Best Practices Tips
Split your squad
12:01 am U.S. ET | April 27, 2015
AutoNation Honda Roseville divided its sales staff into 2 groups - floor personnel and phone/Internet specialists - steering more resources to phone/Internet, the faster-growing source of sales leads.
Reviving auto row
12:01 am U.S. ET | April 13, 2015
The owner of Volkswagen of Oakland is seizing on the region's property boom by tearing down his dealership and building an apartment complex on the site, with VW and Hyundai stores on the ground level.
Still going strong
12:01 am U.S. ET | March 16, 2015
Park Ave Saab treats its customers as if Saab were still in business, offering a dedicated store with service, parts and a good selection of...
Dole out the freebies
12:01 am U.S. ET | Feb. 16, 2015
Stanley Subaru in costal Maine gives its new-vehicle buyers a benefit it calls "Tires for Life."
Reviving Auto Row
12:01 am U.S. ET | Feb. 9, 2015
The owner of Volkswagen of Oakland is seizing on the region's property boom by tearing down his dealership and building an apartment complex on the...
Rejuvenating careers (and selling cars)
12:01 am U.S. ET | Feb. 3, 2015
Irfan Siddiqui, general manager at AutoNation Mitsubishi in Houston, has hired about 15 people who had struggled at other nearby AutoNation stores.
Don't just wholesale that old trade-in
12:01 am U.S. ET | Sept. 1, 2014
Last year River Town Honda in Grandville, Mich., embraced older, high-mileage trade-ins instead of selling them at near-zero profit to wholesalers.
Sell the fuel, too
12:01 am U.S. ET | June 2, 2014
The nation's largest Chevrolet dealership, Classic Chevrolet in Grapevine, Texas, opened its own compressed natural gas fueling station to help sell...
Know your customers
12:01 am U.S. ET | May 26, 2014
At Jaguar Land Rover North Scottsdale, Arizona, customer-facing employees are treated to an upscale steakhouse lunch, followed by tea at the local...
Reward employees in unique ways
12:01 am U.S. ET | May 19, 2014
At least once a month, Keith Kocourek, owner of Kocourek Automotive Group in Wausau, Wis.
Make house calls
12:01 am U.S. ET | May 12, 2014
American Ford in Glendive, Mont., use Ford dually pickups and trailers to, well, pick up and deliver customers' vehicles for the service department.
Outsource your staffing
12:01 am U.S. ET | May 5, 2014
By hiring a staffing agency to handle its hourly workers, including porters, Warren Henry Auto Group in Miami has saved $100,000 a year.
Enlist the help of a shopping consultant
12:01 am U.S. ET | April 28, 2014
At JM Lexus, the world's largest-volume Lexus store, product specialists help customers find the appropriate vehicle and explain its features, then...
Take the time to teach
12:01 am U.S. ET | April 21, 2014
Dealer Terry D'Arcy has created the unique position of delivery specialist at his three Illinois stores.
Sell out of the service drive
12:01 am U.S. ET | March 10, 2014
Mike Shaw Toyota-Scion in Corpus Christi, Texas, employs a full-time salesperson who sits in the service department and offers a free, no-strings...
Go high tech, no pressure
12:01 am U.S. ET | Feb. 24, 2014
Patsy Lou Automotive Group in Flint, Mich., is embracing technology and a no-pressure environment to draw younger consumers.
Charity test drives can drive leads, sales
12:01 am U.S. ET | Feb. 10, 2014
Grogan's Towne Chrysler-Jeep-Dodge-Ram in Toledo, Ohio, sponsors charity test drives that create community good will -- and potential leads and...
A delivery specialist can make a difference
12:01 am U.S. ET | Feb. 3, 2014
At D'Arcy Buick-GMC in Joliet, Ill.
How video can seal the car deal
12:01 am U.S. ET | Jan. 27, 2014
Dave Wright Nissan-Subaru in Cedar Rapids, Iowa, requires salespeople to shoot and send a 55-second video of a vehicle to every prospect who calls,...
Keep a close eye on your used-vehicle inventory
12:01 am U.S. ET | Jan. 20, 2014
DePaula Chevrolet in Albany, N.Y., has a strict policy: No used vehicle stays on the dealership's lot for more than 60 days.