Tag Archive | "Sales"

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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Spending on New Cars Hits All-Time High, Even as Loans Stretch to Record Lengths


While May might not have brought the big uptick in sales we’ve seen in recent months, preliminary data suggest that automakers took in record revenues, with the average transaction price of new cars, trucks and crossovers sold last month climbing by at least 4%, reports The Detroit Bureau. 

All told, U.S. buyers spent a record $52 billion for their new vehicles in May, in part, due to a sharp, year-over-year decline in incentives, according to several firms that track monthly sales data. A separate study suggested that motorists are covering those higher costs by stretching their loans out longer than the industry has ever seen, an average 67 months.

“New vehicle sector and segment preference indicates consumers are confident about the economy and their finances,” said TrueCar President John Krafcik. “Not only are these shifts to premium brands and utilities telling from an economic indicator standpoint, they signal sizable revenue gains automakers should reap this year.”

The data tracking firm estimated that the typical vehicle had an average transaction price, or ATP, of $32,452, up 4% rom May 2014. Lower incentives played a role, but manufacturers have also seen buyers show more confidence by loading up on options and by trading up to higher-level vehicles. TrueCar estimated sales of premium brands jumped 10.6% during the first four months of 2015 compared to just 4.8% for mainstream brands.

BMW and its Mini subsidiary, saw prices jump in May by 6.5%, according to a separate analysis by Kelley Blue Book. Mazda saw a similar increase, while Ford and General Motors prices climbed a more modest 4.3% and 4.2% respectively. Toyota’s average price rose just 2.3%, even though it trimmed incentives by more than 10%, year-over-year.

With only a handful of exceptions, notably including General Motors, Hyundai and Kia, most makers trimmed rebates and givebacks as the U.S. auto market continued to gain ground. And analysts noted that the modest overall sales numbers for May actually misrepresent the market’s momentum, as the peculiarities of the industry’s reporting system counted fewer so-called “sales days” last month than in May 2014.

The surge in spending also reflects a year-long shift from fuel-efficient small cars and alternative-power vehicles to larger passenger cars, pickups and SUVs.

“With the national average price of gasoline down nearly a dollar per gallon on average from one year ago, truck and SUV demand remains strong, elevating average transaction prices,” Karl Brauer, senior analyst for Kelley Blue Book, said in a statement.

The steady climb in new car prices might come as a surprise to those worried about relatively stagnant middle-class earnings and the rising wealth gap. In reality, most new car buyers today register on the upper end of the middle-class spectrum. Even for compact cars, industry research often shows household income levels approaching six figures.

And buyers are simply stretching out their purchases to hold down monthly payments – while also encouraged by continuing low interest rates. Gone are the days of three and even four-year loans. Borrowers extended their loans terms during the previous quarter to 67 months on average, longer than ever for new cars, according to Experian Automotive.

“While longer term loans are growing, they do not necessarily represent an ominous sign for the market,” said Melinda Zabritski, Experian’s senior director of automotive finance.

On the plus side, the trend allows consumers to buy more vehicle without busting the household budget. On the downside, however, it means they likely have to keep those vehicles longer in order to avoid being upside-down on loans when trading in, cautioned Zabritski. That could foretell slower future growth of the automotive market.

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