The word control is used in many sales meetings and seminars in car retailing and for sales people it is a vital ingredient to ensuring that customers ‘do it their way’ and if correctly used can actually be good for both parties. With so much information available and so many different opinions, not to mention the eye watering list of potential … [Read more...]
Toyota recalls, fly by wire and too much technology
February 9, 2010 By
If there is one thing that has changed beyond all recognition since I started out in this business nearly thirty years ago, it’s the amount of electronic wizardry now fitted as standard to modern cars. Much of it, in my opinion is very necessary but some of it increasingly is totally unnecessary. Worse still, we don’t even have a choice. … [Read more...]
Ease up on the rigid sales process or risk driving buyers away
February 2, 2010 By
A sales process is not unique to car retailing; there are many examples of direct selling where there will be a laser focussed approach to ensuring prospective customers are being handled to the satisfaction of the business management. In recent years, however, the following of “a process” has started to become slightly fanatical in the car … [Read more...]
Pictures sell motor cars. Fact
January 21, 2010 By
A simple statement of fact; quality of service and marketing will only improve if car dealers are to remain solvent in theses trying times. We here at Motor Trade Insider agree wholeheartedly with the sentiment and would probably take it a stage further. For instance when we look at the internet as a marketing tool, car dealer websites have … [Read more...]
Oversell the add-ons and something is going to crack
January 19, 2010 By
We often highlight at Motor Trade Insider the fact that the actual selling of a car is only a very small part of how the modern car dealer attempts to gain a profit and apart from the aftersales route and traditional finance packages there are now masses of products which can be sold as 'bolt ons' but which can easily make the whole transaction … [Read more...]
Long lead times a turn off for the now generation
January 18, 2010 By
We now live in a world where instant gratification is craved. We want everything and we want it all now, we simply don’t want to wait. Instant messages, email, fax, internet, fast food (the faster the better), Instant education, job, wealth, no waiting at the hospital; we want an instant diagnosis, and, of course, an instant cure. We want … [Read more...]
The mystery shop, car dealers and cherry picking
December 11, 2009 By
There is a major issue in car sales today, which dealers and manufacturers continue to wrestle with, and that’s “burning leads” or “cherry picking”. Although most manufacturers now incentivise their dealer network to ensure compliance, there is still a reliance on people which often leads to failure and therefore financial … [Read more...]
Take your friend in the trade with you to the showroom
December 1, 2009 By
Buying a car in today’s seemingly ever-changing and fast paced world is certainly more complicated than it ever has been. The truth is the buyer has far more decisions to make during the buying process and is faced with far more choice than ever before. Only a few short years ago anyone wanting to buy a car was really at the mercy of professional … [Read more...]
Can non-main dealer servicing be a false economy?
November 26, 2009 By
During an economic cool off the focus of most buyers’ attention will be on value for money, making cost savings and generally obtaining the best all round package. It is no wonder that, with the inevitably large financial outlay associated with car buying, that these factors now come powerfully into play. Deciding what is a cost saving and what, … [Read more...]
Government already hailing scrappage scheme a success
May 29, 2009 By
According to government figures more than 35,000 new cars have been ordered through the UK's scrappage scheme which started May 18th and ministers believe those cars would not have been sold had it not been for the financial incentive. … [Read more...]
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