Tag Archives: customer

It’s A Time For Thanksgiving (Automotive Style)

It's that time of the year again…. Well, actually not. Let's be completely honest. It's that one day of the year again. The one day where everyone around the automotivesphere expresses their public thanks: letters from the manufacturers' chief/department executives to their staff, dealers/general managers to their staff, vendors to their staff and maybe, just […]

Manipulation: Not the greatest form of flattery (Stop It!)

Nobody looking from the left, not a soul peering in from the right; so it’s done. Manipulation. The to do, the call, the email, the touch…you know, the BS-logged activity. The stuff that’s done just to get the heat off, clean up the CRM and get back to going the same pace of “lead management” […]

You Lost Me At Hello

Leads. Leads. Leads. Lead? Nope, the customer that should be yours that will buy somewhere else. All the data (little data and it’s more well-known brothers medium data and big data) says the same thing: people that submit leads buy. And buy in a well-defined time frame. And buy from…….well, it doesn’t matter. Most of […]

DrivingSales Executive Summit 2012: A To Unmarketing

The 2012 DrivingSales Executive Summit has closed its doors with an amazing, energetic event to show. Congratulations to the entire (growing) DrivingSales team, you have left a higher bar to be measured against, once again. With nearly 1000 in attendance, primarily dealers, the vibe was strong around leading-edge strategies. And the expectations were high… Opening […]

The cost of information versus execution

We hem. We haw. We decide. We buy. We go. Then what? First, let’s go back to the start. What is the education budget of your dealership? There is likely a marketing budget, a maintenance budget and even a coffee budget (especially if you’re a high-line store). Where is your education budget? How much is […]

Accountability. Denial. Cover Up. A Losing Game.

We all come to proverbial "forks in the road" when it comes to performance, to delivering, to being reliable, to following up and ultimately to understanding what it takes to be better. There are mainly two types of being in business, away from the actual retail transaction if you look at things in very simple […]

All Of Us In Automotive Need To Be…Less Automotive (At Least Socially)

One of the things that I love about IM@CS is the fluid nature of what we do. In consulting to different businesses (and thankfully contributing to different industries), we are involved in different aspects of attracting, engaging and retaining customers. One thing that is more than evident is the necessity to be more than single-track […]

Shortcuts, Rock Stars, Working Harder And The Point

Everyone, even the most committed and successful visionary, may take a shortcut from time to time. It's in our DNA. It's hard to resist. It's a recipe for disaster. It's one of the status quos of automotive retail and it'll undoubtedly be the death of more dealers. So why is it that we live in […]

What Have You Done For You Lately? (Ooh ooh ooh yeah…)

You're back but your bags (and head) may still be packed from your Las Vegas departure. The whirlwind of powerpoints, data, applications, widgets, speakers, vendors and pitches that opened October 12 with Digital Dealer and ran through DrivingSales Executive Summit at Encore, came to a close mid-day last Friday with the departure of over 1,000 […]

Don’t Let Social Media Get In The Way Of Your Success With It

We're bringing a petition to DrivingSales Executive Summit, JD Power Internet Roundtable, SEMA and NADA. But you can be first to sign it here and now. The law we're hoping to get passed in the retail automotive industry is "stop calling it social media and start calling it die without it". It's not something you […]