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Dealing With Objections Properly
My recent article entitled “Are You Converting Opportunities into Accountable Business” took an unabashed perspective into the posture or mindset of the internet shopper and subsequently the elements...
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Step-By-Step CRM
Thus far in this series about building a more effective CRM department in your store, I have outlined how to construct a solid CRM foundation that must be present and working smoothly to ensure that...
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Customer Relationship Leadership
Customer relationship management has changed the automobile retail industry right along with a multitude of corporate giants. Although lagging in the embracement of CRM compared to other industries,...
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Increase Web Site Traffic
Since my firm, Impact Marketing & Consulting Group, began consulting in the e-business realm of our industry, much has changed. Technology has grown, while best practices have evolved. The hottest...
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CRM Leadership Change Required
There comes a time when dealership management teams simply have to exhibit leadership and steer the ship instead of waiting for the currents to drift them to port. I continue to encounter numerous...
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The Economy Appears to be Improving. What Should You be Doing to Prepare for...
The New Year is here and along with it is a brand spanking new opportunity to make this year the best ever. Or, of course just settle for what ever comes your way. I am always amazed by the stores that...
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Dealer Math Test: Data + Thought + Action = Cash
Quiz Take your most popular selling make and model and pick your very best zip code. Do you know how many of those particular vehicles were sold in that zip code in the last quarter? How many of those...
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Customer & Employee Relationship Development – A Cultural Change
The Benefits Can’t Possibly Be Measured “If you begin to look at things differently, then things will begin to look different” – Albert Einstein Stop and recognize that everything you do will fail...
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The #1 Underestimated & Underused Business Opportunity!
Just Do It…Right! I consider the Most Underused Business Opportunity in the automobile business to be not having solid processes throughout the entire dealership and/or enterprise. It seems this has...
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Never Underestimate The Outcome Of Tomorrow By What You Do Today
Entrepreneurial leadership has never been more important in business than it is right now! Entrepreneurial Leaders need to be developing great people, teamwork, hiring practices, smoother processes,...
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All Managers Are Not Equal
The Best Ones Are Winning Coaches. Most people when asked what a leader looks like respond by identifying various titles such as: certain presidents, maybe senators, scientists, governors,...
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The Paradox of Progress
The Farther You Get, the Farther You Have to Go. In taking a detour this month I want to share with you something I have been observing in some dealerships which frankly are holding back business...
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Interview with Don Hall, President & CEO of Virginia Automobile Dealers’...
January Issue For Dealer Magazine by Chuck Barker Every now and then you meet someone who simply stands out as an impressive individual who radiates confidence, intelligence, charm, respectfulness and...
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Part II – Interview with Don Hall, President & CEO of Virginia Automobile...
Interview With Don Hall – Part II February 1, 2017 by Chuck Barker As mentioned in the January issue, Don Hall and I spent numerous hours together attempting to take a look at the various aspects of...
View ArticleWhat Leaders Get Is in Direct Proportion to What They Give
When you succeed at one level you keep going or stop – it is your choice. My last two articles covered conversations I had with Don Hall the CEO of Virginia Automobile Dealers’ Association which...
View ArticleManaging Your Dealership for the Best Return
Knowing When to Pull the Trigger Sporting Clay Shooting is one of my favorite things to do. It is like golf but with an over and under shotgun. If you have ever done it you know the joy of getting...
View ArticleEnthusiasm on Fire Is 10 times More Effective Than Knowledge on Ice
For 12 years, I have been writing monthly articles in Dealer magazine regarding what I see as the “State of the Union” so to speak regarding the automotive industry. Subjects for the articles deal...
View ArticleTwo Different Management Styles with Different Results
One Builds and One Demolishes One of the most popular things I do in helping dealerships grow is through what I call the Total Dealership Inspection and Analysis. This one to two-day event (depending...
View ArticleManaging People & Processes for a Stronger ROI
When I ask most dealers to tell me about their Customer Relationship Management (CRM) initiative strategy they instantly default to what piece of software they use and that is where it ends. Funny how...
View ArticleThe Potential Demise of the Automobile Franchise System? The Time for Change...
Previously I have written about the importance of visionary change in dealerships. Why is it this industry largely doesn’t grasp the concepts that successful companies embrace regarding the adoption of...
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