Shows
DrivingSales InsightsBuilding a Digital Marketing Game Plan for the Second Half of the YearIt’s Halftime… Do You Have a Winning Game Plan for the 2nd Half? In this webinar, we will review your digital marketing game plan for the 1st half of the year and show you how to determine what worked and what didn't.You’ll learn how to develop a winning game plan for the rest of 2019 and help you build a process to implement a successful marketing plan. Then we will help you establish how to implement a digital marketing plan discussing what your biggest opportunities are around digital marketing.Today it is more im...
2024-07-1635 min
DrivingSales Defining LeadershipAI and Digital Transformation in Dealerships w/ Brian Kramer of Cars.comIn this episode of the Defining Leadership, the Driving Sales Podcast, hosts Bart Wilson and J.D. Mixon sit down with Brian Kramer, EVP at Cars.com and General Manager of Accutrade. Brian brings his vast experience and expertise to the table, discussing the latest trends and challenges in the automotive industry. He delves into strategies for effective used vehicle acquisition, the importance of digital transformation, and the critical role of AI in modern dealerships. Brian also shares insights on creating a digital culture and the impact of technology on improving customer and employee experiences. Tune in for a deep...
2024-07-1332 minDrivingSales InsightsMastering Training and Recruitment in the DealershipDiscover the secrets to effective automotive dealership training and dealership recruitment with Paul Budvitis, CEO and founder of Insurian as he sits down with DrivingSales. In this insightful video, Paul shares his wealth of experience on sales training tips, the importance of automotive mentorship, and strategies to empower your team.Whether you're looking to enhance your car sales techniques or seeking to excel in the automotive industry, this video is packed with valuable insights and practical advice. Watch now to transform your training programs and drive success in your dealership!
2024-07-0927 min
DrivingSales Defining LeadershipHow to Create Parts and Service Manager ScorecardsIntroduction to Service Manager ScorecardsIn this insightful episode of the Driving Sales Defining Leadership Podcast, we delve into the essential process of creating effective parts and service manager scorecards. Hosts Bart Wilson and J.D. Mixon are joined by special guest Craig Wilson, who brings his extensive experience and expert insights to the discussion. Learn why service manager scorecards are crucial for managing your service departments, discover the key performance indicators (KPIs) you should track, and get practical tips to enhance your department’s efficiency and accountability.Understanding Parts Manager ScorecardsCraig a...
2024-07-0734 minDrivingSales InsightsDeveloping Processes That Actually Retain TalentIn our business, consumers don't get a better experience from your processes, they get it from your people. But how well are you training your people? Many times a process or product is put in place to help solve a problem. A new product or process is only as good as the people who implement it.Join Jason Volny, National Training Manager at DrivingSales, for an exclusive DrivingSales webinar. Watching this webinar will teach you what you are currently doing wrong when it comes to developing talent and then help you develop a framework to develop and train...
2024-07-0135 min
DrivingSales Defining LeadershipLeadership and Remote Work in Automotive with Mike Donovan of SEMDWelcome to another episode of “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Remote Work in Dealerships: Insights from Mike Donovan,” hosts Bart Wilson and J.D. Mixon are joined by Mike Donovan, CEO and co-founder of Search Engines MD. Mike shares his extensive experience managing a remote workforce and how it can benefit dealership operations.Throughout the discussion, Mike highlights the importance of work-life balance, effective communication, and fostering a supportive team environment. He explains how remote work isn't just for tech companies but can also apply to dealersh...
2024-06-2736 minDrivingSales Insights4 Tips to Influence Buyer BehaviorLearn how to pursue in-market car shoppers effectively. What truly motivates car shoppers to their next purchase? How should your BDC/Sales teams follow up when shoppers are in market and throughout the rest of their purchase lifecycle to stay top of mind?Join Gray Scott, Marketing Director for Muller Honda and Muller Honda of Gurnee, and Jon Petron, Vice President of Advanced Services at Outsell, on June 6 at 2:00 pm ET for a live webinar moderated by DrivingSales as they discuss intent to purchase versus consumer intelligence and how to turn those insights into actionable sales.
2024-06-2640 min
DrivingSales Defining LeadershipHow Employee Certifications Improve ResultsWelcome to “DrivingSales Defining Leadership,” the podcast where we dig into the world of automotive dealership leadership. In this episode, “Dealership Excellence: Employee Certification Insights,” Bart Wilson and J.D. Mixon, with over 30 years of combined automotive retail experience, share how certifications can boost your dealership’s performance. Every week, we chat about crucial topics like human capital management, improving processes, and what today’s workforce really wants in a career. Our mission is to help dealership professionals—from department managers to general managers—see why tailored certifications matter and how they can create a more engaged, competent, and successful t...
2024-06-1838 minDrivingSales InsightsMaximize Your Automotive Marketing ROIJoin Dan Trinidad, Founder and CEO of Benchmark Data, as he dives deep into the crucial question every business faces: "What's my ROI?" Discover practical tips on how to optimize your marketing strategies, enhance process efficiency, and leverage software systems for better business outcomes. Whether you're a business owner, general manager, or an executive, this video will empower you with knowledge to understand and improve your return on investment across various marketing channels.Key Highlights: - Understanding ROI in marketing and how to measure it effectively. - Strategies for enhancing operational efficiency to boost ROI. - I...
2024-06-1830 minDrivingSales InsightsFrom First Search to Final Sale Understanding Today's Customer JourneyThe modern customer journey has changed with the majority of decision-making, price matching, and quality assurance done online before even being in the store. Often times consumers are just using the internet to determine which location they will be purchasing or servicing their car based upon convenience and price. Convenience is a factor when determining price and will sway a customer’s decision. Learn how to get an advantage on your competition with these insights into the modern customer journey and how to position yourself for success. When you are able to leverage convenience your customers will tend to...
2024-06-1138 min
DrivingSales Defining LeadershipHow to Create a BDC Manager ScorecardWelcome to another insightful episode of DrivingSales Defining Leadership, where hosts Bart Wilson and J.D. Mixon bring over 30 years of combined automotive retail experience to the forefront. In this episode, we're diving deep into the vital role of BDC (Business Development Center) managers and how their scorecards can be effectively utilized to enhance dealership performance. Joined by Craig Wilson, Customer Success Manager at DrivingSales, the discussion centers on the metrics and best practices that make BDC managers pivotal to dealership success.Episode Highlights:Introduction to BDC Manager Scorecards: Bart, J.D., and Craig begin...
2024-06-0740 minDrivingSales InsightsImplementing Technology - Get From Launch to ROI FasterThere is a lot of tech in your store. Learn about the tips and best practices for maximizing the return on new technology investments as well as getting the most bang for your buck out of existing technology.Implementing new systems and technologies can feel overwhelming for dealership management.There are a lot of tools out there to sell more cars and do more service but if you aren’t using them properly they are being squandered. There's risk involved with any kind of change and since there's an associated cost with new technologies, it can be difficult to...
2024-06-0425 min
DrivingSales Defining LeadershipLeadership with CRMs in Automotive Dealerships with Steve RoesslerIn this episode of the DrivingSales Defining Leadership Podcast, host Bart Wilson sits down with Steve Roessler, Chief Evangelist Officer at DriveCentric, to explore the evolving landscape of leadership in automotive dealerships. Steve shares his expert insights on how effective dealership management strategies and innovative CRM solutions are transforming the automotive industry. Listeners will gain valuable knowledge on:The role of technology in enhancing dealership operationsBest practices for human capital managementHow to implement successful CRM systemsLeadership tips to drive team performance and customer satisfactionWhether you're a department manager, owner, or general manager, this episode provides actionable advice t...
2024-05-3139 minDrivingSales InsightsCritical Trends in Automotive for 2024 Explained by Jasen Rice of LotPopJoin us for a compelling discussion with Jasen Rice, the founder and CEO of LotPop, as he shares invaluable insights into inventory management within the automotive industry. This interview delves into the nuances of inventory trends, economic impacts, and strategic advice for car dealerships striving to optimize their operations in today's ever-evolving market landscape.
2024-05-3030 minDrivingSales InsightsThe 5 Biggest Online Retailing Challenges and How to Profitably Overcome ThemAs customer expectations continue to evolve, more and more dealers are turning to online retailing to reduce friction and surpass those expectations. Ensure a successful launch or ramp up your existing solution by learning the 5 biggest challenges to effective online retailing, identify the root cause of these challenges, and discover how to overcome them, profitably.Explore the strategies dealers are using to overcome these challenges in every aspect of their business, from their website to their marketing strategies to their sales team. Watch the video and you’ll learn, laugh, and leave with best practices to successfully integrate an...
2024-05-2342 min
DrivingSales Defining LeadershipThe Pulse of Automotive Leadership with Michael Hayes, NADA Academy DirectorIn this episode of DrivingSales Defining Leadership, hosts Bart Wilson and J.D. Mixon sit down with special guest Michael Hayes, Director of the NADA Academy. With over four decades in the auto industry, Michael shares his invaluable insights on leadership and the evolution of dealership management. Together, they explore how modern software changes impact dealership operations and discuss strategies for fostering a culture of innovation and excellence. Tune in to gain a deeper understanding of what today's workforce looks for in a career and how leaders can adapt to meet these evolving expectations.
2024-05-1836 minDrivingSales InsightsGreg Gifford tells us How Google's AI will Revolutionize SEO for Automotive WebsitesJoin Greg Gifford, the renowned SEO guru and Vice President of Search at SearchLab Digital, as he navigates the cutting-edge intersection of SEO and artificial intelligence in the automotive industry. This enlightening video unpacks the profound impact of Google's Search Generative Experience (SGE) on SEO strategies, specifically tailored for the unique challenges and opportunities faced by automotive dealerships.
2024-05-1430 min
DrivingSales Defining LeadershipLeadership Under the Hood: Guiding Dealerships Thru Software ChangesJoin hosts Bart Wilson and J.D. Mixon on a journey through the evolving landscape of automotive retail. This week on "Driving Sales: Defining Leadership," we delve into the critical role of leadership during technological transformations in dealerships. With special guest Doug Slezak, a Master Certified Support Specialist from Solera Automate Dealership Systems, we explore the nuances of guiding teams through significant software changes.Discover effective strategies for earning trust and facilitating smooth transitions, even amidst the challenges that new systems can present. Doug shares his extensive experience, providing insights into establishing credibility, gaining employee buy-in, and the...
2024-05-0931 minDrivingSales InsightsHow To Win The Trade With The WhyToday’s consumer demands a high level of transparency and independent validation in the dealership experience, especially with the valuation of their trade-in. There’s significant friction in the appraisal process because consumers naturally feel that their vehicle is valued at the top of the market and dealers must set realistic expectations. On top of that, offering high levels of transparency and balancing profitability can be challenging. This session will provide specific tactics that enable you to be transparent and profitable.
2024-05-0924 minDrivingSales InsightsFuture-Proof Your Dealership with Generative AIIt goes without saying that Generative AI has revolutionized the way businesses operate across various industries, and automotive is no exception. This groundbreaking technology is redefining the future of automotive dealerships by enhancing customer interactions, optimizing employee efficiency, and boosting overall profitability. Generative AI in Automotive is expanding daily so you don't want to get left behind. Presenter: Derek Simonds, Numa
2024-05-0243 min
DrivingSales Defining LeadershipHow to Create Sales Manager ScorecardWelcome to the future of automotive dealership management with our latest episode of the "Driving Sales Defining Leadership Podcast," titled "How to Create Sales Manager Scorecards". Join our expert hosts, Bart Wilson, Craig Wilson, and J.D. Mixon, as they explore the dynamic role of managerial scorecards in enhancing dealership operations and leadership quality. This episode delves into the critical question of creating scorecards for new or used car sales managers to drive performance.Our discussion covers a wide range of topics, including the design and implementation of scorecards, the benefits they bring to management efficiency, and the p...
2024-05-0142 minDrivingSales InsightsThe Power of a CDP in Dealership MarketingMike Dececco, Vice President of Business Development at Fullpath, talks to us about the emerging trend in automotive: CDPs. He reviews the value they provide in sales and service marketing and provides specific examples of how it can supercharge new sales as well as retention in your dealership.
2024-04-1634 min
DrivingSales Defining LeadershipMeasuring Management: Should Managers have Scorecards?Join hosts Bart Wilson and J.D. Mixon on 'Measuring Management: Should Managers Have Scorecards?' as they tackle the evolving needs of leadership within the automotive industry. This episode addresses the critical question of whether implementing managerial scorecards can drive greater efficiency and leadership quality in automotive dealerships. Listen as our experts, including customer success manager Craig Wilson, discuss the impacts of performance evaluation systems on management practices and explore real-world applications that could redefine success at your dealership.Chapter List0:00 - Introduction to Managerial ChallengesIntroduction and overview of leadership challenges in the automotive...
2024-04-1529 minDrivingSales InsightsPlan to Train or Plan to Fail: Grow Your Sales Managers into Sales LeadersWho taught our sales managers how to lead? Who taught them how to develop and engage our millennial workforce? If your answer is, "They learned by watching the managers before them," you are right. However, what worked for Generation X is accelerating our revolving door in this competitive workforce marketplace. It's the perfect storm, we can't get anyone to apply to sell cars, and if we do get them, we can't get them to stay.We've all been saying this for years. We promote our top salespeople to be our sales managers, however, the competencies to sell a...
2024-04-0935 min
DrivingSales Defining LeadershipThe Art of Adult Learning: Adapting Education for the Automotive Industry w/ John DiazDive into the heart of adult education within the automotive industry in this insightful episode of "Driving Sales, Defining Leadership." This time, hosts Bart Wilson and J.D. Mixon are joined by John Diaz, a seasoned Learning and Development Specialist from Principle Auto Group. With a rich background in educational programs and a passion for adult learning, John sheds light on how adult education principles are revolutionizing training and development in the automotive sector.Highlights of the Episode:Exploring the principles of adult learning in the context of the automotive industryJohn Diaz's journey from educational...
2024-04-0440 minDrivingSales InsightsSecuring Your Dealership’s Future: Cybersecurity & Compliance GuideIn an era where cybersecurity threats loom larger than ever, protecting your dealership is not just about safeguarding data—it's about securing your future. "Securing Your Dealership’s Future: The Comply.Law Cybersecurity & Compliance Guide" is your comprehensive webinar that delves deep into the cybersecurity and compliance challenges faced by the automotive retail industry today.From understanding the landscape of cybersecurity in automotive retail to implementing a culture of compliance within your team, this guide is tailored to navigate the complexities of today's digital threats.In this podcast, you will discover:•The current state of cybers...
2024-04-0339 minDrivingSales Defining LeadershipPit Stop Perspectives: Fueling Your Team's Potential w/ Mel Wilson, Award Winning Service DirectorDiscover a world where leadership meets innovation in the automotive industry. "DrivingSales Defining Leadership" podcast episode dives deep into the art of leading a team to excellence. With insights from industry experts, J.D. Mixon, Bart Wilson, and special guest, Mel Wilson, Fixed Ops Director of Goode Ford in Burley, ID, learn how to revitalize your leadership approach and steer your dealership towards success.Empowering Teams for Transition:In this episode, we explore the essence of transformative leadership and its impact on team dynamics. Learn how to cultivate a culture of empowerment, where every team...
2024-03-2742 minDrivingSales InsightsThe Future of Customer Engagement: How AI and Big Data are Creating a RevolutionThis episode explores how AI and Big Data are revolutionizing the way we engage with customers, offering personalized experiences that were once thought impossible. Angelica provides fascinating insights into Equifax's role in enriching dealer data, ensuring cleaner, more effective customer databases for a sharper marketing edge and improved sales tactics. Moreover, we delve into the state of Customer Data Platforms (CDPs) and their critical role in managing the vast seas of data, turning them into actionable insights.This episode doesn't just forecast the future; it gives you the tools and knowledge to shape it, emphasizing the importance of...
2024-03-2723 minDrivingSales InsightsNavigating the Digital Transformation in OEM PartsThe auto parts sector is at a critical crossroads. Digital-first preferences now shape consumer and business behaviors alike, redefining commerce. Parts sellers who can provide shoppers with a digital commerce experience are rapidly consuming an ever-growing digital parts marketplace.Mike Rich and Lauren Epler from RevolutionParts share a discussion that dissects the shifting landscape of the parts market. Learn about this shift, the size of the market today, where the market could evolve, and things you can do to prepare yourself.
2024-03-2042 min
DrivingSales Defining LeadershipHow to Create a Service Advisor ScorecardDive deep into the world of automotive service excellence with "Creating Scorecards for Service Advisors," an essential episode for anyone in the automotive service industry. Hosted by Bart Wilson, J.D. Mixon, and Craig Wilson, this episode of "DrivingSales Defining Leadership" podcast provides a comprehensive guide on developing effective scorecards tailored to Service Advisors. Whether you're a service manager, dealership principal, or an aspiring service advisor, this episode is packed with actionable insights to elevate your team's performance, streamline operations, and significantly enhance customer satisfaction.Chapter List:0:00 - Introduction to Scorecards for Service Advisors2:15 - Why S...
2024-03-1935 minDrivingSales Insights7 Ways Text Messaging Will Boost Your Dealership's Bottom LineDealerships exist in a perfectly competitive market. They sell an identical product at a near-identical price and because of this, to win customers, they have to compete primarily on customer experience. If this is true, your dealership has to be the most convenient for customers to work with.Texting your customers not only helps you keep track of conversations but it also allows your customers to respond whenever they want. Plus, text messages give you the ability to send vehicle images, walk-through videos, and even appointment reminders.
2024-03-1428 minDrivingSales InsightsYour Game Plan to Triple Your BDC Close Rate Without Breaking the BankThe Business Development Center, or BDC, has been the subject of heated debate, inspiring headlines like, “Dealerships Are Dead Without a BDC” and “Death to the BDC.” Whether people are for or against BDCs, they all seem to agree on this: manage your BDC the right way and it will deliver significant returns. How significant? Haley Toyota in Roanoke, Virginia, increased its internet lead close rate to 74% by combining the right BDC strategy with e-commerce. That’s more than triple the typical 7-15%. Learn 3 strategies and get your game plan to close more deals, with or without a BDC.Prese...
2024-03-1236 minDrivingSales Defining LeadershipCultivating Growth with Derrick Woolfson: Employee Retention Secrets in AutomotiveIn this episode of "DrivingSales Defining Leadership," hosts Bart Wilson and J.D. Mixon engage in a conversation with Derrick Woolfson, the Vice President of Business Development with an unparalleled expertise in revolutionizing the automotive and heavy-duty trucking sectors. Derrick shares his unique path from a fresh college graduate to becoming an instrumental figure in leveraging technology and customer relationships to drive growth and efficiency in an industry ripe with potential yet facing technological lag.The discussion uncovers Derrick's strategic approach towards customer relationship management, the critical role of establishing a BDC, and the evolution of digital advertising...
2024-03-0735 minDrivingSales InsightsGenerative AI: Transforming Automotive Digital MarketingDive into the future of automotive digital marketing, featuring special guest Alex Melen, a trailblazer in the digital marketing world. This episode is a deep dive into the evolving landscape of SEO, paid search, and the revolutionary impact of generative AI on the automotive industry. Alex shares his journey from immigrating to founding SmartSites, his insights into the balance between paid and organic search, and a forward-looking discussion on the future of digital marketing strategies. Whether you're a marketer, dealership owner, or just fascinated by the digital revolution, this conversation offers valuable insights and actionable strategies to stay ahead in...
2024-03-0739 minDrivingSales InsightsDesktop is DOA. Three Ways to Take Your Digital Showroom to the Next LevelOver the past two years, automotive websites have become bloated with desktop-specific features, but only 30% of a dealership's traffic comes from a desktop computer. This leads to major issues with website mobile speed, and simplicity of UX for shoppers. As website developers, we need to walk the walk when it comes to mobile optimization and really give consumers the experience they've come to expect.Presenter: Cavan Robinson, DealerFire
2024-03-0547 minDrivingSales Defining LeadershipUnlock Employee Potential: Lessons for Motivation with Armand HebertDive into the latest episode of the DrivingSales Defining Leadership podcast, where hosts Bart Wilson and J.D. Mixon welcome Team Development Consultant, Armand Hebert. Together, they unravel the intricacies of hiring the right team members and developing leadership skills that elevate productivity beyond current benchmarks. This episode is a treasure trove for modern automotive dealerships aiming to enhance their workforce, focusing on understanding and leveraging core motivators to assemble teams that not only meet but exceed expectations.Discover why technical skills only account for 15% of workplace success, while the lion's share hinges on people skills. Learn the...
2024-02-2935 minDrivingSales InsightsHow Messaging Can Help You Sell Cars Like Amazon Sells Everything ElseThe majority of car buyers have done most of their research and decision-making before ever stepping foot in a dealership. In fact, the very best leads (based off of closing rate) will come from the dealership website. Most dealers know this and have spent vast sums of time and money optimizing and promoting their websites to accommodate the modern car buyer. Yet, many dealerships are still having trouble converting website visitors and still depend heavily on factory and 3rd party leads.In this episode, we discuss how correctly messaging customers on the right channels can bridge the information...
2024-02-2838 minDrivingSales InsightsWhy Data Will be Your Dealership’s Key DifferentiatorDisconnected data is hurting dealerships. It results in websites that cannot provide a fully optimized, personalized experience for customers, and in data silos that make determining ROI on marketing spend nearly impossible. We will first take a deeper look at the impact of this problem, and then dive into solutions on the horizon with the data revolution coming to automotive. We will explore the developing possibilities for connecting data and outline steps every dealer needs to take to actually understand ROI and maximize marketing spend in a rapidly changing digital world.Presenter: Shoshana DuBow, AutoLeadStar
2024-02-2225 minDrivingSales InsightsIs a “Faster Horse” Slowing Down Your Sales?Take a hard look at your in-store technology. Flashy kiosks may seem shiny and modern, but they’re effectively the equivalent to what Henry Ford called a “faster horse.” Car shoppers have spent more than 13 hours researching vehicles online before they even visit your showroom, and 65% would consider buying entirely online. They didn’t drive to your showroom to do more research on a kiosk; they drove there to speak with an expert and see the product in person. Learn how to invest in your team and leverage the right tools to deliver the seamless “click & mortar” experience shoppers crave.K...
2024-02-2023 minDrivingSales InsightsConvenience Wins 5 Tips to Improve the Customer ExperienceOnline shopping has changed the way that consumers behave. With the rise of sites such as Amazon, Ebay and Etsy consumers now expect the same effortless experience at your dealership. Convenience now tops the list of consumer expectations and dealers that aren’t catering to these expectations will be passed over for those that do.In this webinar, we will discuss how your business can compete in today’s convenience economy and meet the expectations that consumers now have.Key takeaways:How to establish a convenient customer experienceBest practices for your web presenceTips to make...
2024-02-1531 minDrivingSales Defining LeadershipHow to Create a BDC Agent ScorecardDive into the heart of dealership dynamics with the latest episode of the DrivingSales Defining Leadership podcast. Join hosts Bart Wilson, J.D. Mixon, and Craig Wilson as they unravel the essential components of a successful Business Development Center (BDC) through the lens of leadership and strategic management. This episode zeroes in on the transformative power of scorecards for BDC agents and the pivotal role they play in dealership operations.Our experts dissect the intricacies of BDC metrics, from appointment settings to CRM task completion, offering a treasure trove of insights for dealerships eager to refine their approach...
2024-02-1442 minDrivingSales InsightsDriving to the Future Revolutionizing Automotive WebsitesWelcome to a groundbreaking interview hosted by DrivingSales, featuring industry experts Gino Cipperoni and Eliana Raggio from Dealer eProcess Discover how automotive websites are evolving into dynamic, personalized platforms, shaping the future of automotive marketing and training.
2024-02-1334 minDrivingSales Defining LeadershipFrom Combat to Cars: A Leadership Journey with Sean Kelley (Part 2 of 2)In this enlightening episode of "Driving Sales: Defining Leadership," hosts Bart Wilson and J.D. Mixon are joined by Sean Kelley, CEO of Car Motivators and bestselling author of "Learn to Coach, Learn to Lead." Diving deep into the essence of effective leadership within the automotive industry, Sean shares invaluable insights on coaching, leadership, and the transformative power of understanding and implementing feedback. Drawing parallels from military strategies to everyday dealership management, this episode unveils the critical role of communication, recognition, and tailored coaching in fostering a thriving, motivated team. Whether you're a seasoned manager or aspiring to lead, Sean's...
2024-02-0832 minDrivingSales InsightsInsight Into Auto Buying Habits of Millennials, Pickup Truck Buyers, and More!Understanding different types of people remains a key skill for selling cars. In a time when consumers are increasingly doing their research on their own, primarily online, wouldn't it be great to have a head start on understanding some key buyer segments? At CarGurus, we recently surveyed over 3000 car buyers to find out how they think about car buying, how often they change their minds, and what channels they use to communicate with dealers. This webinar will dig into how Millennials, pickup truck buyers, and Hispanics differ from other buyers, up and down the customer journey.Presenter: Madison...
2024-02-0833 minDrivingSales InsightsConsumer Reactions to Digital Retailing: How to Make It Work for YouWe had Root & Associates, a market research firm that specializes in the automotive industry, study the effects of digital retailing and guided shopping in the car purchase process. What it comes down to is this: To realize digital retailing's full potential, you need to pair it with messaging assistance. Come see what we uncovered in these in-depth, in-person interviews and a survey of 1,000+ car buyers and shoppers.Key takeaways include:How to help more people complete the digital retailing process you set up.Why it's so important to think about who answers your car shoppers when they...
2024-02-0639 minDrivingSales InsightsMastering Dealership Website Optimization: AI, Mobile Design & SEO StrategiesJoin Alex Griffis from Overfuel as he delves into the latest trends and strategies for optimizing dealership websites. This insightful discussion covers a range of topics crucial for digital success in the automotive industry.Discover the potential and pitfalls of AI integration, the importance of a mobile-first approach, and practical tips on enhancing customer experience online. Learn how to harness organic traffic through efficient SEO practices, simplify user interfaces for better engagement, and effectively use digital retailing tools. Plus, get expert advice on analyzing ROI and adapting to changing customer behaviors. Perfect for dealership owners, digital marketers, and...
2024-02-0234 minDrivingSales Defining LeadershipFrom Combat to Cars: A Leadership Journey with Sean Kelley (Part 1 of 2)Join hosts J.D. Mixon and Bart Wilson on the Driving Sales Defining Leadership podcast, brought to you by DrivingSales.com, as they explore the transformative power of leadership and coaching in the automotive industry. In this insightful episode, they are joined by Sean Kelley, CEO of CarMotivators (CarMotivators.com) and best-selling author, known for his dynamic approach to leadership and coaching within the automotive sector.Delve into Sean's unique journey from a U.S. Army Special Operations combat veteran to a pivotal figure in the automotive world, where his military experiences shape his leadership and coaching philosophies...
2024-02-0131 minDrivingSales InsightsReclaim Command of Your Digital MarketingToday's car shopper is not going to make a purchase using the same behavior they did 5 years ago. 72% of consumers are unhappy with the buying process at the dealership and are spending more time researching potential purchases online. This webinar will serve as an opportunity for dealers to step back and learn what must be done to evaluate their digital marketing to ensure they are reaching car buyers. Key takeaways include:Data behind digital marketing trendsWhat makes for successful and engaging content on search enginesImplementing new tools to improve your current digital marketing strategyPresenter: James Klaus, Dealer...
2024-01-3027 minDrivingSales InsightsUnlocking the Value of Your DataIn the ever-changing world of automotive sales, mastering automotive data utilization is crucial for driving effective marketing efforts and achieving strong customer engagement. Many dealerships face a hurdle: their marketing campaigns underperform due to disorganized and incomplete automotive data. Dealerships hold valuable customer information within their DMSs, CRMs, and marketing systems, but the quality of this automotive data deteriorates rapidly and is often scattered across multiple systems, rendering many marketing initiatives ineffective or unpredictable.Investing in foundational elements that enhance automotive data utilization across communication channels and marketing tools is essential. This involves employing an automotive-specific Customer Data...
2024-01-2554 minDrivingSales Defining LeadershipCultivating a Resilient Mindset in the Modern WorkforceIn this episode of "DrivingSales Defining Leadership," hosts J.D. Mixon and Bart Wilson discuss the evolution of leadership and the essential traits required in today’s dynamic environment. Our special guest, Gail Rubinstein, Founder & CEO of Retail Resilient, brings her unique insights and experiences to the table, enriching the conversation with practical examples and personal anecdotes.The episode delves into the concept of resilience, both personally and professionally, exploring its definition, importance, and how it can be nurtured and developed within a team. Gail shares her journey and the challenges she faced, providing a real-world perspective on re...
2024-01-2341 minDrivingSales InsightsAI and Dealership Phone HandlingWe recently chatted with Gary Graves, CEO of TotalCX, about the current state of call management and how he sees the future.
2024-01-2226 minDrivingSales Insights20 Tips to Use Ads, AI, and Social Media to Supercharge Your SalesFrom discovery to purchase, your customers have changed the way they buy and service their vehicles. They're on social media, searching for you and Google, shopping on Facebook Marketplace, and expect immediate responses - - not by phone or email. 89% of consumers prefer to communicate through messaging - -whether by cell phone or a messaging app, like Facebook Messenger. Ads, AI, and social media influence every part of the consumer journey and drive more traffic to your showroom and service lane. Get our top 20 tips to use targeted social ads to reach customers, AI to streamline operations and sell more...
2024-01-1931 minDrivingSales InsightsDelivering a Car Buying Experience Your Customers WantBased on consumer research, the data is undeniable. The traditional "Road to the Sale" is not aligned with how customers want to buy, but there is a way to successfully navigate the challenges presented by today's buyers and to sell more cars, more profitably. The role of the internet has fundamentally changed the way that customers want to shop and purchase once they step foot in your dealership—they want more convenience and less frustration.Presenter: Patrick McMullen, MAXDigital
2024-01-1743 minDrivingSales Defining LeadershipThe Evolving Automotive Job Market: Millennials and Gen Z in the Auto IndustryWelcome to DrivingSales' "Defining Leadership" podcast, where we explore the evolving landscape of leadership in the automotive industry. Hosted by Bart Wilson and J.D. Mixon, this podcast offers a fresh perspective on the challenges and opportunities facing dealership employees at all career stages.In this episode, J.D. and Bart delve into the findings of our post-pandemic talent market research project, shedding light on key takeaways and their impact on Millennial and Gen Z employees in the automotive sector. They discuss the current job market's dynamics, the gap between available jobs and qualified candidates, and the nuances...
2024-01-1638 minDrivingSales InsightsWhy Your Dealership Needs an Omni-Channel Communication StrategyWhile a vast majority of the car-buying process is happening online, there comes a time when your customers will eventually need to take that process offline. Dealerships that are winning are providing consumers with a number of different options to connect and drive them to the dealership, including text, web chat, email, phone, and others.Key takeaways include: What it means to have an omni-channel strategyHow today's car buyer finds and connects with a dealershipWhy connecting your dealership to Google Click-to-Message and Facebook Messenger will drive more leadsThe benefits of having a unified inbox for all of your customer...
2024-01-1136 minDrivingSales InsightsThe Shifting Paradigm of Automotive SalesThe way retailers approach traditional sales pipelines of Internet, walk-ins, and inbound calls is changing. We will share and recommend ways to personalize the sales experience to every customer.
2024-01-0943 minDrivingSales Defining LeadershipHow to Create a Salesperson ScorecardIn this episode, we review the criteria that make up a good quota, such as combining effort and performance quotas. We also talk about the five filters and use them to build a salesperson scorecard.Presenters: Bart Wilson, DrivingSalesJ.D. Mixon, DrivingSalesCraig Wilson, DrivingSales
2024-01-0838 minDrivingSales InsightsSelling Profitably When Your Customers Know More Than Your SalespeopleThe average consumer conducts 14 hours of online research before they end up purchasing a used car (2016 Auto Trader Study). As a result, they often know more about the vehicles they’re interested in than your salespeople do. In this webinar, attendees will discover how to deliver an exceptional customer experience through building quality and value. Learn how to easily turn sales staff into product experts and how to build confidence and trust with customers so they’ll choose you over others and purchase cars at asking price.Presenter: Matt Meyers, MAX Digital
2024-01-0425 minDrivingSales InsightsMake Digital Retailing Work For Your DealershipWe all know that consumers want more convenience when it comes to car buying. It's why digital retailing is such a hot topic. But instead of debating whether digital retailing is good or bad for dealers, let's talk about the bigger picture of conversational commerce and how you can help reduce frustrations for consumers during this process while building even more relationships.Presenter: Ed Parkinson
2024-01-0336 minDrivingSales InsightsConnecting Offline Marketing to Online ConversionsThe path from offline marketing to online browsing is seamless today. Savvy digital marketers are weaving offline and online presence together with messaging to build relationships with shoppers whenever and wherever they’re ready to connect.Presenter: Ed Parkinson, ContactAtOnce
2023-12-2821 minDrivingSales Insights5 Tips for Improving Customer Engagement in Every Customer InteractionThe online and offline worlds are colliding. Customers carry pocket-sized computers everywhere they go, but that doesn’t mean that personal face-to-face interactions aren't just as important as those online. In today's environment, engagement is more important than ever.
2023-12-2728 minDrivingSales InsightsStop the New-Hire Revolving Door at Your DealershipDid you know with turnover rates at 67% it costs your dealership as much as $450 per car sold and about $45,000 per lost employee? Whether you’re a General Manager who wants to boost profitability, a Sales Manager who wants to analyze sales performance or a Sales Consultant who wants to visualize a career path, this webinar will help you succeed.In this podcast you will learn how to:Onboard, develop, and retain world-class salespeople by developing your staff’s competencies – all while reducing your dealership’s turnover rate.Assess employee accountability through testing, growth maps, and strategies, to develop core ski...
2023-12-2146 minDrivingSales InsightsGear Up for Success: Effective Goal SettingDuring this roundtable, we focus on goal setting in the new year. This ranges from goals for ourselves, and our teams, but also how to encourage our team members to set goals for themselves. As we know as leaders in organizations, allowing our team to set their own expectations/goals almost always improves follow-through.Moderator: J.D. Mixon, DrivingSalesGuests: Mel Wilson, Goode FordDennis Montjoy, Sport Auto GroupJohn Diaz, Principle AutomotiveArmand Hebert, Hebert ConsultingDanijel Velicki, SqwireCraig Wilson, DrivingSales
2023-12-191h 02DrivingSales InsightsThe Auto Dealer's 5-Step Guide to Team BuildingIs your dealership utilizing its team to increase efficiencies and productivity? If not, you need to foster a team dynamic for a number of reasons. More than 85 percent of all workplace failures have been attributed to lack of collaboration and/or ineffective communication. The degree to which team members socialize away from their workstations contributes to as much as a 35 percent variance in team performance. Learn why your dealership not only needs skilled employees, but also a cohesive team that strives to accomplish a common goal.Guest: Mike Esposito
2023-12-1441 minDrivingSales InsightsBridging the Gap Between Online and In-Store Experiences using AIIn a world where digital transformation is key, Audi Jacksonville has boldly redefined the car buying experience. In this episode we uncover how they revolutionized their sales process, benefiting both their team and customers. Discover the Future of Automotive Retailing with Audi Jacksonville's Success Story!
2023-12-1358 minDrivingSales Defining LeadershipGetting Started: How to Build a New Hire Orientation ProcessIn this episode of the Dealership HCM podcast, Bart and Jason discuss how to get started creating a new hire orientation process. They’ll share the specific steps to launching this process and what you need to consider to make it stick at your store. Notes:5 things to consider:- What do I need them to know- How long should the orientation take- How do I train them- How do I prioritize the training- Who is accountableLearn more about the DrivingSales Master Certification here:
2021-05-2641 minDrivingSales Defining LeadershipNavigating the Challenges of Retail Automotive Today - with guest Peter CooperIn this episode of the Dealership HCM podcast, Bart and Jason sit down with Peter Cooper, President/CEO of Lexus of Lehigh Valley. Peter gives us a 50,000 ft view of where the industry is headed and shares best practices to navigate through the issues of today. Don’t miss this episode!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX
2021-05-1849 minDrivingSales Defining LeadershipNew Hire Orientation: Put Your New Employees on the Right PathDiscover the framework for an effective new orientation process you can implement at your store. In this episode of the Dealership HCM podcast, Bart and Jason share the steps to create a system for training and developing new hires and how this process is key to securing a competitive advantage in today’s landscape. Listen today!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX
2021-05-0543 minDrivingSales Defining LeadershipManage Your Employees with a Career PathDiscover the specific steps and best practices you should be following in order to get the most value out of a career pathing process. In this episode of the Dealership HCM podcast, Bart and Jason discuss how dealership leaders can manage their employees with a career path and what to watch out for when implementing this process. Listen today!Notes:Learn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2OClick here for more info about DSES 2021:https://bit.ly/3vo60FX
2021-04-2745 minDrivingSales Defining LeadershipCraft a Reward Structure that Motivates Your PeopleIn this episode of the DrivingSales Dealership HCM podcast, Bart and Jason discuss the steps to creating a reward structure for your dealership that motivates your employees and leads to increased results. Discover creative methods for incentivizing your people other than money that you should try today. Listen now!
2021-04-2046 minDrivingSales Defining LeadershipCreate a Dealership that Your Employees Won’t Want to Leave - with guest Clint PulverIn this episode of the Dealership HCM podcast, Bart and Jason sit down with employee retention expert Clint Pulver to discuss tactics that dealers can use today to engage and develop their employees. Learn about the “mass exodus” in store for dealerships that aren’t prioritizing their employee needs today and how to avoid the fallout at your store. Also, discover the 5 “C”s of becoming a meaningful mentor to your employees today. Listen now!Notes:@ClintPulverLink to Clint’s new book: https://www.amazon.com/dp/1989603378/ref=cm_sw_r_cp_api_glt_i_12...
2021-04-1350 minDrivingSales Defining LeadershipThe FAQs of Career Pathing: What You Need to Know When Launching Career PathsIn this episode of the DrivingSales Dealership HCM podcast, Bart and Jason discuss some of the most common challenges faced when launching a career pathing process and share best practices for dealers to consider. Identify and address the obstacles that frequently come up when launching, managing, and making the process stick at your dealership. Listen today!Notes:[Video] Leadership Lessons from Dancing Guyhttps://www.youtube.com/watch?v=fW8amMCVAJQ&t=8sLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2O
2021-04-0641 minDrivingSales Defining LeadershipLeadership Disciplines That Produce Results at Your Store - with guest Bob MorganIn this episode of the DrivingSales Dealership HCM podcast, Bart and Jason sit down with author and Leadership Expert, Bob Morgan to discuss the disciplines of effective leadership. Bob shares many of the leadership lessons he learned throughout his career in retail automotive and how good leaders can leverage these disciplines today to motivate their people and increase results. Don’t miss this episode!Notes:Bob Morgan Contact -801.633.8252bobmorgan@vobconsulting.comLearn more about the DrivingSales Master Certification here:https://bit.ly/3qhRL2O
2021-03-3039 minDrivingSales Defining LeadershipGet Started Building Career Paths at Your StoreIn this episode, you'll discover the seven steps to developing career paths today. Bart and Jason take a deep dive into career paths and how to make them a reality at your store with these actionable steps.
2021-03-2343 minDrivingSales Defining LeadershipManaging and Developing Todays WorkforceIn today’s episode, Bart and Jason discuss the needs of dealership employees today in order to grow and develop. Learn the importance of implementing employee development processes at your dealership and how to get started today.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-03-1644 minDrivingSales Defining LeadershipWhy Career Paths MatterIn this episode of the Dealership HCM Podcast, Bart and Jason discuss the importance of creating career paths for your employees. Career paths are a key component to motivating and engaging your employees and should be a priority at any dealership.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-03-1039 minDrivingSales Defining LeadershipThe Keys to Better Coaching Sessions - with guest Sean KelleyIn this episode, Sean Kelley of Car Motivators stops by to discuss coaching with Bart and Jason. They talk about the value of coaching and how it improves your employee engagement. You’ll learn why you need that skill and discover techniques you can use to hold a coaching session with your employees.Notes:Sean Kelley contact:C: 314-323-8234O: 888-921-0221sean@carmotivators.com
2021-03-0448 minDrivingSales Defining LeadershipCoaching Fixed Operations to Success - with guest Brad LillieIn this episode, Bart and Jason are joined by Brad Lillie, President of Fixed Up Pro and Fixed Operations expert as they discuss training and developing employees on the fixed ops side of the dealership. Brad shares insights that he’s learned from his many years in the business and discusses the actions and behavior that need to be prioritized in order to have a successful Fixed Ops team. You’ll come away with the specific quotas you need to know to build your fixed ops scorecards today.Notes:Brad Lillie contact:515.238.1708Brad@fixeduppro.com
2021-02-2341 minDrivingSales Defining LeadershipFeedback and Coaching that Leads to ChangeIn this episode, Bart and Jason discuss the importance of giving quality feedback and coaching and how this one of the most important tools that a manager has at his disposal to develop their team. By mastering this skill, managers will be able to engage and motivate their employees in a way that leads to long-lasting improvement. Don’t miss this episode!Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-02-1641 minDrivingSales Defining LeadershipHow to Perform an Effective Scorecard Review to Motivate Your TeamIn this episode, Bart and Jason discuss the key components of a successful scorecard review. Learn how to leverage this process at your store to increase the performance of your people and improve the dealership culture. Bart and Jason share some really helpful tips to making this process a reality at your store.Notes:Top Questions for a Scorecard Review:https://www.drivingsales.com/jason-volny-52913/blog/effective-questions-for-a-performance-review?source=searchLearn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-02-0943 minDrivingSales Defining LeadershipEngagement & Success: Getting Your Employees Involved in the Review ProcessIn this episode, Bart and Jason discuss tips for Managers to get their employees engaged. Learn how an engaged employee will be a problem solver at any store. Bart and Jason also talk about the importance of putting our people in the driver's seat of their own success.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-02-0240 minDrivingSales Defining LeadershipEstablishing Metrics. Are You Focusing on the Right Ones?We've discussed the importance of selecting and tracking metrics that allow you to better understand the success of your employees, but how will you know you've chosen the right ones? In this episode, Bart and Jason discuss several filters that you can use to determine if you are focusing on the right metrics for your team. We discuss how to make sure that the tasks and activities that you measure and track actually add value to your team and don't become just another box that we check.Notes:Learn more about the DrivingSales Master Class here:
2021-01-2642 minDrivingSales Defining LeadershipEffort vs Performance Metrics: Get a Better Understanding of Your Team's SuccessIn this episode, Jason and Bart discuss the importance of choosing the right metrics to track for your team and how those generally fall into two categories, effort and performance metrics. We'll highlight the difference between these metrics and how both are critical to fully understanding the performance of your employees and how managers who don't prioritize both kinds of metrics will have an uphill battle when coaching their people.Notes:Learn more about the DrivingSales Master Class here:https://bit.ly/3qhRL2O
2021-01-1941 minDrivingSales Defining LeadershipEX and CX: Aligning Your Employees with the Needs of Your CustomersIn this episode, we discuss the need for dealers to focus on their Employee Experience and this significantly affects your CX. We'll also discuss trust in the dealership. Not only trust between the customer and dealership but trust between employees and managers and how this relationship directly impacts the customer experience. Check it out here!
2021-01-1244 minDrivingSales Defining LeadershipFeedback and Millennials: Getting the Most Out of the Younger GenerationsThe latest episode of the DrivingSales podcast is here! Bart and Jason discuss the best ways for dealership employees to give and receive feedback. They also dive into the best way to approach feedback for the younger generations of employees today in order to get results. Don't miss this episode!Notes:Get the Gallup report here:https://www.gallup.com/workplace/238064/re-engineering-performance-management.aspx
2021-01-0548 minDrivingSales Defining LeadershipEmployee Scorecards: A Huge Resource Untapped by Dealers?Bart and Jason sit down to discuss how employee scorecards can help dealership leaders develop and motivate their employees to perform at a higher level. Bart and Jason go into detail about how dealerships can implement a scorecard process and make it stick across the organization. Resources:Managing Your Human Capital-https://wp.drivingsales.com/wp-content/uploads/2020/12/DrivingSales-WhitePaper.pdfScorecard Template-https://wp.drivingsales.com/wp-content/uploads/2020/04/Performance-Review-Scorecard-Worksheet-Fillable.pdf
2020-12-2940 minDrivingSales Defining LeadershipHow Top Dealerships Grow Their Top Performers by LevelLearn to build a career path for any job role in your dealership. Your new-hires should have a path with multiple levels, performance achievements, habits, and training based on their individual needs. If you are interested in getting more hands-on experience, join our No-Cost Employee Management Master Certification to learn, build, and implement key processes that drive engagement and high performance of the modern workforce. In this Master Certification ( https://wp.drivingsales.com/about/master-class/ ), you'll be required to complete the assigned homework packet that includes worksheets and examples ( https://www.drivingsales.com/jason-volny-52913/blog/master-class-homework-packet-career-pathing?source=search ). As always, w...
2020-12-2237 minDrivingSales Defining LeadershipWe're not in the car business, we're in the people businessThe workforce is changing and we must change with them. There are several key processes that top-performing dealers use to help drive engagement and high performance of the modern workforce. Traditional practices to recruit, train, and retain top talent are no longer enough.
2020-02-1142 min
AutoConverse Mobility Tech & ConnectivityON AIR :: Are Fixed Ops Managers Missing Out from Industry Events?In this episode of the Mobility Tech & Connectivity Show we honor World Ranger Day and meet with DrivingSales Director of Operations and Media Bart Wilson for a preview of the 10th Annual DrivingSales Executive Summit scheduled this Fall. Ryan Gerardi and Bart talk about the keynote speakers slated for the summit, the new "Beast Mode" feature, and other activities including why fixed ops managers should be attending DSES and other industry events. View the original live stream on YouTube. Get full access to AutoConverse at autoconverse.substack.com/subscribe
2019-08-0947 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentInnovation is a ChoiceIsn’t if funny how we obsess over controlling all the things we can’t, yet often ignore the one thing we can. The one thing you can always control is your decision.I had the chance to head down to NYC to speak at the DrivingSales President’s Club this week and it really had me considering what keeps people from being innovative. As I thought more about it, I realized that most people see innovation as some magic ability for OTHER people. They feel like they aren’t smart enough, or fast enough or that they don...
2019-04-2307 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentBring Your Therapist To Work DayThere are few people over the last 5 years of my life that have personally given me more clarity than this weeks guest. His name is Mike Lynch and he happens to be my therapist. Let’s face it, we all have issues that blur our vision and judgement at times. Most times, they aren’t business issues or personal issues or coworker issues or relationship issues…they are HUMAN ISSUES.Listen in as Mike and I discuss the things that get in the way of our better judgement and success. The real variable is how you choose to eng...
2019-04-0931 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentIt's OK to Take a Break!Have you ever found yourself exhausted from being neck deep on so many different fronts? I surely have. The funny thing is that all the things you are doing could even be good, positive and engaging things. Yet, you can still get tired and that’s ok.This weeks podcast is a quick shot where I dig into this balance and also get a little old school some quick and easy strategies for getting the most important things accomplished through understanding and aligning your team.I hear lots of voices telling everyone to “hustle their face...
2019-04-0213 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentBusiness Doesn't Suck... with Carvana CEO, Ernie GarciaIt seems the word "disruption" is thrown around pretty loosely these days. Ernie Garcia legitimately disrupted one of the largest retail industries in the USA. Automotive. Our conversation spans from cars to startup culture to personal legacy. One of my favorite parts of the interview is when I asked him to tell me about the moment when he realized Carvana was going to work. You’ll have to listen for the answer.. . .Upcoming Speaking Appearances:DrivingSales President’s Club: (PROMO CODE: DALYVIP) April 17DMSC: May 19-21. . .paul...
2019-03-2649 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentA Dealership for The PeopleWhat’s the difference between crazy and eccentric? Today’s guest will help you consider the answer. We talk about his huge collection of custom Nikes (I knew I liked him), his 22,000 gallon koi pond you have to cross on a glass walkway in order to get into his Lexus dealership. I’m really looking forward to introducing you to him.Peter Cooper owns Lexus of Lehigh Valley, winner of the prestigious Lexus Brand Champion award one of the biggest Lexus dealerships in the northeast. The secret to building his success lays in all the small things: seemin...
2019-03-1925 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentA BowTie and a Personal BrandI've said it again, and again, and again, and again. Your brand is not your logo. Your brand is not the name of your company. Your brand is a feeling that gives someone a reason to do business with you.BowTie Terrance is the epitome of a personal brand, especially for my friends in automotive. This man knows we live in a world where personal connection is key and when he found himself selling cars nearly 800 miles from home, he found a way to make sure people knew who he was. I can’t wait for you to...
2019-03-1224 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentAvoid Paying the Brand-TaxThis is the last podcast I’ll make in my 30’s as I enter my next decade of life. If I were to pass on just one lesson I learned in my 30s, I would tell you to GET HONEST with yourself as soon as possible. Honesty IS clarity.Sure, it's easy to wish the clarity came earlier, but the reality is that I needed to go through everything I did to bring me to the point where I could see it. The point where I could recognize the mistakes, the co-dependencies and the leadership failures. The conf...
2019-03-0511 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentCultivating People Business (Guest: VaynerMedia's Chief Heart Officer, Claude Silver)Imagine what it would be like if your organization was able to deliver an amazing customer experience BY delivering an amazing employee experience. Claude Silver, the Chief Heart Officer at Vayner X spent a little time with talking about what it looks like when people begin to feel free in their workplace. Perhaps it is fitting that I could see the Statue of Liberty from her office.But, don’t let the nice office fool you, Claude is an incredibly practical operator and gives me/us some very usable advice during the interview. Claude has become a fr...
2019-02-2628 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentMaking Excuses Makes Bad BusinessIf anyone ever had a good excuse for a business to fail, it would be the guy selling VW beetles to West Texas Cowboys. BUT, just the opposite happened.A few weeks ago I went all the way to Amarillo Texas and had the privilege of talking to John Luciano, the newly named Volkswagen Global Brand Ambassador, about what it was like opening the first VW dealer in 27 years in a small Texas market.John didn’t just survive. John didn’t just earn the average VW marketshare in his area…NO! He has five times...
2019-02-1936 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentOne Year of ClarityWhat started as a 12 part content series for dealers around Dale Pollak’s book Like I See It turned into a weekly audio AND video podcast that has generated tens of thousands of views and interactions, speaking engagements and an overall forward momentum in the auto industry and beyond when it comes to better branding, marketing, operations and CONNECTION.. . .Upcoming Speaking Appearances:DrivingSales President’s Club: April 17DMSC: May 19-21. . .Let’s Get It Started copyright Black Eyed Peas and Interscope Records. . .DID YOU KN...
2019-02-1215 min
Clarity Compressed: Build a Better Business Through Better Brand DevelopmentMessaging Clear as Mud | DrivingSales Executive Summit 2018 (Guest: Unbounce CEO, Oli Gardner)Clarity is something I’m obsessive about. Not because it benefits me, but because it benefits everyone; Your customers, your team, and yourself. When any type of communication isn’t clear, things begin to go wrong. Assumptions and misinterpretations often take over and we end up with a mess. At best, we’ve wasted a lot of time.This week I had the opportunity to sit down with Oli Gardner, co-founder of Unbounce, a company whose vision is to empower businesses to create better marketing experiences. Frankly, Oli’s level of data-supported intuition was very impressive. His keynote...
2018-10-3029 min