Tag Archives: Reputation Management

Where Have All the Leaders Gone? – Automotive Digital Marketing Professional Community (ADM)

Where Have All the Leaders Gone? – Automotive Digital Marketing Professional Community (ADM).

Hoss Devine

Where Have All the Leaders Gone?

When was the last time you worked with a manager and said, “that person is a great leader”?

Early in my career, I can honestly say I learned more about what kind of leader I didn’t want to be rather than the kind I do want to be. Unfortunately, I found myself learning and practicing management traits of those poor leaders. It wasn’t until someone cared about me enough to tell me “you’re a prick to people at times” that I realized I needed to do something about it.

Needless to say, it wasn’t the first time in my life I had heard that statement, but I had never heard it from someone I respected. This gentleman modeled what it means to be a truly great leader, and I respected him because of his leadership. We don’t agree on everything, but we do agree on core leadership principles.

Over the years, I have consulted many stores and have to say that I have yet to see great leadership initially. I remember a line in the movie “Remember the Titans”: “Attitude reflects leadership.” If your business isn’t doing what you think it should, then you should probably look in the mirror. The speed of the team is the speed of the coach. When you look at any great team or business, leadership is the key to their success. We all have heard “it’s all about people” and that saying will ring true forever.

You can beat yourself up and make excuses for your people by saying, “they learned it from me; it’s not their fault.” But now it’s time to get over it and do something about it.

I hear people say they need better people, processes, inventory, traffic, advertising strategies, etc. and it might be true.

You may need all of those things, but without great leadership none of those things will create a business model with any longevity.

Now that we’ve talked about some of the problems we have, let’s talk about some solutions. Don’t hire or promote people to do a job unless you are committed to training them how to do that job.

It is criminal to put someone in a position to fail. Why do we have one of the highest turnover rates of any business in the country? Do you really think its because all of those people are unqualified or incapable of doing the job? No! It’s because we don’t prepare people to be successful.

Think about it for a minute. We hire a salesman because he interviews well, then we sit him in front of a TV watching videos for 2 days on how to sell a car and then 3 days on product knowledge and tests. Then we spend a couple of hours on how to fill out paperwork, turn him loose and then say, “Go out there and get’er done.

Is that really preparing the person to be successful? The real irony is that if the person we did that to happens to be successful, we promote him to management and say, “Alright – get these guys going and sell some cars!”

In our industry the number of dealerships that actually train their managers to be great managers is very slim. You have a multi-million dollar business, and the only people who have any real training on how to do their job is the office manager (who more than likely has a college degree) and the service technicians. But the least trained people in the company are customer-facing employees that you depend on, not only for your business but also your long-term reputation.

We need to wake up!!! We can’t simply rely on the walk-in customers anymore. You have to have skilled salespeople and managers in order to have any type of success today.

Your people have to love what they do, love the game, be proficient at it, and play for keeps. Managers need to learn how to manage people individually.

No longer can you berate people and M-F them in order to get the desired behavior or result. I’m not saying to coddle them or not hold them accountable, but it is possible to hold people accountable without belittling them or browbeating them; you just have to change your approach.

In order to have any success in the new automotive industry, we must be more scientific about how we manage our business, and that should start with our people. People are not thick-skinned like we were growing up in the business.

We have more generations in the work place today than ever before, and each one of those generations has to be managed differently. If you’re not profiling people before you hire them, you can expect to have a lot of turnover and generally unproductive people.

There are tools out there today to help ensure the success of people, tools that teach how to manage people on an individual level so they can be the most productive.

Over the last couple of years I have read a lot of articles about how to increase business and profit, but nobody is talking about the most important thing when it comes to increasing your business and profit: PEOPLE.

If you really want to make a difference in your dealership, begin training your people everyday and in daily one-on-ones. Take the time and invest in their future. The return on investment will be greater than you ever imagined.

via Where Have All the Leaders Gone? – Automotive Digital Marketing Professional Community (ADM).

Location:ADM Professional Community

Automotive Digital and Social Media Marketing and Sales Training Workshop

Dealer Internet Battle Plan Workshop

Internet Battle Plan Workshop for Car Dealers

Automotive Internet Battle Plan Workshop Hosted by Jim Ziegler and Ralph Paglia to be held on July 6-8th in Atlantic City, NJ

ATLANTA, June 2 /PRNewswire/ — Top automotive industry trainer Jim Ziegler and automotive digital marketing expert Ralph Paglia present a dynamic workshop to help auto retailers meet online marketing challenges. Automobile retail sales are a fiercely competitive and erratic market. Ziegler and Paglia’s plan is to give dealers an Internet Sales and Marketing Strategy to outperform the competition by gaining unfair competitive advantage on the web. This powerful event will be held at Bally’s Atlantic City, just minutes from the Philadelphia and New York City areas.

Change is constant. Nothing is the way it was, and will never be that way again. After working with thousands of automobile dealers over the years, Jim Ziegler needed to be sure his clients kept up with the new realities of changing technologies and the emerging influence of social media. So he assembled an all-star faculty for this dynamic event. All four presenters are world-class online retail practitioners. Their expertise and hands-on experience has shown they know what works and what doesn’t work in the online sales arena.

Jim Ziegler

Jim Ziegler

Ralph Paglia

Ralph Paglia

Joe Webb

Joe Webb

Tim Jennings

Tim Jennings

Workshop Instructors Ralph Paglia, Joe Webb and Tim Jennings have all been top-rated speakers at premier industry events such as Digital Dealer Conference and Exposition, J. D. Power and Associates Automotive Internet Roundtable, Dealer Synergy Sessions, ENG Automotive CRM Summits, Kelley Blue Book eNetworking Conferences, Driving Sales Executive Summit, Ford Lincoln Mercury Digital Advertising Summit, Toyota eCertified Dealer Workshops, NADA Workshops, General Motors Standards For Excellence (SFE) Conference, American Honda Motor Company Institute, Honda iN, Ford DealerConnection Workshop, Mercedes-Benz StarLeads and Content Management System Dealer Workshops, Reynolds Contact Management CRM Seminars, Honda iN Lead Management Workshop, Hyundai Dealer Lead Management Dealer Training, Ford Internet Lead Management (FILM) Dealer Seminars, Ford Business Development Center (BDC) Dealer Summits, Toyota University Signature Program, Honda EXCEL, Ford eTools Dealer Workshops, NCM 20 Group Automotive Digital Advertising for Dealers, ADP Dealer Services Internet Sales Dealer Summits, Automotive Success Magazine Best Practice Summits, and many more too numerous to list them all… Each of these car guys have managed both large and small dealership Internet Sales Departments.

When interviewed, Jim Ziegler smiled and said, “I’ve assembled a killer team for this event, combat tested veterans with more than four decades of in-the-trenches experience.”

When asked about his success in selling over 4,000 cars via the web in calendar year 2006 while working as Internet Director at Courtesy Chevrolet in Phoenix, Ralph Paglia smiled and responded, “Our team in Phoenix was able to do that because we went to war on the web with several unfair competitive advantages… As other dealers caught on, copied what we were doing, we continued to launch barrage after barrage of web initiatives that kept us ahead in the market by seizing and controlling car buyer mindshare…”

The well known Automotive Digital Marketing guru, Ralph Paglia, went on to say that he will deliver; “…several strategic and tactical “How To’s” that will not be for the weak or timid dealer because they are the web equivalent of “going nuclear” on a dealer’s local competition.”

Ralph Paglia stated, “Dealers with a weak stomach for hyper-competitive tactics such as driving traffic from their competitor’s lots and showrooms using mobile web apps and text messaging may find some of my more aggressive tactics as being a little over the top… But, by learning my Web Ninja Sales tactics they will at least be able to recognize and know when other dealers are using these aggressive techniques to steal business from their dealership before it is too late to defend themselves!”

At Bally’s Resort in Atlantic City, NJ on July 6 through July 8, Jim Ziegler and Ralph Paglia will deliver the real deal, content-rich sessions, hands-on “real-world stuff”, not theory.  Attendees will leave this 3 day workshop with the know-how to deploy the tactics and processes that are battle-tested and proven effective on the front lines in the most successful dealerships throughout North America.

Jim Ziegler advise all dealers to take action NOW; “Dealerships can’t afford to miss a single opportunity to do business… You MUST register and attend this Dealer Internet Battle Plan Workshop with your key managers or risk getting blown out of the market by your competition which is preparing THEIR Internet Battle Plan as you are reading these words!””

Having a dominant and effective presence on Facebook, Twitter, and other portals is critical to dealership marketing strategy.  Ziegler and Paglia are masters of the Social Web and using this incredibly popular medium to generate relationship based sales and to achieve dealer marketing objectives.  Dealer Internet Battle Plan Workshop participants will take back materials, hand-outs, CD’s, top secret user names and passwords along with an in-depth understanding of how to leverage online relationships for sales and profits.

Jim Ziegler and Ralph Paglia have each personally committed themselves to delivering workshop attendees a thorough understanding and ability to leverage the following…

  • How to implement “pathway to success”; email to telephone, phone to showroom, appointment to delivery
  • Effectively Maximize Existing Profit Centers and Create New Revenue and Profits
  • How to self-produce videos that capture customer trust and create high levels of credibility
  • Focus sites, microsites, landing page tactics and 12 other secrets to driving high-volume traffic
  • Internet stealth marketing techniques with ‘Ninja’ Search Engine Optimization
  • Beat third party lead providers at their own game on the Internet battlefield
  • Marketing and Advertising with ultimate Video Search Engine Maximization
  • How to turn your dealership into an Internet Sales Powerhouse
  • Customer Relationship Management and CSI Engineering Projects for High Average Profitability, Top-Rated CSI Scores, Customer Retention and Referrals!
  • YouTube, Facebook, LinkedIn and Twitter: How to profitize social media through customer-friendly “Pull Marketing”
  • Using little known but powerful web apps to divert OEM traffic to dealership websites
  • Receive individual passwords and authorized access to restricted file servers with hundreds of proven effective email templates, phone scripts, reporting spreadsheets, How To PPT files, performance metrics from top dealers, Internet Dept. Workflow process maps, business plans and other content too valuable to make openly available on the Internet!*

Ziegler SuperSystems is an automotive training and consulting organization based in the Atlanta, GA area. President Jim Ziegleris a member of the National Speakers Association and has been a keynote speaker at National and State Dealer conventions, and has trained over 75,000 Dealers, GSMs, Sales and F&I Managers. Course and Training information is at:http://zieglersupersystems.com/ Jim can be reached at: 800-726-0510

Ralph Paglia has served ADP Dealer Services as Director of Digital Marketing Solutions since April 2007.  He established the partnership between Ford Motor Company and ADP Digital Marketing which features joint ventures such as the Ford Lincoln Mercury Digital Advertising Program for Dealers and the Ford Regional Digital Marketing Consultants (DMC) supplied by ADP Digital Marketing.  Ralph is also the founder and editor in chief of the Automotive Digital Marketing Professional Community located at www.AutomotiveDigitalMarketing.com which is the industry’s leading independent online resource for digital marketing and Internet Sales Management tools, strategies, tactics, files, photos, videos and professional networking amongst over 3,500 of the most successful automotive marketing practitioners in the auto industry.  Ralph has recently led the development, build-out and opening of the ADP Social Media Reputation Management SkySong Operations Center as an auto industry leading joint venture between Arizona State University (ASU) and ADP Dealer Services located at ASU’s state of the art SkySong Center for Innovation, Technology and Imagination in Scottsdale, Arizona.  Ralph Paglia can be reached on his cell at 505-301-6369… by email at Ralph_Paglia@adp.com or follow him at http://twitter.com/RalphPaglia and friend him at www.Facebook.com/RPaglia.

*PLEASE NOTE:  File Server Access is restricted to workshop attendees and will be revoked for any dealer caught sharing their password with anyone who did not attend the Dealer Battle Plan workshop.

SOURCE:  Ziegler SuperSystems and Paglia Professional Network

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Chris Saracenos ADM Page – Automotive Digital Marketing Professional Community ADM

Chris Saraceno

Vice President/Partner
Kelly Automotive Group
Allentown, PA

Chris Saracenos ADM Page – Automotive Digital Marketing Professional Community ADM.

ADM Profile Information

Chris Saraceno

  • Male
  • Allentown, PA
  • United States
  • Kelly Automotive

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