsSan Antonio’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsPhoenix’s National Dealerships Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsHouston’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsFt. Worth’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsEl Paso’s National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180Business TrendsDallas’ National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_8__79537751 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_8__79537751 = new penciBlock();penci_block_8__79537751.blockID="penci_block_8__79537751";penci_block_8__79537751.atts_json = '{"build_query":"post_type:post|size:6|tags:101","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_cat":"","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_review_piechart":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","hide_excrept":"true","post_excrept_length":15,"style_pag":"","limit_loadmore":3,"post_category_css":"","readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_8__79537751","shortcode_id":"block_8","category_ids":"","taxonomy":""}';penci_block_8__79537751.content="";penciBlocksArray.push(penci_block_8__79537751); national dealership standings by region Midwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 Northeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018046 Rocky Mtn. Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018030 Southeast Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018039 Southwest Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018042 Pacific Region’s National Dealership Standings – October 2018Business Trends...kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 2018044 @media screen and (min-width: 768px ){}if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_grid_1__74709186 = new penciBlock();penci_grid_1__74709186.blockID="penci_grid_1__74709186";penci_grid_1__74709186.atts_json = '{"build_query":"post_type:post|size:6|tags:99","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"0","hide_comment":"","hide_post_date":"","hide_count_view":"","hide_icon_post_format":"","hide_cat":"","hide_review_piechart":"","show_author":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","post_category_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_grid_1__74709186","shortcode_id":"grid_1","category_ids":"","taxonomy":""}';penci_grid_1__74709186.content="";penciBlocksArray.push(penci_grid_1__74709186); national dealership standings National Dealership Standings – October 2018kimberlyNovember 6, 2018November 7, 2018November 6, 2018November 7, 20180 @media screen and (min-width: 768px ){}#penci_block_7__93244451 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_7__93244451 = new penciBlock();penci_block_7__93244451.blockID="penci_block_7__93244451";penci_block_7__93244451.atts_json = '{"build_query":"post_type:post|size:1|tags:77","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_author":"true","hide_review_piechart":"","show_readmore":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","show_order_number":"","style_pag":"","limit_loadmore":3,"readmore_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_7__93244451","shortcode_id":"block_7","category_ids":"","taxonomy":""}';penci_block_7__93244451.content="";penciBlocksArray.push(penci_block_7__93244451);

Atlanta’s National Dealership Standings – October 2018

Top 20 Dealerships: Atlanta

Inspiration Vs. Motivation

I recently asked a great man what he thought the difference between Inspire and Motivation was to him. As someone who has made his living motivating people, I had never thought of this before. We always ask the question what motivates people and that is wrong. We need to ask what inspires them. This was brought to my attention when someone told me that he was offended that he was asked by his employer what motivates him in life. He felt that was none of their business. I explained to him that they asked that as a way to help him. By knowing what drives him, they use that for him and not against him. He said he was motivated by money and that got me thinking. Of course money is a great motivational reason. It is the canned response given to me whenever I ask someone that. But with this person, I went deeper with my follow up question. I simply asked him what inspires him to want to make money. The answers I received from him where very insightful and I learned a very valuable lesson by asking the simple question “What inspires you”. I applied this question to myself and came up with what I have determined the difference between Inspire and Motivation means to me personally. Inspiration is what starts the motivation process. I am inspired by my wife and my family in the Philippines to move there and be with them. The thought of being with my wife and family everyday inspires me to find a career there that will be rewarding not only for myself and my family, but for others as well. I am inspired knowing that by me being there I can make more of a difference in their lives and others. It is through this Inspiration that has motivated me to seek help from others that are highly respected in the professional field of the Philippines. I also found that my motivation for success was not just for me, I am motivated for others. Motivation is the result of inspiration. Next time you ask anyone what motivates them, please ask the following question “What inspires you?” after they give you their motivational answer. With those 3 simple words, you will be amazed what answers you will receive. By knowing what inspires them, you will learn more about that person than simply what motivates them. You use that in helping them become a better person and employee. Also knowing what inspires them and their reasons, you also become a better employer.

Jay Jensen

Jay Jensen is a Lead Coach at car Motivators. His philosophy is to invest in one person & having them succeed and grow in your company, not invest in 40 people and have all of them fail. Sales is building a foundation of trust and relationships. Customers are someone you sell once. A client is someone you sell to forever. It's building a team that wants Clients and not customers. articles by this author Authors Never Change Your Batting StanceJay JensenNovember 6, 2018November 8, 2018November 6, 2018November 8, 20180I walked into the sales office and I heard a salesman say how he changes his phone... @media screen and (min-width: 768px ){}#penci_block_23__86473656 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__86473656 = new penciBlock();penci_block_23__86473656.blockID="penci_block_23__86473656";penci_block_23__86473656.atts_json = '{"build_query":"post_type:post|size:5|authors:63","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__86473656","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__86473656.content="";penciBlocksArray.push(penci_block_23__86473656);

Owen Moon

Owen Moon is CEO & Co-Founder of FIXED OPS DIGITAL, an automotive service solutions company specializing in Service, Parts, Collision, and Tire Marketing and creators of Dealer Wallet, a conversion tool designed specifically to give service customers a digital first experience.  For almost 20 years Owen has been helping dealerships with both traditional and digital marketing strategies to help sell more cars and drive more service revenue. Owen has been a content contributor for publications like Auto Success, Fixed Ops Magazine, Modern Dealership Magazines and a speaker at automotive industry events like Digital Dealer, Innovative Dealer Summit, and the Fixed Ops Conference. Owen@FixedOpsDigital.com

Tracie Costabile

Tracie Costabile, author of: "Using Analytics to Streamline Marketing Expenses and Increase ROI, What Vendors Don't Show You", currently serves as COO of Dealer Analytics, a digital marketing consulting firm specializing in automotive.  Previously she was  the VP of Client and Media Relations for Dealer Leads, a digital marketing company specializing in high converting website traffic for auto dealerships.  Her early career had her working in entertainment PR for companies such as Disney, NBC, MGM, and Paramount. traciec@dealeranalytics.com articles by this author Websites Google Analytics 101: The Best Tool Nobody’s UsingtraciecostabileNovember 14, 2018November 14, 2018November 14, 2018November 14, 20180Chances are your dealership has already signed up with Google Analytics.  And why not?  It’s...WebsitesEvaluate Your Vendors Using Google AnalyticstraciecostabileNovember 14, 2018November 14, 2018WebsitesUse Analytics to Sell More CarstraciecostabileNovember 14, 2018November 14, 2018Advertising and MarketingAnalytics: What Vendors Don’t Show YoutraciecostabileSeptember 6, 2018November 8, 2018 @media screen and (min-width: 768px ){}#penci_block_23__12078440 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__12078440 = new penciBlock();penci_block_23__12078440.blockID="penci_block_23__12078440";penci_block_23__12078440.atts_json = '{"build_query":"post_type:post|size:5|authors:45","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__12078440","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__12078440.content="";penciBlocksArray.push(penci_block_23__12078440);

Steve Roessler

Steve Roessler, the "LiveWithDrive" guy and his team bring a new modern approach to engage your customers at your dealership. Working with over 100 dealers, Steve's passion is helping dealers change their communication strategies at dealerships to improve the customer’s overall experience.  His infectious personality provides a motivational approach for dealers to bring a change their culture on how every customer should be treated.  People sell People.  Steve is also very passionate representing DriveCentric into Automotive World. Per Steve; "I really enjoy presenting on topics such as 70% Engagement Strategies", "Personalized Video to Humanize the Customer Experience", "Giphs - Less is More Strategy". My goal is to help dealerships focus on customer experience thru more Texting and Personalized Video. If we can start talking to the customer on a personal level vs sending templates, the results will increase and the brand of the dealership starts to change in your market. steveroessler@dealershipnews.com articles by this author CRM NADA InterviewSteve RoesslerSeptember 28, 2018November 5, 2018September 28, 2018November 5, 20180First time interview with the “#LiveWithDrive” Guy. DriveCentric will be entering “the ring” for their...CRMBranding YourselfSteve RoesslerSeptember 28, 2018November 5, 2018CRMEclipseSteve RoesslerSeptember 28, 2018November 5, 2018CRMThe CRM Evolution is STILL Coming…Steve RoesslerSeptember 27, 2018November 2, 2018CRMLaunchingSteve RoesslerAugust 28, 2018November 5, 2018 @media screen and (min-width: 768px ){}#penci_block_23__50827148 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__50827148 = new penciBlock();penci_block_23__50827148.blockID="penci_block_23__50827148";penci_block_23__50827148.atts_json = '{"build_query":"post_type:post|size:99|authors:61","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__50827148","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__50827148.content="";penciBlocksArray.push(penci_block_23__50827148);

Sean Kelley

As CEO of Car Motivators, Sean works with dozens of dealers, and hundreds of sales managers across the country to achieve great results through their people and technology. Expect some great tips, insights, and processes on what dealers are doing to succeed and dominate in their respective PMAs. seankelley@dealershipnews.com articles by this author Sales 5 Ways You Are Defining Insanity With Your Sales to Service AttemptsSean KelleyNovember 15, 2018November 15, 2018November 15, 2018November 15, 20180Everyone wants the coveted 3 – 5% RO’s converted to sales each month! We invest...Featured BloggerMeasuring Turnover LikelihoodSean KelleyOctober 3, 2018November 8, 2018Featured BloggerKnow WHEN to ask for the sale.Sean KelleySeptember 10, 2018November 8, 2018Guest BloggersCivil War: Service VS. SalesSean KelleyAugust 22, 2018November 7, 2018 @media screen and (min-width: 768px ){}#penci_block_23__5552542 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__5552542 = new penciBlock();penci_block_23__5552542.blockID="penci_block_23__5552542";penci_block_23__5552542.atts_json = '{"build_query":"post_type:post|size:5|authors:12","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__5552542","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__5552542.content="";penciBlocksArray.push(penci_block_23__5552542);

Sandy Zannino

Sandy writes blogs regarding "Best HR Practices" for car dealerships, things a car dealer really needs to know! Sandy Zannino is a principal at Innovative Auto HR Solutions and started in the car business in 1998 as a dealer’s assistant and corporate office manager. She became the head of human resources while continuing her duties as running the corporate office with a staff. A process based problem solver with a broad range of experience—Sandy has found way to save dealers money, allowing them to retain more profits, and minimize risks and exposures. SandyZannino@dealershipnews.com articles by this author Authors Are you familiar with the upcoming FLSA rules?Sandy ZanninoNovember 12, 2018November 12, 2018November 12, 2018November 12, 20180The Department Of Labor has announced a new time table for revisiting the rules for...Human ResourcesArbitration is coming up in SCOTUS this term.Sandy ZanninoOctober 10, 2018October 29, 2018Featured BloggerNEW FCRA SUMMARY OF RIGHTS!! USE IT NOW!Sandy ZanninoOctober 3, 2018November 5, 2018Featured BloggerIt’s Not Rocket Science!Sandy ZanninoSeptember 26, 2018November 1, 2018Guest BloggersCan the Turnover Struggle End?Sandy ZanninoAugust 29, 2018November 2, 2018Blog Customer Service Lessons from DadSandy ZanninoJuly 29, 2018November 5, 2018July 29, 2018November 5, 20180At 11 years old, I began my working life—cashiering for my family’s grocery store.  I...Guest BloggersFCRA — It’s not just for Sales and F & ISandy ZanninoJuly 6, 2017November 5, 2018 @media screen and (min-width: 768px ){}#penci_block_23__75521221 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__75521221 = new penciBlock();penci_block_23__75521221.blockID="penci_block_23__75521221";penci_block_23__75521221.atts_json = '{"build_query":"post_type:post|size:99|authors:60","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__75521221","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__75521221.content="";penciBlocksArray.push(penci_block_23__75521221);

Paul J. Daly

I'm all-in on the human element of business, creative, hard work, and organizational clarity. Work is hard, but meaningful when you focus on the important things. pauljdaly@dealershipnews.com articles by this author Featured Blogger CDK and LYFTPaul DalyOctober 10, 2018November 5, 2018October 10, 2018November 5, 20180Podcast #27 – CDK’s partnership with LYFT that helps Dealerships deliver great service to those...Advertising and MarketingIt’s a FEELING!Paul DalyOctober 4, 2018November 5, 2018 @media screen and (min-width: 768px ){}#penci_block_23__62289494 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__62289494 = new penciBlock();penci_block_23__62289494.blockID="penci_block_23__62289494";penci_block_23__62289494.atts_json = '{"build_query":"post_type:post|size:5|authors:62","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__62289494","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__62289494.content="";penciBlocksArray.push(penci_block_23__62289494);

Katie Mares

As a powerful, ascendant voice exemplifying "Women in Automotive", Katie focuses on a theme of "Creating Competitive Change by Improving the Customer Experience! Katie CEO of Mares Consulting is an inspiring speaker, consultant, writer, and customer experience and leadership entrepreneur. She has over 15 years of hands-on knowledge in the science of building and implementing customer experience and leadership programs in organizations across the globe. Katie's research-based presentations and workshops are approachable, articulated and captivating; her delivery is concise, emotional, and impactful! Katie's presentations and workshops focus on helping business leaders inspire positive actionable change while creating competitive advantages through a Brand Experience that is exceptional and unexpected resulting in happier teams, delighted customers, increased referrals, reduced complaints, and improved satisfaction scores. Katie has “walked the walk” and is always excited to share her secrets of success. Katie is a certified speaking professional and has her Masters in Adult Training and Development from the Schulich School of Business. She is also a Certified Training and Development Professional with the Institute of Performance and Learning. Katie lives in Toronto with her family. When she is not traveling around the world consulting and speaking, Katie can be found at the gym (in a shoe store!) or snuggled on the couch with her three little ones eating homemade popcorn and watching a movie! katiemares@dealershipnews.com Articles by this Author Sales Inspiration Vs. MotivationkatiemaresNovember 5, 2018November 7, 2018November 5, 2018November 7, 20180I recently asked a great man what he thought the difference between Inspire and Motivation...Featured BloggerPay Attention: How to Reduce Turnover RatekatiemaresAugust 21, 2018November 8, 2018Guest BloggersInspiration Enough?katiemaresAugust 21, 2018November 8, 2018Guest BloggersComplete the Journey To Get AheadkatiemaresAugust 21, 2018November 8, 2018Guest BloggersActions Speak Louder Than WordskatiemaresAugust 6, 2018November 8, 2018 @media screen and (min-width: 768px ){}#penci_block_23__60155509 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__60155509 = new penciBlock();penci_block_23__60155509.blockID="penci_block_23__60155509";penci_block_23__60155509.atts_json = '{"build_query":"post_type:post|size:99|authors:66","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__60155509","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__60155509.content="";penciBlocksArray.push(penci_block_23__60155509);

Bill Whittenmyer

Bill's focus can best be described as; "How to Evolve Dealership Experiences Across Generations, and Substantially Grow Your Business." Bill Wittenmyer is a Partner at ELead One with over 20 years experience in the automotive space. He currently manages multiple divisions within the organization, including sales, marketing, OEM relationships and large-client accounts. Highly regarded as a dynamic and motivational speaker, as well as an industry leader with non-traditional views, Wittenmyer speaks at several prominent automotive forums each year and is a resource for top news organizations. EMAIL : billwittenmyer@dealershipnews.com Guest Bloggers Adapt or DiebillwhittenmyerAugust 21, 2018November 8, 2018August 21, 2018November 8, 20180Evolving Dealership Experiences Across Generations Raise your hand if you’ve already read three articles about... @media screen and (min-width: 768px ){}#penci_block_23__98652941 .penci-pmore-link .more-link{ font-family:"Mukta Vaani";font-weight:500; }if( typeof(penciBlock) === "undefined" ) {function penciBlock() { this.atts_json = ''; this.content = ''; }}var penciBlocksArray = penciBlocksArray || [];var PENCILOCALCACHE = PENCILOCALCACHE || {};var penci_block_23__98652941 = new penciBlock();penci_block_23__98652941.blockID="penci_block_23__98652941";penci_block_23__98652941.atts_json = '{"build_query":"post_type:post|size:99|authors:65","add_title_icon":"","title_i_align":"left","title_icon":"","image_type":"landscape","hide_excrept":"","post_excrept_length":"15","block_title_meta_settings":"","block_title_align":"style-title-left","block_title_off_uppercase":"","block_title_wborder_left_right":"5px","block_title_wborder":"3px","post_title_trimword_settings":"","post_big_title_length":"20","post_standard_title_length":"12","hide_comment":"","hide_post_date":"","hide_icon_post_format":"","hide_cat":"","show_readmore":"","show_author":"","show_count_view":"","dis_bg_block":"","enable_stiky_post":"","style_pag":"","readmore_css":"","post_category_css":"","social_share_css":"","pagination_css":"","loadmore_css":"","disable_bg_load_more":"","custom_markup_1":"","ajax_filter_type":"","ajax_filter_selected":"","ajax_filter_number_item":"5","infeed_ads__order":"2","block_id":"","penci_show_desk":"Yes","penci_show_tablet":"Yes","penci_show_mobile":"Yes","paged":1,"unique_id":"penci_block_23__98652941","shortcode_id":"block_23","max_num_pages":1,"category_ids":"","taxonomy":""}';penci_block_23__98652941.content="";penciBlocksArray.push(penci_block_23__98652941);

Artificial Intelligence: The Next Wave of Opportunity for the Auto Sales Industry

Artificial intelligence is already transforming the way that cars are serviced, and also has the potential to revolutionize the way that cars are bought and sold. For the last hundred years, the automobile industry has been at the forefront of change and innovation. The Model T was the poster child for the Technological Industrial Revolution, making use of the best elements of internal combustion engines and advancements in manufacturing.  In the Digital Revolution, cars became the largest digital devices on wheels, creating a whole new spectrum of IoT possibilities for consumers and manufacturers. Now, as we enter the next phase of the industrial revolution (which many pundits assert will be the biggest of all), the auto industry is once again undergoing rapid evolution and tremendous change. Many of the technologies people dreamed of in the 1950s and 1960s have now become a reality:  Robots, autonomous cars, nanotechnology, machine learning, miniaturized sensors, 3D printing, and more. These technologies are serving as a catalyst to evolve “automotive” to personal and business “mobility” solutions. With Artificial Intelligence (AI) and Machine Learning, we are already seeing new business opportunities for disruptive services and technologies in the automotive industry.  One of the key emerging trends is the use of new technical solutions that use AI and predictive analytics designed to proactively diagnose potential issues. Predictive maintenance systems enable car owners to service their cars proactively, which drastically reduces mechanical failures.   Can AI help sell cars and keep customers coming back?  Historically, auto dealers and their associated mechanics have had relatively little inspection time and few insights into a specific vehicle’s history and current condition. Also, there has been almost no way of having the knowledge of predictive maintenance for a specific vehicle make, model and year. When Carfax was introduced, it gave auto dealers and buyers important insights into a specific vehicle’s history of repairs and number of owners.  But vehicle history data lacks the ability to inform the buyer of what issues may arise down the road with each vehicle. Even if the vehicle has been maintained regularly it does not mean that no issues are present and the fact that at the time of an oil change the previous owner of the vehicle was notified of a leak does not mean they chose to fix it. With today’s AI-powered platform insights, it is now possible to anticipate vehicle issues proactively and apply preventative maintenance for each specific vehicle. Using an advanced AI-powered inspection and maintenance platform, the technician inspects the car and recommends necessary repairs.  The car owner can view the report and make an informed choice about the vehicle, secure in the knowledge that the technician is being transparent about their recommendations. When predictive technology is used for pre-purchase inspections it increases the likelihood of finding any issues and increases confidence in the sale and the purchase.  Even after the vehicle is purchased from the dealer, the customer is able to access the typical anticipated issues with the vehicle to stay ahead of any major issues that might arise. But perhaps, most importantly, providing this kind of transparency helps to build trust, which has arguably been quite low in the used car buying process because most people have had very little visibility into the actual condition of the car.  Now, progressive, honest dealers can use AI-based platforms to create higher levels of transparency and confidence with their customers. According to a study by SalesFuel, an independent research firm, “59% of survey respondents said dealership reputation was the most important factor when choosing which dealership to visit.” Great customer experiences drive dealership reputation. The study also found that auto shoppers are willing to pay more for an exceptional experience. Not only are customer confidence and dealership reputation impacted, but also the bottom line on sales margins themselves. “We strive to provide excellent vehicles, great customer service and transparency to our customers, so we focus heavily on making sure that the vehicles we sell are safe and in great condition. We know we are doing the right thing because our customers come back to us for every vehicle they buy,” said Ben Ahmedov, CEO of Rolling Motors. “Using an AI-driven platform also allows us to spend less time reconditioning cars, and more time matching our vehicles with qualified buyers.” Future technological advances in the auto industry represent an opportunity to deliver a greater level of transparency and customer confidence for dealerships. As the market becomes more competitive, it will become even more crucial for dealers to use any advantage they can to retain the best customer relationships. Providing the highest amount of historical and predictive detail on a vehicle purchase not only gives the insights for a confident sale process but also gives the consumer a sense of trustworthiness that builds dealer/ buyer relationships.   Leo Sigal Biography Leo is a successful technologist with almost two decades of experience building innovative technology products..  He currently serves as Founder and CEO of Driveroo, the 1st proactive auto care service platform to provide predictive analysis of potential maintenance issues for each vehicle. Driveroo uses Artificial Intelligence and Machine Learning to examine millions of data points to determine the likelihood of specific maintenance issues, based on the type of car and its specific history.  Prior to Driveroo, Leo served as CTO for Model N and Selectica, and held senior engineering and technology positions at Software AG and eVite.  He is committed to advancing the thought leadership around utilizing AI and machine learning to improve safety and convenience and believes that the auto industry is on the verge of a seismic change.

Podcast Interview: Shelley Washburn of GSM

Not all dealerships are prepared to handle their traffic during busy times or after a big campaign. This is part of what GSM helps them do.

Arbitration is coming up in SCOTUS this term.

Arbitration is coming up in SCOTUS this term. KENTUCKY just became the first state to prohibit mandatory Arbitration as a condition of employment. NOW is a good time to review your agreement and delivery process.

CDK and LYFT

Podcast #27 – CDK’s partnership with LYFT that helps Dealerships deliver great service to those waiting for their cars to be serviced. Listen for more…

11 Ways to Increase Organic Website Traffic

Search engine optimization (SEO) is an outstanding tool for improving your position on a search engine like Google, and ultimately, for marketing. The digital space is incredibly competitive, and you need to be savvy to compete. There are a few ways you can increase your website’s traffic organically, so you don’t have to overspend for digital dominance. The following article will provide you with that information and allow you to create amazing campaigns and be a top priority on search engines. 1. Use Social Media to Increase Your Traffic – Use social networks like Facebook, Twitter, Pinterest, Instagram and the like to promote your website and business and raise your company’s profile. These networks allow you to communicate with consumers, create campaigns that can be broadcast over various platforms and can give you content that consumers can further promote by liking or sharing. Social media is a massive platform and just the kind of megaphone your business could use to help push more traffic to your site. 2. Tag People On Social Media – If you’re going to be involved in social media tagging people is a great way to increase your businesses profile. Tagging helps expand the reach of a post, alert people to a deal or campaign, and alerts customers to your post immediately. A tag is hard for someone to ignore and along with a general savvy of social networks is an easy, cheap, and effective way to expand your profile. 3. Adapt As Many Quality SEO Practices As You Can  – Search engine optimization (SEO) is the best way to be a priority search on Google and top of mind for customers. There are ways to optimize your SEO practices and ensure that you are making the most out of it. Focusing on keywords in your titles, meta titles, descriptions, and the like is an excellent way to utilize this tool. Ensuring your website is indexable and optimized for Google bots is another key to succe4. Fill In the Gaps – Outdoing the competition is of massive importance to most businesses including yours. The best way to do that is to see what is missing on the competition’s websites and see how you can exploit those gaps. If a competitor is missing information about a model or warranty information regarding a particular make, you have an opening to include that info in your campaign and on your website. That will give you an edge business-wise and show the public you are on the ball when it comes to selling cars. 5. Insert Internal Links and Encourage External Links – Providing internal links to your content is a straightforward way to boost traffic organically. Anchor text is valuable in internal link building and SEO. Look also to embed a small widget like a social media sharing link or button. That can help increase backlinks, and backlinks improve both SEO and organic traffic. 6. Identify and Eliminate Bad Links – Backlinks are crucial for a higher search engine ranking bad backlinks, however, are a considerable threat. Check your website frequently so that you can find and get rid of bad links. Software like Monitor Backlinks SEO Tool can be used to analyze, remove, and rid yourself of bad backlinks. You will have to tag the bad links, send a request to your webmaster(s), receive the removed alerts, and submit a report to Google Disavow Tool for non-removable links. Once that is all completed you will be clear of bad links and eliminate a significant issue for further website traffic growth. 7. Transparency Is Huge – Car dealerships rely on goodwill and building and maintaining relationships with customers. Transparency has always mattered, but it is incredibly important in today’s day and age of information at your fingertips. One slip up with that transparency or even appearing to be less than frank with your campaign is a great way to alienate and scare off customers. Be truthful and make sure your campaigns have clarity in both message and execution. 8. Always Be Easy to Reach – Being approachable and accessible to your customer base is a big thing. Customer support is crucial, and your website should make it easy for the consumer to reach out if they need anything. Failing to do so could give your company and website a bad reputation, one that will be hard to shake. It never hurt to be there for customers when they need you, lots of companies fail to do that your business does not have to. 9. Embrace Long-Tail Keywords – Widely used keywords known as head terms, are great overall because they describe what your business is and are guaranteed to get clicks. The problem is that they are widely used, and because of that you will not be as likely to be high up on a Google search. However, long-tail keywords which are more specific and niche are a great way to get clicks and visits; for example, if you sell cars then having “new and used cars” as your search keyword is going to run up against a lot of competition. However, if you sell a large quantity and variety of used Chevrolet trucks use that as your keyword. Having a search term that reflects that such as “highest volume of used Chevy trucks” is a much better way to generate clicks and website traffic. 10. Take Advantage of the Metrics – Google Analytics is a great tool to measure the success of your marketing and website. Use the tools you have. It is essential to rely on your gut and instinct, but that can only get you so far, do not underestimate or under-utilize the metrics. Those numbers will give you a lot of information that you will need to be able to expand your website and yield excellent results. 11. Keep Up With the Latest Trends – People catch on to new trends quicker than ever, and trends die out nowadays faster than ever. That means you…

How to Grow Your Brand Organically

Nothing can be a stronger way to market to customers online than a grassroots marketing campaign. Regardless of what your business is, grassroots campaigns can come out of nowhere, go viral, and bring awareness to your brand that might have been impossible to generate otherwise, or at the very least at the same level. There are many ways to go about growing your dealership’s brand via grassroots marketing. It is also one of the most organic methods in which you can develop a brand. That said, it does require content that is captivating and original. Unique and captivating content is one of the most critical aspects of grassroots marketing campaigns. These pieces of material can be funny, controversial, generate emotion, and more. Targeting emotion is an incredibly useful way to market. Humans are emotional beings, and we all respond to emotions if a campaign makes a customer feel a certain way it can be unbelievably powerful and hard to forget. Think of any advertisement, piece of art, or entertainment that spoke to you emotionally and how hard it was for you to forget about it. Cars can be hard to get overly sentimental about, but you can create that passion by creating campaigns around charities or the kinds of people who shop at your dealership and how you help your local community. Be aware of trends, and be sure to talk to your young marketing staff about what is trending online. Lots of companies create smart Instagram accounts, funny Facebook pages, and generate amazing tweets on their company Twitter accounts. Fast food chain Wendy’s released a mixtape and posted tweets that insulted rival chains, and it became so popular people went online and talked about rival chains like Burger King and McDonald’s so they could receive a funny response. This kind of brand awareness is invaluable, and the controlled (none of the tweets were verbally or sexually explicit) yet non-corporate approach made the company seem down to earth and fun. These kinds of strategies are gold in a polarized and distracted multimedia landscape. It’s an example of the originality grassroots marketing offers and how useful it can be. Along those same lines of creativity, starting a movement with a charitable cause or a stunt that brings attention to your dealership is another smart way to grow your brand organically. Red Bull does this well with videos of extreme sports and stunts like cliff diving to bring awareness to their products without having to go the traditional, often expensive, route for marketing. Starting a movement like the MeToo movement or Ice Bucket Challenge can bring brand recognition while also supporting a good cause. Most consumers would be even more willing to shop for a car at a dealership that has a smart way to bring awareness and raise money for a cause like cancer research or poverty alleviation in the local community. Sometimes even doing a free event or giveaway can engender support and sales. Car dealerships often have promotional sales during holiday weekends where they will withhold an initial down payment or delay it, eat the additional money on a trim upgrade, and many other enticements to sell vehicles. In addition to that, it would behoove a smart dealership to host a free event at a local school, give away a free car to a local hero or heroine, or give money to a local charity. Why? These kinds of seemingly no-strings-attached gestures of kindness have a dual benefit. They are free promotion for your store, and the community will have a sense of appreciation and admiration for your business which has all kinds of benefits down the line. The key to grassroots marketing is that with enough originality and some fascinating content or marketing you can promote your dealership, generate buzz, and bring awareness to the brand you might not otherwise have. It is also relatively inexpensive and in today’s distracted world a great way to grab attention.

How to Perform an SEO Audit Without Google Search Console

Most car dealerships across the country have a website, and it’s usually viewed by as another platform to advertise inventory and specials. A consequence of this very straight-forward perspective is that many dealer sites are poorly maintained. Since shoppers are spending months on the web searching for information about different brands and models, having a website that doesn’t function properly can kill any chance of engaging with these potential buyers. Worse still, this is one of the most significant reasons why your store’s site isn’t showing up on the first or second page of a search engine results page (SERP). Let’s take a look at some of the basics parts of a website that must be up and running to keep future customers on your VDP.    Every site has two key components: information architecture (IA) and user experience (UX). IA refers to the actual structuring of the website: which pages are available, which menus are unique to a page, which ones are available everywhere, and so on. If a vendor is maintaining your site, their template supplies the IA. Ideally, every single link throughout your site should have been checked to ensure that they all work. This is a crucial first step when combing through your site for errors. Broken links are a vital factor in why a website is pushed farther down the results page of a search.     The second component, UX, is the content on the site that is meant to engage with buyers. This includes checking for spelling or grammatical errors, as well as making sure your photos aren’t grainy. One of the essential features that managers should be looking for is load speed and mobile optimization. If your page loads too slowly, no shopper will wait for it. Similarly, at an age when we all have access to computers in the palm of our hands in the form of watches, smartphones, and tablets, there is no reason why a page shouldn’t load quickly and fit any size screen. A bandwidth detector and a savvy webmaster can make all the difference in this case.    SEO campaigns won’t do you much good unless these elements are running correctly. Let’s say you want to check on your vendor with an external program. We recommend two programs to ensure smooth sailing: Google Analytics and AhRefs. Google Analytics (GA) provides a lot of crucial information for dealership managers and marketers. Besides allowing you to compare how all of your vendors are performing quickly and easily, you’ll also be able to do see where the hiccups are. For example, you’ll be able to see the flow of shoppers and where they drop off in their search. This can give you a clue to a broken link or a page that isn’t loading quickly. Time on site and page load time are also great tools to help you and your team understand where the web traffic is hitting a virtual jam.    AhRefs seems a little more technical, but the concept is simple. These reports provide critical details for your website’s health. If you’re working with a vendor who uses this report, it would be a good idea to consult with them for tips and ideas on how to improve your domain rank. This number is used by search engines to place sites on a SERP. Basically, the higher the number, the better the positioning. These reports provide that number, as well as details about broken links and the number of backlinks, or shared juice you have with other sites. Like domain rank, the more backlinks you have, the better off your site is.     While Google Console is an incredible tool to have at your disposal, most dealership stores don’t have the time or resources to work through it. Instead, easy to use and practical tools are the keys to successfully managing a website and any online campaigns. Since your store’s website is the first impression a customer has of your commitment to excellent service, the quality of your inventory, and you’re overall “vibe,” it’s a tool worth investing in thoughtfully. As we move deeper into the digital age, your overall success will depend on the image your site projects.

Five Tips to Drive Quality Traffic to Your Site

Five Tips to Crack the Internet’s Algorithm and Drive Quality Traffic to Your Site Via Google Yahoo, and Bing.

It’s a FEELING!

Watch Paul J Daly as he interviews another thought leader on the topic of branding.

Measuring Turnover Likelihood

Sean Kelley CEO of Car Motivators can measure the turnover likelihood of our entire team!

NEW FCRA SUMMARY OF RIGHTS!! USE IT NOW!

FCRA–I know, it’s a shock to realize that FCRA must be followed when conducting pre-employment background checks.  Dealers should check that their process is compliant.  I advise NOT relying on your background check company.  They won’t be paying your fines for your internal processes. There is a recently published and updated Summary of Rights–See the video and get the new form.  Don’t have a needless and frankly silly lawsuit because of not following process.

NADA Interview

First time interview with the “#LiveWithDrive” Guy. DriveCentric will be entering “the ring” for their first time.

Branding Yourself

Steve Roessler, aka Jimmy Neutron, explains why branding yourself through personalized videos is the best way to communicate, influence and retain customers.

Eclipse

What were you doing the day of the Eclipse? We are SELLING! Welcome to the DriveCentric Family, Abeloff Auto Group. You can take off your glasses now….It’s time to go

The CRM Evolution is STILL Coming…

Here’s a great post I came across, by Marc Mcgurren that I thought I should share: A little over two years ago I wrote an article entitled, “The CRM Evolution is Coming…” highlighting how many of the CRM’s out there are still stuck in the technology of yesteryear, and if they do no evolve, they will in fact be the automotive equivalent of Blockbuster, Radio Shack, Sears, and Toys ‘R Us. They will think back in the years to come on why they didn’t pivot, innovate, and keep up with the demands of their customers. They will wonder why they rested on their laurels, why they did not spend the money to update their once great technology, and why they chose to be satisfied with their monthly revenue and customer retention. The CRM Evolution did not come as fast I once thought, but trust me, it is still coming. In my article I highlighted three CRM companies that I thought would shake up the industry, Drive360 CRM out of Texas, Avendas by NCC, and DriveCentric out of Indianapolis. At this moment in time, there is only one of those CRM’s still standing, DriveCentric, and they are picking off the big guys one dealership at a time with their current suite of products. Creating a CRM, building a business, and then having the capital and patience to do what they are doing is not for the faint of heart. That is why I am still extremely excited to see where Drive will be in next few years. Not only am I excited about what I am seeing with DriveCentric, I am just as excited to see how Dominion’s Vision CRM will shake out into the market. I have had first hand experience at looking and seeing both of these CRM’s out in the market, and I will be honest, not one other single CRM holds a candle to what these two CRM’s can do in functionality, speed, UI, customization, reporting, and list goes on. Yes, some of the legacy CRM’s have tweaked and updated what they can do, but they are still built on technology and coding from 10 years ago or more. Think about that, do you want to be using the original iPhone (which was changed the way we literally live, as many of these CRM’s changed how we follow up with customers), or do you want the brand new iPhone XS Max that is bigger, faster, stronger, and better in every way? I know my answer. For me, I loved my original iPhone, but I would never want to go back to it. I appreciated the technology it put in my hands 10 years ago, but in today’s age, I want the speed along with the latest features and technology that is available today. The same could be said the companies I mentioned above. Blockbuster, Radio Shack, Sears, and Toys ‘R Us were my once go to places for my Friday night video rental, anything electronics, my one stop shop department store, and the best place to buy toys and games. But guess what, none of those companies adapted, innovated, and kept up with what their respective industry demanded from them. They were disrupted, yet, they still chose to not adapt. I hope nothing but the best of any company in my beloved industry, but I am afraid if they do not keep up with what DriveCentric and Dominion’s Vision are doing, they will be saying farewell, just at Geoffrey the Giraffe did just a few short months ago. Sorry to see you go Geoffery…

It’s Not Rocket Science!

Talk to anyone in any position in the car business and I bet they can tell you a story of a terrible First Day on the job.  If you are reading this, you are probably in the car business and have your own story to tell. So often, new employees arrive for their first day—excited and a bit nervous—and their reception that is anything but a “Welcome” and often more like an afterthought—and a bothersome afterthought at that. My bad First Day went a little like this:  I wasn’t greeted by my boss and wasn’t introduced to anyone in the office where I was working.  I found my way to the HR offices and was handed some paperwork, and log in information so I could complete the housekeeping like W4, I9, harassment training etc.  I was shown where my empty desk was—devoid a desk blotter or even a calendar—and told the name of the accounting clerk (there were maybe 35 employees in accounting) from whom I could order office supplies.  Then I was basically left to my own devices.   Because I’m pretty outgoing, I wandered in to accounting, took a deep breath, and started introducing myself.  I remember thinking:  “Oh my God, what have I done?” This video from Joe Webb at DealerKnows cracks me up every time I see it—The best humor always shows the ridiculousness of reality.    https://www.youtube.com/watch?v=HnAQVU66S5M ​I have a feeling you can relate! But really–It’s Not Rocket Science ​There are some really simple ways that dealers can turn this around.  A welcoming onboarding for new employees isn’t that hard to do!  It’s a process, just like everything else in our wild and wonderful business.  There are so many reasons to do this but one of the most important reasons in my opinion is this:  New hires today are making a “stay go” decision very quickly—and how they are treated on their First Day will weigh heavily in that decision.  Your new hire could be on their Indeed App applying for their next gig, before you even get their hire paperwork in their file!   In the employment environment we are in today—dealers can’t afford to keep focusing on acquiring top talent and ignoring the first steps to RETAIN them.  A recent article from SHRM points out, “Most experts agree that retention efforts should start on day one, and this makes the onboarding process crucial to retention success—and, sometimes, a predictor as to whether the employee will be short-term or long-term.” ​What will you do today to either improve your onboarding program or start one?  If the prospect seems daunting—remember—It’s really not rocket science—take a breath and make a start.

The Nexus Between Stock Prices and Natural Disasters

I’m by no means a Wall Street Wiz. The stock market is booming right now, but it’s never been a viable option for me because I’ve never had any real interest in it. With that said, I did notice something that may actually be somewhat of a hedge against riskier investments no one has ever thought of…or maybe not. I’m not saying it’s a “sure” thing, but it may be a “thing” worth thinking about. Since I just wrote a blog on the ironic profitability of car dealers located in areas that are struck by floods and natural disasters, I figured I’d do some deeper diving to see how such increases in post-deluge sales affects share prices a quarter after the claims are paid out, and flooded cars have been replaced by new vehicles (since used inventory is depleted by flood damage as well). What I found was that over the last 365 days, Ford and Chrysler shares were selling at their highest in January and February of this year, a few months after Hurricanes Irma and Harvey. Fiat Chrysler increased over $8 a share while Ford, a notoriously cheap company to invest in, sold for more almost $4 more than it does now. Honda also sold for more than $6 per share in the same time frame. Toyota, currently trading at or near $119 today, traded at $140 in January earlier this year. If you had thrown $1,000 at Toyota before or during hurricane season, you would have banked 20K. Now, there may be absolutely no correlation between a destructive hurricane season and banking on auto stocks, but the data is at least really, really, compelling. GM, which had been doing fairly well in October of 2017 stayed hot through January after dipping a tad in late December. The takeaway here is that GM stock prices stayed stable in that Q1 post disaster period. As of this minute, share prices for GM are down $11 from that January peak. If any of us had put a K down on GM while the winds were blowing and the waters were raging this time last year, we’d have pocketed a 6X ROI 4 months later! As it stands now, if you held onto that stock until today, you’d be down $400! With that said, there appears to be a very nasty hurricane off the east coast named Florence trying to float her way into the history books. Will Flo live up to the hype spotlight-starved meteorologists and failing cable networks have been building up (thankfully, they usually don’t)? Who knows. Will tidal surges and flood waters wreak enough havoc to sink enough vehicles whose owners have comprehensive insurance/flood coverage to make a difference in automotive stock prices in January and February? I for one think it may be worth a c-note or so. Certainly beats the odds of my beloved Browns winning the Super Bowl.

Know WHEN to ask for the sale.

Timing is everything… Watch the video to learn how Sean Kelley of Car Motivators handles it.

Analytics: What Vendors Don’t Show You

When was the last time one of your digital vendors offered to go through their traffic’s performance in your Google Analytics?  Never, you say?   There’s a reason that almost every digital vendor has created their own backend reporting tool.  They want to be able to control which data you see.  Don’t fall for it.  You already have all the data you need to make smart, effective decisions about how and where to spend your digital marketing dollars. Your first order of business should be setting up a View in your Analytics that contains website Goals that are important to you.  Best practices dictate one View that covers only lead conversion actions, such as Contact forms, Click to Call, or Finance forms, and another that covers behavioral interactions, like looking at Hours & Directions, VDP views, and SRP views.  This will enable you to judge the performances of all your vendors using a consistent set of metrics. Once you have all your Goals set up and you have at least one month’s worth of data, you’re ready to start evaluating performance.  Navigate to your main reporting page by clicking Acquisition > All Traffic > Source/Medium.  In the upper right hand corner, choose the date range you’d like to see and click “apply.” Your traffic sources (organic plus vendors) will be listed along the left hand side of the table in descending order based on how many clicks they sent for that time period.   There are multiple metrics that are automatically included on your reporting page, such as Bounce Rate, Time on Site, Pages per Session, and Conversion Rate.  These metrics will help you determine the quality of the traffic that your vendor is sending to your site. The Bounce Rate measures traffic that came to your website but then immediately left without engaging your site at all, so for this metric, the lower, the better.  If you’ve got a vendor whose traffic is bouncing above 50%, it’s time to have a talk with them about better targeting.  If you’ve got a vendor whose traffic is bouncing at 25% or below, youmight have a keeper, depending on how the rest of their metrics stack up. Time on Site and Page per Session are pretty self-explanatory.  Website engagement sells cars, so the longer you can keep a visitor on your site, the higher the chances they’ll convert to a lead.   Possibly the most important quality metric of all is Conversion Rate.  This measures how often traffic on your website completed at least one of the Goals in the View you’re in.  If you’re in a View containing lead form Goals, you’ll have to ability to calculate a rough ROI. First generation leads historically have a closing ratio of between 20% – 40%, so their quality far outshines that of third generation leads, which typically result in a sale at a rate between 5% – 7%.  So how can you use this data to get a program’s ROI? For example, if a program costs $1000/month and your Analytics show that 10 lead forms can be attributed to this source for the month, based on average closing ratios for first generation leads, you can make a conservative estimate that at least 2 cars (20% of 10 leads) were sold as a result of that vendor’s traffic.  Assuming a front end gross of about $2000 per sold vehicle, you are looking at $4000 profit.  Subtracting the $1000 you had to spend on the program, you’re left with a total of $3000 profit, or a 3X ROI. Being the captain of your own Analytics ship might take a little getting used to, but the bounty that awaits you in saved expenditures on junk programs, and increased profitsfrom great programs, will really put the wind in your “sales.”

Can the Turnover Struggle End?

You know it.  I know it.  We all know it.  Turnover in retail car dealerships is and historically has been high.  It seems as if the struggle never ends.  NADA’s 2016 Workforce Study recently came out and my reading of it kind of went like this:  Read a sentence, sigh—Read—Sigh—head shake…You get the picture. When I read that average tenure at dealerships has steadily gone DOWN (sitting at 2.4 years for 2015) I decided to write this article.  Why?  Because I believe that there are simple and easy to implement ways to reducing turnover at dealerships.  I believe this because I have experienced it.  I’ve experienced working for a dealer as head of HR with an impressive 26% turnover rate across three stores. When looking at turnover departmentally, sales has the highest turnover. NADA states that overall sales turnover is 67%!!!  (Luxury lines at 47% and non-luxury at a whopping 72%) We’ve all read the statistics about the thousands of dollars turnover costs an organization.  While these are all true there is another soft cost not as often talked about.  Loyalty.  Customer Loyalty is built upon relationships…if sales staff is turning over before they have the chance to reach maximum productivity (3 years if NADA is to be believed)…how are they building strong customer relationships for the dealership?  Why are they turning over?  Is it because they aren’t loyal to you, their employer?  Employee loyalty leads to customer loyalty.  Loyal employees lead to lower turnover.  Lower turnover leads to higher bottom line. So, how can dealers effectively tackle turnover and begin making headway?  It can be done.  Make the decision.  Sounds simple, right?  But all action begins with a decision, followed by the commitment to follow through.  So, make the decision to act for your organization.  Make the commitment to your decision.  That’s the easy part.  Measure your turnover.  It’s a simple calculation and easy to analyze and annualize.  These numbers can be drilled down by department, position, voluntary termination, and involuntary termination with simple excel calculations.  I also like to add a calculation for length of service.  The patterns will emerge and tell the story of where your dealership needs to focus its program.  Training for managers to slow down in the hiring process—hire for fit, aptitude, and past performance.  In our industry, often managers make a hiring decision based on the first interview and they seem to want that warm body on the floor or in the bay.  It’s been my experience that providing tools and training to assist managers in the interview process not only slows the process down, but allows them to delve deeper into the candidate’s past performance.  I’m a firm believer that past performane is the best indicator of future performance—teach your managers how to dig down with behavioral interviewing questions.  Hiring managers should also be well versed in your company’s culture, benefit offerings, and policies.  The interview is the first impression for a new candidate and the really good ones want to know these things and they want to know what to expect.  New employees are making a decision in the first few days after they are hired—Should I stay or should I go?  If they decide to go, they will be looking for the next gig immediately and be gone within 30-60 days.  What does your turnover report tell you?  Create and implement a fantastic first day orientation for your new hires.  I like to call it the “day before the first day” because while it is their date of hire, a good orientation should take at least most of the new hire’s first day.  Be creative!  Be welcoming!  Heck, give them a company pen!  There is a lot that can and should be included in a new hire’s first day.  Get the some of the boring stuff out of the way—I9’s & W4’s for example.  Throw in a PowerPoint presentation that explains the company history, culture, core values, awards etc.  Does your dealership have a fabulous holiday party?  Talk about it or other fun events.  Talk about community involvement.  Talk about why it’s great to work for you!  Don’t forget handbook distribution, specific policy acknowledgements, and explanations.  Some dealers are paper based, some have electronic polices and some even have it all in a 3rd party software.  No matter the method, you can come up with a process that works for your company.  It’s also a great time for new hires to complete any mandatory trainings; for example, techs and lift training or sales and service safe driving training.   Since the implementation of Obamacare, many companies went to a 60 day wait period for benefits—the day before the first day is also a great time to explain the benefit options and enrollment method to new hires.  In the end, your new hire’s day before the first day, should be authentic, welcoming, a little boring, and very informative and given by someone enthusiastic about working for you.  A great first day goes a long way in turning that stay/go decision into YES, I am staying.  Follow up with your new hires.  Don’t send them off after a great introduction to your company with just a good luck wish.   Introduce them to their new team (maybe even have employees lined up who will show them around) and take them to their manager for specifics on the next day.  Check in on them, see how they are acclimating, if they have questions etc. Make a commitment to follow through with your new hires for at least their first 90 days—it will make a difference.

Launching

Ever wonder what happens behind the scenes with DriveCentric when we launch stores. Our process is like an Apollo 13 launch! “#LiveWithDrive“

Civil War: Service VS. Sales

Are Your Service and Sales Departments in a Civil War? To be recited to the cadence of the pledge of allegiance: I pledge allegiance to the mission, of the United departments of my dealership, and to the jobs that rely on each other. Mutual success, under one partnership, communicatively, adding value and dedication for all. I call it, the Car Motivators pledge of dealership department alignment! You need every person in every department of your dealership to understand the strategic direction, you are trying to take your company. When they know the direction and are excited to be a part of that vision, you have alignment! This is one sign of a #winningculture. Sometimes this alignment is off within each department. More often, when you take cross functioning departments like sales, service, parts, training, office, BDC, and marketing, things are even more skewed. This can get extreme and cost your dealership a lot of money. The office team can feel completely left out in the cold when it comes to processes and procedural changes when they should probably be the first to know. Sales departments complain that it’s the offices’ job to save the dealership money by finding ways to not pay salespeople. When these misalignments occur, you are bleeding profit. This is because disengaged employees directly impact turnover, productivity, and performance. There are many ways to unite many departments and many amazing benefits to connecting each one. For this article, we will focus on service and sales. Here are a few things that you can do as a senior leader at your dealership, to unite these two cross functioning departments. The goal is to have your people putting the company first before self-interest and ultimately take profit margins to another level. This can be accomplished through a high level of team cohesion and alignment! End the civil war between service and sales. The all neglected service walk. Why do employees of dealers skip this all to important step? Most of the time, employees don’t see value in it for themselves. While its often-true sales will make the first sale and service makes the rest, salespeople aren’t thinking that far ahead. They want to sell a car right now, and anything beyond month end may not be worth spending time on. I ask sales teams at dealers I coach around the country, “What value do you see in doing a service walk with your customers?” I get the same answers almost every time, even from senior leaders. They say, “The service walk helps us begin a service relationship with the customers and ensures service gets business.” They see this as value for the dealership, but not necessarily for the salesperson. If they do perform this step its often because you or your OEM force them to with through paperwork. In short, they’re doing a service walk out of compliance rather than a commitment to the entire teams’ success. Often even ignoring how it affects their success because the payout is far in the future. The further in the future the reward, the less desire to act because the reward looks smaller. If you can create an immediate reward for this activity, it will generate buy-in. Another reason employees tell me that this doesn’t happen to the extent or should, or with the impact, it should have on sales is because salespeople say, they don’t want to bother service writers. Finally, and this is a big warning sign of a service and sales civil war, is when salespeople are fearful of how a customer will be greeted when they take them to service! This means there is guaranteed hostility between the two departments, that must be hashed out. First, let’s create a WIIFM (What’s in it for me) For the service writers AND salespeople. What if both sides were on the same team and wanted an amazing service walk for every customer? What would it mean for your dealership?Car Motivators recommendation: Build the team cohesion by pairing a group of salespeople with a service writer. Discuss openly in these groups how the service writer could add value to the salespersons’ process by meeting these customers! When the salespeople know who they should go to, and these people are now working together with the way they know that leads to success you can eliminate the barriers that may prevent a service walk. If the service writer is trained on how to behave, specifics on the engagement with said customer, and the salesman knows that this improves their immediate closing ratio, they are more likely to do it. The service writer should know that when a salesperson brings someone back to them, that they will reap the service business if the deal is closed, and must treat the interaction as such. Saying something helpful like, “Your lucky to have Sean as your salesman, he always takes care of his customers, you’re in great hands! I’m looking forward to servicing your new vehicle for you!” What gets measured gets done. For maximum accountability, start measuring which team has the highest sale to service walk numbers and ratio to sales. If your service writers are logging the opportunities that went through the service walk process, now you can compare closing ratios for service walk vs non-service walk deals. Prove to your people this step gives immediate results. Find out which service write sales teams are not meshing well, and uncover the challenge. This will help everyone function more cohesively as a unit. One store I work with by measuring these metrics, uncovered the service writers were frustrated by after sale “we owe” work. As a result, this was preventing a good service walk! By addressing the issue on the sales side and tightening up some processes, we saved the store money in after sale we owe work and allowed for sales and service to work better together. Other tips for uniting both departments. Overall there are many other ways that you can end the civil…

Adapt or Die

Evolving Dealership Experiences Across Generations Raise your hand if you’ve already read three articles about millennials this month – I certainly have. Everywhere you look – television, online, print – writers who aren’t bashing the digital generation are advising business owners with the latest tips and tricks for connecting with this potentially lucrative generation. Well, as you already know, the car business is not immune to these same trends. In fact, DrivingSales just ran a story saying dealerships are facing a “different marketing challenge: connecting with a segment of automotive shoppers who have different needs and an entirely different experience with online shopping and ownership.” Let’s talk about the whole customer experience. How do we bridge the gap with consumer expectations – whether it is millennials or other generations – vs. the customer experience we are actually providing?  How does dealership personnel and technology play such an integral role in connecting with your customers to build lasting relationships? While there are some noticeable differences in the values and motivations of millennials, ultimately, they’re not that dissimilar to the generations who came before them. They’re just the tier of customers in the spotlight right now, a tier that expects accurate, efficient service when and where they want it.  The millennial shopper conundrum goes far beyond the typical challenge of one generation struggling to understand the next. Digital shopping, for instance, has reshaped the entire car buying process. It’s not just millennials who are demanding more – their parents (and even grandparents) now have new expectations, too. The real story here is about evolution and the businesses that adapt and thrive, or those that fail to do so and disappear.  We see two kinds of dealerships in today’s competitive market: the traditional dealership vs. the evolving, modern dealership. Traditional Dealerships in 2018 While the classic dealership model worked for decades, this model is often associated with a less-than-desirable car-buying experience in the minds of consumers. This dealership usually employs seasoned “car guys” who have been in the business for over 20 years, and believe in the high-energy, high-volume method. You know the one I’m talking about – he says all the right things as many times as it takes for the customer to make the purchase and who still relies on putting pencil to paper, utilizing the old four-square technique. Now, don’t get me wrong. Persistence, experience and adaptability have helped these veterans continue to thrive in this industry, and that’s no easy feat, but in the ever-changing business we work in, some behaviors and techniques will eventually need to change.   Auto consumers want information quickly, and they want it conveyed in the way they want to communicate.  Many traditional dealerships believe they’re up with the trends and focused on customer service and quality experiences, but with a tough market and savvy competitors easily accessible, they could be in for a rude awakening. When it comes down to it, nobody really cares about your free-WiFi, stale coffee or massage chairs. The fact of the matter is: Car buyers from every generation are looking to build long-term relationships in their retail and ownership experiences, using your knowledge and expertise to make good decisions. Evolving into a Modern Dealership Many of the industry’s most successful dealerships are tuning into what younger generations want in a car-buying experience. These are the dealerships that are completely mobile – from sales to service, every employee is equipped with a tablet and knowledge about the product – ready to serve at a moment’s notice.  While their employees might not have long tenures in the car business, they’ve typically come from a strong customer service background. For instance: I’ve heard of some dealerships dipping their toes into the luxury retail pool of new hires in other industries. It sounds a little bit “out-of-the-box” for someone who’s worked at the Ritz Carlton or Apple or Amazon to fit in on the sales side of the automotive industry, but if you take a deeper look, it starts to make sense. Their focus is on delivering consistently stellar experiences. To get there, they’re increasingly turning to technology that streamlines processes and increases efficiency, all while putting their customers in the driver’s seat through an interactive buying experience. While all these convenient amenities do a great job of creating a destination for customers, customer experience is more about building an inclusive process that people will remember and will want to talk about. That’s where the luxury and successful retail experience comes in with consumers – it’s all about the perception of a memorable experience. We already see, in today’s car-buying market that business is changing. As margins shrink and retaining employees becomes a bigger challenge than ever, we must adapt to meet customers on their terms. I think it’s time for dealerships to take a different approach to staffing. Success starts with your people. Heightened customer experience starts with a vision of greater customer service. Give your customers the control they desire by creating an interactive experience with your employees that speeds up the entire process.  As I’ve said before, it’s not about trying to hire the unicorn of employees. It’s about hiring the perfect person – a person who is knowledgeable and trained in the art of executing the perfect customer experience. You hire the person who shows a quality work ethic, a personality that is easily relatable to all types of people, and a drive to succeed that goes beyond the status quo. You have to employ a concerted effort to engage the right talent, the right character, and the potential for greatness once you’ve helped develop their skill.  As more dealers consider digital retailing and investing in exceptional customer experiences, does it make more sense to stick with traditional hiring methods or look at new candidates with a different mindset, perhaps changing the way car buying is perceived by your customers?  That’s not a rhetorical question. I really want to know which approach you think works best. In fact,…

Pay Attention: How to Reduce Turnover Rate

Retail Automotive suffers from insanely high turnover. According to a recent (NADA) Dealership Workforce Study (2016), the annual turnover rate for all dealership employees is 43%, that is a three percent increase from the previous year, and for women; the automotive industry loses 96% off their female employees each year. Turnover is a big problem that costs dealerships a ton of money.  A recent articled called Employee Turnover Costs Dealers Billions states that a 10-percentage-point increase in turnover would cost the average dealership $7,500 in gross profit per employee per year.  There are a few things retailers can do to reduce this number and keep their people happy. 1. Attract and hire the right candidate Attracting and hiring the right candidate is very important and requires a recruiting and hiring strategy. Getting the right person on the right seat on the bus is the a great first step to ensure the success of the employee and the dealership.  2. Now that you’ve got them; retain them! Having an employee engagement strategy should be top priority! Give your team members a reason to come to work every day. Curate a people first culture and be the best part of their day; after all, they spend more time with you than their own families. Check out last week’s blog post The Investment You Must Make to Survive for some great information in creating an employee engagement strategy.  3. Get good at leading and seeing the warning signs Develop your leaders, and ensure they are paying attention to the warning signs their team members are giving them! I am going to expand on this point.  As important as attracting the right candidate is, and curating a world-class internal culture will aid in retention of your team members; it is the leader that impacts employee engagement. The leaders in your dealership should be able to tell if an employee is falling out of engagement with you.    Time is no excuse As leaders, we are always ‘busy’, to busy sometimes to see the warning signs that our team members give us- telling us they are falling out of engagement with us. We often don’t notice this until it’s too late and our team members are disgruntled, unmotivated, and their work is slipping in quality and accountability. If you are reading this and you are a leader (pssst…we all lead in some way, form, or fashion) remember it is your job to PAY ATTENTION to your team and the warning signs they give you. “People work for people, not companies”, we MUST lead with a servant’s heart and take notice of the little things our people are telling us. Be Present- a best practice.   As I mentioned earlier, we all get busy! It is easy to miss those warning signs. As you climb the ‘corporate’ ladder, it is important to remember what you needed from your leader and learn from the mistakes of past leaders; these can be the best lessons! In my experiences, a common mistake made by most leaders is not being present in the moments they spend with their people. Because we are so busy, there are always meetings to run to and ‘to dos’ to check off that list, we forget to make time for the people making everything tick.  As I have stumbled along the path towards becoming a leader those want to follow, I have learned that you can’t do it all, but we must make time to be there for our people to be successful. In the many leadership positions, I held I always did this; I arrived at the office at least two hours before my team arrived. Why do you ask? This allowed me to get all my nitty gritty ‘to dos’ done, organize my day, and set my daily priorities. The beauty of this is that once my team arrived, I was present for them, my day had been planned, and now my door was open; I was available to support my team in any way they needed.  This did two things for my team’s engagement: The team felt supported and guided leaving me open time to coach on the fly and,  I was open to seeing the warning signs of slipping engagement, so I could ask probing questions to uncover ‘why’ before it’s too late; I was Present. Did you know? A study conducted by Gallup showed that although organizations with a high level of engagement do report 22% higher productivity, it yields so many more rewards. In the article, Employee Engagement Does More than Boost Productivity written by John Baldoni for the Harvard Business Review shows that “Strong employee engagement promotes a variety of outcomes that are good for employees and customers. For instance, highly engaged organizations have double the rate of success of lower engaged organizations.” What to pay attention to I can hear the little voice in your head as you read this… “What are the warning signs I should be looking for..” Great Question!  If you are present and are paying attention, you will have a pulse on your team engagement at all times. However, there are a few telltale signs that a team member is falling out of engagement with you. Warning signs to keep an eye on: 1. Team members disengage Is a team member unusually quiet in meetings? When people are excited they want to talk about it; if you notice that a team member is less talkative or open to getting involved in a project or initiative, there is a good chance that something is going on. Team member disengagement can also show up as lateness or calling in sick more than usual. If you catch this early on you can pull the team member aside and ask him/her if there is anything you can help them with, probe and find out what is bothering them and then readjust their scope to reinvigorate them! 2. They start missing deadlines Often if a team member starts…

Inspiration Enough?

Inspiration Just Isn’t Enough! The gender gap in Automotive is not a gap at all; it’s a canyon. Catalyst Knowledge Centre of Information states that women occupy only 26.6 percent of positions in the automotive manufacturing industry and only 16.9% of executives in vehicle manufacturing. Even more staggering, only 1/5 employees in dealerships are women, yet nearly 65% of car buyers are women. That’s not a gap; it’s a canyon.  I noticed an increase in participation from automotive brands this year in spreading inspirational messaging on International Women’s Day (IWD).  Here are a few examples: Hyundai’s IWD Video shows a woman in the driver seat. Mac Laren’s video show’s their female employees talking about the experience of working at Mac Laren and their future career ambitions  Mercedes pulled together an inspirational video called ‘iconic You’ and has branded it ‘She’s Mercedes’; to highlight a few.  International Women’s Day Ad’s aren’t Enough!  While it’s good to show our support on International Women’s day, the critical question becomes where is that support every day of the year? Why aren’t we giving more females a seat at the table all year long? And is IWD a clever marketing pitch to make automotive brands appear to support gender equality.  Messaging like the Mercedes’  “motivational” Iconic You Video makes you feel good and is a definite message that is moving the industry in the right direction. With that being said I hate even to mutter the words ‘ I don’t want automotive brands to do that’ just as we are ‘turning a corner’; any awareness brought to the movement of women in automotive is positive. However, awareness and inspiration aren’t enough; the conversation has to move into action. Automotive brands have to ask themselves, what’s next? How are we going to keep this conversation alive outside of this one day each year? Furthermore, what is our commitment to increasing women’s footprint in our dealerships and at the Corporate/OEM level? The World is Ready, why isn’t Automotive? In the last few weeks I have read the following headlines;  Canada’s Royal Mounted Police just appointed their first female chief. Deputy Gina Haspel will take over, becoming the first woman to lead the CIA. The nation’s currency will feature its first Canadian Women Women around the world are being put into positions of power by leaders ready to take action rather than sit on the hope of an inspirational message, and if the leaders of the world are prepared to take a stance, why is the Automotive Industry lagging behind? What is the Automotive Industry Waiting for? Why wait? The future is coming, whether we like it or not. The purchase share of women around the world will continue to rise, and with the lack of women at the table, decisions will remain to be made by men, delivered by men, for men. Continuing to lead in this manner will proceed to affect dealerships lack of or decrease in loyalty, retention, referrals, and overall top line dollar. It’s in your best interest to be ready to serve the women who are purchasing your vehicles; every day of the year!   You can access me through any of these follow links: Web https://katiemares.com/ Twitter https://twitter.com/katie_mares1?lang=en Linkedin https://www.linkedin.com/in/katie-mares-ctdp-mcatd-cpsa/ Instagram https://www.instagram.com/katiemares/

Complete the Journey To Get Ahead

Building a Formula One (F1) car is an intricate process; engineering, materials science, and cutting-edge software comes together as these machines are developed and designed from scratch each year – McLaren F1 team might change up to 70% of a car’s mechanical per racing season and is continually monitored with more than 200 sensors built in a car, generating 25 billion data points on a Grand Prix weekend. Communication and collaboration of 1,000 plus member teams is integral to success, as the team continually measures, analyzes, and evaluates every detail with a maniacal focus on how the slightest modification of any part affects all other aspects and the overall performance as it rebuilds and fine-tunes these cars for a race.   Does that sound familiar? Within a dealership, there is a magnitude of customer touchpoints which produce an abundance of data points for each interaction telling you how your team is performing. The Customer Service Index (CSI) is an ongoing discussion in dealerships, across all brands. With this focus, you know which metrics your team members ‘drop the ball’ leaving your customers dissatisfied. When reviewing your CSI scores, the most logical next step is to create a ‘policy’ or training program around that underperforming CSI metric. However, when we do this (and only this), your team misses the big picture, and the customer will suffer somewhere along the way as the CSI metrics are all connected and impact one another. Just like the F1 team, one small change affects the performance of the vehicle; each CSI metric affects the entire journey your customer has with your dealership.   What is a Brand Experience? I define the Brand Experience (BX) as the sum of all interactions a customer has with a brand, across all touchpoints and all phases of the customer lifecycle, including how customers perceive these interactions. I want you to think of each CSI metric as ‘touchpoint’, or moment, in your customer’s interaction with your brand. Each one of these touchpoints affects the other, and when combined they create a start to finish journey, “the sum of all interactions a customer has with a brand”. Ask yourself, does my team have an understanding of how each person/department/touchpoint affects the other? If the answer is yes; Bravo! If you have answered no, then you have some work to do.   Focus on the complete journey While it is essential to pay attention to the details (or the one touchpoint that doesn’t seem to be working) you also have to look at how those touchpoints work together and contribute to the overall customer journey. A preview of Foresters annual production report warns that in 2018 “30% of companies will see further declines in Customer Experience (CX) performance, and those declines will translate into a net loss of a point of growth”. Why? CX initiatives tackled low-hanging fruit to put early points on the board. You will lose every time by only focusing on the ‘low hanging fruit’ or the CSI metric that is not performing; this is a ‘band-aid’ solution. Smart Dealer Principals will make CX an integral part of their overall Brand Experience strategy and identify how each touchpoint impacts each other and the Brand Experience, inclusively.   How to start the change If you want your Brand Experience performance to be top notch and noted in that regard by your customers, you will have to work hard to ensure a seamless experience throughout their entire journey.  Here are four things your dealership can do to start the change and improve your overall Brand Experience: Review (or create) a journey map; bridge the gap between individually focused CSI metrics and a holistic brand journey. Change the conversation; When sharing CSI results don’t focus on a single metric; change the language, talk about the impact each touchpoint has on the other, not just the one ‘problem area.’ Empower your team to make it right: We all drop the ball sometimes, we are human after all! It’s how we recover from the situation that will make or break the customer’s overall experience. Empower your team to ‘pick the ball up’ and make it right at every touchpoint in the customer’s journey. Be consistent! No matter what touchpoint the customer interacts with your team, be consistent with the Brand Experience you deliver! Remember this mantra: Every Customer, Every Time. Step out in front of the competition; look at your dealership’s overall journey from 30,000 feet and bridge the performance gaps between touchpoints. And like the 1,000 member team focused on how to improve the performance of a F1 car each year, your team needs the same focus to enhance the experience you provide your customers.   You can access me through any of these follow links: Web https://katiemares.com/ Twitter https://twitter.com/katie_mares1?lang=en Linkedin https://www.linkedin.com/in/katie-mares-ctdp-mcatd-cpsa/ Instagram https://www.instagram.com/katiemares/

David Tarczynski of Carcasm Discusses Web Services

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Patrick McMullen of MaxDigital.com Chats With Dealership News

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Video is the Way of the World!

Video is the new frontier.

Why Podium is the Dealer’s Choice for Reputation Management

Would YOU choose you?

(GUEST BLOG) Auto Dealership Increased Results with Website Provider

It just makes sense that a family-centered auto dealership priding itself on relationships would result from a solid foundation of friendship. In the case of Atlas Motors, that was co-owners Mike Lewis and Andy Baltz’s friendship-turned-partnership when the dealership opened its doors seventeen years ago. “On my first day in the car business, I knew whose job I wanted – the owner’s,” says Lewis, who started out as a car salesman in 1987. “I also knew I wanted every job between myself and the owner to work my way up.” Lewis worked in retail until the mid-1990s when he decided to make a transition and go into the wholesale auto business. Meanwhile, Baltz was deciding between medical school and selling cars – he had a small lot with about thirty cars. The two connected when Baltz reached out to Lewis to expand his inventory. Lewis and Baltz became friends, and Lewis offered some knowledge about the used auto industry from his years spent in retail. As business started growing for Baltz, talk of merging the two companies started to come up. While Lewis was initially against the idea, three years later he agreed and the two bought a piece of property together. Nearly two decades later, Lewis credits much of the success of the business to the family-centered atmosphere at Atlas Motors. “The culture of our dealership is family,” says Lewis. “We stay with our customers – used cars are generally sold as is, but that’s not the way we do it.” He estimates that 35% of his customers are repeats and 30% are referrals, so nurturing existing customers is a top priority. “Our slogan is ‘Families Trust Atlas’ – and it’s true,” he says. Atlas Motors is one of the few independent used auto dealers with a Better Business Bureau membership and an A+ rating, according to Lewis, and they work hard to maintain that reputation. There are other facets of the industry that Lewis thinks Atlas Motors does better than other independent used auto dealerships. “We try to be on the forefront of adapting to the needs of our customer base,” says Lewis. “When I first got into the business all advertising was done on paper – in magazines and whatnot. And many independents have hesitated to upgrade to digital because it’s complex.” The Atlas Motors team, however, has not only upgraded but taken their online presence to the next level by tracking high-level data. “We are data rich,” Lewis explains. He and his team needed a strong web provider to support their data-driven efforts. Prior to partnering with Dealer Spike in 2016, Atlas Motors’ previous website was “first generation, with first generation tools,” Lewis explains. The previous provider failed to grow with time. Vital upgrades such as responsive software and optimized search fell by the wayside. When Lewis and his team were introduced to Dealer Spike, they were impressed by the level of engagement they received and willingness to accommodate to Atlas Motors’ digital needs. “Dealer Spike was open to learning more and growing with us,” Lewis says. Atlas Motors saw an average of 250% increase in leads per month in the first year after switching from the past provider, and the team was impressed. Lewis commends the staff at Dealer Spike, calling the relationships he’s built “real and perpetual.” He says, “We’ve worked together to create the best digital presence possible.” “Dealer Spike is proud to partner with Atlas Motors,” says Jay Mason, CEO of Dealer Spike. “This team provides a great example of an auto dealership that has consistently adapted to the changing landscape of digital marketing.” The Atlas Motors team is committed to quality in what they offer and in what they do. They take the extra step to cultivate relationships with lenders to get customers the best financing available. They go beyond what is expected from a typical small business by giving back to the local community as well as national foundations and causes. What Atlas Motors and Dealer Spike have in common is a genuine desire to take care of customers. While Atlas Motors goes above and beyond for their buyers – checking all recalls, getting fixes done prior to sale, and running the vehicle through a double inspection process for safety and quality – Dealer Spike also makes customer experience and value the #1 goal. Staying ahead of the game in technology, keeping customer service at the forefront, and a consistent willingness to learn are all priorities for both Atlas Motors and Dealer Spike, making the two a good match and a solid partnership. Atlas Motors One of the largest and highest-rated used car dealerships in the Portland area, Atlas Motors has been serving automotive needs for over seventeen years. The dealership has a huge inventory of used cars, trucks, SUVs, and vans that stretches over two city blocks with new inventory arriving every day of the week. https://www.atlasmotors.com/ Dealer Spike Dealer Spike is a digital advertising software-as-a-service (SaaS) company focused on helping dealers increase leads and sales online. The company provides innovative, powerful, distinctive web solutions and tools to thousands of dealers worldwide. Dealer Spike’s expertise comes from real-world dealership experience and a passion for listening and responding to dealers’ needs in the marketplace. Lauren Labunsky http://www.dealerspikeauto.com/

Taking Time with Alan Dickie

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Bill Wittenmyer of ELEAD1ONE Talks Automotive!

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Interview with Mike Jarman of MobAuto

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Interview with Cathleen Lewis, Executive Recruiter for Lithia Motors

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Interview with Larry Tabloff of Digital Dealership System

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Quickcast: JD Byrider Interview with Aaron Hershey

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LA Auto Show Trucks and SUVs

Here’s a recap of the best Trucks and SUVs at 2017 LA Auto Show Videographer/Photographer: Taylor Buchanan Hosted by Kelly Kleinman

The Best Interiors at The 2017 LA Auto Show

Here’s a recap of the best dashboards and interiors at the 2017 LA Auto Show Videographer/Photographer: Taylor Buchanan Hosted by Kelly Kleinman

2017 LA Auto Show Recap

Consumer Electronics Show 2018

The Consumer Electronics Show for 2018 was chock full of gizmos and tech that will soon be appearing in cars, in the not-so-distant future! Take a look…

Auto Con LA

Mclaren Beverly Hills Takeover Hosted By Platinum Motorsports

2018 NADA Convention Delivers As Usual

As a more passive experiencer, concerned mainly with finding interview-worthy, automotive vendors and emerging technologies, the NADA convention was the perfect hunting ground. Whether it was a new wrinkle on an old CRM model, comprehensive customer retention platforms, or new online auto auctions, there was plenty to discover at the 2018 in NADA convention. As my hard working colleague Taylor and I fluttered from booth to booth, we couldn’t help but notice how competitive the industry has become from the standpoint of keeping up with market intelligence. All the folks we spoke to discussed using big data to create actionable results on one level or another. It seems like the prevailing philosophy is to optimize your customer retention capabilities to keep your current and future customers 100% satisfied. This includes multiple touch points initiated via AI and dealership staff to make the customer feel important, and secure working with their trustworthy, local car dealer to secure a new vehicle. We also saw many companies focused on making the process of doing business more efficient and cost-effective for car dealers. That included online auto auctions, FI platforms, service department strategies that generate new and used car sales, as well as service plan up sells and purchases. Some of the companies we chatted with included Crystal fusion technologies, CBerman Associates, Dealership for Life, CallRev 360, Helion Automotive Industries, Spin Car, and many more. One of the newer online auto auction companies we met with was ACV auto auctions, which is a growing online auto auction company founded by a 30-year-old named Joe Nieman, and now run by George Chamoun, an angel investor who raised $50 million to scale the business across the country. The auction is 20 minutes long and starts by sending a vehicle condition inspector to each franchise dealer that participates in the auction. That inspector fills out a full report that is then sent to the auction where dealers receive notification on vehicle availability and condition – according to their vehicle needs. ACV auto auction sells 5000 cars per month in 50 markets with 400 dealers signing up each month and thousands participating in the auction. Another interesting new company is Helion Automotive Technologies, a firm that’s been around for about 3 to 4 years. They manage all of a dealerships IT infrastructure and make sure that every technological component is functional and optimized in the dealership. This includes everything from phones to servers, website speed, software functionality, anything that has to do with technology. They are one of the few IT companies the focus mainly on car dealers and that’s what makes them special. We also spoke to Bill Parlaman, the CMO of stream companies which is an end to end, full-service ad agency that handles all dealership marketing, lead generation, appointment setting, handle incoming calls, send out mailers, emails, so on and so forth. They specialize in multiple rooftop dealerships with 80% of their business dealing in automotive. The are the The number one vendor in Philadelphia, and the number three automotive vendor in the United States. These were just a few of the many vendors and automotive experts that we spoke to at the NADA convention in Las Vegas. Stay tuned for a number of interviews and Podcasts with these companies and more in the upcoming weeks!  

What does $100 Million Worth of Cars Looks Like?

Check out this video of a Mclaren lot in Florida.

Has Automation Gone Too Far Regarding Customers?

His comment was brash, and ignorant of facts based on countless studies generated by the top marketing groups in the US. But really, have we gotten to the point of no return with face to face selling? Have we willingly given devices, and AI reign over how we communicate with other people, or do we have to re-discover the lost art of selling, following up leads, and being responsible dealership representatives? Could it be a bit of all the above? Are we that repellant of a profession, or are car salesmen so conniving, and distrustful that we now need to initiate contact via texts, anonymous live video streams, emails, and algorithms defining to us the probability of a lead being truly “in-market” and not just a tire kicker? Could it be all of the above? There are thousands of metric tonnes of consultants out there setting dealerships up with state-of-the-art technology that initiates contact with customers, responds to leads, sends emails & review prompts by software, and other clever ways to squeeze dollars out of customers in every inch of the dealership. I even saw one dealer with signs in the urinal asking if the customer was flushing dollars down the toilet by not getting an extended service contract! WTS, I’m not against automation. My blog site focuses on emerging technology and creates a spotlight in which new and old vendors can wax on about their various solutions, technologies, and philosophies. I do EVERYTHING in my power to help new vendors get a break but…I believe the practice of developing person to person skills is lost with technology. Technology dulls our senses, and truncates our ability to communicate with each other the way nature intended. Meanwhile, while online yesterday, I uncovered some ancient texts written by some of the world’s greatest sales people, on how to achieve success as a person,. After all, we’re all always selling something right? Without further ado; here are some success secrets of some of the most accomplished sales people of all-time…just in case your algorithm breaks down. Notice, these are more like life tips rather than sales advice. It’s about you being the best human you can be, not the best software. “I determine to render more and better service, each day, than I am being paid to render. Those that reach the top are the ones who are not content with doing only what is required of them.” -Og Mandino, The Greatest Salesman in the World TAKEAWAY: The whole is greater then the sum of its parts and rewards are oft-times bestowed upon us based on effort, effort is energy, and energy is NEVER wasted. Remember, the love you make is equal to the love you take! Go that extra mile…every day! “Personally I am very fond of strawberries and cream, but I have found that for some strange reason, fish prefer worms. So when I went fishing, I didn’t think about what I wanted. I thought about what they wanted. I didn’t bait the hook with strawberries and cream. Rather, I dangled a worm or grasshopper in front of the fish and said: “Wouldn’t you like to have that?” Why not use the same common sense when fishing for people?” ― Dale Carnegie, How to Win Friends and Influence People TAKEAWAY: Listen to your customer and introduce them to something they want, not what you want them to have. It’s not about you. They bait their own hooks! “Never allow two people to do a job which one could do. George Washington observed, ‘Whenever one person is found adequate to the discharge of a duty by close application thereto, it is worse executed by two persons, and scarcely done at all if three or more are employed therein.” -David Ogilvy, Ogilvy on Advertising TAKEAWAY: If you want something done right, do it yourself! Believe in yourself, rely on yourself, and stay focused on making sure your customers are happy! You may hand them off, but make sure you never drop the ball! “Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” -Roy Bartell TAKEAWAY: God gave us two ears and one mouth for a reason. Fools speak, wisdom listens. The customer will tell you exactly what they want, makes sure you can hear it. “Talk to someone about themselves and they’ll listen for hours.” – Dale Carnegie TAKEAWAY: Show people you are interested in them, everyone needs attention, be your customers spotlight. Make them feel warm and bright. “The reason it seems that price is all your customers care about is that you haven’t given them anything else to care about.” -Seth Godin TAKEAWAY: Ask questions, listen to answers. Your customer will tell you why they value what they seek, it will likely never be price first. “Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” -Mary Kay Ash TAKEAWAY: People want to feel loved. So do you. “Do unto others as you would have them do unto you.” Who said that? “To build a long-term, successful enterprise, when you don’t close a sale, open a relationship.” – Patricia Fripp TAKEAWAY: Not making a sale isn’t always a loss, if you make a friend, you always win. Kelly Kleinman “The Automotive News Car Dealerships Can Really Use”  

Economic Factors Pulling Auto Sales Down

Although overall auto sales (year to date) numbers are slightly higher than last year, we’re seeing gravitational market forces beginning to pull sales down, and it feels like this descent may last for a while. Those market forces include rising interest rates, slowly but surely rising gas prices, and an increase in repos with 9.3 million consumers 90 days or later tardy on car payments. The light truck segment is slightly up over the previous year, but April’s sales are down from April of 2017. Same holds true for SUVs who are seeing a decrease from April of last year, with only Jeep, Subaru, and Honda seeing double digit sales growth with specific models. Jeep in fact is experiencing an alternate reality with extremely robust sales sand the Grand Cherokee. Car sales are down across the board in April, and only the Toyota Camry is up YTD. Used car sales fell off in April but are up nearly 1% YTD. Interest Rates are now averaging 5.2% up from the turn of 2018 when rates were at 4.4%. The folks who will pay for it (literally), are subprime borrowers, who make up a good portion of the car buying public. These are the same folks currently delinquent on loans who will be struggling to make payments into the the foreseeable future. Folks with marginal credit who could have bought a new car last year with a sweet interest rate have another thing coming this year. Those folks will most assuredly be ushered from the new car lot and pushed into CPOs, or used cars, making payments that are well above what they would’ve last year. There is no decrease in sight, especially at the rate of defaults banks are currently experiencing. Gas Price Creep Currently, gas prices are pretty acceptable, even in California whose unabashed tax abuse is legendary. However, oil prices are demonstrably cyclical. In 2009, oil barrel prices were in the $30 range before they started to slowly rise to epic levels at the beginning of Obama’s 2nd term. Obama delivered a fuel efficiency manifest to automakers and the price of a barrel of oil plummeted into the $40 range. We are now charting a steady 30 degree angle climb of oil prices as summer approaches in the US. A barrel of Brent crude goes for slightly over $75, up $10 in just a few months. Fact is, the price of a barrel of oil is going up, and where it stops, nobody knows. My guess is that the gauging will slow down in the upper $80-$90 range simply because we are now producing a lot of domestic oil. If war breaks out in the Middle East, oil moguls will reap incredible profits. This is an unseen variable. Still, expect a lift in gas prices to mirror a slight lift in car sales, but a continued drop off of SUVs and light trucks. It’s a lot like a choreographed dance where each performer mirrors each other,, or perhaps even more like the price of gold. When the economy is delivering, gold prices drop. When the economy tanks, gold is bought as a hedge against inflation and the declining dollar. The same can be said about auto sales and various economic factors, it’s all about understanding history, and in many cases, being blessed to not to repeat it. “Damn the Repo Man” is a phrase subprime borrowers hope they never have to utter. The horror of subprime borrowing is that God-forbid your car gets taken, the debt isn’t absolved because the balance owed likely far exceeds the worth of the car. This is where those friendly neighborhood banks have it rigged in their favor. You may very well have to pay off a loan on a car you no longer possess for several years! Loans for those who can least afford them can run well over 24% and aggressive lenders are taking poor folks to court, and winning. That trend is going to continue. When all the interest and fees of a subprime loan are added up, even a used car with serious issues and heavy mileage can end up costing more than a new car! Fact is, people need transportation to get around, and far too many are willing to roll the dice and buy over-priced used vehicles out of desperation. Once you’re out of a car, where and how the heck do you go about getting another one. Answer is, you don’t. You bus, Uber, or Lyft. Either way, it’s an economic factor pushing car sales down when fewer and fewer folks can afford a car. “Automotive News Car Dealers Can Really Use!”  

Vicimus is on the Podcast and Moving Fast Into 2018

Software helps your R.O.I.

Twitter vs Instagram; Which Social Media Platform is Better for Dealerships

Some of you are wondering why I left out Facebook. So am I. Realistically though, up until its recent debacle, Facebook has easily been the best social media in which to sell products, and still is at certain price ranges. The issue with Facebook is CPA when it comes to higher priced items with smaller profit margins. If your COGs are under $5 with a selling price of $79 and laden with upsells, you just may sell a bunch of units. Not so with cars. Nevertheless, FB owns Instagram so let’s just overview the two lesser platforms and how they fit into the mix. Twitter Until 2015, Twitter had been adding approximately 12-15 million accounts per year at a 6% growth in ad revenue (over a half billion each year). It’s growth has reached stasis and has slowed considerably to 3 million per year. 54% of its users are between 18-49 years old, which matches the age demographic of those most-likely to buy a used vehicle. Currently, there are 300 million Twitter users BUT, 79% of Twitter users are outside of the US. There are 67 million Twitter users in the USA. My rub on Twitter is that although it started out mostly as a way to express a quick opinion, thought, or influencer endorsement, it wasn’t visual enough to be engaging. With the addition of a picture or video to a tweet, engagement increases 150%. The biggest holdback to Twitter was the 140 character limit which is now at 280. It allows you to hashtag more effectively and get more exposure syndication faster (to grow your following) which has long been Instagrams magic bullet. The 280 character limit still limits the platform and because of that, I consider it a supplementary social media platform. It’s # 3 on my social media list as it is likely yours. Twitter, the Modern Day Teleptype Do you have a flash sale? Did the new Camaros come in? Did you just have a dealership anniversary, or have an exciting new promotion to announce? If so, Tweet it out! Those event oriented announcements work well on Twitter. Brands, individuals, and media do well on Twitter when they have breaking news to report. Twitter is more like a modern day teletype that everyone has discriminatory access to. You don’t have to listen to the vapidness of a Kardashian tweet if you don’t want to, but if you’re a car “guy”, you can enjoy exclusive tweets from Drivingsales.com because you have chosen to follow them! Good Twitter engagement rates vary from .09 to .33%. In plain english, that’s 3-10 engagements per 1,000 followers on Twitter. When I get 5+ likes and a few retweets, I feel pretty good about Twitter and its low bar of engagement. Instagram Leads All Social Media in Engagement Instagram is by far the best platform for engagement. Its frequented mostly by 18-29 year olds who make up the largest demographic, followed by Generation X that consists of 34-54 year olds. It’s noteworthy that most first-time car buyers are actually Gen Xers, not Millennials. 800 million worldwide users attest to it’s addictive gravity. An engagement rate between 3.48% and 6.67% is considered to be high, where an influencer would expect 34.8 – 66.7 reactions for every 1000 followers on Instagram. Additionally, an engagement rate between 6.67% and 100% is considered to be very high, with expected reactions to be between 66.7 – 100 for every 1000 Instagram followers. With the addition of Instagram stories in 2016, another 100 million folks added an account. Instagram saw 28% growth in 2017 which basically mirrored the loss of 2.8 million under 25 yr. old Facebook users who dumped the platform because their parents “ruined it”. Instagram is a highly visual medium which makes it perfect for car dealers. Most dealers use it to post pictures of happy car buyers and inventory. In fact, 91% of all Instagram posts have a photo attached. The speed in which an Instagram post gets a reaction (engagement) is quicker than with Twitter or Facebook, and as mentioned, has a higher engagement rate than either. Here’s why. You Like My Post, I’ll LIke Your Post Everyone is so darn insecure. The unspoken rule of Instagram is that if I follow you, you should feel inclined to follow me and like my posts. It becomes a popularity contest with each post as users frequently check back to see how many likes or comments each of their posts generates. If a dealership has garnered a bunch of followers, they’re hoping that they’ll get more than 10 likes per “car buyer pic post”. A decent engagement gives the dealer the perception that they’re doing something right and reduces a buyers potential cognitive dissonance. Of course, if the purpose of the post is to congratulate the salesman for being a “sales machine”, it can have the opposite effect. What I Do? I use Twitter and Instagram to grow my brand visibility. I have 122,000 legit backlinks in just 7 months of incarnation so I know a thing or two about this subject (and others), although I have far more to learn. In fact, if you’re reading this article, feel free to contact me and let’s see how we can collaborate! But I digress, Twitter is the more limited platform to be sure, but I suggest every serious dealer have a regular presence on it for the aforementioned reasons. Instagram is more fun, more visual, more engaging and easier to grow. It has few limits other than length of videos. Are either social platforms going to sell cars? Incrementally speaking, “eh”. Neither Twitter nor Instagram are going to blow inventory out by themselves. Creating a post a day for either platform is just fine as long as they aren’t all ads. Make the posts compelling or humorous or both. If advertising an event, double down on creativity and cover all the angles. When all is said and done, it’s the preponderance of visibility and good…

PlugIn EVs Charging into 2018 with Positive Sales Growth

It’s the kind of news EV fans like to hear. Sales for “plug-ins” are up almost 10% from last year. Tesla Model 3’s started to deliver and were responsible for 1,875 unit sales, followed by Toyota’s Prius Prime (1,496), Chevy’s Bolt (1,477) and Volt (713), as well as Tesla’s X model (700) and Model 5 (800). Volvo is a name we will soon start seeing selling more and more EVs as they transition into a 100% EV OEM. The XC-90 and the XC-60 PHEVs are running neck and neck at the outset of ‘18 and Volvo looks to be a serious player moving forward. The shear beauty of buying a true plug-in means that you never have to buy gas, never, ever worry about gas prices or about enriching bad foreign governments. What you do have to worry about are vehicles with very limited range, which means if you live and work local, you should have no issue…but most of us don’t. We buy EVs because gas is too expensive and the economics of EVs are better than that of a conventional engine on many levels. However, technology doesn’t wait until lifestyle catches up to it, it adapts to lifestyle and so we’re seeing EV range and charging speed increasing. For example, the Chevy Bolt has a range of up to 250 miles with optimum driving and climate conditions. Depending on how long you run the AC, how fast you drive, and how stiff the head winds are, your distance will vary. Technically, the Bolt has a 60 kWh battery. Range is based on miles per kWh. So given the size of the battery, if you’re able to achieve 4 miles per kWh – you’ll be able to drive the Bolt 240 miles. If you’re driving in sub-zero temps you can expect to lose range in an EV by as much as 50% with the average being about 20-25%. Same goes for gas powered engines, you lose fuel efficiency as well, just not really as pronounced as in an EV. Tesla is obsessed with having the best range of any true EV. The Tesla Model S has an official EPA range of 313 miles which makes it the range leader of all EVs. In fact, hypermiling exercises have shown that the Tesla S can actually range out over 600 miles if you go 24 mph under optimum driving conditions which would involve dropping the vehicle weight, driving in perfect weather on flat surfaces, so on and so forth. The EV with the least range is the Nissan Leaf, the least expensive EV with a range of only 158 miles. If you live in LA with crazy traffic and long distances to cover and traffic jams, it’s not the EV of choice, if you live in Louisville, it just might be the perfect EV at the most affordable price.   Charging Times are a Major Consideration Charging at home can take as long as 12 hours and as short as 4 hours with a 240 volt charging station. If you’re taking a road trip, 30 minutes at a fast charge station will get you an additional 90 miles of distance. The Prius Prime and Chevy Volt aren’t full-time EVs but will give you from 25 to 58 miles of “electric only” power and charge via regenerative braking so charging times aren’t a real consideration. But let’s not spend too much time on part-timers. The bottom line, is that you need to charge a vehicle overnight or at a charging station at, or near your work. The US currently has slightly over 16,000 charging stations. Find one before you buy one (EV)!

The Affordable Vendor Every Dealer Can’t Afford to Ignore in 2018

Many of the bigger franchise and Indie dealerships have a hard time attributing where their leads come from. Typically, a single lead may touch a number of different advertising and classified platforms at any given point in the shopping process, including the dealer site itself. Dealers feel they need to maintain a presence on a variety of increasingly expensive, publicly traded, comp sites to maintain a certain level of visibility in order to hit that lead every step of the way. Because of this misconception, dealerships are continuously burning ad dollars by over-exposing themselves financially with inefficient advertising and marketing practices. Dealer Analytics provides clarity by elucidating the waste, and helps streamline dealership advertising/marketing processes with top notch analytics…not guess work. Attribution is just part of that analysis, albeit a major component to be sure. Simply put, Dealer Analytics is used as a dealership’s insurance policy against wasting advertising and marketing dollars, and ensuring that their website is producing traffic and leads at optimum levels. Dealer Analytics assigns each client a Google Analytics expert who acts as a “dedicated Account Manager”. The account manager is tasked with the following practices: Monitor and report on the performance of website traffic through Google Analytics Generate weekly reports reviewing the performance of each dealer’s website and vendors Monthly one-on-one screen shares to go over website/vendor performance Alert regarding any issues with traffic, tracking or website performance Work with dealership vendors and/or web company to correct issues that are affecting the websites lead generation Direct line provided to each dealer’s account manager, no 800 numbers, for quick answers and help Over the course of a single year, Dealer Analytics saves each dealer thousands of dollars in wasted ad budget and inefficient online practices. The cost to dealers is $269/month with a 12 month contract. This also includes unlimited phone calls for the top tier and help from the assigned account manager. During my conversation with Tracie Costabile, VP of Dealer Analytics, I asked her to give me a couple examples of how they can make a measurable difference in a dealerships online performance. Here is her response: “A small Chevrolet dealership in Montana recently enlisted our services to help them determine how to spend their very limited marketing budget. After analyzing the data in their Google Analytics, we were able to show exactly which vendors were bringing quality, engaged traffic, and which were sending junk clicks that weren’t helping the dealership’s bottom line. This dealership saved thousands of dollars per month by getting rid of what wasn’t working, including some expensive, big name vendors. As a bonus, taking that money and putting it into the programs that were producing for them, produced more first generation leads from their website, which in turn boosted their sales.” “A Ford dealership in Las Vegas was able to benefit from our website monitoring service. Part of website monitoring is checking on the backlinks the site has. When the website’s quality scores plummeted, a check into their backlinks revealed that they were being unscrupulously targeted by a competitor who was linking X-rated websites to their main dealership website. Quality scores are what Google uses to determine where a site will be returned in an organic search. If the scores go down enough, the dealership disappears from page one of organic searches. We were able to help the dealership disavow these bad links and restore their quality scores, giving them back their organic, page one placement.” As a digital marketing veteran of 10 plus years, I’m impressed with Dealer Analytics overall approach to analyzing data and providing actionable advice that makes substantive improvements in performance. To have an experienced analytics expert provide a monthly audit of your dealership’s digital operation, including digital ad spend, attribution analysis, and website performance starting at just $99, is perhaps the greatest bargain in automotive vendorship history. These guys are a leading candidate for Automotive Vendor of the Year 2018!

Cleaning Your Car Seats: At Some Point, It’s An Effort We All Must Make

I have a Toyota Prius with cloth seats. Big mistake. Having two teenage boys, I should have bought a Prius with leather seats which are much easier to clean. My big issue now is that the arm rest between the driver and passenger seat is grungy and dirty. I’d love to be able to replace the material but it’s an option that doesn’t seem to exist at relatively low cost. Therefore, it’s time for a little elbow grease, a little cleaning solvent, and a little time. Submitted for your approval, here’s how you clean a car’s interior whether your a private owner or used car dealer. Material Types Cars come with three basic material types; leather, vinyl, and cloth upholstery, each requires a different approach to cleaning. Leather is by far the easiest to clean, especially black leather which rarely shows it’s dirty side. However, beige and lighter colored leathers can be a pain in the backend to keep clean. Leather Over time, and especially if you have kids, lighter colored leathers can become dingy and dirty. Dirt collects in folds and crevices, and clothing dye wears off and is easy to see, especially on white leather. Fortunately, there are a number of leather cleaning products on the market that clean leather in a jiffy. Spray or apply the cleaning material onto the leather and work it in accordingly. Make sure to use a number of towels and use as clean a surface as possible else you’ll simply smear the dirt and grime across the seat. Make sure to flip and fold the towel to accommodate the technique. There are a number of cleaners and leather treatments available. Make sure to avoid using leather cleaners that have alcohol like Armor All. Once the cleaner dries you’ll want to use a leather conditioner like “Leather Honey” which can be researched and purchased at Leather Honey. The sheen and smell of your vehicle will be restored in a two-hour period at a very low cost. Vinyl Try Formula 44, Simple Green, or soap and water. Vinyl is very easy to clean. Spray, count to 20 and wipe dry. Use a clean cloth, rag or paper towel and you’re good to go. Pen and markers are hard to get out, if not impossible with standard cleaners. I suggest WD-40 or nail polish remover…the ink will come off immediately without damaging the vinyl. Cloth Cloth seats are an absolute pain the backseat. They carry odors and smudge easily, and smudges are very difficult to get out, especially ones ground in by elbows or arms doors or arm rests. Food stains are a real headache as well, but you can get most of these out…but not all by a long shot. I strongly suggest you simply buy Scotchgard stain remover (Scotchgard Auto Fabric and Carpet protector) and use the nuclear option from the get go. Do not expect to get all of the stains out, especially if they’ve aged into the material. If any odors are present, baking soda is a fantastic way to eliminate stink as it is heartburn or nausea (bet you didn’t know that). If you use liquids in too much quantity you soak the material and instead of cleaning it you spread the stain out in a circle. Drying might be an issue as well and liquid can reactivate the odor that stain may have delivered when it first appeared. Gently dab an area to see how effective the cleanser is before you go too wild and make more of a mess. I once bought a Hyundai from a former smoker and had to saturate the entire interior with baking soda 3 times before I could get the cigarette odor to an acceptable level. Hot and wet days would create the perfect conditions to lift odors into the air and stink up the car. Repeated treatments of baking soda were needed to finally eliminate those remnant smells. As a used car dealer, best practices require you to do what’s necessary to present the best possible product to the public. Do not take seat cleanliness lightly by any means. For just a few dollars of cleaner, and a little elbow grease, the perceived value of your vehicle can increase substantially. As a car or truck owner, driving a clean vehicle, free of odor and stains can improve people’s perception of you as well.

80 Hertz Used Car Stores To List Inventory On Usedcarsforsale.Com

Hertz has joined several other automotive luminaries such as Lithia Motors, Group 1 Automotive, and Larry H. Miller who are now listing their used car inventory on the free automotive classified site Www.UsedCarsForSale.com. The domain, originally purchased in June of 2017, is now the used car industries only free automotive classified site ever since Craigslist abandoned the practice and started charging for listings. The site utilizes Google Best Practices by combining the highest level of SEO expertise with a very popular search query (used cars for sale) to generate its traffic and high organic rank. Inevitably, the site will organically out rank most of its competitors and used car dealers will see a substantial lift in high-quality, organic, serious-intent-to-buy traffic to their VDP pages at no cost to them. Dealers do not pay for leads or listing inventory, it’s a basic package on an advanced classified platform that looks much more user-friendly than the current paid for classified websites that are by comparison, expensive and provide low quality leads. “We’re very happy to have them on board, and as we sign 150 dealers per week, adding a great company like Hertz to our base of dealerships provides us with more great inventory as well as coverage in which to provide car buyers a much wider variety of well maintained, pre-owned vehicles.” said Steve Tackett, the owner of UsedCarsForSale.com. Currently, all a dealer has to do is contact a representative from UsedCardforSale.com and open an account. The process takes approximately five minutes and is completed once their inventory feed provider uploads the inventory to the site. Within a couple of weeks, the inventory appears on some of the most user-friendly classified pages on the web. It’s a google best practices model that works like a charm with all of the necessary SEO elements built in to ensure that their inventory is presented in the most effective way possible – at no cost to them whatsoever. Tackett likes to call UsedCarsforSale.com the industries go-to classified site, and at the same price as the air we breathe, used car dealers seem to agree. Automotive News Car Dealerships Can Really Use  

Automotive Gift Ideas for the Holiday Season For Under $100!

It’s that time of the season for gift giving so I thought I’d list a handful of cool, not so commonly considered technology for your and your loved ones! The Frizione Dash Cam: Is there a better way to record a road trip or have videographic record of a car accident, bigfoot sighting, or other unexpected experience for under $100? Here are the specs: Dual Channel, WEATHERPROOF rear camera: 4.0″ full HD 1080P 170 degree front camera + VGA 120 degree rear camera, obtain full lane coverage, shows the things more and can switch among back lens/front lens/both front and back lens display. When backing your car, the rear camera will automatically open reverse image. Open HDR can make the scenery more clear, more three-dimensional,more beautiful color, can better reflect the real environment of the visual effect. The Bridgestone Auto Emergency Kit: What a great way to show someone you care! Hey, we all get a flat tire, or break down at some point in our driving experience so why not be prepared for the inevitable. It’s a great gift for drivers of all ages. Here’s what you get: 12 volt tire inflator 12 foot booster cable Reflective triangle, LED headlight and Batteries 27 pc first aid kit Blanket, gloves, poncho, screwdriver, tire gauge, duct tape and more The Ryobi 10” Orbital Buffer: As a former limo detailer, I can vouch for the fact that having an orbital buffer is by far the best way to apply wax to any vehicle. For those of us living in hot climates, paint surfaces get fried and soon wear out. The wax that’s applied at the local car wash is practically useless and coats the windshield. For those DIY enthusiasts, an orbital buffer is perfect to help maintain the look and value of your vehicle. Aside from wax application and buffing, a 10” orbital buffer is AMAZING and fixing sore backs by relaxing the muscle spasms in seconds! Here are the Specs: The RYOBI 18V ONE+™ 10 in. Orbital Buffer is a brand new addition to the RYOBI 18V ONE+™ System. This tool provides up to 2,500 RPMs for a swirl-free finish while offering the user cordless convenience. With a powerful motor, this buffer maintains optimum performance during extended use. The 18V ONE+™ 10 in. Orbital Buffer runs up to 90 consecutive minutes with the 18V ONE+™ LITHIUM+™ High Capacity Battery (P108 – sold separately). The RYOBI 18V ONE+™ 10 in. Orbital Buffer works with any 18V ONE+ battery and is a part of the ONE+™ System of over 50 great tools that all work with the same 18V battery platform. The Dronemobile App: When it’s cold outside, remote start your engine using the DroneMobile app and stay connected to your car in a way that you never knew was possible. The last thing you want to do on a sub zero morning is to sit in a frozen car and wait for it to kick in the heat. This app takes makes life just a little bit more convenient! Dronemobile gives you the power to start and/or track vehicle from your smartphone and your smart watch. Well, there you have it! 4 great gift ideas that I firmly believe anyone would find out of the ordinary and useful! There is something to be said for gifts with functionality, they just keep on giving!

Dealership News: Top 2 Automotive Vendors of the Year Award

There are a heck of a lot of vendors serving the automotive industry and a lot of really good ones to boot. We’ve done our research, compared reviews, and made a few calls to determine customer satisfaction. We decided that our top 2 picks for 2017 are truly the cream of the crop, medium-sized operators. So without further ado, here are our top 2 vendors for 2017! ( In no particular order) DealerLeads The entire concept of DealerLeads is to provide as much organic traffic to their dealership base as possible. Essentially, they do things to deliver superior results that tend to be beyond the ken of dealership level SEO talent. Steve Tackett, the owner of DealerLeads has an understanding of SEO garnered over 20+ years of working with dealerships that is very hard to rival. For example, the shear volume of backlinks he generates for his clients would astound the late Carl Sagan it’s so astronomical. This next anecdote may sound like an advertisement, but to those at DealerLeads, it’s a real problem. By July of 2017, the company had literally over-delivered some $,1,650,000 worth of lead traffic it will never collect on. That problem has apparently been solved. Leads that dealers receive are actually enveloped within a flow of organic traffic that consists of a higher percentage of “likely” buyers based on legit conversion metrics. Those leads are aggregated via a stack of practices that include research pages, on-site SEO, tens of thousands of back-links, and placement on up to 350 behaviorally targeted (O&O) classified sites with domains based on popular “exact match” search engine queries. Serious buyers are much more likely to click on domains that match what they type into the search engines. For example: Used Cars Near Me as a domain would be www.usedcarsnearme.com. DealerLeads also builds websites that are harmoniously in-tune with Google’s best practices and rank much higher in local searches than their competitors do. The company also offers ppc management for those who are seeking instant visibility or page dominance with no management fee attached. In the bang for the buck and customer satisfaction categories DealerLeads is definitely in the lead. DealerLeads: 5-Star, 1st-time winner of the Dealership News: Vendor of the Year! Social Ordeals This vendor is not specific to the auto industry but provides a long list of dealerships with an inexpensive package of off-site SEO services that get serious results. It’s impossible to to find anything less than a 5-star review for this company. Chris Montgomery, the President of Social Ordeals brags that their rate of client retention is an astounding 97%, which not only sounds impressive but is impressive because it’s factual. They offer listing distribution updates to over 300 listing sites which basically guarantees that your store will always be listed with the proper contact information online, where it counts the most. Most dealerships have incorrect info on dozens of listing sites and don’t realize that they get penalized by Google for such infractions. Social Ordeals also offers social media management for a fraction of the cost of most other vendors, and that includes managing FB ad campaigns as well. They focus primarily on Twitter, Facebook, LinkedIn, and Instagram. Social Ordeals has in-house ppc account managers, all of whom are former Google employees and certified Google AdWords specialists. Chris’s staff has seen it all and done it all within the Google platform as they manage hundreds of thousands of dollars of daily AdWords budget. WTS, perhaps the most intriguing service they offer is their reputation management/marketing suite of services. They employ a software that automatically surveys dealership customers, filters out any reviews that are less than 5-stars, and prompts those who write 5 star reviews to post those good words on a variety of review sites from Yelp to Google Plus, to Facebook, DealerRater and more. Their account managers respond to all reviews that are internally generated in order to make sure that all customer concerns are addressed, be they favorable or not so favorable. After 5 years of operation, and running one of the tightest operations in business today, Social Ordeals wins for itself and its customers. Social Ordeals: 5-Star, 1st-time winner of the Dealership News: Vendor of the Year! Kelly Kleinman/Content Director Dealership News www.dealershipnews.com 818-817-6343

DealerLeads: An Exception to the Rule of Automotive Marketing Online

As I search the web for positive reviews about outstanding vendors serving the automotive industry, I tend to have a hard time finding legitimate 5-star reviews about anyone. It’s not that outliers don’t exist, it’s just difficult to identify them through a miasma of bogus review sites, poorly written press releases, and company-generated hyperbole. With that said, difficult doesn’t mean impossible. One such company is DealerLeads (www.DealerLeads.com). This company approaches lead generation in a completely unique fashion and in essence, doesn’t really sell leads at all. Rather, they provide state-of-the-art SEO optimization on a level no one within the scope of my research can even come close to matching. DealerLeads builds websites that are harmoniously in-tune with Google’s best practices. Because of that, their sites frequently rank high and attract a great deal of organic traffic, thus displacing other competitive dealerships and publicly traded classified sites that would otherwise box the DealerLeads client out of the local organic rankings. Leads that dealers receive are actually enveloped within that organic traffic consisting of a higher percentage of “likely” buyers based on legit conversion metrics. Those leads are aggregated via a stack of practices that include research pages, on-site SEO, tens of thousands of backlinks, and placement on up to 350 behaviorally targeted (O&O) classified sites with domains based on popular search engine queries. They also run highly efficient ppc campaigns for dealers with such needs in more competitive markets seeking maximum visibility. This next anecdote may sound like an advertisement but to those at DealerLeads, it’s a real problem. By July of 2017, the company had literally over-delivered some $,1,650,000 worth of leads in the form of dealership web traffic it will never collect on. That means dealers most likely sold cars on traffic/leads emanating from DealerLeads at under a dollar. Some quick math also suggests some dealers are selling as many as 10-15 cars based on DealerLeads traffic for free! There are clearly two scenarios at play, one bad and one very good: A) DealerLeads had a serious issue with over-delivery B) Their system is extremely effective at delivering qualified traffic and dealers love it Here is a sample of DealerLeads reviews from actual car dealers taken from DrivingSales.com 1) DealerLeads is great to work with Reviewed by an Internet Director November 15th Recommended: YES Pros: Have been working with DealerLeads for 3 years, would recommend Tracie and her team to anyone who wants to drive leads. 2) Best ROI Vendor we have. Hits our Google Analytics Goals more than any other vendor. Reviewed by an Internet Director November 14th Recommended: YES Pros: We signed up with Dealer Leads a little over two years ago. These guys are the one vendor I don’t have to worry about. Nobody else performs month in, and month out, so predictably. We actually hired an outside attribution company to come in and assess all our vendors. Even they were amazed with the results delivered by Dealer Leads, and if you’ve ever hired one of these companies, you know it takes a lot to impress them. 3) Great product! Crushes SEO and Great for Google Analytics Reviewed by a Dealer Professional Sep 30, 2016 Recommended: YES Pros: I am a huge fan of DealerLeads! Their reporting is through Google Analytics so you know there are no shady statistics. They are the champs of backlinking as well. They are great about meeting each month to go over the stats and even helped us set up Goals in GA! Cons: none You can please some of the people all of the time, and all of the people some of the time, but you can’t please everyone all of the time and that goes for DealerLeads as well. Customers come and customers go, and some like to get snippy with bad reviews. Still, vendors have ways of filtering out bad reviews via reputation management software but DealerLeads has no such implementation in place. For those who may not have had a successful experience with them, or had a management change that cleared the vendor cache, none apparently felt it necessary to voice their displeasure with DealerLeads. So here’s to www.DealerLeads.com, a true industry outlier, and the first subject of my “best vendor” All-Star reviews. Kelly Kleinman/Content Director DealershipNews Kelly@dealershipnews.com 818-817-6343  

The Power of Networking

As a car salesperson, dealership owner, or automotive vendor, learning how to become a great networker might be the greatest investment in time and effort you’ll ever spend. After all, it’s who you know, not what you know, and that should never be taken lightly. Over the years, I’ve amassed a very large rolodex of individuals from every walk of life. As a teenager, someone turned me on to “How to Win Friends and Influence People” by Dale Carnegie and I’ve read it ten times since. He was one of the early self-help gurus of the 20th century and the dividends earned reading his book have paid off in spades for millions of people over the years. Some basic principles include speaking kindly to those you meet about those you know, find a point of reference with everyone you engage with in business and socially, and do your best remember everyone’s name and something about them! Many of the principles in that book can be tied to good networking practices. Networking is simply meeting people and putting those people together with other people for the mutual benefit of both over time. Fantastic things can come out of networking including new friends, new business relationships and jobs, and self-enrichment on every level. Being a great networker is a no-brainer for those in the automotive industry. If I’m shopping for a car, which dealer am I most likely to visit, the one I found randomly on the Internet or the one that was referred to me by a friend in that dealer’s network, or the dealer in your network? If I’m selling services to a dealership is it easier to get to the decision maker by cold-calling or by being introduced by a friend or someone in that dealer’s immediate sphere of influence? Networking is the bridge that warm and hot leads cross to get to you, or you to them. Essentially, your network are your connections, but it’s how you work those connections that makes you a great networker. These are the five basic forms of networking: Casual Contacts: This networking takes place in casual surroundings with people you have something in-common with, it can be a party, club, or other event. Professional Associations: The ultimate goal of this kind of networking is to establish relationships within the industry or community you operate in with the ultimate goal of enhancing your business prospects. An example would be such organizations as the Chamber of Commerce, NIADA, or Business Network International (BNI). Social Groups: Includes networking with socially like-minded individuals that have something in common such as golf, free masonry, or cars, so as to exchange ideas, cut deals, or introduce others into your network. Vertical Focused Consortium: Think conventions, expos, and conferences where retailers, suppliers and vendors engage from a specific vertical or industry, SEMA would be a great example for those in the car industry. Community Service: Engaging in local community activities increases the visibility of a business including car dealers and those trying to deal with the local car dealers. The key to successful networking is to put your immediate needs on the shelf and look long range. You may be extremely motivated to win someone’s business but your odds of getting that business increases geometrically when you can turn that person on to someone else within your network that provides them with an immediate solution to a problem they may have. Don’t be an eater, be a feeder when it comes to building your network. Nurturing the relationship goes a long way to strengthening your network and building your business. Everyone loves the matchmaker providing the matchmaker makes good matches. Granted, networking is done with your eventual “gain” in mind, but being able to derive joy and satisfaction from helping others via networking makes it a lot more fun and a lot more profitable on every level.

Bad Reviews Killing You? Fix Them…If it’s Not Too Late!

According to six Gallup polls from 2012 to 2017, car dealers are rated just above politicians and just below insurance salesmen when it comes to Trustworthiness According to six Gallup polls from 2012 to 2017, car dealers are rated just above politicians and just below insurance salesmen when it comes to trustworthiness. Basically, car dealers scrape the bottom of the barrel. It’s a sad fact but let’s face it, that’s been a reality for quite some time, well before Gallup even came into existence in 1935. The emergence of countless review sites and the leveraging strategy of these sites has made the Internet a vast wasteland of reputation wreckage that has had a major impact on used car dealers and new car dealers alike. It’s not just restaurants that feel the ire of irritated or pissed off patrons anymore. Mix historic dissonance against car dealers with a bevy of bad reviews and you have a toxic cocktail that undoubtedly is poisoning countless dealerships across the country. The fickle finger of fate is pointed in virtually everyone’s direction these days and whether or not the accusations of fiendish folly are true or not, businesses have to respond to all reviews and find a way to filter them pre-emptively. It’s not an and/or proposition. First and foremost, let’s establish what acceptable review scores are. Any business with less than a 4.5 star rating gets a B grade. Anyone with a 4.5 and above is an A player. If your dealership is getting reviews in the 3 range you are failing as a dealership. For those dealers with a relatively low number of reviews, establishing a reputation management program could do wonders for their online visibility, reputation, and bottom line. Peer reviews are a major consideration for any car shopper moving forward with what for many will be the second most expensive purchase they may ever make. For dealers with hundreds of reviews and a relatively low average review score, the reparation may take years to take hold. But you have to start before you’re buried too deep to ever climb out of being perpetually known as a shyster. Reputation Repair Begins with Any One of a Number of Simple Software Programs or Services Social Ordeals is a reputation management company that’s been building reputations online for for several years now. They use a software program that generates a custom email that’s sent to customers querying them on their experience, and then prompts them to post a one to five star rating. If the response is 5-stars, they are asked to write a review and are then prompted to push those reviews to their social media profiles and review sites they have accounts with. What ensues is a top heavy influx of 5-star reviews across the web that eventually increases the average rating of that particular business. It does wonders for favorable visibility online. The less than acceptable reviews (4-stars or less) are sent to an unpublished page that assuages the consumer’s desire to espouse their discontent and allows the dealer to respond accordingly to any sour grapes or sweet ones for that matter. All reviews need to be addressed, but only good ones need to be published. This system effectively filters out most negative reviews. Essentially it gives the dissonant consumer a platform in which to vent their discontent without independently posting on a site like Yelp where they control what gets posted and what does not. Another company, Digital Media Nation , works with dealerships and takes reputation management and review generation to a higher and more involved level. This is called Reputation Marketing. On top of review requests, they also suggest staff pass out printed review cards and that dealerships have signage prompting the customer to post a positive review. An aspect of the Digital Media Nation approach that separates them from their competitors is the in-dealership training that they offer and the focus on social marketing through their Reputation Sensei program that turns best social media practices into a measurable ROI for the dealer and its customers. This hyper-awareness of the importance of positive rev