Digital Dealer - June 2019 - 13
"normal" driving conditions.
Weather extremes, driving
habits, road construction,
and heavy traffic cause most
vehicles to be driven under
"severe" driving conditions.
Never is that truer than
with trucks and SUVs-
especially four-wheel drive
vehicles. Oh, sure, there
are some armchair cowboys
whose pickups have never
seen a speck of mud, but
even these guys drive in
extreme hot and cold, stopand-go traffic, and harsh
road conditions.
There are some ridiculously long drain intervals on
fluids like transmission fluid
and antifreeze, but "severe
service" intervals are much
lower. Temperature extremes wreak havoc on vital
fluids, and they have to be
changed more frequently.
What a great opportunity!
Contractors, farmers,
ranchers, and extreme
sports enthusiasts (just to
name a few) need their
trucks in top shape to get
the job done. It's the service
advisor's job to make sure
these customers have a
well-maintained vehicle.
For the contractor, the
money stops, and for the
sports enthusiast, the fun
stops whenever their truck
stops working. Don't let that
happen on your watch. Like
Paul Revere, I'm simply
reminding you "the trucks
are coming! The trucks are
coming!" Make sure your
advisors are ready to seize
the opportunity, present
the vehicle's maintenance
needs, and ask for the service sale.
Forecasters are saying
500,000-750,000 fewer
vehicles will be sold in 2019.
How will you make up the
revenue loss? By selling
preventive maintenance
D I G I TA L D E A L E R . C O M
services!
Remember the 300% rule:
present 100% of the technician-recommended services
to 100% of the customers
100% of the time.
CHARLIE POLSTON is an
Automotive Customer Retention
and Profitability Consultant with
BG Products, Inc. Charlie has
been with BG's Fixed Operations Division for over 36 years.
He has trained over 7,500
dealers, managers, and technicians - and has been a frequent
workshop leader at NADA's
annual convention. EMAIL:
cpolston@bglsi.com
JUNE 2019
13
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Digital Dealer - June 2019
Table of Contents for the Digital Edition of Digital Dealer - June 2019
Digital Dealer - June 2019
Contents
The Four Levels of Accountability
Supplier Consolidation= Higher Prices= More Profit Challenges
Beware of the Terms of Your OEM’s Approval of a Franchise Relocation Request
Service Opportunities Increase With Trucks, SUVs, and Crossovers
Is It Time for a Dealership Check-Up?
Should Employees Understand the Company Financial Statement Scoreboard?
What Artificial Intelligence Can (and Can’t) Do for Your Dealership
Bring Them to Your Website!
Social Selling: 10 Actions to Get Traction
Tracking Data to Outpace the Competition
10 Core Beliefs of Highly Influential Sales Leaders
90% of Dealership CRMs Are Broken, Set Up Wrong, & Not Used Consistently
Maximize Your Profit With Omni-Channel Retailing
Digital Dealer - June 2019 - Digital Dealer - June 2019
Digital Dealer - June 2019 - Cover2
Digital Dealer - June 2019 - 1
Digital Dealer - June 2019 - Contents
Digital Dealer - June 2019 - 3
Digital Dealer - June 2019 - The Four Levels of Accountability
Digital Dealer - June 2019 - 5
Digital Dealer - June 2019 - 6
Digital Dealer - June 2019 - 7
Digital Dealer - June 2019 - Supplier Consolidation= Higher Prices= More Profit Challenges
Digital Dealer - June 2019 - 9
Digital Dealer - June 2019 - Beware of the Terms of Your OEM’s Approval of a Franchise Relocation Request
Digital Dealer - June 2019 - 11
Digital Dealer - June 2019 - Service Opportunities Increase With Trucks, SUVs, and Crossovers
Digital Dealer - June 2019 - 13
Digital Dealer - June 2019 - Is It Time for a Dealership Check-Up?
Digital Dealer - June 2019 - 15
Digital Dealer - June 2019 - 16
Digital Dealer - June 2019 - 17
Digital Dealer - June 2019 - Should Employees Understand the Company Financial Statement Scoreboard?
Digital Dealer - June 2019 - 19
Digital Dealer - June 2019 - 20
Digital Dealer - June 2019 - 21
Digital Dealer - June 2019 - 22
Digital Dealer - June 2019 - 23
Digital Dealer - June 2019 - 24
Digital Dealer - June 2019 - What Artificial Intelligence Can (and Can’t) Do for Your Dealership
Digital Dealer - June 2019 - Bring Them to Your Website!
Digital Dealer - June 2019 - 27
Digital Dealer - June 2019 - Social Selling: 10 Actions to Get Traction
Digital Dealer - June 2019 - 29
Digital Dealer - June 2019 - 30
Digital Dealer - June 2019 - Tracking Data to Outpace the Competition
Digital Dealer - June 2019 - 32
Digital Dealer - June 2019 - 33
Digital Dealer - June 2019 - 34
Digital Dealer - June 2019 - 35
Digital Dealer - June 2019 - 36
Digital Dealer - June 2019 - 37
Digital Dealer - June 2019 - 38
Digital Dealer - June 2019 - 39
Digital Dealer - June 2019 - 10 Core Beliefs of Highly Influential Sales Leaders
Digital Dealer - June 2019 - 41
Digital Dealer - June 2019 - 90% of Dealership CRMs Are Broken, Set Up Wrong, & Not Used Consistently
Digital Dealer - June 2019 - 43
Digital Dealer - June 2019 - 44
Digital Dealer - June 2019 - 45
Digital Dealer - June 2019 - Maximize Your Profit With Omni-Channel Retailing
Digital Dealer - June 2019 - 47
Digital Dealer - June 2019 - 48
Digital Dealer - June 2019 - Cover3
Digital Dealer - June 2019 - Cover4
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