Articles by Michael Rees - CEO

Michael Rees - So, Jessica was put in the unenviable position of having to find a replacement vehicle. The insurance company wrote her a check for just under $6,000 for her truck. Jessica started her mission to buy a used vehicle for $6,000. She started as most buyers do nowadays, by surfing the Internet ...

Michael Rees - New ewmployees need to know what you expect from them today, tomorrow, this week, this month, this year. If they don't, it will be impossible for your employees live up to your expectations ...

Michael Rees - Are you and your team using the fact that so many people are saying business is bad to tell yourselves: “It’s okay that we’re not doing any better. We can’t help it; it’s just the economy”? ...

Michael Rees - So, you sign up for these programs and the number of visitors to your new Web site increases. You even hire a dedicated Internet manager to manage all these inquiries. The number of Internet sales increases, so you think...

Michael Rees - Salespeople have to show excitement when presenting a vehicle—not just mentioning the features that a particular vehicle comes with, but painting the picture as to what these features will do for the customer ...

Michael Rees - Hold your managers accountable for your sales staff actions ... Have your managers track each step of the sales process, and have them get involved with every customer early in the process to ensure compliance with your process ...

Michael Rees - Just imagine if your sales manager was introduced to each customer right after the interview stage. They would start up a relationship with your customer that would be conducive to them buying from your dealership ...

Michael Rees - What if instead of cutting expenses, the same dealer makes a plan to implement and follow proven sales processes? Instead of worrying too much about volume and gross goals ...

Michael Rees - Many dealers like to hire people on the spot (especially salespeople) and let them sink or swim; this is time consuming and expensive. Dealers have to go through the hiring process ...

Michael Rees - A lot of applicants will have a resume and will want to save time by not completing all parts of the application. Make it clear to each applicant that you need every part filled out..