Incentivizing Your Team
Since the time we started advising shop owners, I’m pretty sure I’ve seen every pay plan known to man. I’m also pretty sure that I’ve heard every possible variation of the same question: “How can I pay my team in a way that motivates them without eating all of my profits?” If that sounds familiar,
Understanding Mobile Payment Methods
As further proof that “mobile everything” is here to stay, today’s tech-savvy consumers are buying into the mobile payment concept, making purchases at retail stores with a wave of their phones instead of a swipe of their credit cards. Services such as Apple Pay, Android Pay and Samsung Pay allow users to make secure purchases
SRI Hires Senior Sales, Marketing VP to Reestablish Falken Brand
Sumitomo Rubber North America has appointed Darren Thomas to senior vice president of sales and marketing to help Falken lead as a tier 2 brand. Thomas will report directly to Richard Smallwood, Falken Tire president and CEO. In his new role, Thomas will be responsible for the passenger, light truck, and medium truck tire sales
Meet Sales Expert Steve Ferrante at Tire Review SEMA Booth
Meet Tire Review columnist and sales and customer service training expert Steve Ferrante on Tuesday, Nov. 1 from 1-3 p.m. and Wednesday, Nov. 2 from 11 a.m. – 1 p.m. at Tire Review’s SEMA Show booth (# 41078). Ferrante is the CEO of Sale Away LLC and the producer and host of the highly-acclaimed “Pinnacle Performance
Solution Sales and Strategic Sales
Many people have tried to define sales over the years. After much reflection on my own experience, I’ve decided to redefine the modern day definition of sales. Simply put, sales is, “ The conveying of meaningful information to encourage a buying decision.” Sales is everything. It governs the interactions between ourselves and our customers or employees,
How to Fail
If you’re familiar with my Pinnacle Performance Training or you’ve been reading my columns in Tire Review over the past several years, then you know my focus is on success – creating a winning sales, customer-service and workplace culture that both differentiates and elevates independent tire and service businesses above and beyond the competitors. But
The Big Four
Seems like the powersports industry has been dominated by “The Big 4” for decades! However we are not talking about Honda, Kawasaki, Suzuki and Yamaha. The real big four that make a difference to your dealership are Marketing, Advertising, Public Relations and Branding. If you have to ask what’s the difference, then you need to
Embracing Online Sales
I’m experiencing déjà vu. Another tire manufacturer – Michelin North America – has entered the direct-to-consumer market. And no surprise, Tire Review’s website blew up with comments from tire dealers that manufacturers are out to steal the tire dealer’s business. I feel your pain. This direct-to-consumer sales trend hurts your business. You’re no longer in
Doleco USA Adds Sales Management Positions
Doleco USA has added two new sales management positions in an effort to enhance its presence in the North American market. Tom Haughs has joined the company as vice president of sales and Bob Abrahamson has joined the company as the new west coast account manager. “The U.S. market offers great potential for expanding our
Ethical Sales and Full Disclosure
I am sure you will agree that in our industry there are a number of unwritten rules that tire dealers have followed for decades. They know that they have to hire gifted technicians, stay at the forefront of vehicle technology, and can never jeopardize their relationships with their customers; just to name a few. Unfortunately,
Rebranding After Acquisition
A dark and dingy showroom is a thing of the past. Before your customer service, even before your vehicle service, the showroom offers a first impression of your business. Customers expect a neat and clean showroom, but they also need to recognize your business. Branding your tire dealership is key to building a strong relationship
Pricing, Ethics and the Reputation of Your Business
At Elite we know that once someone comes into your shop, you’ll do everything you can to generate a happy customer, and make a fair profit. Unfortunately, some customers will put you to the test when it comes to the prices you charge. They’ll tell you they can’t afford the recommended services, they’ll tell you
