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Sex appeal still sells, but not in the way you’d think

8/3/2017

Published in NIADA State Magazines, July 2017 (UTAH LINK; PDF VERSION)

Sex appeal has taken on a whole new meaning in dealerships, with female consumers dictating a new definition of what constitutes sexy. In part this is because we are now, whether or not you want to admit it, living in a female decision-maker world, especially in the car business. So, the sex being appealed to is increasingly women—turning the stereotypical female sex symbol paradigm on its ear.

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When the Exceptions Overtake the Rules of Your Showroom

5/11/2017

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By Scott Bergeron Adapted from article published in multiple state issues of NIADA,
[UTAH 05-2017] [PDF VERSION]
The term showroom control has been around for years, and it exists for good reason. If you take a busy Saturday when deals are happening left and right, it’s easy to lose control and start making exceptions, and as a result, mistakes.

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Is your sales process a hit? Or hit and miss?

4/20/2017

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By Scott Bergeron Adapted from article published in multiple state issues of NIADA,
03-2017 [PDF VERSION]
Louis Pasteur said, “Chance favors the prepared mind.” When it comes to sales, this is the most important driver to long-term success.

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Presidential election provides insights to more effective car selling

2/13/2017

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by Scott Bergeron
Adapted from an article published in multiple NIADA State Magazines, January-February 2017 Issues

Technology Alone Isn't the Holy Grail
Donald Trump’s election proves that state-of-the-art technology, by itself, doesn’t provide all the correct answers. Based on the vote totals, the highly sophisticated, technology-driven polls missed the mark. In that same vein, relying on technology alone to sell cars isn’t the holy grail that some make it out to be.

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Making Technology Work

11/8/2016

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by Scott Bergeron
Originally published in
Used Car Dealer Magazine
(Making Technology Work)
November 2016 [PDF VERSION]

Even the most advanced tech tools won’t get results if dealers don’t address the humans using them.

The auto industry has fallen hard for new and shiny technology marketed as a way to achieve better sales team tracking and performance, leading in turn to higher revenues.

Or that's the theory, anyway.

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6 Ways to Hire for Success

5/1/2016

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By Scott Bergeron
Adapted from article published in
F&I Showroom Magazine
(6 Ways to Hire for Success)
May 2016 [PDF VERSION]

Hiring to get the body count up can be a recipe for disaster. Personnel expert explains why dealers and managers need to hire character first and credentials second.

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High Maintenance Talent vs Low Maintenance Sales Teams

2/29/2016

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Adapted from an article published
by NIADA and UCDM, March 2016

Too often, dealers think they have to deal with a high-maintenance employee just because they can produce.

The reality is most successful dealerships aren't successful because of high-maintenance talent, rather in spite of it. In the long run, it may pay to cultivate salespeople with impeccable ethics and strong character (and they may not always come from the sales ranks).

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Finding the time to make more deals

1/31/2016

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by Scott Bergeron
This article was written for & published by NIADA. [PDF VERSION]

So, you’re operating a profitable dealership, and everything should be rolling right along and running smoothly, right? Then why is it running you and not the other way around? What happened? Your time is being sucked away like never before, and it’s stopping you from growing your business and it’s driving you nuts. It wasn’t supposed to be this way, and it doesn’t have to be.

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Sales Basics that never go out of style

9/30/2015

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by Scott Bergeron
This article was written for & published by Auto Success
[PDF VERSION]

I was fortunate enough to work in a top-100 new car dealership from the very first day of green-pea training. I was a salesperson, sales manager, team leader, desk man, and department head. Whatever you wanted to call me this month, I didn't care. But I did care, and care deeply, about two objectives—hitting forecast, and building a team that could do it every month.

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Multitasking managers cost deals, increase turnover

9/14/2015

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by Scott Bergeron
This article was written for & published by Auto Success [PDF VERSION]

Sales managers pride themselves on their superhuman abilities to multitask and "keep the wheels of America turning."

While they may be doing 10 tasks at once, chances are good they're probably doing them half-assed (I'll include myself here as well).

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<<Previous

Sex appeal still sells, but not in the way you’d think

When the Exceptions Overtake the Rules of Your Showroom

Is your sales process a hit? Or hit and miss?

Presidential election provides insights to more effective car selling

Making Technology Work

6 Ways to Hire for Success

High Maintenance Talent vs Low Maintenance Sales Teams

Finding the time to make more deals

Sales Basics that never go out of style

Multitasking managers cost deals, increase turnover

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