Mark Proctor of Preferred Dealer Services talks about getting back to the basics of sales — fundamental areas to concentrate on, the characteristics of a great salesperson and how to fight common distractions.

Running Time: 9:19

Steve Law of Dubuque Data Services discusses different types of dealer management systems (DMS) and which type would be best for your dealership.

Running Time: 12:32

Justin Duff, VP of Sales for Dealer HD, talks to us about maximizing your dealership’s Web presence, with tools including Web sites, social media and video.

Running Time: 18:02

WideStorm's Jock Schowalter describes online negotiation for your dealership: what it is, how it can raise your sales and how to avoid potential pitfalls.

Running Time: 19:04

Bill Leek of AutoBase discusses how to increase referrals for your dealership, the best practices for mining your customer database and how best to follow up every lead.

Running Time: 14:45

We end the year by revisiting with some of our guests to ask them to describe a difficult time in their professional lives and how they managed to overcome it. We talk with JD Rucker, Kirk Manzo, Mike DeCecco, Al Babbington and Todd Smith.
Running Time: 13:06

Fran Taylor of Taylor Techniques speaks with us about the importance of training and prospecting, both for the success of individual salespeople and the bottom line of the dealership.
Running Time: 19:53

Responding to leads is vital to a dealership's bottom line. ActivEngage's Todd Smith shares how live chat functionality on your Web site can give your prospective customers a reason to give you their business.
Running Time: 14:45

While we might not have arrived at the cashless society yet, more people than ever are using credit and debt cars in business transactions. Northeast Vehicle Group's Eric Selby and Jeff Holthouse speak with us about streamlining your dealership's payment processing.
Running Time: 8:18

TK Carsite's JD Rucker returns to discuss dealerships and social media — how to use it with other advertising, who at the dealership should be responsible, and walking the fine line between communication and spamming. Part 2 of a two-part interview.
Running Time: 24:07

Dealers hear a lot about social media, but just what is it? We speak with TK Carsites' JD Rucker to find out what it is, how to use it and how it can humanize your dealership. Part 1 of a two-part interview.
Running Time: 13:23

Dealer.com's Mike DeCecco returns to discuss the benefits of pay-per-click advertising, how to align you advertising with your real-time inventory, and how to make a search for a used non-franchised car pop up in your dealership's results.
Running Time: 13:23

After more than two decades as a leader in the auto manufacturing field, IMN's Bill Gaudreau shares his viewpoint on the changes he's seen, and how successful dealerships will set themselves apart during the economic recovery.
Running Time: 10:45

OneCommand's Al Babbington discusses consumer trends in the rebounding auto market, and how your dealership can take advantage of the changing sales landscape.
Running Time: 11:22

Brian Menzies, founder and CEO of 1-800-Charity Cars, describes how his organization gets donated cars to those who need them the most, and how dealerships can help, and benefit from, the organization.
Running Time: 17:21

What separates the high-performance salesperson from the rest? Kirk Manzo of The Manzo Group describes the traits and attitude of those at the top of their field, and the importance of being able to put the failures AND successes of the past behind you.
Running Time: 17:48

Jason Lancaster of Spork Marketing discusses what dealers should keep in mind when designing or redesigning their Web site, how linking is like voting, and off-line activities to consider to build your on-line presence.
Running Time: 13:21

Managing leads efficiently is difficult enough, but when you have multiple CRMs, it can become impossible. Matt Watson, CTO of VinSolutions, talks with us about Internet Lead Management and what to look for in current and future systems.
Running Time: 17:16

For our 100th episode, we’ve gone back and asked some of our guests the question “What’s the best lesson you’ve learned in your professional life?” The answers were honest, sometimes surprising and, most of all, potentially life-changing if taken to heart.
Running Time: 12:27

The Buy-Here, Pay-Here (BHPH) model of business for dealerships offers financial reward, but requires skills that have to be developed. Mike Pearce of JD Byrider talks with us about the ins and outs of this method of sales.
Running Time: 14:14

E-mail marketing is a development tool that dealers can’t afford to ignore. Peter Martin of Cactus Sky Communications shares his secrets for building a customer base, increasing click-thru rates, using Web analytics and good call to action methods.
Running Time: 18:18

HomeNet’s Tim James returns to talk about marketing vehicles with online videos, including common mistakes he sees dealers make and where he sees the technology going in the future.
Running Time: 15:05

HomeNet’s Tim James talks about the history of online video, characteristics of strong videos and some of the less obvious benefits of having them on your dealership’s Web site.
Running Time: 12:10

Ken Potter of CarsDirect speaks with us about maintaining momentum generated from the “Cash for Clunkers” program, the potential of eBay in car sales, and how dealers can maximize online marketing.
Running Time: 8:24

Eric Hoopman, owner of DealerFire, talks about what questions dealers should ask for when looking to create or revamp their Web site, and how to stand out from the crowd.
Running Time: 17:03

Author and sales consultant Mark Tewart returns to talk about loyalty programs — what they are, what they can do and why the work for dealerships looking to bolster repeat business.
Running Time: 13:03

Dealer.com’s Mike DeCecco returns to talk about digital marketing initiatives – why “cool” doesn’t equal “traffic,” how to build your social networks and make your site more inviting to Google.
Running Time: 16:46

Harry Wolfington, president of The Wolfington Group, returns to discuss current marketing trends in the industry – what’s working, how to stand out from the crowd and where it’s all going.
Running Time: 7:55

Service bays are the financial bright spot for many dealerships today. Lee Moody, VP of dealership services for Colors on Parade describes how those departments can offer more services for customers without adding staff or infrastructure.
Running Time: 9:40

Paulette Singer, BDC manager for the Michigan-based Dick Huvaere's Richmond Chrysler Dodge Jeep shares with us her recipe for making an effective and successful BDC experience, both for the dealership’s sales department and for the customer.
Running Time: 10:22

We're back with Sean Wolfington of CashForClunkersInformation.org to conclude our talk on the Cash for Clunkers bill and what it can mean for both consumers and dealers.
Running Time: 15:13

Sean Wolfington, co-founder of Tier10 Marketing, and CashForClunkersInformation.org talks to us about the recently passed “Cash for Clunkers” bill, and what it will mean to both consumers and dealers, and the impact it can have on the economy and the environment.
Running Time: 12:14