Another day has gone by in our industry and where are we? Did we break a record? Did we start a trend? Did we figure something out? Chances are we're in the same place we were 48 hours ago. While we'll leave the guessing how much other businesses out there have changed to the "experts" (yeah, we've got more of those today than we had yesterday!) but know for the most part we didn't blaze any new paths.
 

Another month has gone by and another interesting declination from a dealer that needs help (no, not the same one as one of our last posts):

"It's (so and so) from (such and such), is this a good time for you?"

"Uh, no. I'm working on ads for this weekend and Ive got a lot of other stuff to get done. You're either buying something from me or trying to sell me something. If you're trying to sell me something, it's the wrong time."

"That's completely understood."

"You'll have to call me back."

"Considering how busy you are, will you take my name and number?"

"No"

"OK, good bye"

While the distance continues to grow between the dealers that are moving forward and those that aren't grows, it's important to remind ourselves of where we're heading. You know, the road map. Goals set at the beginning of the year rather than two weeks ago. We all have them memorized now:

• Regular review of website performance, stats, leads, etc
• Weekly lead status and management
• Complete (aka 100%) CRM use/integration for all departments
• Updating of templates and scripts for all customer communication
• Social media game plan
• Reputation management
• Vendor accountability
• Read and participate more at events and online communities
• Getting outside help occasionally because you can't staff for everything

It's not easy to look at all of the things thought or talked about considering everything that has to be done just to sell and service cars. Right?!?! Let alone add them to the heaping pile of responsibility that everyone has in automotive retail. Right?!?! Besides, it's hard selling cars today. Right?!?!

Wrong!!!! As Andy Dufresne put so well in Shawshank Redemption: Get busy living or get busy dying. Sure, you can bury your head deeper in the sand St. Diggerstein, or you can get real and get in business.

The shortest distance between two lines is a straight point. In other words one line is where you're at, the other is where you want to be. And the point is...go get after it. Quit stalling!! Besides, you said you're not going to fall for the banana-in-the-tailpipe.

Best Practices: Professional Insight, Powerful Results


You can find more IM@CS posts here on DrivingSales.com or on our blog

Another day has gone by in our industry and where are we? Did we break a record? Did we start a trend? Did we figure something out? Chances are we're in the same place we were 48 hours ago. While we'll leave the guessing how much other businesses out there have changed to the "experts" (yeah, we've got more of those today than we had yesterday!) but know for the most part we didn't blaze any new paths.
 

Another month has gone by and another interesting declination from a dealer that needs help (no, not the same one as one of our last posts):

"It's (so and so) from (such and such), is this a good time for you?"

"Uh, no. I'm working on ads for this weekend and Ive got a lot of other stuff to get done. You're either buying something from me or trying to sell me something. If you're trying to sell me something, it's the wrong time."

"That's completely understood."

"You'll have to call me back."

"Considering how busy you are, will you take my name and number?"

"No"

"OK, good bye"

While the distance continues to grow between the dealers that are moving forward and those that aren't grows, it's important to remind ourselves of where we're heading. You know, the road map. Goals set at the beginning of the year rather than two weeks ago. We all have them memorized now:

• Regular review of website performance, stats, leads, etc
• Weekly lead status and management
• Complete (aka 100%) CRM use/integration for all departments
• Updating of templates and scripts for all customer communication
• Social media game plan
• Reputation management
• Vendor accountability
• Read and participate more at events and online communities
• Getting outside help occasionally because you can't staff for everything

It's not easy to look at all of the things thought or talked about considering everything that has to be done just to sell and service cars. Right?!?! Let alone add them to the heaping pile of responsibility that everyone has in automotive retail. Right?!?! Besides, it's hard selling cars today. Right?!?!

Wrong!!!! As Andy Dufresne put so well in Shawshank Redemption: Get busy living or get busy dying. Sure, you can bury your head deeper in the sand St. Diggerstein, or you can get real and get in business.

The shortest distance between two lines is a straight point. In other words one line is where you're at, the other is where you want to be. And the point is...go get after it. Quit stalling!! Besides, you said you're not going to fall for the banana-in-the-tailpipe.

Best Practices: Professional Insight, Powerful Results


You can find more IM@CS posts here on DrivingSales.com or on our blog

Reading a number of great posts recently (while trying to ignore the blatant self-promotion via a popularity contest glorified by a number of industry members last week), all focused on getting dealers to make the shift to digital or social media, it hit me once again what we're all trying to do: get people in the door.

While a number of dealers (maybe 5% in the country) are seeing growth many are seeing flat or declining numbers. Others are experiencing unit lifts while dealing with large drop in gross or back end. And everyone is dealing with selling fewer vehicles in the past 18 months than in the previous 4-6 years.
 

So in this online world, what aside from actually selling a vehicle to a customer or servicing their car drives traffic? One thing that can be looked at, especially in a world of smaller budgets, staffs and sales is events. With rare exception over the past two years, the factories (and therefore the dealers) have spent less and less on driving valuable traffic via new-owner events, clinics, ride-and-drives, sponsorships, meet-and-greets and the like. While the quantity of tire kickers may be down, real purchase intention is down significantly less (we'll leave the statistics and "pent up demand" gibberish talk to others).

Fewer and fewer dealers are doing what it takes to being people in: WIIFM. Yes, the most popular radio station in the world. What's In It For Me! More and more consumers are out there, looking for answers on how to program their seat memory, sync their bluetooth, update their navigation system, find out the difference in maintaining their car at the dealership versus aftermarket besides price and a whole lot more. So...they're left with going to a discussion group/blog/forum/portal, relying on word of mouth or not knowing at all. And you believe you 'had them at hello' when you sold the car.

So no new owner clinics. No barbecues. No comparison drives. No meet the staff days. No fundraisers (let alone getting a link from the event website to your website with all of the traffic they're receiving. What's that? What's a link? What does that do?). Boy, that will work! Then tell yourself that the drop in floor traffic is fine since 70-90% of the same-brand stores in your PMA are also down rather than kicking ass. Forget about building a brand, or answering the questions that many customers won't ask you over the phone, or stopping that brand new owner from driving into (fill-in-the-blank)-Lube, let alone even retaining the customers you have and that WANT to come back for a good reason or two.

No. Maybe this whole thing is wrong. The factory is supposed to do and promote events. The factory is supposed to drive floor traffic. The factory is supposed to give you all of the handraisers in the area. The factory has to do all of the advertising so you can copy the ad and put it on your (mediocre) website. The factory is supposed to give you all of the pitter-patter of footsteps so you can just kick back, put your feet up (or in the golf cart), make money and retire in 20 years.

DING, DING, DING. Wake Up!!! (that was your floor traffic meter just hitting zero)

Best Practices: Professional Insight, Powerful Results

You can find more IM@CS articles here on DrivingSales.com or on our blog

Reading a number of great posts recently (while trying to ignore the blatant self-promotion via a popularity contest glorified by a number of industry members last week), all focused on getting dealers to make the shift to digital or social media, it hit me once again what we're all trying to do: get people in the door.

While a number of dealers (maybe 5% in the country) are seeing growth many are seeing flat or declining numbers. Others are experiencing unit lifts while dealing with large drop in gross or back end. And everyone is dealing with selling fewer vehicles in the past 18 months than in the previous 4-6 years.
 

So in this online world, what aside from actually selling a vehicle to a customer or servicing their car drives traffic? One thing that can be looked at, especially in a world of smaller budgets, staffs and sales is events. With rare exception over the past two years, the factories (and therefore the dealers) have spent less and less on driving valuable traffic via new-owner events, clinics, ride-and-drives, sponsorships, meet-and-greets and the like. While the quantity of tire kickers may be down, real purchase intention is down significantly less (we'll leave the statistics and "pent up demand" gibberish talk to others).

Fewer and fewer dealers are doing what it takes to being people in: WIIFM. Yes, the most popular radio station in the world. What's In It For Me! More and more consumers are out there, looking for answers on how to program their seat memory, sync their bluetooth, update their navigation system, find out the difference in maintaining their car at the dealership versus aftermarket besides price and a whole lot more. So...they're left with going to a discussion group/blog/forum/portal, relying on word of mouth or not knowing at all. And you believe you 'had them at hello' when you sold the car.

So no new owner clinics. No barbecues. No comparison drives. No meet the staff days. No fundraisers (let alone getting a link from the event website to your website with all of the traffic they're receiving. What's that? What's a link? What does that do?). Boy, that will work! Then tell yourself that the drop in floor traffic is fine since 70-90% of the same-brand stores in your PMA are also down rather than kicking ass. Forget about building a brand, or answering the questions that many customers won't ask you over the phone, or stopping that brand new owner from driving into (fill-in-the-blank)-Lube, let alone even retaining the customers you have and that WANT to come back for a good reason or two.

No. Maybe this whole thing is wrong. The factory is supposed to do and promote events. The factory is supposed to drive floor traffic. The factory is supposed to give you all of the handraisers in the area. The factory has to do all of the advertising so you can copy the ad and put it on your (mediocre) website. The factory is supposed to give you all of the pitter-patter of footsteps so you can just kick back, put your feet up (or in the golf cart), make money and retire in 20 years.

DING, DING, DING. Wake Up!!! (that was your floor traffic meter just hitting zero)

Best Practices: Professional Insight, Powerful Results

You can find more IM@CS articles here on DrivingSales.com or on our blog

(Note: As a practice, IM@CS has not written in the first person. We try to not call people out or make examples of them directly. This is a slight departure from the past two years of blog writing for dealers. We hope you enjoy it or are at least compelled to comment on this aspect as well)

After talking with Internet sales staff and leaving messages for management over the past months, I visited a prominent LA-area import dealer recently to see about getting a few minutes with the manager responsible for their web and eCommerce presence. After finally having the courtesy to recognize that someone was trying to talk with him (understanding two things very well: one you're busy and two you likely have a lot of people calling on you and trying to sell you), he gave me 45 seconds.

In that time, he was able to share that the "departments are going through changes so it's not the right time and we'll be able to put our eCommerce and Internet efforts on the schedule next Spring". Not only is this one of the best qualifiers, it is also a great indicator of how removed from reality most dealers really are. This is not a judgement, we'll leave that to the customers, staff and factory. But as a litmus test, that's just bad. Flat out bad.

Let's say you ignore every automotive publication. Let's say you never attend a "digital" event in the industry. Let's assume you're not in a 20 group. Just for kicks, let's say you never talk with your staff. Considering it's 2010, if you have spent any time on the Internet, bought an airplane ticket, hotel room, checked a sports score or weather conditions, how can you allow yourself to be ignorant of what ALL consumers do?

By next Spring, your competition will be significantly ahead of you. And maybe by my or another consultant or vendor's doing. Maybe even intentionally. When you send that kind of signal out, it's hard not to either try to convince you (unless the manager was intentionally being dismissive) or leave the store and run to the next closest store. I say this because it's being done. Every day.

While I can't speak for others that may walk into the store I'm referring to, I can guarantee you that if I take the time to engage you, your website, templates, social media (if it exists), phone skills and other aspects of your operation has been assessed. Don't even think for a second that mine is a traditional "pitch", again understanding that everyone that walks in with a briefcase is likely trying to get money from you in exchange for services.

Just know that sometime, really soon, your traffic will go somewhere else.. And with what your using for website and more, it won't even cause a drop of sweat to fall.

With all the best intentions,


Gary May
IM@CS

(Note: As a practice, IM@CS has not written in the first person. We try to not call people out or make examples of them directly. This is a slight departure from the past two years of blog writing for dealers. We hope you enjoy it or are at least compelled to comment on this aspect as well)

After talking with Internet sales staff and leaving messages for management over the past months, I visited a prominent LA-area import dealer recently to see about getting a few minutes with the manager responsible for their web and eCommerce presence. After finally having the courtesy to recognize that someone was trying to talk with him (understanding two things very well: one you're busy and two you likely have a lot of people calling on you and trying to sell you), he gave me 45 seconds.

In that time, he was able to share that the "departments are going through changes so it's not the right time and we'll be able to put our eCommerce and Internet efforts on the schedule next Spring". Not only is this one of the best qualifiers, it is also a great indicator of how removed from reality most dealers really are. This is not a judgement, we'll leave that to the customers, staff and factory. But as a litmus test, that's just bad. Flat out bad.

Let's say you ignore every automotive publication. Let's say you never attend a "digital" event in the industry. Let's assume you're not in a 20 group. Just for kicks, let's say you never talk with your staff. Considering it's 2010, if you have spent any time on the Internet, bought an airplane ticket, hotel room, checked a sports score or weather conditions, how can you allow yourself to be ignorant of what ALL consumers do?

By next Spring, your competition will be significantly ahead of you. And maybe by my or another consultant or vendor's doing. Maybe even intentionally. When you send that kind of signal out, it's hard not to either try to convince you (unless the manager was intentionally being dismissive) or leave the store and run to the next closest store. I say this because it's being done. Every day.

While I can't speak for others that may walk into the store I'm referring to, I can guarantee you that if I take the time to engage you, your website, templates, social media (if it exists), phone skills and other aspects of your operation has been assessed. Don't even think for a second that mine is a traditional "pitch", again understanding that everyone that walks in with a briefcase is likely trying to get money from you in exchange for services.

Just know that sometime, really soon, your traffic will go somewhere else.. And with what your using for website and more, it won't even cause a drop of sweat to fall.

With all the best intentions,


Gary May
IM@CS

Let's take a moment to ignore the store front, avoid the showroom, shed technology and just get back to being human. Do you know how to talk and carry a conversation? Well, if you judge that by much of the email and phone communication going on at automotive retail, you'd be left with more questions than answers.

Face it, we have a lot of room to grow when it comes to 'inviting' the public to car dealerships. Oh sure, they'll continue to come when they have to buy. They will find somewhere and someone to buy from. But the fact that most of you had an easier time asking your first date out, shows we still have issues when it comes to how to engage a person that wants to buy!

Many people shrug off their verbal and written skills when they can deliver a fair amount of cars each month. When lean times come, they'll blame everything but the water cooler (maybe some will actually blame the Sparkletts man) rather than look at their own communication.

So here's a 4-step recovery program that should help you (who needs 12 steps anyway?):
 

1. Know what you want to say before you touch the phone or start typing

At least with an email you can proof it before sending but most salespeople aren't in the habit of doing that. The biggest hint that a salesperson isn't ready for the call? Uh, um, er, ah, eh, well, gee, ayyyyyyye (the long 'I' as they reach for something to say) and other stalling tactics tell the customer on the other end of the phone clearly that there might be a more professional person in the building.

2. It's about the customer, silly

I did this. I did that. I'll talk with my manager, I usually tell people that ask me that. I, I, I, I, I. Stop it! It's about them, always has been, always will be. Go to a nice restaurant for dinner, the waiter or waitress doesn't say "I have some specials tonight"...do they?!?!?! No!! What you'll usually hear is something like "would you like to hear what your choices are for specials tonight?" or "Would you like to start with a drink or appetizer?". Go to fast food and they say "can I take your order?". Are you selling a hamburger value meal or a choice steak? (or Gorgonzola salad for our vegetarian readers!). Change your focus to the customer and you'll be amazed at how different your interaction goes.

3. Questions are like water. Go without and you die.

You've get them qualified. You walk them. You drive them. You sit them down. You pencil them. You close them. If you stop asking questions, you likely lose somewhere along the process. When the questions end, the conversation ends. Sure, they can pick it up again. Our job? Keep them talking. About the car, themselves, their family, their likes, anything. Stop asking, you're on your own because you've lost control. Questions (as well as answering theirs) are the lifeline of communication along with emotion and everything else the expensive consultants and sales coaches tell you is important (that you already knew).

4. Validation and excitement. Oh, and courtesy!

Who can be excited about calling you back if your message sounds like it was made in a monotone machine? Ten messages down and ready for call 11? Get pumped up again! Nobody wants to call a boring sales person back about what is exciting for then. And how about validation? Can you relate to your customers, even the ones with challenged credit? Don't kid yourself because people can see through fake. And remember, especially in today's social age (sorry, had to go there for a moment), their experience with the 'less than exciting, not quite interested in me buying a car from him/her' now translates to dozens, if not hundreds or thousands, more people who may not shop at your store now.

And with regard to courtesy, if you're not asking if the person you are calling is available for you in a way that doesn't completely let them off the hook from talking with you (because they must, must, must buy the perfect car for them from you), you don't deserve to be selling cars. Don't ask, don't tell. If you don't ask if they're available, they'll likely never tell you they're buying from you.


In today's age with complete transparency on the web, don't kid yourself into doing a less than a complete, exciting job with your customers will work. We're not saying to be something your not, but if you're in automotive sales and expect to do well, just do it. It may not be fair that a book is still judged by its cover but don't treat anyone trying to do business with your store any differently than what you expect when you go into someone else's.

Welcome back to the business about people. You can now return to your technology-laden existence.

Best Practices: Professional Insight, Powerful Results


You can read more IM@CS posts her eon DrivingSales.com or on our blog

Let's take a moment to ignore the store front, avoid the showroom, shed technology and just get back to being human. Do you know how to talk and carry a conversation? Well, if you judge that by much of the email and phone communication going on at automotive retail, you'd be left with more questions than answers.

Face it, we have a lot of room to grow when it comes to 'inviting' the public to car dealerships. Oh sure, they'll continue to come when they have to buy. They will find somewhere and someone to buy from. But the fact that most of you had an easier time asking your first date out, shows we still have issues when it comes to how to engage a person that wants to buy!

Many people shrug off their verbal and written skills when they can deliver a fair amount of cars each month. When lean times come, they'll blame everything but the water cooler (maybe some will actually blame the Sparkletts man) rather than look at their own communication.

So here's a 4-step recovery program that should help you (who needs 12 steps anyway?):
 

1. Know what you want to say before you touch the phone or start typing

At least with an email you can proof it before sending but most salespeople aren't in the habit of doing that. The biggest hint that a salesperson isn't ready for the call? Uh, um, er, ah, eh, well, gee, ayyyyyyye (the long 'I' as they reach for something to say) and other stalling tactics tell the customer on the other end of the phone clearly that there might be a more professional person in the building.

2. It's about the customer, silly

I did this. I did that. I'll talk with my manager, I usually tell people that ask me that. I, I, I, I, I. Stop it! It's about them, always has been, always will be. Go to a nice restaurant for dinner, the waiter or waitress doesn't say "I have some specials tonight"...do they?!?!?! No!! What you'll usually hear is something like "would you like to hear what your choices are for specials tonight?" or "Would you like to start with a drink or appetizer?". Go to fast food and they say "can I take your order?". Are you selling a hamburger value meal or a choice steak? (or Gorgonzola salad for our vegetarian readers!). Change your focus to the customer and you'll be amazed at how different your interaction goes.

3. Questions are like water. Go without and you die.

You've get them qualified. You walk them. You drive them. You sit them down. You pencil them. You close them. If you stop asking questions, you likely lose somewhere along the process. When the questions end, the conversation ends. Sure, they can pick it up again. Our job? Keep them talking. About the car, themselves, their family, their likes, anything. Stop asking, you're on your own because you've lost control. Questions (as well as answering theirs) are the lifeline of communication along with emotion and everything else the expensive consultants and sales coaches tell you is important (that you already knew).

4. Validation and excitement. Oh, and courtesy!

Who can be excited about calling you back if your message sounds like it was made in a monotone machine? Ten messages down and ready for call 11? Get pumped up again! Nobody wants to call a boring sales person back about what is exciting for then. And how about validation? Can you relate to your customers, even the ones with challenged credit? Don't kid yourself because people can see through fake. And remember, especially in today's social age (sorry, had to go there for a moment), their experience with the 'less than exciting, not quite interested in me buying a car from him/her' now translates to dozens, if not hundreds or thousands, more people who may not shop at your store now.

And with regard to courtesy, if you're not asking if the person you are calling is available for you in a way that doesn't completely let them off the hook from talking with you (because they must, must, must buy the perfect car for them from you), you don't deserve to be selling cars. Don't ask, don't tell. If you don't ask if they're available, they'll likely never tell you they're buying from you.


In today's age with complete transparency on the web, don't kid yourself into doing a less than a complete, exciting job with your customers will work. We're not saying to be something your not, but if you're in automotive sales and expect to do well, just do it. It may not be fair that a book is still judged by its cover but don't treat anyone trying to do business with your store any differently than what you expect when you go into someone else's.

Welcome back to the business about people. You can now return to your technology-laden existence.

Best Practices: Professional Insight, Powerful Results


You can read more IM@CS posts her eon DrivingSales.com or on our blog

After the recent seminars and events in the Los Angeles area it seems more clear than ever: dealers want to do more, are mostly eager to address new opportunities (or old ones sold as new), are baffled by new technology including social media, are looking at the factories for direction and don't seem to have the right questions to ask the not-so-prepared, over-eager vendors.

In a number of panels that spanned these events, the tough questions either weren't asked or answered. This is not a knock on either the speakers or the crowds, most very qualified to talk about new media and marketing. It's just a fact. One panel on social media had some great experts. On data. Not one person doing it for an OEM or a dealer (or, judged from afar, likely even doing it themselves daily). Another panel had some great participants from very disparate areas of automotive talking about some specific activities they're doing. Truly great examples, results and actions were shared. The missing component was how the average dealer, yes including those in attendance, can implement a plan.

What is happening, as our world moves forward at a speed more reminiscent of the amazing La Mans cars running around Circuit De La Sarthe as this is being written, might be another dose of "ignorance is bliss". And that doesn't help anyone. Dealers asking their factories and reps for help (as was overheard quite frequently lately) are getting shrugged shoulders, "we're working on that right now" or "hire the right company or employee to handle that" responses. In other words, dealers are on their own.

So the dealers' sources for information are limited to their 20 group, industry events and magazines, word of mouth and the old fashion pitch by the vendor. Most dealership decision makers aren't reading the blogs and forums because if they were, they'd be asking questions and participating (yes, we regularly scan for them). So, as with the first "Vendoritis Or Dealeritis" post a while back, the question needs to asked again: how do dealers move forward?

Our industry is always in flux. Lately there has been a more interesting bend, however. Dealers and vendors, for example, fixated solely on SEO for the past year plus are now looking at poor conversion stats to fix.There will be the same issues with social media in a year: those that chose to hire crap automation and get to 5,000 Facebook fans and 10,000 Twitter followers will discover that it's not done anything for brand or business building since over 1/2 of their social media throng is over 500 miles away if not in another country.

When you take your eyes off the ball, you can't catch it. You likely won't even see it. Many today say "bullshit, I can do it all". Well, good luck to you. The best of the Fortune 100 acknowledge that they can't. Maybe automotive retailers can do it all: sell the cars they need to monthly and still talk up a great story online. Just like the vendors that do a mediocre job for you somewhere else in your store and tell you that they can add something to their plate. Yeah, and there's a bridge in the desert that I need to show you...

Best Practices: Professional Insight, Powerful Results


You can view more IM@CS posts here on DrivingSales.com or on our blog.

After the recent seminars and events in the Los Angeles area it seems more clear than ever: dealers want to do more, are mostly eager to address new opportunities (or old ones sold as new), are baffled by new technology including social media, are looking at the factories for direction and don't seem to have the right questions to ask the not-so-prepared, over-eager vendors.

In a number of panels that spanned these events, the tough questions either weren't asked or answered. This is not a knock on either the speakers or the crowds, most very qualified to talk about new media and marketing. It's just a fact. One panel on social media had some great experts. On data. Not one person doing it for an OEM or a dealer (or, judged from afar, likely even doing it themselves daily). Another panel had some great participants from very disparate areas of automotive talking about some specific activities they're doing. Truly great examples, results and actions were shared. The missing component was how the average dealer, yes including those in attendance, can implement a plan.

What is happening, as our world moves forward at a speed more reminiscent of the amazing La Mans cars running around Circuit De La Sarthe as this is being written, might be another dose of "ignorance is bliss". And that doesn't help anyone. Dealers asking their factories and reps for help (as was overheard quite frequently lately) are getting shrugged shoulders, "we're working on that right now" or "hire the right company or employee to handle that" responses. In other words, dealers are on their own.

So the dealers' sources for information are limited to their 20 group, industry events and magazines, word of mouth and the old fashion pitch by the vendor. Most dealership decision makers aren't reading the blogs and forums because if they were, they'd be asking questions and participating (yes, we regularly scan for them). So, as with the first "Vendoritis Or Dealeritis" post a while back, the question needs to asked again: how do dealers move forward?

Our industry is always in flux. Lately there has been a more interesting bend, however. Dealers and vendors, for example, fixated solely on SEO for the past year plus are now looking at poor conversion stats to fix.There will be the same issues with social media in a year: those that chose to hire crap automation and get to 5,000 Facebook fans and 10,000 Twitter followers will discover that it's not done anything for brand or business building since over 1/2 of their social media throng is over 500 miles away if not in another country.

When you take your eyes off the ball, you can't catch it. You likely won't even see it. Many today say "bullshit, I can do it all". Well, good luck to you. The best of the Fortune 100 acknowledge that they can't. Maybe automotive retailers can do it all: sell the cars they need to monthly and still talk up a great story online. Just like the vendors that do a mediocre job for you somewhere else in your store and tell you that they can add something to their plate. Yeah, and there's a bridge in the desert that I need to show you...

Best Practices: Professional Insight, Powerful Results


You can view more IM@CS posts here on DrivingSales.com or on our blog.