Staying on top of the competition calls for a daily assessment of your used car inventory. Andrew Cowart, Camp Chevrolet Cadillac General Sales Manager, shares his one solid habit to set the market standard in Spokane, Washington in this Dealer Tip of the Month, first published in April 2017.
Be sure to watch ELEAD1ONE’s Dealer Tip of The Month for March 2017 with David McCaughey, Desk Manager at Camp Chevrolet Cadillac in Spokane, Washington.
Back in 1998, while I was selling cars at a small Chevrolet dealership in Georgia, we had a daily ritual known as a lot party. This “party” consisted of completely rearranging the lot by moving different types of vehicles to the front line to draw the attention of potential customers. After the cars were moved and lined up precisely, the process of blowing up exactly 99 red balloons began. I’m not really sure why the number had to be exactly 99, other than the fact that our sales manager was a big fan of the 80’s song, “99 Red Balloons,” by the band Nena. Once the balloons were ready, the salespeople gathered 10 to 15 each and began attaching them to the cars on the lot. I don’t know if this garnered any additional business, but my manager insisted this routine be done every day.
The car business, like baseball, is full of these type superstitions. Read More
Being able to capture a lead and track from start to finish provides a clearer picture of the quality of the lead and the quality of the interactions of your sales team. And a good CRM helps dealers measure the benchmarks or activities important to them, such as prospect logging, lead response time, appointment set to shown ratio and most importantly, appointment shown to sold ratio. Read More
Training, Accountability, and Consequences
Even the most experienced salesperson or service advisor needs a 15-minute business tune-up now and then.
I recently tweeted about another company’s salesperson that didn’t know how to calculate forecast and pace — one of the key indicators of the success of a dealership’s sales team. Read More
John Ingram, president, managing partner for John Eagle Honda shares how consistency and cutting edge technology give him better results.