Shows
Selling In The Motor TradeB2B Sales: Where Do You Start Prospecting?In this episode we look at business to business sales. Obviously, you are still dealing with people but getting to speak to the right person first of all is key. With this in mind, where do you start? Simon discusses some approaches to help when cold calling: from canvassing your suppliers to competitors of your existing customers. If your hand feels heavy prospecting your business database, then these top tips will help. Here are the highlights: {01:14} Marketing isn’t selling {02:25} Bouncing off one customer to another {03:37} Suppliers...2025-05-0815 min
Selling In The Motor TradeNADA Wrap UpWe continue our debrief of the 2025 NADA Convention in New Orleans in this episode. As Simon explained in Part 1, the conference features keynote speakers and breakout sessions, as well as large halls of exhibitors. We focus today on more of the breakout sessions attended and what we gained from them. They covered subjects from AI and Sales Process to service retention and influence in the motor trade. Here are the highlights: {01:42} David Lewis {12:29} Sean Toussi {18:44} Chris Mandery {20:54} William Springer {28:52} Brian Crossin {35:16} J...2025-02-2741 min
Selling In The Motor TradeThe NADA LowdownFresh off the plane from the 2025 NADA conference in New Orleans, Simon talks about his take aways from NADA, and why we attend year on year. There was such a lot to discuss, so this is the first instalment with another to follow the week after. This year’s conference was definitely one to remember, with snow storms and flight cancellations delaying the start. Anyone attending was glad to get there in the end! We always come back from the convention with new contacts made, fresh ideas and the motivation to implement them. Her...2025-02-2041 min
Selling In The Motor TradeThe Power of Customer ServiceWe are delighted to welcome Jono O’Byrne, Sales Director for Endeavour Automotive. Jono tells us about his journey in the motor trade, experiences and mantras. Simon trained Jono when he was first starting out, so it was lovely catch up again. There such a lot to discuss, and so much inspiration given, that we have had to split this interview into two episodes. In this part we look at Jono’s background, how to manage 23 sites, points to assess when looking at your business and his mentors. Here are the highlights: {03:57} Working at Geor...2025-01-2341 min
Selling In The Motor TradeThe Ever Important Meet & GreetThis episode has been requested by one of our loyal listeners. His sales team were struggling to meet and greet customers that walk in, as so many initial contacts are made digitally or over the phone. Simon explains that we should treat meeting a customer like an interview. They are interviewing you to be their sales person. Now, that’s a scary thought! We then explore some straight forward techniques that can help get over the initial barriers and start a conversation. It’s important to be yourself, and introduce yourself to everyone in t...2024-11-2120 min
Selling In The Motor TradeEV ExpertsWe are very pleased to announce our podcast association with Carwow, and look forward to working with the team. Estelle Miller, the inspiring Co-Founder of EV Experts Ltd, has been kindly introduced to us by Carwow, and we are delighted to share her interview in this episode. Estelle and her husband Martin, established the business in 2017, with the aim to help customers make informed decisions about moving to EV. They had experienced difficulties themselves when trying to source a second hand EV and thought there was a GAP in the market. She explains tha...2024-11-141h 09
Selling In The Motor TradeDrop OffWe continue with the second instalment of our much requested series on the 5 key touch points in your service department. Darren Bedford joins us again, to provide expert guidance for your team with the vehicle drop off. What does a good vehicle drop off look like these days? We have self-service options with 100% of upsells offered to 100% customers, 100% of the time. Is the human interaction still needed? Although we are not talking about the vehicle health check in this episode, it’s important that the VHC is explained and it’s the last thing the custom...2024-11-0736 min
Selling In The Motor TradeInterview with John VeichmanisIt is with great pleasure that we interview John Veichmanis, CEO of Carwow. John certainly has admirable credentials, with 30 years experience working for global brands including Dell, Apple and Skype. The second half of his career has been focused on helping to build scalable marketplaces for Expedia, Farfetch and Carwow. We delve into some of the myths around Carwow. How they have grown and changed in the last four years to become a marketplace that is trusted by customers, dealers and OEMs alike. The future is very exciting for them: developing Ai to i...2024-10-3144 min
Selling In The Motor TradeWhen Do You Start Closing?We are very pleased to interview Matthew Elwell co-founder of Elite Closing Academy. Matt discusses his journey from door to door sales to starting his own training company. Closing is obviously an essential skill to anyone in sales, and great closers are like anyone who is a master of their trade, they do the basics every time. We look at when to start closing and how to earn the right to close. Some great tips for anyone in sales. Here are the highlights: {07:28} Learning from the All Blacks {20:18} Don’t...2024-10-2440 min
Selling In The Motor TradeCrystal Ball Time!We welcome back our Operations Director Andrew Clark, to have a discussion round EV’s, pay per mile, OEM’s and tariffs. There is a lot of discussion around pay per mile at the moment, as the government looks to replace their lost revenue from electric cars. Obviously, that raises questions around how this would be managed, and the technology in our cars. This then leads us onto looking at the manufactures, and how they are going handle their zero emission production targets for new cars, the future and used car values. Lots to think about...2024-10-1741 min
Selling In The Motor TradeProving the Naysayers WrongIt’s our pleasure to introduce Richard Keeney, Co- Founder of the Markee Group, who were pioneers of bite sized video training modules in the United States. Richard has been in the industry for 46 years and he talks us through his journey, from car sales to starting the Markee Group with David Martin. There is a lot he’s learnt on the way, and we delve into what makes a great dealer, a great sales person or service advisor. Here are the highlights: {04:19} Don’t prejudge {15:34} Prove the naysayers wrong {16:5...2024-10-1049 min
Selling In The Motor TradeNot Enough Time!This is the first part of a series on the 5 key touch points in your service department. We are joined by Darren Bedford to discuss the first point, which is the booking and pre-call. We hear from a lot of service advisors that they just don’t have enough time. Well one of the first things you can do to improve this, is to have a robust system in place for bookings and pre calls. Don’t miss this episode if you are looking to fine tune your service department. Here are the highli...2024-10-0329 min
Selling In The Motor TradeSticky TrainingThis week we are joined by our new training consultant, Adam Wright. We discuss Adams journey into the motor trade and the experience he has to draw from when training. There are lots of top tips for those new and old to sales, new managers and aftersales. Everything from work ethic to prospecting. Please join us and get to know Adam. Here are the highlights: {06:40} Lead from the front {09:48} Try to do every job {16:13} Make the most of your day {28:21} Sticky training {33:07} Dinosaurs2024-09-2638 min
Selling In The Motor TradeAre You Going to Offer GAP?We can sell GAP again. However, I know some dealers aren’t going to offer it, but others will because they believe in the product. Surely, we need to let customers know about it and then let them be the judge! In this episode, we discuss when to talk about the product, how to bring it up, and then handle some common objections. Here are the highlights: {04:00} When {06:47} How {10:59} 2 Car Flippy/Flip {14:48} Objections {26:00} Promise me About Symco Training: Symco Trai...2024-09-1927 min
Selling In The Motor TradeHow the Mighty FallWelcome back to another episode of our book club, with Jason Cranswick. We discuss Good to Great, How the Might Fall and Built to Last by Jim Collins. The first book, ‘Good to Great’ looks as a number of companies and how they were good and then out performed the market 6-10 times. The second then looks at how some of those same companies then failed, and the third, does what it says on the tin. There are lots of learning points and inspiration in all three books, level 5 leader qualities, doing things for betterment of the...2024-09-1238 min
Selling In The Motor TradeThe Worst Thing to SayYou probably hear this phrase every week in your dealership. It’s the worst thing you can say for a number of reasons: you appear desperate, it looks like there’s more money available and you will get silly figures from your customers in response. Let’s also look at what you can say instead. Here are the highlights: {01:26} The worst thing to say {01:53} Money up my sleave {02:20} Smells like desperation {02:58} Silly figures {04:00} Alternative {09:19} Stop the lie About Symco Training...2024-09-0511 min
Selling In The Motor TradePlug the GapsIn this episode we are joined by Nick Hill, Managing Director - Big Marketing. We discuss Nick’s background, and his journey to build Big Marketing. The key to marketing is having the right mix of medium and stopping any leakage before you spend any more money. Here are the highlights: {06:05} Fast-moving industry {13:32} Self promotion {15:04} Direct Mail {15:25} Virtual SMS {20:22} Plug the gaps {26:04} Everyone is important About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was hi...2024-08-2929 min
Selling In The Motor TradeUsed Car ProfitWe all want to retain as much profit as we can in a used car deal, whilst still being competitive enough to attract enquires. Obviously, there is stock turn to think about and used car use by dates. However, a lot of comes down to how your sales team are managed and paid on used cars. Here are the highlights: {01:45} Sales Manager controls profit {03:34} Sell to the boss {09:12} Value Added Products {15:41} Second face {17:09} Look at Part Exchange About Symco Training: 2024-08-2219 min
Selling In The Motor TradeI Work For You with Daksh GuptaIt’s with great pleasure we share our interview with Daksh Gupta, Group CEO of Huws Gray. We discuss how he started his working life, his career progression and transferring motor trade skills to other industries. Daksh still has strong automotive ties and continues to work and advise in his roles with Ford and the IMI. An inspirational discussion which has something for everyone, whether your selling cars, working in service or managing a team. Here are the highlights: {02:12} Where it all started {13:58} Steps into Management {17:37} All abo...2024-08-1552 min
Selling In The Motor TradeWords to AvoidShort one for your morning meeting this time. Just a reminder of some of the words that we may use without even thinking, that our customers may take differently. Here are the highlights: {01:20} Honest {02:18} Problem {02:44} Buy {06:08} Used {06:27} Deal About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who h...2024-08-0808 min
Selling In The Motor TradeGood Words/Bad WordsToday we talk about swapping some bad words for good words. However, remember it’s not just what you say, but how you say it. Here are the highlights: {02:23} Can’t {04:12} Payment {06:10} Discount {07:29} Trader {08:32} Think About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answ...2024-08-0115 min
Selling In The Motor Trade5 Things You Must Do!Following on from our previous episode, we talk about five things you must do in a demonstration drive. These points are when you have parked up and before you let the customer drive. When you park, frame the car and butterfly it, i.e. open all the doors, bonnet and boot. Gives you and your customer space to for you to show features. Here are the highlights: {05:19} Seat back {05:47} Rear Vision Mirror {07:27} Adjust Fuel Consumption {11:46} Set up Sat Nav {13:51} Take keys out of...2024-07-2527 min
Selling In The Motor TradeTest Drives Don’t Work!Maybe a controversial one, but we don’t believe that test drives work. Demonstration Drives work - you demonstrate the right feature, to the right customer at the right time. Think about it, no one enjoys a test. The customer doesn’t want to feel like they are on their driving test. We discuss how to optimise you demonstration drives, how to make the customer feel comfortable and when to stop talking. Here are the highlights: {01:41} Right Feature, Right Customer, Right Time {02:50} Can you sell a car without it? 2024-07-1823 min
Selling In The Motor TradeMentors MatterIn this episode we are joined by Ashley Wiltshire, a fellow training consultant and great advocate of the motor trade. We discuss how Ashley got started in the trade, his career progression and the importance of training in the agency model. He is also a firm believer in leadership development programmes, and their role in helping you hold on to your top talent. Here are the highlights: {09:02} F & I background {15:14} Starting a business {28:28} Training for agency {31:05} Role of the Business Manager {41:05} Trainers 2024-06-2751 min
Selling In The Motor TradeDoes Mystery Shopping Work?When is the last time you tried to buy a car from your business? I tried to buy a car recently and the experience left a lot to be desired. It ranged from being ignored to a lack of process. This wasn’t a mystery shopping exercise but a genuine need. How would you know if this happened in your business? Here are the highlights: {03:10} Assume every customer is a mystery shopper {10:17} Ignored in Mercedes {14:52} The BMW experience {24:38} Hard work customer {32:00} Identify what’s happening in you...2024-06-2035 min
Selling In The Motor TradeStop the Yeah Buts!In this episode Simon looks at how to coach your team without falling into the trap of criticising everything. Its easily done, but we look at some techniques to help you show them what good looks like, and get the best out of your team. We want to avoid resistance, much like when we appraise a customer’s part exchange and get buy in. Here are the highlights: {02:11} Praise the effort {03:35} Coach themselves {06:09} Resistance {08:12} 4 Questions {11:33} How often About Symco Training: Symco Tra...2024-06-0614 min
Selling In The Motor TradeBridging the Gap of GapColin McAllister, Group Training & Development Manager – John Clark Group, joins us to discuss recent developments with Gap. How do we fill the turnover hole from GAP? Is it coming back? Are there any benefits from not selling it? So many questions, but we delve into them all in this episode. Some great ideas to share with your team. Here are the highlights: {08:59} Will Gap come back? {10:40} Same day delivery {12:29} Uplift in other products {24:02} Remote selling {46:05} Tracker About Symco Training: Sym...2024-05-2349 min
Selling In The Motor TradeHow to Succeed in AgencyAndrew Wakelin, Regional Operations Director of Stellantis &You, returns to continue his interview and discuss how to ensure your dealership is successful in an agency model. With electric vehicle targets on everyone’s mind, we also look at strategies to help you on your way. Lastly Andrew shares his wisdom, on recruiting and staff motivation. Here are the highlights: {03:10} Customer Satisfaction & Service Plans {06:57} Preferential Treatment {09:15} Electric Vehicles {18:11} Recruiting {22:17} Going the Extra Mile About Symco Training: Symco Training was founded in...2024-05-1622 min
Selling In The Motor TradeDo Yourself Out of a JobWe are delighted to have Andrew Wakelin, Regional Operations Director -Stellantis &You, with us for the next two episodes. Andrew started in the trade valeting cars, in the days when it’s fair to say the management style was very different from what we like to see now. It was then, he vowed not to treat staff in the way he was treated and how important it is to know who is working for you. We discuss some of his successes along his career journey and his top tips for getting that promotion. Here...2024-05-0933 min
Selling In The Motor TradeHabits to Change Your LifeBook Club is back! In this episode we review Atomic Habits by James Clear. Our habits create our lives and its little habits that can change our lives over time. This book is full of useful hints and tips that any manager could put into place instantly in their dealership to help with improvements in both results and culture. There are practical tips from habit stacking to making your habits obvious, attractive, easy and satisfying. All of which are very useful and relatable. Definitely a must read! Here are the highlights:2024-05-0236 min
Selling In The Motor TradeUsing AIAI is not going to go away, so let’s embrace it and see how it can help you in your dealership or job? We can use AI in so many ways, that the list is actually endless. However, we do need to be clever with it, and tell it what good looks like, to get great results. Will it replace staff in a dealership? Here are the highlights: {03:02} Deal for a $1 {05:06} Email Responses {08:42} Improve Marketing {11:55} Sous Chef {13:18} Will it replace staff A...2024-04-2513 min
Selling In The Motor TradeCommunicationMost customers start their buying journey online or by phone, so communication is key. Given that we can’t use a lot of our non-verbal communication skills on the phone or by email, it’s even more important. In this episode Simon talks about how the trial close can help. Here are the highlights: {01:57} Trust & Rapport {02:47} Using AI {04:19} Non Verbal Communication {07:26} Trial Close About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the busi...2024-04-1814 min
Selling In The Motor TradeHow to Work with Weirdos!In the concluding episode of our two part interview with Jonathan Dawson from Sellchology we talk about management and sales skills that can be applied whatever your position is. Everything from empathy and looking for the good, to understanding your team and what motivates them. Jonathan also shares some of his best sales tips and techniques. Here are the highlights: {05:44} Fundamentals {13:02} How to Work with Weirdos {20:57} Leadership is not about you {28:56} Pattern Recognition {45:00} WAVES Technique About Symco Training: Symco...2024-04-1157 min
Selling In The Motor TradeAh Ha or Oh Yeah?This is the first instalment of a two part interview with Jonathan Dawson from Sellchology. Simon heard Jonathan speak at the latest NADA conference and thought it would be really interesting to have him on the podcast. They discuss taking ownership of things you don’t like, getting activity right and body language. Here are the highlights: {02:07} Ah Ha or Oh Yeah {14:53} Ownership {20:41} Activity {21:32} Pattern Interruption {28:53} Body Language About Symco Training: Symco Training was founded in 2000 by Simon Bowkett an...2024-04-0439 min
Selling In The Motor TradeService Bookings and VHCWe take a look at the best way to deal with incoming service bookings and when to introduce the VHC to your customers. Simon explains how to set the agenda, so you don’t surprise your customer, and explain the Vehicle Health Check. Here are the highlights: {01:55} Your name {02:45} Welcome back {05:10} Price shopping {12:34} Introducing the VHC {13:17} Set the agenda About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer it...2024-03-2116 min
Selling In The Motor TradeManage Your ChimpIn our second book club episode with Jason Cranswick, we discuss the ‘The Chimp Paradox’ by Steve Peters This is a brilliant and enlightening read. Steve explains how we all have effectively three brains and the chimp is one of them. It’s the first part of your brain to react, which makes it vitally important in your professional and personal life to learn the manage it. Your chimp will always be there, it thrives on stress, you can’t kill it but you can programme yourself to moderate it. Here are the highlights...2024-03-1434 min
Selling In The Motor TradeThe Three KnowsThis episode is a recap on three important points: Know Your Game Plan, Know Your Numbers and Know Your Business. Elise Kephart takes us through her start in Starbucks, and the importance of having a game plan when you contact a customer. We also hear form John O’Hanlon on how critical it is to know your numbers and your business. Then Colin McAllister reinforces the importance of selling yourself first, then the car then the deal. Here are the highlights: {01:49} Starbucks {04:15} Game Plan {09:28} Know Yo...2024-03-0715 min
Selling In The Motor TradeThe SnakeThis is the final episode in our miniseries on customer types. We finish on the snake, how to sell to them and what objection handling techniques work well. The snake makes decisions based on facts and logic, so appeal to that and understand that establishing a relationship can take time. Here are the highlights: {02:13} Characteristics {03:20} Check your honesty {05:00} Salesperson is secondary {10:52} How to close {12:58} Objection Handling About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it w...2024-02-2916 min
Selling In The Motor TradeThe MouseFollowing on from the puppy dog in the last episode, we now look at the mouse. These customers can either be extremely easy to sell to or extremely difficult to sell to. We discuss finding common ground and how to close. Here are the highlights: {02:02} Characteristics {03:39} Walk and Style {07:31} How to sell to them {08:13} Common Ground {09:36} What Close to use About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business...2024-02-2213 min
Selling In The Motor TradeThe Puppy DogThe third part of our customer types series, focuses on the characteristics, and how to sell to the puppy dog. We look at how to identify a puppy dog, how to make them feel special and also what not to do. The puppy dog can be easy to sell too, but it can take time and patience. Here are the highlights: {01:44} Characteristics {02:56} Walk and Style {05:17} How to sell to them {07:22} The sale after the sale {10:55} What Close to use About Symco...2024-02-1513 min
Selling In The Motor TradeThe LionIn the previous episode in our mini series on customer types we looked at the different customer types and the history behind it. It really helps in the sales process if we can identify which one a customer is portraying. The first type we discuss today is the Lion. This can also be helpful to sales managers too, when it comes to second closing and negotiation. Here are the highlights: {01:59} How to identify a lion {04:27} Easy to sell to {08:05} Be a lion tamer {11:13} Closing 2024-02-0814 min
Selling In The Motor TradeMastering The 4 Customer TypesIn this episode we start a mini series about customer types. Kicking it off with a brief journey into the history behind psycho metric profiles. We then move on to a brief explanation of the four customer types, and how people can be one type in their work life and another in their personal life. This little series will cover 5 episodes and will be great to use in your sales meetings. Here are the highlights: {03:10} 400 BC – 4 Types {06:03} World War 2 {09:32} 4 Types Symco Use {12:35} Same result, achieved in...2024-02-0125 min
Selling In The Motor TradeEverything Centres Round the CustomerThis week we take a step back and listen to some of the tops tips from our previous guests. There is one thing that Jim Reid, Steve Faulkner, Jeff Cowan and Mike Jones all have in common – everything centres round the customer. Whether it’s in sales or aftersales, good customer service, and a good customer journey, are the keys to success. Of course, we all know this, but sometimes we get bogged down in the minutiae and forget the basics. A good episode to refocus all our minds for the year ahead. Here ar...2024-01-2515 min
Selling In The Motor TradeGive People the MeatWhat makes a great sales trainer? This is a question we get asked regularly, so in this episode we look at the qualities that Symco look for in people to join our team. Great trainers go on more training than their delegates to stay fresh and sharp, can engage an audience and are good communicators. These tips can help, not only if you are looking for a career in training but also public speaking or coaching your team. Here are the highlights: {02:14} What separates the good from the great {07:16} L...2024-01-1842 min
Selling In The Motor Trade2024 GoalsIt’s the time of year for goal setting, so let’s talk about some techniques that can help you. These tips can be applied to help with you goals in your career, home life and financial aspirations. A great episode to play in your sales meetings this month. Here are the highlights: {01:22} SMART Goals {01:47} Dream Goals {02:40} Process Goals {06:45} Magical Tip {09:05} Failure {12:10} Habit Forming About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was...2024-01-1115 min
Selling In The Motor TradeChristmas SpecialThis week we are trying something new for the podcast - a book club. Jason Cranswick joins us to review and discuss one of our favourite books, ‘Who Moved My Cheese’ by Dr Spencer Johnson. The book is about two mice and two little men who live in a maze, and you’ve guessed it, someone moves the cheese. It may seem like a simple story, and yes, it is a very easy read, but there are a lot of really important career/life lessons that can be taken away from it. If you are looking...2023-12-2135 min
Selling In The Motor TradeFocus on Failure - with Gareth TimminsOur discussion with Gareth Timmins, former Royal Marine and author, continues this episode. We delve into goal setting, if visualisation works and how to cope with the post completion lull! So much here that can be applied to your everyday life, at home at work, with your finances or even in the gym. Here are the highlights: {01:03} Visualisation {01:48} Process Goals {03:20} Focus on Failure {13:37} Consistency {14:01} Post Completion Lull {21:22} Muhammad Ali About Symco Training: Symco Training was founded in 2000...2023-12-1427 min
Selling In The Motor Trade99.9% Need Not Apply - with Gareth TimminsWe are delighted to interview Gareth Timmins this week, he is a former Royal Marine Commando, and a successful author. Gareth shares his experiences going through military training, how he kept a healthy mental attitude and how he overcame hurdles along the way. A lot of the skills he learnt can be applied by anyone driving to succeed in their career and business. Here are the highlights: {02:37} Best of the Best {08:08} Starting a Diary {14:05} Gucci Stuff {19:37} Royal Marines Gym {24:30} Awakening {30:20} Life...2023-12-0733 min
Selling In The Motor Trade“Happy Staff = Happy Customers” with Sean KellyWe continue with the second instalment of our interview with Sean Kelly – Managing Director, Vines Group. For Sean staff satisfaction is key, and with an attrition rate of less than 20% this year across the group (including technicians), he knows what he’s talking about. Luckily for us, he is happy to share the group ethos that keeps their team and consequently customers happy. Agency is coming to the Vines Group next year with Mini in quarter 4 and then BMW will be a year plus after that, so we get Sean’s take on agency and the fut...2023-11-3040 min
Selling In The Motor Trade“EV Drive Time” with Sean KellyBack by popular demand, we have another great discussion with Sean Kelly - Managing Director, Vines Group. In this the first episode of a two part interview, we discuss the rapid period of change in the motor trade, the impact of the economy and extended buying cycles. Sean has many years of experience in the OEM and dealer network, and also gives us his views on used car values, selling EV’s and looking after your customer. Some brilliant tips on the sales process in general and how to sell electric vehicles. He...2023-11-2331 min
Selling In The Motor TradeGreatest Tips! (Part 5)We carry on with words of wisdom from Dale Wyatt, Sean V Bradley, Kenneth Purdon, Umesh Samani and Jack Allman. This week features advice on measuring progress, referrals, listening skills, honesty and carrying out VHC’s early in the day. Here are the highlights: {00:37} Dale Wyatt {06:40} Sean V Bradley {07:46} Kenneth Purdon {08:26} Umesh Samani {09:33} Jack Allman About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. Th...2023-11-1613 min
Selling In The Motor TradeGreatest Tips! (Part 4)We continue with our compilation of greatest tips again this week and hear from James Weston, Tom Stuker, David Manchester, Nic Verneuil and Joni Stuker. The focus is optimism and belief, account management, preparing your business for sale, adaptability and communication skills. Here are the highlights: {00:37} James Weston {03:07} Tom Stuker {08:53} David Manchester {15:25} Nic Verneuil {17:10} Joni Stuker About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something...2023-11-0920 min
Selling In The Motor TradeGreatest Tips! (Part 3)Another episode of full of golden advice, with tips from William Brown, Tommy Gibbs, Robin Luscombe, Peter Smyth and James Voortman. Whether you are looking for inspiration, motivation or guidance, this episode looks at retailing, keys to success, aged stock and putting the customer first. Here are the highlights: {00:37} Peter Smyth {02:24} Robin Luscombe {04:18} William Brown {06:06} James Voortman {09:46} Tommy Gibbs About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer...2023-11-0214 min
Selling In The Motor TradeGreatest Tips! (Part 2)This week we continue our series of Greatest Tips with Dave Anderson, Frank Genobile, Jason Harris, David Peel and Chris Wiseman. If you are looking to progress your career, improve your marketing, make your business a success or be a better manager, then this episode is definitely for you. Here are the highlights: {01:25} Chris Wiseman {02:15} David Peel {04:48} Jason Harris {07:46} Dave Anderson {11:09} Frank Genobile About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the b...2023-10-2612 min
Selling In The Motor TradeGreatest Tips! (Part 1)Since we stated the podcast over 150 episodes ago, we have interviewed more than 40 Titans of the Motor Trade. This has given us a great catalogue of top tips Our episode this week, is the first in a series of golden nugget compilations, that will help you in your career, whether that’s in sales, aftersales or management. Here are the highlights: {00:37} Sean Kelly {03:46} Gavin Hydes {04:11} Patrick Tessier {05:52} David Martin {09:53} Dr T About Symco Training: Symco Training was founded in 2000 by Simon Bo...2023-10-1916 min
Selling In The Motor TradeGapWe should offer Gap insurance to every customer so they can make an informed decision. In this session we talk about hooks that can be used early in the sales process, which then help you to explain the details of your Gap product later. Last but not least we then cover some objection skills. Here are the highlights: {04:45} What level of asset protection? {06:11} Protect the whole car {07:34} 2 Car Flip {09:15} Hooks {15:11} Phone Insurance {18:58} Feel, Felt, Found About Symco Training: 2023-10-1223 min
Selling In The Motor Trade5 Simple PhrasesWe all like to think that we make up our own mind, but do we? In reality we do copy other people, and there are lots of experiments that prove this. So, when you are talking to your customers, there are 5 simple phrases that can help based on this. Here are the highlights: {01:17} We are like sheep {04:50} Busy restaurant {05:52} Stand up, sit down {08:25} Turn up late {13:33} NADA {17:50} 5 Simple Phrases About Symco Training: Symco Training was founded in 2000...2023-10-0522 min
Selling In The Motor TradeWhat’s Your Best Price?A much requested topic this week. We look at when a customer asks about the best price at the start of the conversation. We talking about before they’ve even sat in the car, within the first 2 minutes. After listening to this episode, you will leave with 3 techniques that can help you navigate this question. Here are the highlights: {02:24} Small talk {04:17} Easiest part of my job {07:11} Is the car is right {12:12} Don’t take it personally {12:36} Read your customer {12.45} Slow them down...2023-09-2818 min
Selling In The Motor TradeI need to check with….Lots of sales people, even very experienced struggle when a customer needs to speak to their wife, husband, partner or boss etc. This episode covers techniques to help you discover any objections, that might be masked by a decision deferral. Here are the highlights: {01:16} Deal with it at the beginning {05:52} Business to Business sale {07:00} Shaking hands {08:11} Involve everyone {10.32} Are the kids involved {11:50} Eddie Expert About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his...2023-09-2120 min
Selling In The Motor TradeUnsold ProspectsWhen is the ideal time to follow up unsold prospects and what should you say? This episode will give you an outline call structure, time to call and what to discuss. Another essential listen in your morning meeting. Here are the highlights: {01:33} Typical follow up call {04:39} Your introduction {05:50} Get the green light {07:01} The excuse {08:50} Questions {10:38} Scale 1-10 About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had...2023-09-1415 min
Selling In The Motor TradeObjections - Paint & Fabric ProtectionA highly requested topic this time, handling Paint and Fabric Protections objections. We a look at techniques to help explain the benefits to your customers, and also give you or your sales team confidence in the product. A great listen for your next sales meeting. Here are the highlights: {01.19} Posh polish {04:28} Application {06:12} Manufacturer Approved {06:53} Profit isn’t a dirty word {09.06} Chanel No.5 {10:54} BBC Panorama {16:59} Comparisons About Symco Training: Symco Training was founded in 2000 by Simon Bowk...2023-09-0722 min
Selling In The Motor TradeStarbucksA short business story for you about the growth of Starbucks. We can learn a lot from Howard’s business journey, his dedication and resilience, and also the belief he had in selling the experience to his customers. However, the Starbucks story could have been very different if Howard hadn’t taken action in 2009 to turn its fortunes around. Here are the highlights: {01.45} Howard Schultz {02:31} How it all started {08:42} Name on the cup {11:05} Investment {13:57} Closing every store in America {15:52} What we can le...2023-08-1718 min
Selling In The Motor TradeInnovation, Fairness and HarmonyJason Cranswick Chief Operating Officer at MARUBENI AUTO INVESTMENT (UK) LIMITED and Managing Director of Norton Way Group is back with us for the second instalment of his interview. We look at the importance of a robust sales process, but also having the freedom to work within it. How culture is more important than strategy and also look at the culture within Marubeni. Here are the highlights: {00:41} Robust Sales Process {07:54} Symchecks {13:00} Marubeni {25:30} How to integrate a business {33:22} Push element {37:31} Enquiring ming2023-08-1036 min
Selling In The Motor TradeCash Conversions!A little bitesize sales meeting episode on good old cash conversions! Yes, they are still relevant in 2023, as customers think they will get a better deal. We look at a few techniques for sales people and business managers alike, to maximise these opportunities. Here are the highlights: {01:02} Stop asking the funding question {02:15} Savings or loan {02:51} Assumptive {03:20} Budget {06:53} Depreciation {07:14} Offers About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had...2023-08-0313 min
Selling In The Motor TradeMake the DecisionsThis week we delighted to talk with Jason Cranswick Chief Operating Officer at MARUBENI AUTO INVESTMENT (UK) LIMITED and Managing Director of Norton Way Group. Jason is unusual, in the fact that he has worked for dealer groups, manufacturers and a disruptor. This background brings a vast wealth of knowledge that we tap into for this two part interview. There are take-home points for everyone whether you work in sales, service, management or you’re an investor. Here are the highlights: {01:29} Where did you start? {07:31} Management by walking abo...2023-07-2730 min
Selling In The Motor TradeTime & MoneyIn this episode Simon and Andrew Clark (Operations Director, Symco Training) delve into the challenges of recruiting. Attracting the right calibre of staff is becoming increasing difficult, and with agency there is the risk of losing quality sales team members. How do we deal with these issues going forward and where do we try and recruit from? Here are the highlights: {02:10} Challenges for the trade {02:56} The right people, the right mentality {05:17} Talent Drain {06:46} Where do we recruit from {10:13} It’s a people business no...2023-07-2020 min
Selling In The Motor TradeAre Car Sales People Still Going to Be Relevant?Alistair Horsburgh, Group Chief Strategy Officer, from CitNOW Group, returns this week to chat about everything from Artificial Intelligence and Sales Agency to looking at future investments. One of the biggest challenges to sales and service staff is time, and we discuss that there will always be opposing views about AI, but it should be used to help staff and bring efficiencies. When looking for future investments Alistair explains that you need to understand how you current offering helps your customers, where the gaps are and look to fill them. Here are the h...2023-07-1330 min
Selling In The Motor TradeAgency and Emerging BrandsKenneth joins us again to look at the agency model, customer confidence, emerging brands and the ownership journey. Under the agency model, how are the OEMs going to value trade-ins, deal with pre-registrations and are they going to proactive or reactive? Something for everyone in this episode, whether you’re a sales executive, manager or investor. Here are the highlights: {02:50} Emerging brands {03:48} Pre-registrations {07:00} Cheaper staff costs {10:06} Trade-in values {13:14} Used car prices About Symco Training: Symco Training was founded in 2000 by...2023-07-0616 min
Selling In The Motor TradeCan You Wow Your Customer?It’s a pleasure to have Alistair Horsburgh, Group Chief Strategy Officer, from CitNOW Group, with us this week to tell us about the group and his career path so far. We discuss how a dealer’s digital presence is key but also presents challenges in how to differentiate a business. This then leads us on to examine the ever evolving decision journey a consumer makes when buying a vehicle. Alistair will be back with us in a couple of weeks to chat about everything from Artificial Intelligence to Sales Agency. Here are the h...2023-06-2932 min
Selling In The Motor TradeWhere is the Industry Going?Delighted to have Kenneth Purdon from The Specialist Car Buyer Ltd with us this episode. We discuss where the market is at the moment, what direction its going in, stock levels, and whether the Chinese Manufacturers will increase their presence in Europe and the UK. This then leads us on to talk about electric vehicles with the challenges and advantages they bring. Kenneth will be back with us in another episode to discuss the hot topic of the agency. Here are the highlights: {01:38} Arnold Clark {08:40} Uncertainty 2023-06-2223 min
Selling In The Motor TradeAgency - The Customer Has To Be Front and CentreThis week we have the second part of our interview with John O’Hanlon, CEO of Waylands, looking at everything from acquisitions to agency and beyond. John explains that the Waylands strategy for acquisitions focuses on region and brand, with a very strong emphasis on electric vehicles. The group is working with brands that can achieve volume and growth, whilst also believing there is strength in dominating an area. They are more prepared than most for agency and trusting in their partners to get it right. There are real wins for the customer with agency, but...2023-06-1540 min
Selling In The Motor TradeSkills for Handling Service ObjectionsThis is the third instalment of our discussions round aftersales with Darren Bedford and Colin McAllister. Are your service advisors struggling with upselling? Sometimes it’s not what we say but how we say it. How facts are presented to the customer can make all the difference. From what the Tech says in the VHC video to how that is followed up by the advisor. After listening to this episode, you will have some ideas to put in place in your department, or role, that will build you or your team’s confidence when talking to cu...2023-06-0831 minSelling In The Motor TradeKnow Your Business, Know Your Numbers with John O’HanlonWe welcome John O’Hanlon from Waylands to the podcast this week. John started his career as a chartered accountant with Grant Thornton, specialising in consultancy in the motor trade. He then set up Ridgeway Garages with David Newman, and built it to a 30 dealer group which was subsequently sold to Marshalls. John believes that great dealerships and groups all have a culture that cares, with their staff taking pride in the business and having a ‘can do’ attitude. He also emphasises that its important to be visible, showing your team that you care about the little things...2023-06-0133 minSelling In The Motor TradeEducated Decision, Rather Than an Ignorant RiskWe are joined by Darren Bedford and Colin McAllister again following on from our discussion last time and look at how we can implement good processes in the service department. How can your technicians get all the work done, how can your service advisors get time to upsell and how do you keep your customers happy? These are just some of the questions we look at and pass on our we have learned. From setting the agenda to separating the customer appointment from the vehicle appointment and more. Here are the highlights: 2023-05-2527 minSelling In The Motor TradeAdvantages & Disadvantages of Agency with Dale WyattDale Wyatt, Director Automobile – Suzuki GB PLC, continues his discussion with us and this week we move on to agency. From Dale’s perspective the dealership is the physical embodiment of the brand, and the dealer is where the value is. Agency is a huge culture change, which is underestimated by a lot of OEMS. There are upsides for the dealer in agency, from stocking to debts, but do theses outweigh the disadvantages? What delivers success, and what should you focus on to achieve it? Here are the highlights: {07:20} Upsi...2023-05-1831 minSelling In The Motor TradeAll Hail The Golden HourIn this episode Simon, Darren Bedford and Colin McAllister look at the service department and strategies for the ‘Golden Hour’. With current financial pressures, customers are delaying servicing their vehicles. Then when the cars eventually come in to the dealership, more work needs to be done due to the delay. Also, as previously discussed, finding Technicians is becoming increasingly difficult, and we need to be more inventive in our recruitment processes. These circumstances and others put pressure on the ‘Golden Hour’ and we then loose efficiencies once a vehicle is off the ramp. How do we m...2023-05-1124 minSelling In The Motor TradeMeasure the Lead Not the Lag with Dale WyattDale Wyatt, Director Automobile – Suzuki GB PLC, joins us to discuss processes and activity. From starting his career as a door to door salesperson, to working with Volkswagen Group, Dale has developed a great depth of experience in sales and the motor trade. He firmly believes that you have to respect the process, and although you can short it, it will catch up with you. At Suzuki, they have focused on people and process skills, in order to become a highly trusted brand. Dale understands that it’s very easy to comment on running a dealer...2023-05-0433 minSelling In The Motor TradeDon’t PrejudgeThis episode is as relevant to your sales team and it is to your service department. We focus on not prejudging customers, all based round another popular story about Stanford University and how it came to fruition. Whether we like it or not we all make assumptions about people, their finances and their buying habits. This is a trap that can cost you sales of vehicles, upsales in service and some instances the customer entirely. Definitely a topic to remind yourself and staff about. Here are the highlights: {01:39} Get...2023-04-2706 minSelling In The Motor TradeCustomer Retention After WarrantyWe are back again with Jeff Cowan from Pro Talk, he is a partner of the NADA and has spoken at more Dealer20 Groups, than all the other speakers combined. Losing customers after warranty is an issue for every business, and in some cases, customers leave after their 3rd or 4th visit. Why, we didn’t help the customer with what they needed. So, in this the second instalment, of a two part interview, we look at solutions to help retain your customers throughout their warranty and after. Then we move on to discuss the fut...2023-04-2036 minSelling In The Motor TradeWe've Always Done It That Way!The motor trade is ever changing, like most markets. Simon started selling cars when he was 17, he’s now 49 and obviously the way he sell cars and trains people to sell has evolved in that time For your sales meeting this week, we examine some the practices that haven’t actually changed since the Romans. Or have they! The danger is, if we don’t continually strive for improvement and development across the board, we stand still or get left behind. Again, this motivational tale may not be entirely true but ask yourself and your team. How man...2023-04-1306 minSelling In The Motor TradeYour service staff are the key to selling customers their 2nd and 3rd vehiclesWe are delighted to talk to Jeff Cowan from Pro Talk, he is a partner of the NADA and has spoken at more Dealer20 Groups, than all the other speakers combined. Jeff is also a big fan of the Indianapolis 500, and his book looks at life lessons that can be learnt from the drivers, teams and personalities within the sport. This is a two part interview, and in the first instalment, we look at the importance of your service advisors, and how investing in their development whilst holding them accountable, is essential to your business’s su...2023-04-0633 minSelling In The Motor TradeQualify, Don’t Jump to ConclusionsThis quick bite episode is ideal to play at your morning sales meeting, to help get your team motivated for the day. We look at a story about the US Navy, which has been denied, and also claimed that it wasn’t the US Navy but the British Navy. However, although its probably not true, the morals and principals behind the story make it worth telling. No matter how long you’ve been selling, we can all fall into the trap of jumping to conclusions about our customers or situations. Here are the highl...2023-03-3006 minSelling In The Motor TradeKeep it Real with Steve Curran - Part TwoThis is the final part of our discussion with Steve Curran the CEO of Total Selling Solutions, looking at top sales people and the key attributes of top performing teams. Steve explains that communication is essential when selling, starting from the customer’s initial contact and beyond. The key is to use open questions and once rapport has been established invite the customer to the dealership. One of his top tips is to focus on accountability across your team, in order to drive success. Here are the highlights: {01:05} Females are the bes...2023-03-2336 minSelling In The Motor TradeYour Attitude CountsAttitude is very important in selling, and so often selling starts in our heads. An example of this is Henry Ford. He never gave up, even when he was repeatedly told something wasn’t possible, he almost took it as a challenge. We look at the story round Ford’s development of the V8 engine and see how it inspires us today, whether it’s the truth or not! Here are the highlights: {01:00} If you think you can’t you can’t. {02:45} You can have it in any colour. {04:05} It can’t be...2023-03-1609 minSelling In The Motor TradeAdhering to Best Practices with Steve Curran - Part One Changes within the automotive industry is something we have focussed on with a lot of our guests. Upheaval throughout the pandemic, and issues with parts and electronics certainly took their toll. So in this week’s episode, Simon talks to another fellow Aussie , Steve Curran about where the industry is going and how it has changed over the years. Now Steve is considered one of Australia's automotive industry leading motivational and sales leaders, so his insight and experience is fascinating. He explains how he first got into the industry , recalls the very first car he sol...2023-03-0928 minSelling In The Motor TradeReferrals, Referrals, Referrals - with Joni Stuker - Part Two This is the second and final part of Simon’s interview with Joni Stuker. Joni has spent 36 years as an Automotive Consultant and Trainer and is one of the people who Simon met early on in his career and has been a huge influence on how he trains. She is a TED Talk presenter and has spoken several times at both the NADA and RVDA. It’s fair to say that Joni is the expert on dealing with Call Centres or Business Development Centres as they’re known in the US. On this episode Simon and Jo...2023-03-0237 minSelling In The Motor TradeThe Future of Call Centres with Joni Stuker - Part OneIt was my absolute pleasure to have the brilliant Joni Stuker on the podcast this week. Joni has spent 36 years as an Automotive Consultant and Trainer and is one of the people who I met early on in my career and has molded the way I train. She is a TED Talk presenter and has spoken several times at both the NADA and RVDA. It’s fair to say that Joni is the expert on dealing with Call Centres or Business Development Centres as they’re known in the US. On this episode we’re talkin...2023-02-2322 minSelling In The Motor TradeAvoiding being ghosted and more great tips - part four Elise KephartIn this episode we speak again to The YouTube Diva herself, Elise Kephart, in the last of this four part series. Elise now runs her own sales training organisation in the United States, and in this episode, she offers some inspiring tips on closing sales , earning customer trust , avoiding being ghosted by the customer and much more! There are some real gems in here from someone at the absolute top of their game in the car - sales industry. Share this far and wide! Here are the highlights: (01:04) What’s...2023-02-1632 minSelling In The Motor TradeInterview with Jack Allman from BumperThis week we are joined by Jack Allman who is the co founder and the Chief Commercial Officer for Bumper - a company that's really helping service departments maximise every single result. I think this is so important because everyone knows we're going into tough economic times. So we will be chatting all about how to maximise upsell and everything in the after sales department. Here are the highlights: (03:29) What separates the good from the great in after sales? (10:08) Dealing with distressed customers. (13:45) Don’t assume the customer will say yes...2023-02-0949 minSelling In The Motor TradeThe Car Business is Not a Cake-walk - part three Elise KephartIn this week’s episode I am chatting again with Elise Kephart (if you’ve not listened to episodes 1&2 then please check them out!) We discuss how Elise got started, how becoming a mum changed her outlook, and how the concept of TEAM is so important in this business. Here are the highlights: (01:43) Ok,now I’m going to be a mum! (04:32) Its not a cake-walk (07:08) A real eye-opener (10:01) That team mentality About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it...2023-02-0211 minSelling In The Motor TradeIs The Bubble About To Burst?In this week’s episode I am chatting again with Ian Parker - Ian began in the motor Industry in 1983 at Central West Ford selling new Fords and Used Cars in Orange NSW Australia. By 1989 Ian had established Ian Parker Motors in Orange, starting with only 9 used cars on 800sqm block, and 2 staff. Ian Parker Motors grew into a leading dealership in the Central West where everyone shopped for a quality used vehicle ~ with a quirky little jingle “Ian Parker Cares” which is still remembered today! Now Ian runs a successful automotive coaching busines...2023-01-2621 minSelling In The Motor TradeFrom Camcorder to Smartphone - part two Elise KephartIn this episode we continue our conversation with The YouTube Diva herself, Elise Kephart. Elise now runs her own sales training organisation in the United States, and in this episode, she talks about how video has always been in her arsenal , right back to her first sales positions in the industry. She talks us through how video has evolved from cumbersome cam-corders to hi-tech smartphones and how her selling has evolved with these devices. This is the second of a three-part interview with Elise. The last part will follow over the next few...2023-01-1915 minSelling In The Motor TradeThe Rise And Fall of the DisruptorsI’m joined today by Darren Bedford and Andrew Clark and we've been looking at what's happening in the future and asking questions such as: Where's the motor trade going? Used car stock - what's happening there? And we've got to talking about the disruptors out there. Who are these disruptors? Are the still “disrupting” or are they on the way out? And where does that leave the rest of us? Join us as we pick apart what the motor trade looks like in 2023 Here...2023-01-1235 minSelling In The Motor TradeKnowing the objections and having that gameplan - Interview with Elise KephartIn this episode we speak to The YouTube Diva herself, Elise Kephart. Elise now runs her own sales training organization in the United States, and in this episode, she talks us through her very first car sale while still working unsociable shifts at Starbucks, and the long road to success that followed from that first paycheck. She talks us through her competitive nature and how it has absolutely brought her success and notoriety in this business. Having a game plan is key. Simon also tells the story of his first experiences in the...2023-01-0523 minSelling In The Motor TradeGauging the customer's priorities with SPACERSPACER is an acronym often used in the auto-trade to gauge what a customer’s priorities are when looking for a car. In today’s episode Simon talks you through what each letter stands for, and how it can help you cater to the needs of each individual client who walks into your showroom, because different people have different needs. Here are the highlights: (01:47) Not everyone fits in one box (03:46) Japanese Reliability (06:09) Mid-life crisis? (08:21) Comfort (as we get older) (09:10) That Alpha Romeo reliability About...2022-12-2210 minSelling In The Motor TradeConversational Not ControversialIn this week’s episode I am chatting again with Ian Parker. This is the second part of a two part interview. If you’ve not caught the first episode then have a listen to that first! In this episode we continue our chat about how the motor trade had changed over the years, but also how everything changed pre-pandemic - and whether or not normality has now resumed. Ian again offers some fantastic tips and insights from his many years in the industry. So enjoy this relaxed informal chat with two v...2022-12-1531 minSelling In The Motor TradeThe Forgetting CurveWhat’s your memory like? Hermann Ebbinghaus first introduced the idea of the Forgetting Curve over 100 years ago. This theory states that we are lucky to remember or retain 10% of knowledge taught. Now that's not good if you run a sales training company ! Our job is to get as much stuff into the people who are training for you as possible. Now as a company, we’ve been told that we have an 82% retention for the stuff we teach the guys after a training session - and that was 90 days...2022-12-0830 minSelling In The Motor TradeThe changing face of the motor trade with Ian Parker: “Are we dinosaurs?”In this week’s episode I am chatting with Ian Parker - Ian began in the motor Industry in 1983 at Central West Ford selling new Fords and Used Cars in Orange NSW Australia. By 1989 Ian had established Ian Parker Motors in Orange starting with only 9 used cars on 800sqm block, and 2 staff. Ian Parker Motors grew into a leading dealership in the Central West where everyone shopped for a quality used vehicle ~ with a quirky little jingle “Ian Parker Cares” which is still remembered today! Now Ian runs a successful automotive coaching business - https...2022-12-0142 min
Selling In The Motor Trade5 Ways to Handle Your Customer ObjectionsThis week, we’re going to be talking about the objections your service providers get. I want to keep this short and to the point and focus specifically on the objections. And I’ll tell you why, I've just done some work with one of our clients, one of our dealer groups, and we're talking about upselling the red and amber work, you know, the tires, the air conditioner, brake fluid, timing belts, and this is where the customer objections start. So, I think selling actually begins when the customer says no. In this week's episode, we’re goi...2022-11-2419 minSelling In The Motor TradePricing - The True Value of KnowledgeIn this week's episode, I’m going to be telling the fantastic story about FedEx and more specifically a guy called Fred Smith. Now, this is a story I heard maybe 10, 15 years ago from Tony Robbins. I’m not sure how accurate it is but it describes how Fred struggled to start his business, how he overcame technical and financial issues and I’m going to reveal how his story can help you and your service department. Here are the highlights: (01:39) Fred’s hub and spoke distribution centre idea (02:58) When the distribu...2022-11-1714 min