Sales & Marketing
Is the love affair with cars over?October 2, 2009 The love affair between young people and cars that has helped fuel the industry since the end of WWII may be on the wane. That’s the conclusion of a new study of auto-related online commentary among teens and young adults by J.D. Power and Associates. Power analyzed over 775,000 "conversations" on auto-relate... Read more |
FinanciaLinx adds CarProof history reports to off-lease processSeptember 27, 2009 A CarProof report is now available on every FinanciaLinx vehicle offered for sale through auctions and/or DLinx (FinanciaLinx's in-house inventory sales/management system), thereby enhancing transparency and increasing buyer confidence in their remarketing program. Full report details are provided to buyers through online access to the FinanciaLinx ... Read more |
ADESA integrates e-business across North AmericaSeptember 14, 2009 ADESA has announced its U.S. and Canadian e-business departments are joining forces to enhance its e-business service and offerings for all its North American customers. In conjunction with this integration, ADESA will be adding staff and development resources at all 61 of its auction facilities to extend ... Read more |
ADESA integrates e-business across North AmericaAugust 20, 2009 ADESA has announced its U.S. and Canadian e-business departments are joining forces to enhance its e-business service and offerings for all its North American customers. In conjunction with this integration, ADESA will be adding staff and development resources at all 61 of its auction facilities to extend and improve support of... Read more |
OPENLANE offers special dealer promotions throughout AugustAugust 20, 2009 OPENLANE, a leading online dealer auction company in North America, has announced several new dealer promotions during the month of August to celebrate the company’s recent 10-year anniversary.... Read more |
OPENLANE to take part in remarketing webinarAugust 20, 2009 OPENLANE will join AutoTrader.com, CARFAX and DealerTrack for the first ever webinar in the Auto Remarketing Training Series (ARTS). The ARTS webinars are intended to offer a fresh approach to typical pre-owned marketplace webinars, with executives from three to four non-competing companies sharing their insight, best practices and expertise with on... Read more |
Changing demographics will hurt auto sales| March 2, 2010 Unfavourable demographic changes, including the retirement of the baby boom generation, will dampen vehicle demand over the coming decades, according to a report by Canada’s Scotiabank. While generation Y will become increasingly more important for the auto industry, growth in the vehicle buying population is set to moderate to the slowest ... Read more |
Better get readyRuss Morrison | October 15, 2009 Did that date get your attention! It should. The reality for the large majority of the 8400 registered dealers in Ontario is that you have very little to worry about. But if you are one of the few dealers that stretching the limits and misrepresent the facts to the consumer, then you better buy... Read more |
CarProof can help| October 15, 2009 The imminent implementation of Ontario’s revised Motor Vehicle Dealers Act (MVDA 2002) and attendant publicity surrounding it has heightened the awareness of both dealers and consumers in the levels of disclosure that must be provided when selling, in particular, a used vehicle. But, whether required by the new Ontario Act or other provi... Read more |
Event marketing still worksMary Hughes | September 30, 2009 According to a report titled, EventView 2009: Global, “events and the Web (are) the marketing disciplines that provide the greatest return on investment.” There’s always been a place for event selling within the wide range of marketing tools a car dealer uses. The Giant Tent Sale is a still a favourite, and the Private Sale has become s... Read more |
Do you have a uniform sales process?Chris Schulthies | September 30, 2009 When I ask dealer principals and sales managers if they have a sales process on their showroom floor, many will give me an incredulous look and an indignant response: “Of course we have a sales process!” When I then ask: “Is it documented, trained, re-trained, enforced and evolving?” the answer and tone is of... Read more |
Sales Floor: Achieve profit through processDuane Marino | June 4, 2008 Without the activities, the results can’t be obtained. Let’s discuss some universal ways that any sales team, in any market, selling any brand, can sell more cars, make more money, and reduce their stress. I would guess that all the suggestions that follow are executed consistently in perhaps five percent of ... Read more |
There’s gold in chrome ... and other accessories| January 9, 2007 Are you getting your share?In discussions about dealer-related issues with several manufacturers’ CEOs and other industry experts over the past year, one point has come up repeatedly: there is big money to be made on aftermarket accessories, and dealers are not getting their sh... Read more |
Spotlight on Accessories| January 9, 2007 In our January/February 2007 issue, the digital edition of which you can download from this site, there is an article on the business opportunity presented by aftermarket accessories - "There is gold in chrome."As a supplement to that article, following are some of the accessory products that caught our attention at... Read more |
Navigating the ‘streams’Trevor Henderson | November 26, 2009 Our industry is certainly not isolated from change. In fact, you may be hard-pressed to identify elements of the business that have not seen pretty consistent evolution over the years. In the wholesale market, one such area is in the manner in which used vehicles are remarketed. In recent articles we have talk... Read more |
Growth potential is in usedMichael Hatch | September 30, 2009 Though the main indicators are suggesting an end to the recession in Canada, for individuals and businesses the day-to-day challenges of navigating a difficult economic environment haven’t changed much. Any good news is welcome after what has been a brutal year, but a 0.1 percent uptick in month-to-month GDP will not change any... Read more |
Management-driven will ‘make you’: market-driven will ‘break you’Joe Verde | September 30, 2009 In today’s new market, every time we speak to a group of dealers, one of the first questions we ask them is: “How many of you are finding it tougher to do business as usual?” Of course, every hand in the audience goes up. Even the dealerships who are doing well agree t... Read more |
Used-Vehicle Department ChecklistChris Schulthies | March 13, 2009 Do you have a separate credit site that generates leads? Go to www.carloanscanada.com.Do you have a step by step credit application on your web site?Do you offer a credit recovery pro... Read more |
It was a very good year... until the last two months| January 20, 2009 2009.01.15In spite of the economic turmoil south of the border and in much of the rest of the world, Canadian new-vehicle sales of 1,635,986 units for 2008 were the third-best ever. And at that, they were just 1.1 percent behind second best (2007). But a significant downturn in the final tw... Read more |
Avoiding aged inventoryHector Bosotti | September 20, 2007 If you avoid it you don't have to correct it.In the last issue, we discussed ways of correcting an aged-inventory problem. Having dug your way out of that hole -- or even while you are doing so -- you will want to install some prevention policies to avoid getting into an... Read more |
Learning to sell sub-prime| April 20, 2007 Special Finance is the fastest growing segment in the automotive financing marketUntil very recently, the term "sub-prime" was essentially unknown outside the circle of lenders and dealers or brokers involved in the financing business. Even many of the customers who benefited from sub-prime loans probably did not recognize them by th... Read more |
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