Tag Archive | "Sales"

KBB Predicts Record Sales in April


IRVINE, Calif. — Kelley Blue Book said this week it expects new-vehicle sales to grow by 4% compared to the same-year period in 2015. The expected growth should deliver record new-vehicle sales of 1.51 million and a SAAR of 17.5 million.

Retail sales, the firm said, are expected to account for 80.3% of volume this month, down from 80.9% in April 2015.

“Following a disappointing March, we expect sales to get back on track in April with the SAAR in the mid-17 million range,” said Tim Fleming, analyst for Kelley Blue Book.  “Increased fleet sales and rising incentive spending among automakers remain the factors to watch, but retail demand appears to be holding steady, signaling the industry’s strong run isn’t over quite yet.”

Compact SUVs/crossovers, mid-size cars, full-size trucks and mid-size SUVs / crossovers should also realize volume growth this month, according to KBB. Compact cars, however, are expected to be lone segment to show a decrease in volume compared to the same time last year.

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Mike Burgiss to Discuss ‘Next-Level’ F&I Sales at Agent Summit


LAS VEGAS — Organizers of Agent Summit have announced that MakeMyDeal’s Mike Burgiss will present “Next-Level Product Sales” at the 2016 event, scheduled for May 9–11 at the Venetian Palazzo Las Vegas.

“Those who know Mike Burgiss know he is at the leading edge of F&I product sales,” said David Gesualdo, show chair and publisher of Agent Entrepreneur and F&I and Showroom. “Agents and dealers who fail to stay abreast of the latest advances risk losing opportunities.”

Burgiss’ presentation will focus on protection-product sales in the dealership as well as with customers who wish to complete all or part of the F&I transaction at home or their place of business, online or by phone. He will also discuss new technology designed to maintain or improve production as car buyers’ preferences and demands continue to evolve.

“The opportunity for dealers to build a consumer’s intent to purchase F&I products is greater than it’s ever been, and delivering a modern and efficient experience in the business office is the perfect complement to a strong sales process,” Burgiss said. “Dealers and agents that adopt an online and digital mindset for F&I will continue to grow their businesses faster and stronger than the competition.”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount. To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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BOK’s Huntzinger to Offer Economic Outlook at Agent Summit


LAS VEGAS — Organizers of the annual Agent Summit have announced that BOK Financial’s Jim Huntzinger has agreed to speak at the 2016 event, which will be held May 9–11 at the Venetian Palazzo in Las Vegas.

“Jim’s 30-plus years of financial and investment expertise are a welcome addition to the Agent Summit agenda,” said David Gesualdo, show chair and publisher of Agent Entrepreneur and F&I and Showroom magazines. “He will have a room full of entrepreneurs hanging on his every word.”

Huntzinger serves as executive vice president and chief investment officer of BOK Financial, a $30 billion regional financial services company based in Tulsa, Okla. He joined the company in 1982, when it was known as Bank of Oklahoma, and quickly rose through the executive ranks. His session, “U.S. Economic and Market Outlook,” will include a review of current economic trends, including job growth, vehicle sales, interest rates and energy concerns.

“I look forward to greeting the Agent Summit crowd and diving into a frank discussion of the economic climate,” Huntzinger said. “I hope to explain exactly how we got here — and where we are headed.”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount. To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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Scott Smith Appointed Manager of AUL Operations and Service Support Departments


NAPA, Calif. – AUL Corporation is proud to announce the promotion of Scott Smith to lead the operations department in addition, to his role as the service support manager. Scott joined AUL nine years ago as a customer service representative and then was appointed a claims team leader before being promoted to the service support manager position. In his new role, he will bring leadership and innovation to the combined synergies of the two departments as AUL continues to grow year over year. The operations department is the underwriting and processing center for AUL.

“Scott is an inspirational leader that has taken our service support team to new levels,” said Jimmy Atkinson, COO. “We have a very high commitment to customer service and [we] answer every call personally through that team, handling over 30,000 calls per month. Scott has developed processes and training programs and even, more importantly, the spirit of teamwork that we know he will bring to our operations group.”

Scott replaced Jackie Mathews, who was one of the first employees at AUL. Jackie made the decision to step back from her manager role and become a team member again as she prepared for retirement after being an AUL employee for well over twenty years. “Jackie is employee number three!” said Luis Nieves, founder and CEO. “When we were first starting AUL, we folded brochures and pitch kits in Jackie’s basement, and she has been a loyal and dedicated part of AUL ever since,” said Nieves.

Also, Scott has promoted Kim Freemen to the position of team leader from our Sales Support Team, joining Isabel Gutierrez in that role. Also, Heath Rosa has been named operations analyst. These changes reflect the talent and bench strength at AUL and further the commitment to providing agents, dealers, and contract holders with unsurpassed service.

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How Can We Sell More on the Worst Day of the Week?


What’s your worst selling day? Let’s assume you picked Wednesday. So every Wednesday is a terrible selling day because there’s no traffic, no incoming calls, nothing to do, nobody to talk to, no sales, no nothing.

And yet, Then, all of a sudden, for some incredible reason, Wednesday usually becomes the best day of the month!

How could that be?

For one thing, at the end of the month, you’re down to the wire. So you start doing your follow-up a few days beforehand so you can get some of those people back on the lot. When that phone rings the last couple of days, instead of blowing the call, talking price or educating the caller, you do whatever it takes to get them in the door.

On those last couple days, when you’re out in the service department or pass the waiting room, you actually talk to a couple of people there to find out if they, or someone they know, may be in the market to trade cars soon.

Oh yeah, and when you finally get an up, you start treating every prospect like they could be the very last person you’ll get to talk to this month, representing your last chance to hit your next-level bonus or maybe even make enough to pay the rent.

When the month is running out, you don’t wait for the ads to generate traffic, you work the phones to schedule as many appointments as you can so you can put more people on the lot. You give each prospect your best, most enthusiastic presentation, and you end up selling two or three units and pulling out your month on the worst day of the week.

Here’s a new thought: It isn’t the day of the week at all. It’s how you spend that day that makes the difference. Just like we teach service writers to schedule appointments during their slow time instead of first thing in the morning, when they’re slammed, you can do the same.

When someone says they’ll come back Thursday, try to push it to Wednesday. Just give them a logical reason: “I know you want a lot for your trade, and I’ll have the highest bidder in town here Wednesday afternoon. Can you swing by after work?”

In summary, to double your sales this month, try this three-step method:

  1. Treat every day you work as though it’s the last day of the month or the year, and give every day 110%.
  2. Treat every prospect as though they are the last one you’ll ever get a chance to talk to and give each of them your very best “basics” process, including the warmup, value-building and closing.
  3. Learn something new every day about how to sell more. You could read a new book about sales every day and not run out.

If you can do those three things, you can double your sales and income right away — and you’ll continue to grow year after year.

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Confident Financial Solutions Appoints VP of National Sales


BOULDER, Colo. — Confident Financial Solutions (CFS), a developer of financial solutions for automotive service centers and their customers, has announced that it has appointed Dan Beres as vice president of National Sales, reports F&I and Showroom.

Beres joins an existing group of highly experienced professionals in the automotive industry and brings his expertise to his new role. He will be responsible for driving the creation and management of the company sales channels.

Prior to joining CFS, Beres held the role of executive vice president at MyCustomerData for seven years, where he created, developed and managed the sales force from three to 25 salespeople and was responsible for the company’s explosive sales growth at that time. He also initiated and developed vendor approved relationships with BMW, MINI, and Volvo, while managing an existing relationship with Mercedes-Benz.

Previous to that, Beres held the role of director of sales for DMEautomotive, where he brought on seven new accounts in less than three months, drove over $1 million in revenue and was named the Top New Business Producer of the Year. Before joining DMEautomotive, Beres served for five years as the national sales director at Who’s Calling, Inc., where he drove sales from $3 million to $42 million in revenue in less than three years.

“Dan is a highly skilled sales executive with extensive experience in our industry. I am certain he will quickly prove himself as an effective leader as part of our national sales force. I am excited to have him on board as we continue to drive profitability for our automotive service center clients while meeting the ever-changing needs of their service customers,” said John Dunning, CFS CEO.

“I joined CFS because they are a dynamic and growing company with a great solution that handles a major pain point for automotive service departments,” Beres said. “It’s a wonderful place to be, and I look forward to sharing in the company’s future successes.”

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