The Future Ain’t What It’s Cracked Up to Be

Excuse the bad English, but sometimes it’s just fun to say the word “ain’t.” It takes me back to my redneck roots, before I became the sophisticated, genteel socialite you know and More »

Thank you for attending my webinar today

THANKS FOR ATTENDING TODAY’S WEBINAR HERE IS THE LINK FOR THE REPLAY IF YOU’D LIKE TO SEE IT AGAIN OR SHARE IT WITH A FRIEND CLICK HERE FOR REPLAY The DealerOn Webinar More »

Welcome to Saturation Nation

It’s a new month and a new attitude in the car business, where sales have noticeably slowed down in recent weeks despite a rising economic tide. I keep trying to tell the More »

Convention and Super Bowl Hangovers

It’s almost more than my heart can stand. As I sit here late at night in my darkened office, the Super Bowl is over and I am emotionally drained and stressed. A More »

 

The Future Ain’t What It’s Cracked Up to Be

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Excuse the bad English, but sometimes it’s just fun to say the word “ain’t.” It takes me back to my redneck roots, before I became the sophisticated, genteel socialite you know and love today. In researching this article, I read dozens of blogs and news items talking about the future of our industry. The overwhelming assorted collection of speakers, writers, reporters, and industry hacks are solemnly predicting cataclysmic changes that will soon shake the foundations of our industry as we know it. Your paradigms will come crashing down around your ears, driven by the Millennial Rebellion, and armed with handheld devices. Well, when it comes to future-casting in the car business, I think you’ll find I have the most impressive track record for accuracy —

Is Your Quick Lube Driving Away Business?

After 41 years in this business, I must admit I was naïve about dealership service when I visited my local Ford dealership for an oil change. After all, the sign on the building said “Quick Lane.” I was gobsmacked when they told me it would be a four-hour wait for a simple oil change. They spent a fortune building a manufacturer-approved, state-of-the-art quick lube, but there’s nothing “quick” about it. It is embarrassing to me that Valvoline Express can take a walk-in just about anywhere in the country and have them in and out in less than a half hour — and that’s if they’re busy. I knew this topic would require more research, so I called around and tried to schedule a simple oil

Thank you for attending my webinar today

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THANKS FOR ATTENDING TODAY’S WEBINAR HERE IS THE LINK FOR THE REPLAY IF YOU’D LIKE TO SEE IT AGAIN OR SHARE IT WITH A FRIEND CLICK HERE FOR REPLAY The DealerOn Webinar with Eliana Raggio today was a huge success… “Jim Ziegler Lays Out the Pathway to Management in the Car Business” VISIT OUR WEBSITE Jim and Debbie Ziegler are Bringing it To Chicago in May with two Dynamic Automotive Management Seminars: May 16th and 17th The Samurai F&I Seminar May 18th and 19th The Automotive Sales Manager’s Seminar No Matter What Your Level of Expertise or Experience, These Events Will Greatly Improve Your Numbers. Just starting out, or 15 years in the Box or on the Sales Desk… you’ll learn new closes, word tracts

Welcome to Saturation Nation

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It’s a new month and a new attitude in the car business, where sales have noticeably slowed down in recent weeks despite a rising economic tide. I keep trying to tell the industry that the two are not necessarily entwined. The issue here is good, old-fashioned saturation. You can’t keep on pumping 60 million new and used cars annually into a market that only has about 200 million qualified buyers. About every five years, it catches up with us, and all your customers seem to be driving a new (or newer) car. There are a limited number of new customers coming into the market. It isn’t crashing, not by any means. It’s just adjusting. Read the rest of my short article here on Auto Dealer

Convention and Super Bowl Hangovers

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It’s almost more than my heart can stand. As I sit here late at night in my darkened office, the Super Bowl is over and I am emotionally drained and stressed. A week before the big game, Debbie and I returned home from the NADA Convention in New Orleans, optimistic but concerned. I’m still trying to digest all the things we saw and heard at the convention. There’s a lot on my mind. I love pro football, but I didn’t watch for the majority of the season — that is, until I found out my Atlanta Falcons were favored in the NFC championship. When they beat Green Bay, I was gobsmacked with awe and amazement. If I had bet on the game, I’d have taken

Hire the Alpha Dawg!

HireTheAlphaDawg

Who Shot the Dealer?

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Historians have put the story to bed and closed the book. I say, however, that only the most ignorant and naïve among us could actually believe that a lone gunman — particularly a bitter, delusional nutcase like Lee Harvey Oswald — could have pulled off the assassination of President John F. Kennedy. I just read some interesting memoirs on the topic. Some suggest Kennedy’s widow, Jackie Onassis, actually believed Vice President-turned-President Lyndon Johnson was behind the plot until the day she died. Others say the fact that Oswald himself was killed by Jack Ruby, a low-level Mafia associate, means Kennedy must have had some run-ins with mob bosses. Read the whole article here on F&I and Showroom.

Stop Flushing Those Ad Dollars

To be frank and borderline crude here, most of you dealers are pissing your money away. You are totally ineffective and inept with your advertising dollars. I’m told that automotive advertisers spent more than $4 billion on paid search in 2016. Most of that went to Google. From everything I’ve been able to glean, I am going to estimate that another $3 billion was spent on so-called lead providers. That’s $7 billion in pursuit of the Holy Grail, aka the first page of Google search results. Well, I can tell you from experience that most of you flushed that money down the toilet. In the early 1920s, John Wanamaker created and operated one of the first department stores in the United States. He invented the

The Leads Are Weak

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Flash back to Alec Baldwin’s classic sales speech in “Glengarry Glen Ross.” Everyone remembers when Jack Lemmon said, “The leads are weak.” That was one of the most brutally tense scenes in movie history, ending with the famous line, “Coffee is for closers.” I have recently seen repeated instances where automotive lead provider representatives are beating up on dealers, trying to justify their lack of ROI and the few units delivered from their leads. “The leads are weak,” your managers and BDC employees keep saying. But your lead provider tries to tell you it’s your employees who are weak, not to mention unprofessional and inept. At the risk of upsetting Alec Baldwin, sometimes the leads really are weak. Read the whole article here on AutoDealerMonthly.

It’s a Nerd Meltdown

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Marketers have extended Black Friday through Sunday, which leads into Cyber Monday. The entire week following Thanksgiving has become the biggest engineered consumer shopping spree imaginable. In fact, some of the car manufacturers decided the entire month should be “Black November,” extending the sale to 30 days. Customers flooded the showrooms. Then, just when everything was going so well, at around 10 o’clock on Friday morning, the reports started coming in on social media. The car hashtags on Twitter and private car groups on Facebook all lit up at once: VinSolutions had crashed. The panic was immediate and widespread. If you’re not on VinSolutions yourself, you should know it’s one of the premier CRMs on the market today. I would guess that thousands of dealerships