How to encourage job ownership

Taking ownership of your job is an essential trait of responsible employees, and necessary for an organisation’s success. Committed employees don’t “just do it” but often consider what needs to be...

Sales Leakage

How do you know for sure? I love listening to people who are preparing to buy a car and the advice they are given. You always run into this golden rule of...

Coaching Sales Teams with Analysis

Henry Kissinger once described Leadership as “taking someone from where they are to where they haven’t been before”. While he was not in a car dealership, he certainly described one of...

Motivating Salespeople for Increased Performance

We expect salespeople to be self-motivated; but like everyone else, they have “down time” and “morning blues,” and the “up and go” may not be all that good on some days....

How to recruit highly effective sales people

As a Dealer Principal or Sales Manager, you know the importance of having a team of effective sales people: Self motivated, consistent in delivering sales results, and generally afford you more...

Know your obligations as a Dealer Principal

Do you know everything that goes on in your F&I office? Are you familiar with the consequence when F&I Managers to do not follow critical guidelines when dealing with customers? The...

Leveraging on Technology

An interview with Ric Collins – Chairman for Jarvis Cars How do you feel about using technology to create a competitive advantage in the automotive retail business today? Several years ago, I...

The importance of good cash flow

The cash flow cycle is the process of moving money in and out of a business. A business expends cash in creating goods or in the supply of services sold to...

Cash Flow in Retail Automobile Business

One fundamental strategy for good cash flow management is to collect receivables as quickly as possible. One major factor affecting cash flow in automobile sales is the status of contracts in...

How to sell effectively

What are the steps in selling a car or motorcycle? Whatever it takes! The principal reason that the steps of the sale must be followed is so there is control over...