AutoSuccess: The Podcast

We’re speaking with Jill Dowty, senior account executive and team trainer for Protective Life Corporation. Jill talks about the value of a well-trained, talented F&I professional to the dealership, dealing with compliance issues and advice for adapting selling styles to various customers.

Brian Epro from iMakeNews Inc. returns to discuss the do’s and don’ts of e-mail communication with customers — including some of the most common mistakes, how to keep people from opting out and managing your reputation with ISPs.

Kevin Cunningham of NCM Associates returns to discuss what he’s heard in 20 groups – the advice experienced dealers have for those in their first down market, what successful dealers are doing that struggling dealers aren’t, and the meaning of thrivival.

Sean Stapleton of Visible Customer returns to discuss how to retain customers, one of the most critical goals for dealerships. Sean talks on the importance of segmenting customers, how to walk the fine line of too much and not enough communications with customers, and why you can’t save your way to profitability.

For this episode, we look back at some of the best advice on the topic of motivation and how leaders can affect their team’s outlook. Michael York, John Brentlinger, Mark Tewart, Paul Cummings and Marc Smith all weigh in with advice on how to get your team running at its best.

Matt Baker, Vice president of sales for G and A Marketing, returns to give tips on what to look for when picking a staffed event sales team, including how to avoid picking a team likely to make mistakes at the expense of your dealership.

Tony Avila, CEO of Innovative Aftermarket Group, discusses how new GPS technology can alert dealership service centers when customers should be contacted for mileage milestone services, and the selling point of theft prevention.

Michael Thomas, president of Prime Eagle, discusses why he believes dealer-funded programs are the way of the future, why they require a whole different mentality and how dealers can protect themselves with processes and technology.

Kirk Manzo, president of The Manzo Group, talks about maintaining profitability at your dealership, why this is a great time to upgrade your team, how to move forward and not just survive, and how to get ready for the automotive industry’s coming spring.

Alex Bravy, co-founder of Web2Carz, talks about bringing leads into your showroom, the most successful best practices he’s seen in the industry, and how to spot red flags when looking for lead generation companies.

Management coach Marc Smith speaks to us about the fine art of motivating employees and running an organization. He explains the marks of a great manager, when it’s too late to be proactive, and the definition of the “Velcro rear end.”

We’re talking used cars with Tim Deese, chairman of Progressive Basics. We learn what used car managers and stockbrokers have in common, why average day in stock is so important, and the message your used car inventory sends to consumers.

David Book, co-founder of MyGoalTracking, gives us his thoughts on what makes an effective CRM, why buying software doesn’t solve customer relation issues, and why he believes huge investments in CRM technology are unjustified.

Finding the right mix of used vehicles is crucial to a dealership’s bottom line. We welcome back Dale Pollak, founder of vAuto, and learn critical stocking strategies, how to derive the value of a used vehicle, and why you should liberate yourself from your franchise brand.

Third party review sites: your best friend or worst enemy? DealerRater.com’s Matt Lamoureux discusses how to leverage good online reviews, overcome negative reviews, and how to use your online reputation to beat your competitors to the punch.