A fascinating thing about dealers is how incredibly passionate they can be immediately before and after a meeting with their manufacturers. During the meeting, they all seem to shift into sales mode, and not a sincere sale either. During the...
Smart dealerships use the service department to maintain relationships with their customers. The cost of acquiring a new customer is far greater than the cost of maintaining an existing one. Yet simple customer retention doesn't have to cost a lot...
General Motors Acceptance Corp., 85 years old this year, is aggressively returning to a vehicle insurance product sold by GM dealers in the early 1920s. Regarded by some dealers as a addition to the F&I menu, and to others as a low-profit nuisance...
Auto dealers are increasingly outsourcing functions such as customer relationship management, loan processing, collection and new-customer acquisition and retention. That's because outsourcing frees the dealer to focus their resources and...
It seems like a no-brainer and it is, in Europe. So why don't dealership finance & insurance managers in the U.S. sell vehicle insurance along with existing insurance products on their menus? A licensing mandate for insurance agents who sell...
It's mine! No, it's mine! I talked to them first! This could well be an exchange between the sales and Internet departments at dealerships. The debate stems from how to define an Internet sale. As recently as a year ago, the answer was simple...