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Brand Loyalty: Challenges and Opportunities

By Hale Soucie on Feb 5, 2019 11:10:38 AM

According to reports released by Edmunds, only three car manufacturers have brand loyalty that exceeds 60%.

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Growing Your Business in 2019 with SMART Goals

By Hale Soucie on Jan 27, 2019 11:56:52 AM

Having just celebrated the new year, I'm sure plenty of us made resolutions for 2019 that we may or may not stick to.

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How to Use Turn and Earn to Increase Market Share and Revenue

By Hale Soucie on Jan 19, 2019 6:56:56 PM

Most dealers have heard of Dave Smith Motors in Kellogg Idaho. In the mid 1990's this dealership was selling more Dodge trucks than anyone else in the nation despite its town's population of some 2400 people. By using a no haggle pricing strategy and taking advantage of Dodge's turn and earn policy, this small town dealership put itself on the map selling nearly 4,000 extended cab trucks by 1996.

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Coaching Your Sales Team

By Hale Soucie on Jan 12, 2019 2:00:20 AM

According to a LinkedIn study, sales teams who received 3 hours of coaching per month had a 17% higher closing rate than teams who received only 2 hours.

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Does Demand for Your Brand Dictate Your Market Share?

By Hale Soucie on Jan 5, 2019 1:30:14 AM

Yes and No.

Yes, less demand for your brand means less of your brand might be sold in relationship to other brands in your market area.  That's a given. However, the demand for your brand does not have to limit your individual dealership’s performance.

Your dealership can increase market share even when demand for your brand is down in a couple ways:

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2019 Auto Industry Forecasts and What They Mean for Dealers

By Hale Soucie on Dec 29, 2018 4:02:17 AM

The automotive market will continue along its 2018 pace in the coming year according to many analysts in the industry. Used vehicle sales show potential for significant growth as average transaction prices continue to rise.

Some analysts remain wary and project a potential “flattening” in the market, but this in itself is good news in a sense.

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A Very Merry Christmas from Our Family to Yours

By Hale Soucie on Dec 21, 2018 3:24:49 PM

For most the Christmas period is an opportunity to pause for a moment and focus on the things that are most important to you. We know that you as dealers don't get as much of a pause so we would like to send you our warmest seasons greetings and wishes for a successful end to the year.

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Should Your Service Department Service Other OEM's?

By Hale Soucie on Dec 7, 2018 6:24:38 PM

To edge out the competition and to increase revenue, more and more service departments are choosing to service other OEM’s.

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Car Buyers Report Lowest Satisfaction with Long Purchase Process

By Hale Soucie on Dec 1, 2018 12:16:50 PM

Negotiation time and the time to complete purchase remains the number one complaint of car shoppers.

According to a recent study that polled recent car buyers, the amount of time it takes to complete a car purchase continues to grind customers' gears.

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The Benefits and Dangers of Third-Party Car Shopping Sites.

By Hale Soucie on Nov 17, 2018 7:16:05 PM

Over the last several years, third-party sites like CarGurus,, and TrueCars have become a popular tool for dealers looking to boost their New and Used sales numbers and the reason is obvious: sites like these are the most-used resources for online car shopping.

When shopping for a car online most New car shoppers start off on third party websites and end up on dealership sites while most Used car shoppers start and end their journey entirely on third party sites.

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