The Showroom

Useful Articles

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3 Ways to Close Your Next Sale
Is your timing off? Top trainer comes to the rescue with three proven steps you can take to improve your showroom communication skills and execute the perfect close.
Photo by Sting via Wikimedia Commons Sales Training With the Greek Philosophers
How would the ancient world’s greatest minds train your sales team? Join Socrates, Plato, and Aristotle to build a training curriculum focused on communication, processes, and productivity.
4 Ways to Attract and Keep Millennials
Erase the showroom stigma by making your dealership the workplace of choice for motivated and purpose-driven millennials.
3 Ways to Improve Training in Your Store
When managers demonstrate discipline in scheduling, preparing for, and delivering training, sales and F&I professionals develop the skills they need to meet and exceed their goals.
5 Ways Dealer Tech Has Failed Us
Critical thinking, sales and F&I training, and customer satisfaction are just a few victims of the wave of technology that has completely engulfed many auto dealerships.
Sales Pro of the Month: Tony Makes It Easy
Sales Pro of the Month Tony Ortega regularly reaches the 30-car mark at Mercedes-Benz of Plano (Texas).
Sales Pro of the Month: On the Right Path
Joel White is off to a fast start at Seymour Ford Lincoln in Jackson, Mich.
Who’s Afraid of the Electric Inventory?
ChannelNet’s Paula Tompkins wants dealers to modernize their sales and customer service processes before disruptive vehicle technology forces their hand.
It’s a Process: How BPM Benefits Dealers
Omnichannel systems are backed by business process management, which works behind the scenes to manage the components of online and instore sales.
March Madness: How to Coach Your Rookies
Give green peas a fair chance at success by playing to their strengths, building trust in the process, adjusting when needed, and allowing them to close deals.

The Showroom News

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Upstream Remarketing Keeping Used-Vehicle Values Strong
Depreciation through the first half of 2018 stood at 13.7%, much lower than the 16.3% rate recorded in the year-ago period. Analysts say upstream remarketing has kept values strong despite the tidal wave of off-lease vehicles that returned to market during the period.
Manheim Used Vehicle Value Index Up 5.1% in July
June’s ‘abnormal bounce” in used-vehicle values continued in July, resulting in the Manheim Used Vehicle Value Index rising to 136.9.
Dealertrack: Vehicle Title Doubles Chances of Sale
Dealertrack has released Accelerated Title, a new solution designed to capitalize on a widely recognized auto retail trend.
IHS Markit: SUV Shift Not Prominent Among All Groups
According to the research firm’s analysis, more than 35% of U.S. households with a sedan in the garage that returned to market for a new vehicle between April 2017 and March 2018 acquired an SUV. That's up from just 24% five years ago.
Strictly Enforced: Virginia Leads Nation in Speeding Tickets
WalletHub’s latest dangerous driving report ranks Virginia as the strictest enforcer of speed limits and Delaware as toughest on reckless drivers.
MBUSA to Lower Entry Point With A-Class
The introduction of the compact Mercedes-Benz A-Class to the North American market in 2019-MY will represent a new entry point below the CLA-Class.
Audi to Open e-tron Sales Sept. 17
U.S. car buyers can configure and reserve their version of Audi’s first all-electric vehicle for the first time on Sept. 17, the same day the still-veiled 2019 e-tron SUV will make its global debut at a San Francisco event.
Former FCA Chief Sergio Marchionne Dead at 66
Sergio Marchionne, former CEO of Fiat Chrysler Automobiles and Ferrari N.V., has died following complications from surgery.
Registration Opens for Industry Summit 2018
Dealers and sales and F&I professionals are invited to register for Industry Summit 2018, a unique training, compliance certification, and networking opportunity set for October in Orlando, Fla.
Manheim Releases Mobile App for Dealers
Manheim Express promises dealers a fast and easy way to list and sell inventory in the Manheim Marketplace.