Opinion: Are You Batting .300 in Your Business Office?
June 18, 2021
A .300 batting average in baseball is considered excellent, with an average higher than .400 nearly unachievable.
New Blogs, Opinions & Advice
Opinion: Hire Right, Train Right
June 11, 2021
With a dire need to hire knowledgeable salespeople leading into the spring and summer, the first possible solution is to make sure every new salesperson hired is experienced. How dealers come to this conclusion is simple: If you want customers to work with someone who knows their stuff, hire someone who knows their stuff.
From the Publisher: Bean & Cheese Burrito Day in Gaffney
June 10, 2021
To clear the air, some folks may not be aware that Freightliner Custom Chassis is based in Gaffney, South Carolina.
Advice: What Is Stopping Your Best Busy Season?
May 24, 2021
Did you make any progress with your New Year’s resolutions? It is healthy for your business and personal development to start the year aspiring to achieve accomplishments: eat better, work out more, get better organized, implement the new dealer management software….
Advice: New Rules for Payment Account Validation
May 21, 2021
If you accept customer payment authorizations via your website or a mobile payment app, a new account validation requirement in the Nacha Rules will apply to those payments starting in March 2021. Here is what you need to know to be ready.
From the Publisher: Your Baby is Ugly
May 20, 2021
If you read this letter’s headline and immediately took it personally, read on, I eventually get to a point.
From the Publisher: The Ides of March
April 6, 2021
The March edition is our annual “Hitches & Towing” issue. In addition to “THE BEST OF” Hitches & Towing products, we’ve got a great story
Advice: What Builds Top Performers’ Longevity?
April 5, 2021
After surveying hundreds of top-performing dealerships and salespeople, I have noticed a near universal truth regarding top sales performers.
Advice: Top 10 Retail Marketing Rules to Remember in 2021
March 26, 2021
Let us get right to the bottom line. You are lying awake, wondering what everyone is thinking about 2021. What should concern you? What should you plan for?
From the Editor: So Much Time, So Little to Do
March 25, 2021
In the film, Willy Wonka is so overwhelmed that he mixes his words up by saying, “So much time, so little to do.”
Advice: All You Need is LUV
March 23, 2021
You may not always like all your customers and co-workers, but life at the dealership goes a whole lot better if you “LUV” them in each interaction. LUV them? No candy hearts or valentines are required. LUV is a simple acronym: Listen, Understand and Verify.
Advice: New Horizons in F&I
March 19, 2021
As the 2021 camping and selling season begins for RV dealers, this time should be met with pure optimism. After experiencing last year’s pent-up demand
