Autosignal | Wednesday, April 16, 2014

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Vehicle Sales for March: Better Than Originally Thought
Keywords: Autos-New Domestic | Autos-New Imported

Upon closer examination, March's light-vehicle sales look even better than they first appeared. The reason? The 6% gain came in the final few days, and it was literally all on the retail side, which makes dealers happy.

Retail sales increased 7% in March, when compared with March of 2013, while fleet volume slipped 1%. The surge in the last portion of the month helped register a seasonally adjusted selling rate of 16.4 million, the second highest monthly SAAR since 2007.

(Source: Automotive News, by Jesse Snyder, 04/07/14)
Enter to Win More Than $25,000 in the Radio Mercury Awards.
Deadline: April 23.

Enter your client and/or station radio spots and campaigns to win from more than $25,000 in eligible prize categories for radio stations, including $6,000 Radio Station Produced Spot, $6,000 and $3,000 Radio Campaign and $6,000 Integrated Campaign.

Submit client and/or station promotions into the new Radio Promotion of the Year category. Accepted entry formats include a spot, campaign, program open, live read, innovative unit lengths, remote or live experience, digital campaign (audio and/or visual, dynamic or static), Public Service Announcement or tune-in announcement. Entries can be in English or Spanish.

If you win, you'll take home a prize and trophy on June 4 at the 2014 Radio Mercury Awards, the premiere creative competition for radio. Showcase your radio work and be acknowledged on a national stage.

One week left to enter. Deadline: April 23.

Go to for entry guidelines and easy online entry.

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Honda, Mercedes, Ford Collect KBB Awards
Keywords: Automotive

Honda was named the winner of Best Overall Brand, while Mercedes-Benz took the title of Best Overall Luxury Brand, in Kelley Blue Book's 2014 Brand Image Award competition.

In addition, Ford earned the designation of Best Overall Truck Brand.

(Source: Kelley Blue Book, 04/09/14)

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Cadillac, Buick Lead Customer Service Rankings in J.D. Power Study
Keywords: Auto Service and Repair

The percentage of vehicle owners with complimentary or prepaid vehicle maintenance packages has more than doubled during the past five years, which benefits dealers and manufacturers through higher loyalty and repurchase rates, according to the J.D. Power 2014 U.S. Customer Service Index (CSI) Study.

The study measures customer satisfaction with service at a franchised dealer facility for maintenance or repair work among owners and lessees of 1- to 5-year-old vehicles, with two General Motors brands -- Cadillac and Buick -- topping the lists of luxury and mass market nameplates.

(Source: The Detroit Bureau, by Paul A. Eisenstein, 04/09/14)

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Daily Sales Tip: 'I Didn't Prepare'

This is the number one reason why most salespeople fail to ask great questions. Without proper preparation you are choosing to wing it, and when you wing it you ask narrow, mind-numbing questions.

Don't believe me? Set a recorder on your desk and capture your voice during a customer phone call. Play it back and analyze how much time you spent making statements versus listening (dead air is the goal!).

Then pay particular attention to the quantity and quality of questions you asked. Are they open or closed? Did your questions get the customer to think differently or were they the same questions every other rep has asked them? Did they explore need, budget and timeframe, or were they designed to stimulate thinking around your specific benefits?

Asking great questions is a skill that top performers master. They refine their questions every week and benefit from increased insight, opportunity and bottom line sales.

Want to improve the quality of your business? Then improve the quality of your questions.

Source: Sales speaker/consultant Tim Wackel

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL

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