Category Archives: Featured

Don’t Run, We Are Your Friends!

M-Mars-Attacks2-1Fasten your chin straps and check your seat belts, car people. The ride is about to begin, and there’s no turning back. Every party has to end sooner or later, and we’re overdue. All the signs have been flashing for months, but too many of us ignored them, and now the reckoning has arrived.

It’s sort of like watching the flaming cattle run past in “Mars Attacks!” or hearing the oboe music from “Jaws.” You can tell some scary crap is about to go down.

You can’t say I didn’t warn you. And after 41 years in the retail car business, it seems the industry has finally caught up with me. All the so-called experts, analysts, and other assorted clowns who were wearing party hats and predicting perpetual record sales a year ago have done an abrupt about-face. Now they are marching in the other direction and sounding the alarm.

Have you recently invested in a multigazillion-dollar, state-of-the-ridiculous modern facility? Did you just hear oboe music? News flash: The factory is not going to eat your loss when the shark shows up. You guys and gals have been bullied into investing by your manufacturers, some of whom skipped in and out of bankruptcy with a government handout.

Read the whole article here on AutoDealerMonthly.

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

M-BTF3-1Excuse 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 — calling it exactly as it turned out in reality — more than just about any of the other forecasters, futurists, or industry publication editors. In other words, my stuff really happened.

Read the whole article here on AutoDealerMonthly.

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 with Eliana Raggio today was a huge success…

“Jim Ziegler Lays Out the Pathway to Management in the Car Business”

VISIT OUR WEBSITE

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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 and techniques that are Not taught anywhere else by anybody. For more information

CLICK HERE

… or call Jim Directly for Group Rates, information or Dealer Principal Signups (770) 921 – 4440.

JimZiegler, CSP, HSG is the only Nationally-Recognized Trainer and Consultant that has actually been a Successful Manager in Dealerships. Jim has been awarded the prestigious Dealer’s Choice Diamond Award for Sales and Management Trainer of the Year three times in a row.

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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 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 Monthly.

Convention and Super Bowl Hangovers

M-OTPMarch2-1-2It’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 the Pack. But the Dirty Birds were flying high and it was game on!

The Super Bowl was an exhilarating experience for Falcons fans, at least for the first half. How do you blow a 25-point lead? The answer is simple: You get overconfident and lay down in the second half.

Read the whole article here on AutoDealerMonthly.

Hire the Alpha Dawg!

HireTheAlphaDawg

Who Shot the Dealer?

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.

The Leads Are Weak

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

M-OTP3-7-2Marketers 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 use it as a desking tool and console to run their sales departments and BDCs.

Read the whole article here on Auto Dealer Monthly.

Internet Battle Plan XXI Schedule & Program

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View and download the full class schedule for Internet Battle Plan XXI in ATLANTA at the link below!

Internet Battle Plan XXI Class Schedule – PDF

Internet Battle Plan XXI Class Schedule – Word doc