AUTO DEALERS - 'WE UNDERSTAND YOUR BUSINESS' NO ONE KNOWS YOUR BUSINESS BETTER THAN YOU Dear (Customer Name): Every business is special. In the auto dealer business, you have your own t...

DON'T SAY IT'S SO UNLESS YOU'RE SURE IT'S SO by Curtis Pearsall Recently, I had a personal situation that could have led to an E&O claim. Every year in August, I take my two boys and my oldest s...

The bar has been raised in order to qualify 'expert witnesses.' Rule 702 of the Federal Rules of Evidence** addresses the qualification of expert witnesses, as do procedural rules at the state level. This document by Roy Phillips and Thomas Veitch gives you the details.

REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...

THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

TOTAL SERVICE Dear (Customer Name), BUYING A CAR PIECE BY PIECE? How would you like to buy your next car in pieces, and buy each piece from a different supplier? It wouldn't make much s...

TURN YESTERDAY'S GIVEAWAY INTO TODAY'S PROMOTIONAL POWER SEVEN WAYS TO GET THAT EXTRA EDGE by Ellen Daly Industry spends an estimated billions of dollars every year on promotional products ...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.