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Dennis Galbraith

Dennis Galbraith Chief Marketing Officer

Dennis Galbraith Blog Posts

The 1.3 Dealer Myth Destroyed

The 1.3 Dealer Myth Destroyed

Just about everyone in the business has repeatedly heard and read that the average shopper visits only 1.3 dealerships before buying a vehicle. It’s been…

The Facts on Asking for Additional Information in Lead Forms

The Facts on Asking for Additional Information in Lead Forms

Recently, an article emerged stating that all optional fields should be eliminated from lead forms. This, according to the article, is a primary issue impa…

Will Sonic Automotive Win?

Will Sonic Automotive Win?

Sonic Automotive is boldly and publicly moving toward a brand-wide strategy delivering 45-minute transactions without negotiation, simplified back-end opti…

One Price Selling Requires Value Demonstration

One Price Selling Requires Value Demonstration

It’s pretty clear that the one-price retail model will continue to grow each year for the foreseeable future. Whether or not it ever becomes the dominant…

Role of Dealership Websites Inside the Store

Role of Dealership Websites Inside the Store

Mobile phones greatly changed the role of the dealership website. Many of us used to gage a website primarily on its ability to convert shoppers into conta…

AutoNation Pulling Away from Third Parties

AutoNation Pulling Away from Third Parties

Today’s Automotive News quotes AutoNation CEO, Mike Jackson in a report saying AutoNation will move away from third-party sources and make its own leads.…

Blasting the “Time It Should Take to Sell a Vehicle” Debate

Blasting the “Time It Should Take to Sell a Vehicle” Debate

A recent debate is causing quite a stir in automotive retail. Manufacturers and dealers alike are weighing in, and industry trainers are certainly not with…

How Will Right to Repair Impact Your Store?

How Will Right to Repair Impact Your Store?

Whether you are in sales or service, your store’s ability to compete with independent service shops and chains has a huge impact on your future. Now …

A Formula for Optimizing Finance Leads

A Formula for Optimizing Finance Leads

The exact formula for finance lead generation is illusive and probably varies a great deal based on market and store reputation. However, the following mod…

Growing Service Business to Grow Vehicle Sales

Growing Service Business to Grow Vehicle Sales

There is more to an inexpensive oil change than getting a chance to put the vehicle on the rack. It’s an opportunity to gain new relationships. Advan…

Honda Dealer Options on $3,000 per Vehicle Incentive

Honda Dealer Options on $3,000 per Vehicle Incentive

What is the best way for Honda dealers to capitalize on the new December incentive money offered by Honda? Cut price and make additional profit through …

Demonstrated Value

Demonstrated Value

Vendors have a wide range of methods for demonstrating the value of their products, some of which vary from one rep to another. Some vendors bundle product…

You Might Not Be Customer Centric

You Might Not Be Customer Centric

There are a number of practices still common across automotive retailers which are not customer centric. That doesn’t necessarily mean dealers using …

The Long-Term Forecast

The Long-Term Forecast

The larger an organization is, the more important it is too see what the market will look like in the future. Size can cause an organization to lose its ab…

Big Data To Make Selling Cars a More Rewarding Job

Big Data To Make Selling Cars a More Rewarding Job

Big Data will change the way salespeople interact with shoppers in the store. Eric Miltsch does a great job every morning of providing this community …

The Role of Trainers and Consultants

The Role of Trainers and Consultants

Various trainers and consultants are viewed as anything from industry experts to industry washouts. Some dealership owners owe their continued existence to…

Conversations That Sell

Conversations That Sell

Advertising is a one-way communication, but selling is a conversation. When I sold Jeeps in 1979, there were only two forms of sales conversation, in-perso…

Where Your Hard ROI Don’t Fit

Where Your Hard ROI Don’t Fit

I keep hearing bold talk about hard ROI justifications for things like branding and even customer service improvements. The sayings generally go along the …

The Apples and Oranges of Dealer Marketing

The Apples and Oranges of Dealer Marketing

The wealth of data being provided to dealers from their vendors is truly incredible. Twenty years ago, dealers thought it was amazing when I could show the…

The AutoNation Brand

The AutoNation Brand

  AutoNation announced that nearly all of their stores will carry the AutoNation name, similar to CarMax. The shift from the AutoNation collection of…

Financing to Sell Cars or Cars to Sell Financing

Financing to Sell Cars or Cars to Sell Financing

  Most of the posts on DrivingSales.com are for or from dealerships who sell cars and offer financing as a means to help do it.  However, tho…

Social Responsibility of Dealers

Social Responsibility of Dealers

  Consumers can more confidently shop for a vehicle than ever before, in part because they help each other. They rate dealers and write reviews…

Lithia's Multimillion-Dollar Lesson and What Dealers Can Learn From It

Lithia's Multimillion-Dollar Lesson and What Dealers Can Learn From It

Earlier this month, Lithia Motors Inc. agreed to pay out $2.5 million to settle a class action claim that it violated the Telephone Consumer Protection A…

Precision Targeting and What It Means To You

Precision Targeting and What It Means To You

Dealix recently announced their Precision Targeting product, allowing dealers to customize what zip codes they receive leads from for each model. This…

Provision, and What It Means To Dealers

Provision, and What It Means To Dealers

Happy Veterans Day to all who serve and have served! My friends at vAuto hope this day will also be remembered for the launch of their new product, Provi…

It's Not a Commodity (Exclusively on DS)

It's Not a Commodity (Exclusively on DS)

I've heard a number of industry professionals say that cars are now a commodity, usually in the process of explaining why it is so important to pr…

Extracting Full Value From Vendor Reps (a DS Exclusive)

Extracting Full Value From Vendor Reps (a DS Exclusive)

The relationships between a dealer and the vendor reps that call on him or her have always been an important part of the retail automotive business. I no…

The Standard: Fewer Than 2% of Inventory with No Photos

The Standard: Fewer Than 2% of Inventory with No Photos

On any given day, 17-18% of used-vehicle inventory posted online by dealers has no photos. Virtually every dealer realizes the critical nature of photos.…

Mr. GM, Tear Down This Wall

Mr. GM, Tear Down This Wall

The wall between fixed operations and sales needs to come down. Franchised dealers must regain some of the accessory sales lost to online and off…

The Research Around Social Media

The Research Around Social Media

The purpose of most marketing research is better decision making. The problem is that it is cheaper than ever before to generate data, and as easy as eve…

Forget Old-School, Get Back To Really-Old-School

Forget Old-School, Get Back To Really-Old-School

Selling does not start at the curb. When I started selling cars in 1979, I stood by laser focused on the curb. That is where my hunt began. Like a chaine…

Looking Beyond the Sales Satisfaction Index

Looking Beyond the Sales Satisfaction Index

  J.D. Power and Associates has been releasing its Sales Satisfaction Index for a quarter century, and it has contributed to profitable changes in…

Social Media Alignment Is A Good Start

Social Media Alignment Is A Good Start

  Borrowing from a Seth Godin article on alignment, the relationship between a customer and your business only works if you and the customer both …

Giving You The Finger

Giving You The Finger

Car shoppers want to give you and your inventory the finger. The iPad is selling at a rate about 100,000 per day, so you've probably used one by now.…

Dealers Lose When Vendors Shoot Each Other

Dealers Lose When Vendors Shoot Each Other

  When vendors look at dealer's marketing and training budgets as a fixed pie, disparaging remarks and misinformation are sure to follow. Virt…

Portal for Auto Dealer Training Programs

Portal for Auto Dealer Training Programs

I'm looking for some advice from my friends on DrivingSales. We've created a new portal site to facilitate the exchange of free training informat…

Impacting the Conversion of VDPs to Sales

Impacting the Conversion of VDPs to Sales

  Recently, there was a very helpful exchange on DalePollak.com regarding a situation where Vehicle Detail Pages (VDPs) increased but sales did no…

Selling at Every Interactive Touchpoint

Selling at Every Interactive Touchpoint

    Nearly 20% of the used vehicles listed for sale online have no photos. Most vehicles have no video demonstration, and many have vehicle…

Your Gut Ain't Enough Anymore

Your Gut Ain't Enough Anymore

  Fifteen years ago, the shopping radius of your customers was smaller. More of your sales came from people in your local area who used the same c…

Research Accountability

Research Accountability

     One reason I left the automotive internet research business in 2006 was the proliferation of online research by amateurs loaded with …

Friday Freebie: CarWoo!

Friday Freebie: CarWoo!

    Car buyers pay for the CarWoo service. They have skin in the game, so there is no doubt they are serious buyers. The dealer's oppo…

Friday Freebie: PIN's PowerDealer

Friday Freebie: PIN's PowerDealer

   The Power Information Network is a division of J.D. Power and Associates. Its automated system collects data from roughly 1/3 of all franchi…

Comparing the Value of Cars.com and AutoTrader

Comparing the Value of Cars.com and AutoTrader

The one dominant difference between AutoTrader.com and Cars.com is that AutoTrader.com tiers the listings and Cars.com does not. This distinction has gro…

Friday Freebie: Dataium

Friday Freebie: Dataium

                 Dataium offers useful information you can't get anyw…

What Will Vendors Look Like In Five Years?

What Will Vendors Look Like In Five Years?

     In 1995, nearly all dealer marketing dollars were spent with local vendors. Local newspapers, shopper magazines, radio stations,…

Going Premium on AutoTrader.com

Going Premium on AutoTrader.com

                One of the tough decisions in automotive marketing is whether …

Friday Freebie: CarFolks

Friday Freebie: CarFolks

This is the first in my series of Friday Freebies, highlighting products available for dealers or salespeople at no cost. Others are welcome to add comme…

A Broader Look at SEO

A Broader Look at SEO

A great deal of SEO discussion goes on about the dealer's name. No doubt, when a shopper is looking for your website, they should be able to find it …

Demonstrating the Value of New Cars

Demonstrating the Value of New Cars

Regardless of how you price your new vehicles, the sales team must be able to demonstrate the value of them. This is one of the many ways the internet ha…

This Recovery Favors Used Vehicles and Accessories

This Recovery Favors Used Vehicles and Accessories

All economic downturns cause manufacturers to dial back the variable elements of production, primarily labor and materials. These can be brought back whe…

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