Poachers

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, How to Present Your Menu

Things have been a little rocky, as of late, but you’ve had a busy, productive weekend, and it’s about time, too! The funk you’ve been in has finally subsided and it would seem you’ve turned the corner. It’s Monday morning…time to clean up after the party, if you will, and that’s okay because things are looking up. Your bruised attitude may actually survive. Then IT happens… You answer a phone cal …

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Looking Back, Analyzing Current Events, and Looking Forward

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward, How to Present Your Menu

This is the time of year to consider where we’ve been, what’s happening currently, and what we’d like to accomplish in the New Year. Simply put, we’re going to need a plan to get there. Reviewing the past and present will help create the map. From a macro perspective, many of us may resist looking back at the events of the past year. Hopefully we had a good year, but typically it was not without i …

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Making Sense and Protecting the House

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, General Communication Skills

Recently, a colleague showed me a menu from a local restaurant. He asked me to take a look at the names chosen for some of the menu items. “Does that make any sense to you?” he asked. “By looking at the name of several of these items, do you have any idea what the dish is?” Looking at the menu, myself, he had a good point! Creativity for its own sake (while, unfortunately, sacrificing clarity), se …

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Defending Yourself Versus Recognizing Opportunities for Improvement

Posted by Erik Landrum on April 12, 2019 in Administrative Topics, F&I Selling Strategies, General Communication Skills, Interacting with Colleagues/Internal Customers

We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the very basics…be nice, ask a few questions, and listen a lot! Their lack of product knowledge may even prevent them from speaking too much, because they don’t want to look as though they don’t know what they are doing. Surprisingly, sometimes they …

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Sharing, Believing, and Cringing at the BAD Karma

Posted by Erik Landrum on April 12, 2019 in Administrative Topics, F&I Selling Strategies, Interacting with Colleagues/Internal Customers

More than a few years ago, as a Salesman, I would commonly field a Guest’s question, “Erik, what do you think about those extended warranties?” The response was always the same. “Guys, the best way I can reply to that, is to say that, I will NOT sell a vehicle, to a family member, without a service contract. The last thing I want to be talking about at Thanksgiving dinner, or any other time, is th …

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Helping Service Writers

Posted by Erik Landrum on April 12, 2019 in Administrative Topics, F&I Selling Strategies, Interacting with Colleagues/Internal Customers

Field work provides plenty of inspiration for my training tips. I have wanted to tackle this topic for a long time, but found it difficult to formulate a process to help our teammates in the Service Department. Fortunately, a Business Manager friend of mine was able to show me the way. Therefore, the credit for the inspiration provided here belongs to Anthony Brinker. With his permission, I’m happ …

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Cancellations

Posted by Erik Landrum on April 11, 2019 in Administrative Topics, F&I Selling Strategies

Clearly I like to write about subjects tailored toward meeting and exceeding our Guest’s expectations and needs. Although a slight departure from the usual material, the subject of cancellations is, nonetheless, still important to upholding our mission directive of taking care of our Guests. Plus, depending on the laws of your state, this is usually a very time sensitive matter. And let’s not forg …

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The Message

Posted by Erik Landrum on April 11, 2019 in Administrative Topics, F&I Selling Strategies, General Communication Skills, Interacting with Colleagues/Internal Customers

Let’s think outside of “the box”, if you will, for a moment. How may we further the cause of efficiently communicating all of the benefits, with our Guests, of taking advantage of our VSC offerings to protect their investment? We’ve all heard (and I certainly believe in) the adage that the Sales Department sells the first vehicle and the Service Department sells, the same Guest, all subsequent pur …

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Lenders

Posted by Erik Landrum on April 11, 2019 in Administrative Topics, F&I Selling Strategies

Symbiosis is defined as any interdependent or mutually beneficial relationship between two persons, groups, etc. Clearly this is an accurate definition of the working relationship between those of us in the Business Office, and most of the Lenders with whom we interact. Time is critical and we never have enough of it. We certainly don’t want to waste it researching that which we could have taken h …

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Goals, The Forward Observer, and Adjusting Fire

Posted by Erik Landrum on April 10, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward

It’s time to analyze where we’ve been versus where we would like to be. Have we been closely tracking production or are we merely satisfied (or not) with the numbers on our paycheck? Having covered this ground previously, I’ll offer a reference to the subject (here.) How else could we assess the situation? In military parlance, the forward observer notes the effectiveness of artillery or naval gun …

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