Skill & Will in Commercial Vehicle Sales

I’m a big reader, averaging one book every two weeks. My topics are usually related to sales, customer service, leadership, or motivation. That may sound boring to some, but I consistently learn things that make me a better sales-consultant, dealer-trainer, and professional-coach. As the old saying goes, “when you’re through learning, you’re through.” In that spirit, I recently finished a great sales-management book titled, “The Sales … More Skill & Will in Commercial Vehicle Sales

The Future of Road Travel

In the 1800s, the steam locomotive and the Transcontinental Railroad revolutionized transportation. In the 1900s, the automobile and the Interstate Highway System was another game-changer. Now that we’re in the 2000s, our roads are overcrowded, in poor condition, chronically underfunded, and increasingly dangerous. In fact, the American Society of Civil Engineers (ASCE) only gives the U.S. grades of C+ for bridges, D for roads, and D- for transit … More The Future of Road Travel

What If: Should Retail Dealers Go Commercial?

From time to time, it’s important to consider the state of the commercial industry. This is true for both dealers who sell commercial vehicles, and those who do not sell commercial but may be considering it. Before we dive deeper into the state of the commercial industry, I have a question for the retail dealers who do not sell on the commercial side: What if you could exponentially increase your connections, leads, sales, and profits? … More What If: Should Retail Dealers Go Commercial?

Texting Truckers: How Dangerous is Distracted Driving?

Even if you are not a truck driver, you’ve likely been warned about using your cell phone – especially texting – while operating a vehicle. However, the dangers of driving while distracted take on even greater significance when the vehicle being operated is a bigger work truck or van, or an even more massive semi-truck. This is not news to commercial drivers, 93% of whom believe that reading a text while driving is a distraction … More Texting Truckers: How Dangerous is Distracted Driving?

Scrappy Marketing on a Budget: Planning Dynamic Email Campaigns

Being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5B of our Scrappy Marketing on a Budget series, we’re discussing the How to Plan Dynamic Email Campaigns. … More Scrappy Marketing on a Budget: Planning Dynamic Email Campaigns

Striking Gold: Cultivating Your Top Customers for Continued Success

The California Gold Rush may have ended over 160 years ago, but there is still gold to be found among your own customers. Every time I give a seminar or consult for a dealership, I’m asked, “What’s the fastest way to grow my business?” My answer is always the same: “Through your best clients.” Just like gold that has been wisely invested, our top customers maintain and increase in value over time, providing both retained … More Striking Gold: Cultivating Your Top Customers for Continued Success

8 Tips for Maintaining Mental Health on the Road

What does it mean to be a successful truck driver? The quick answer is likely, “delivering loads on-time and in-full.” However, that answer focuses entirely on the duties of the job and overlooks the condition of the drivers. If we consider the totality of truckers’ lives, we’re more likely to say, “Successful drivers are those who consistently deliver their loads safely, in a timely fashion, while maintaining a decent standard of living.” … More 8 Tips for Maintaining Mental Health on the Road

Scrappy Marketing on a Budget: Benefits of Dynamic Email Campaigns

Being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5A of our Scrappy Marketing on a Budget series, we’re discussing the Benefits of Crafting Dynamic Email Campaigns. … More Scrappy Marketing on a Budget: Benefits of Dynamic Email Campaigns

Sea of Opportunity: Tips for Organizational Networking

Here’s a fun fact: bottlenose dolphins and “false-killer whales” (which happen to look like orcas) are distinct species, but often form interspecies “super-pods” to coordinate hunting, with dolphins eating first and making way for the false-killers to prey upon smaller mackerel schools that hide among larger fish. In fact, dolphins and false-killers not only hunt together, but socialize, travel, rest, and even babysit in groups, forming … More Sea of Opportunity: Tips for Organizational Networking

New Recommendations for Trucking Safety from the NTSB

Humble truckers may not often mention it, but the work they do can be very dangerous. It’s an unfortunate – but well-known – fact that thousands of people die every year in transportation accidents. In trucking, drivers are constantly faced with heavy traffic, distractions, stress, fatigue, and sleeping problems. As we look to solve issues in transportation, a changing world and innovations in technology can introduce … More New Recommendations for Trucking Safety from the NTSB