CBT Automotive Network Podcast

The Future of Vehicle Shopping at the Push of a Button - David Long, Retail Automotive Expert | The POWER of the T.O. | A Constructive Approach to Missed Sales Goals

Today on CBTNews.com - Monday, June 24th, 2019:

The Future of Vehicle Shopping at the Push of a Button - David Long, Retail Automotive Expert

From the risk of U.S. imposed tariffs, to a shortage of service technicians, the retail auto industry is confronting several obstacles. However, May sales were on the upswing, showing positive signs for the rest of the fiscal year. Here to go more in-depth about the challenges that face dealers today, and how to persevere through them, is David Long, a veteran of the auto retail industry who has held top positions at several high volume dealer groups.

The POWER of the T.O.

Your General Manager, General Sales Manager, New Car Manager and Used Car Manager would not DREAM of “letting a customer walk” over the prospect of not speaking to a manager before they left the building. That’s how important the T.O. process is.  I can't imagine how many vehicles in your used and new car sales departments actually occurred simply because of the T.O. process was employed. Ask your GM!

A Constructive Approach to Missed Sales Goals

There’s no way of getting around it: as a manager, there will be unpleasant situations that you personally have to deal with. As much as everyone wants to be the boss that’s the buddy, the boss that’s cool and the boss who’s a friend, at  the end of the day the manager is where the buck stops and so needs to take responsibility for what’s going on if there are team members not meeting their goals.

Week In Review: Data Indicates Leasing is at an All Time High | F&I: Refining Your Best Practices, Menu Selling, and Current Trends | How Dealers Can Avoid the Friction Caused by Penny Perfect Payments

CBT News Week In Review for Friday, June 21st, 2019:

Data Indicates Leasing is at an All Time High: What This Trend Means for Your Dealership - Matt DeLorenzo, Kelley Blue Book

According to the most recent industry data, vehicle leases accounted for 34% of all new car retail sales in March 2019, making it the highest rate ever. This sounds like good news for dealers, but what are the larger implications for the auto retail industry? On today’s show, we’re pleased to welcome back Matt DeLorenzo, Senior Managing Editor for Kelley Blue Book. Matt is here to discuss this leasing boom, what it means for your dealership, and what it means for the industry as a whole.

How Sellers Auto Group Increased Sales With the Help of a Facilitator - Sam Slaughter, Owner

Every dealer is always looking for new and innovative strategies to increase their sales. And while there are many ways to do it, our next guest has taken a slightly unconventional approach with the help of a facilitator placed in the service department, producing stellar results. On today's show, we’re pleased to welcome in Sam Slaughter, owner of Sellers Auto Group in Farmington Hills, MI.

F&I: Refining Your Best Practices, Menu Selling, and Current Trends - Becky Chernek, F&I Trainer

Internal employee meetings are necessary for every business, and the dealership is no exception. And while there might be plenty of sessions for sales and service, when was the last time you had a meeting for the F&I staff? Here to tell us how you can revamp and re-invigorate your dealership’s F&I meetings is Becky Chernek. Becky is an F&I Expert, President of Chernek Consulting, and host of F&I Today right here on CBT News.

How Dealers Can Avoid the Friction Caused by Penny Perfect Payments - Pete MacInnis, eLend Solutions

Pete MacInnis, Founder, and CEO of eLend Solutions returns to CBT News to discuss more topics on digital retailing and the disconnect that dealers often find with "penny perfect payments".

Pete MacInnis, Founder, and CEO of eLend Solutions returns to CBT News to discuss more topics on digital retailing and the disconnect that dealers often find with "penny perfect payments".

How Dealers Can Avoid the Friction Caused by Penny Perfect Payments - Pete MacInnis | Improve Your Sales Strategy by Avoiding These 3 Body Language Barriers | Big Trends and Takeaways from the First Half of 2019

Today on CBTNews.com - Thursday, June 20th, 2019:

How Dealers Can Avoid the Friction Caused by Penny Perfect Payments - Pete MacInnis, eLend Solutions

Pete MacInnis, Founder, and CEO of eLend Solutions returns to CBT News to discuss more topics on digital retailing and the disconnect that dealers often find with "penny perfect payments".

Improve Your Sales Strategy by Avoiding These 3 Body Language Barriers

It’s essential to have a strong pitch. But even before you say a word, you’re already sending signals that can make or break a sale. Though often unconscious, our body language can do everything from relaxing a customer to driving them off the lot, all before we open our mouths.

Auto Retail’s Big Trends and Takeaways from the First Half of 2019

We are only six months into 2019, and there are already significant trends and takeaways for automotive industry analysts and dealers to dig into. Since last year’s gradual sales slowdown, many have wondered how 2019 would shape up. Expectedly, the answer is not as clear cut as many would hope. So far, 2019 has seen sluggish results when it comes to year-over-year auto sales.

Internal employee meetings are necessary for every business, and the dealership is no exception. And while there might be plenty of sessions for sales and service, when was the last time you had a meeting for the F&I staff? Here to tell us how you can revamp and re-invigorate your dealership’s F&I meetings is Becky Chernek. Becky is an F&I Expert, President of Chernek Consulting, and host of F&I Today right here on CBT News.

F&I: Refining Your Best Practices, Menu Selling, and Current Trends - Becky Chernek | What Can a Board of Advisors do For Your Dealership? | Is There Still Value in Print Advertising?

Every dealer is always looking for new and innovative strategies to increase their sales. And while there are many ways to do it, our next guest has taken a slightly unconventional approach with the help of a facilitator placed in the service department, producing stellar results. On today's show, we’re pleased to welcome in Sam Slaughter, owner of Sellers Auto Group in Farmington Hills, MI.

How Sellers Auto Group Increased Sales With the Help of a Facilitator - Sam Slaughter | Four Conflict Scenarios You Will Encounter at Your Dealership | Dull F&I Meetings? Four Ways to Make Them a Can’t Miss Experience

According to the most recent industry data, vehicle leases accounted for 34% of all new car retail sales in March 2019, making it the highest rate ever. This sounds like good news for dealers, but what are the larger implications for the auto retail industry? On today’s show, we’re pleased to welcome back Matt DeLorenzo, Senior Managing Editor for Kelley Blue Book. Matt is here to discuss this leasing boom, what it means for your dealership, and what it means for the industry as a whole.

Data Indicates Leasing is at an All Time High: What This Trend Means for Your Dealership | Teaching Customers About Maintenance in the Information Age | Interview Tips When Hiring F&I Managers – What to Look (and Listen For)