- September 12, 2023
- By Shannon Fairbairn
Best Practice
Consumer Duty Legislation – Are You Ready?
As of July, 31st 2023 a new Consumer Duty directive from the FCA has been in initiation. This comes in further pursuance of their ambition for the automotive industry to treat customers fairly. The objective of the proposal in summary is as follows: A new Consumer Principle that requires firms to act to deliver good
- May 12, 2022
- By Shannon Fairbairn
Car salesperson closing techniques
Car sales is a very different game to what it was even as recently as a couple of years ago. Customers have so many methods of buying a car nowadays and the information they need is at their fingertips. This means that the role of the car salesperson has changed from selling a car to
- July 29, 2020
- By Shannon Fairbairn
Why does prospecting cause your car sales executives’ hearts to sink?
Have you ever wondered why the word ‘prospecting’ causes Sales Executive’s hearts to sink? In this age of digital marketing and social media, the traditional mediums of press and radio seem to have become something of an anachronism for car dealers, despite the modern alternatives being just as expensive and just as difficult to evaluate in terms of enquiries generated.
- July 23, 2020
- By Shannon Fairbairn
Why aftersales is key to maximising car dealership profitability
The areas of the business outside of the sales department are not usually seen as sales opportunities. The individuals we attract to these departments tend towards the technical rather than the commercial. The prevalent considerations tend towards logistics, time management and technical capability.
- February 24, 2020
- By Shannon Fairbairn
Data’ll do nicely! Getting the most from your dealership sales data
One of the most valuable assets in the modern-day car dealership is the sales data in your DMS. In mergers and acquisitions, there is often a goodwill payment agreed, the value of which is determined by the quality and quantity of data available, and the value is often substantial.
- September 18, 2019
- By Shannon Fairbairn
How to use incentives to get the most from your car sales team
Motivating your sales team often isn’t as straight-forward as simply setting a target and offering a cash prize to the winner. It may be time to look at what truly motivates your staff and how you can use this to focus their efforts towards the priority areas in your business.
- July 8, 2019
- By Shannon Fairbairn
How to run effective car dealership sales events
Car dealership sales events can be extremely successful if they are planned, timed and executed properly and are supported with the correct marketing. The successful sales event will drive attendance by convincing customers that this event is an opportunity for a great deal that should not be missed. Read on to find out how.
- April 25, 2019
- By Shannon Fairbairn
Customer retention is king in motor retail!
Highly satisfied customers are undoubtedly the biggest driver of customer retention and recommendation. So, if long term profitability and growth is to be achieved, it is vital to ensure that your customers receive a fantastic experience during their vehicle purchase, but also throughout their entire ownership of the car.
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