CBT Automotive Network Podcast

May, typically one of the best sales months of the year, posted a SAAR of 17.4M, well above the 16.9 million that was forecasted and up from 17.26 million in 2018. May’s performance usually tells us how the rest of the year will play out. However, with low-interest rates, high vehicle prices, and uncertainty in Washington, there are numerous factors to consider before making any long-term predictions. Here to discuss May’s winners, losers, and overall industry health, is Karl Brauer, executive publisher for AutoTrader and Kelley Blue Book (Cox Automotive)

Comfort and complacency are the dealership's worst enemies, and customers are quick to move on to competitors who meet their changing needs. That’s why continuous improvement in all dealership departments is crucial in order to achieve long-term success. Here to discuss some effective ways managers can help their teams set and achieve their goals year after year, is Glenn Pasch, auto marketing expert, and CEO of PCG Digital.

Comfort and complacency are the dealership's worst enemies, and customers are quick to move on to competitors who meet their changing needs. That’s why continuous improvement in all dealership departments is crucial in order to achieve long-term success. Here to discuss some effective ways managers can help their teams set and achieve their goals year after year, is Glenn Pasch, auto marketing expert, and CEO of PCG Digital.

How to Help Your Team Set and Achieve Their Goals Year After Year - Glenn Pasch | How to Run a Successful Dealership Rental Program | Customers Say “No More Haggling” When it Comes to Price

Today on CBTNews.com - Tuesday, June 4th, 2019:

How to Help Your Team Set and Achieve Their Goals Year After Year - Glenn Pasch, CEO of PCG Digital

Comfort and complacency are the dealership's worst enemies, and customers are quick to move on to competitors who meet their changing needs. That’s why continuous improvement in all dealership departments is crucial in order to achieve long-term success. Here to discuss some effective ways managers can help their teams set and achieve their goals year after year, is Glenn Pasch, auto marketing expert, and CEO of PCG Digital.

How to Run a Successful Dealership Rental Program

Making the decision to open a rental agency at your dealership is a huge commitment. There seems to be a lot of risk involved. Tales abound of dealership rental agencies that have crashed and burned. While nothing is a sure bet, the risk of starting a rental department can be mitigated with a solid strategy and proper planning. Here are some points to consider that will help you succeed in starting a rental agency within your dealership.

Customers Say “No More Haggling” When it Comes to Price

If you talked to everyone who came into a traditional dealership and asked if they were dreading a specific aspect of the car-buying process, chances are a common answer would be “negotiating on the price.” Dealerships are well aware of this, and many are starting to implement an entirely different sales method. Also called the “no-haggle” price model, the one-price selling model aims to completely eliminate the negotiation process.

How to Help Your Team Set and Achieve Their Goals Year After Year - Glenn Pasch | How to Run a Successful Dealership Rental Program | Customers Say “No More Haggling” When it Comes to Price

Today on CBTNews.com - Tuesday, June 4th, 2019:

How to Help Your Team Set and Achieve Their Goals Year After Year - Glenn Pasch, CEO of PCG Digital

Comfort and complacency are the dealership's worst enemies, and customers are quick to move on to competitors who meet their changing needs. That’s why continuous improvement in all dealership departments is crucial in order to achieve long-term success. Here to discuss some effective ways managers can help their teams set and achieve their goals year after year, is Glenn Pasch, auto marketing expert, and CEO of PCG Digital.

How to Run a Successful Dealership Rental Program

Making the decision to open a rental agency at your dealership is a huge commitment. There seems to be a lot of risk involved. Tales abound of dealership rental agencies that have crashed and burned. While nothing is a sure bet, the risk of starting a rental department can be mitigated with a solid strategy and proper planning. Here are some points to consider that will help you succeed in starting a rental agency within your dealership.

Customers Say “No More Haggling” When it Comes to Price

If you talked to everyone who came into a traditional dealership and asked if they were dreading a specific aspect of the car-buying process, chances are a common answer would be “negotiating on the price.” Dealerships are well aware of this, and many are starting to implement an entirely different sales method. Also called the “no-haggle” price model, the one-price selling model aims to completely eliminate the negotiation process.

Charlie Chesbrough on Memorial Day Sales Results, Q2 Predictions, and Other Industry Trends | 10 of the Coolest Cars Under $20,000 for 2019 from Kelley Blue Book | Social Selling: You Can Post, But You Can’t Hide!

Today on CBTNews.com - Monday, June 3rd, 2019:

Charlie Chesbrough on Memorial Day Sales Results, Q2 Predictions, and Other Industry Trends - Cox Automotive

While it’s important to monitor year-over-year trends in the retail auto industry, it is arguably more important to focus on where the industry is headed. Here to give us an overview of this year’s numbers so far and what we can expect for Q2 and beyond is Charlie Chesbrough, Senior Economist and Senior Director of Industry Insights at Cox Automotive. Charlie also discusses with CBT some trends we might be able to expect from the remainder of 2019 based on what we have seen so far, and what underlying trends might be looking to spell trouble for the future of the automotive industry. Find out more by watching the full interview above.

10 of the Coolest Cars Under $20,000 for 2019 from Kelley Blue Book

There are some cool cars getting on the road this year, and by cool we mean fun, techy, versatile and affordable. Those are the criteria Kelley Blue Book used to identify the coolest cars of 2019. Their top ten list looked at vehicles priced at under $20,000 that also met the driving and style needs of customers.

Social Selling: You Can Post, But You Can’t Hide!

We teach the concept of the Business Development Dealership as a method of helping our dealership clients achieve broad scale business growth by leveraging the relationships of every employee. In Social Selling as a part of your own Business Development strategy, remember the golden rule of being attractive.

Charlie Chesbrough on Memorial Day Sales Results, Q2 Predictions, and Other Industry Trends | 10 of the Coolest Cars Under $20,000 for 2019 from Kelley Blue Book | Social Selling: You Can Post, But You Can’t Hide!

Today on CBTNews.com - Monday, June 3rd, 2019:

Charlie Chesbrough on Memorial Day Sales Results, Q2 Predictions, and Other Industry Trends - Cox Automotive

While it’s important to monitor year-over-year trends in the retail auto industry, it is arguably more important to focus on where the industry is headed. Here to give us an overview of this year’s numbers so far and what we can expect for Q2 and beyond is Charlie Chesbrough, Senior Economist and Senior Director of Industry Insights at Cox Automotive. Charlie also discusses with CBT some trends we might be able to expect from the remainder of 2019 based on what we have seen so far, and what underlying trends might be looking to spell trouble for the future of the automotive industry. Find out more by watching the full interview above.

10 of the Coolest Cars Under $20,000 for 2019 from Kelley Blue Book

There are some cool cars getting on the road this year, and by cool we mean fun, techy, versatile and affordable. Those are the criteria Kelley Blue Book used to identify the coolest cars of 2019. Their top ten list looked at vehicles priced at under $20,000 that also met the driving and style needs of customers.

Social Selling: You Can Post, But You Can’t Hide!

We teach the concept of the Business Development Dealership as a method of helping our dealership clients achieve broad scale business growth by leveraging the relationships of every employee. In Social Selling as a part of your own Business Development strategy, remember the golden rule of being attractive.

While it’s important to monitor year-over-year trends in the retail auto industry, it is arguably more important to focus on where the industry is headed. Here to give us an overview of this year’s numbers so far and what we can expect for Q2 and beyond is Charlie Chesbrough, Senior Economist and Senior Director of Industry Insights at Cox Automotive. Charlie also discusses with CBT some trends we might be able to expect from the remainder of 2019 based on what we have seen so far, and what underlying trends might be looking to spell trouble for the future of the automotive industry. Find out more by watching the full interview above.

While it’s important to monitor year-over-year trends in the retail auto industry, it is arguably more important to focus on where the industry is headed. Here to give us an overview of this year’s numbers so far and what we can expect for Q2 and beyond is Charlie Chesbrough, Senior Economist and Senior Director of Industry Insights at Cox Automotive. Charlie also discusses with CBT some trends we might be able to expect from the remainder of 2019 based on what we have seen so far, and what underlying trends might be looking to spell trouble for the future of the automotive industry. Find out more by watching the full interview above.

Week In Review: How to Capitalize on Summer Incentives and Attract Consumers To Your Showroom | Surprise and Delight: A Great Customer Service Concept. Or Is It? | How to Out-Perform the Competition in Digital Retailing

CBT News Week In Review for Friday, May 31st, 2019:

How to Capitalize on Summer Incentives and Attract Consumers To Your Showroom - Brian Moody, Autotrader

Memorial Day is filled with perks and incentives. This holiday signifies the start of summer sales, but even with incentives and a strong economy, dealers are still struggling to get customers into showrooms. Here to talk more on the subject is Brian Moody, Executive Editor at Autotrader. Moody discusses a variety of ways in which dealerships can entice consumers into the showroom throughout the summer, and gives feedback and perks that are important to highlight for interested customers. To learn more about these strategies and how to best capitalize on summer incentives watch the full interview.

Surprise and Delight: A Great Customer Service Concept. Or Is It? - Shep Hyken, CX Expert and Best Selling Author

When talking about customer experience, every business owner has probably heard the phrase “surprise and delight your customer”. While this might seem like common sense at first, what if we told you that customers don’t always want to be surprised? In this segment, we talk to Shep Hyken, customer experience expert and New York Times Best-Selling author of “The Amazement Revolution”. Shep discusses a recent article he published entitled, The Difference Between “Surprise and Delight” and Just “Delight”.

How to Out-Perform the Competition in Digital Retailing - Tim Cox, CarNow

Digital Retailing is the latest and most talked about trend dominating the auto retail industry. But what does digital retailing really encompass, and how can your dealership out-perform the competition? Here to discuss digital retailing in more detail is Tim Cox, Senior VP of Sales and Co-Founder at CarNow. Tim gives us his own perspective on digital retailing and explains exactly what it is and what about it dealers should be paying attention to. Additionally he discusses trends within digital retailing as well as what consumers are saying about it. To hear more on these topics check out the full interview above.

How F&I Expert Rick McCormick Found His Niche in the Most Unlikely Place

Recently, Rick McCormick joined CBT's Jim Fitzpatrick in the studio. Rick is the National Account Development Manager at Reahard & Associates, a business that provides custom-tailored in-dealership F&I training programs and consulting services that help to increase a dealership's F&I income. Rick discusses his past work as a clergyman and how it affects his F&I training techniques today, and the similarities that he has discovered related to the skills needed for each line of work.