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customers (2)

Are Dealers Creating a Bottleneck?

In the car business, most of the problems that happen can be blamed on the manufacturers themselves. They aren't doing it intentionally, but sometimes it seems that they can't get out of their own way to allow dealers to work with customers appropriately.

There's an alternative view, though, from Bill Playford on DealerRefresh:

Let me state, I loved being a commissioned salesperson. Nothing quite beats the rush of selling a (rare) car for more than sticker, or upfitting a truck for snowplow duty. The problem is that it didn’t benefit the manufacturer when I did that. Nor did it benefit the manufacturer when I brokered deals with other dealers so that I could sell other brands of vehicles. The customer and I won, but the manufacturer still lost. That created a bottleneck for the OEM because of my own personal motivations.

Read more on DealerRefresh.

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Customers for Every Department

Customer loyalty is hard to come by these days. Those of us who have been selling cars for long enough remember a time when the majority of customers would work with a single dealership for a long time, perhaps even their whole lives. Those days are behind us to some extent thanks to the internet, but there are things you can do to win those customers back.

In this article on Automotive Digital Marketing by Jon Lamb, he explores some of the options that dealers have in order to try to make their service customers buy cars from them and to have their sales customers get their cars serviced at the dealership.

We are creatures of habit. Unfortunately, the habits of the general population has changed over the last decade to create a separation between where they buy cars and where they have them serviced.

Read more on ADM

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