Wednesday, May 30, 2012 | Edited by Daniel Moores
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May Draws a Hurrah From Auto Manufacturers
Keywords: Autos-New Domestic | Autos-New Imported

Big Month Leads Analysts to Raise Full-Year Forecasts

Early readings of May U.S. auto sales are so strong that some analysts are raising their full-year forecasts by 200,000 units.

Forecasters are predicting a fifth straight month with an annual selling rate above 14 million.

"May sales are wonderful," said Stacey Gillman Wimbish, president of the 18-store Gillman Cos. in Houston. 		 


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RAB's In-Person Certified Radio Sales Management Class

RAB invites you to be a part of the in-person "Certified Radio Sales Management" course, June 12-14, in Minneapolis.

This intense three-day session will focus on key areas managers need to help keep their stations on a growth track...and themselves on a growth track for their career! The workshop is intended for anyone who has "manager" on their business card and is responsible for people and revenue.

For more information, contact Rob Boaden at 843/757-5066, or rboaden@rab.com.





Study: Think Python, Not Buying Funnel

No Begging Here: Pet Food Makers Grow Appetite for Sponsorship

Pickups: America Falls Back in Love

Restaurants Sales at All-Time High as Recession Fades

Why Car Prices Vary From City to City
 

Massive Wave of Product Launches on the Horizon
Keywords: Automotive

With products ranging from the next-generation Chevrolet Silverado pickup to an all-new Infiniti electric vehicle, the U.S. auto industry will see a potentially record flood of new products roll into dealer showrooms by 2016.

According to the new "Car Wars" study by Merrill Lynch, the assault will hit its peak in the 2014 and 2015 model-years when manufacturers are planning to introduce 105 new cars, trucks and crossovers.
 

More Dealers Offer Trade-In Protection After Automakers Shelve It
Keywords: Automotive

Some dealership groups are starting to offer trade-in protection to car buyers, a concept that until recently only had been offered by automakers, such as Hyundai and General Motors.

"Five years from now this is going to be just another F&I product, like GAP or service contracts," said Randy Hoffman, executive director of Ed Morse Automotive Group in Fort Lauderdale, Fla.
 
     
Research Quick Hits

Serta is the new king of U.S. mattress sales, knocking Sealy from the lofty perch it had held for some 40 years. To read more

The drive-thru didn't start among burger chains -- nor will it stay there. McDonald's Ray Kroc borrowed the idea from a Fotomat, and now designer coffee brands, fast-casual chains and convenience stores are finding success with drive-thrus, driving sales up 3% in 2011. To read more

With more than 60 million Americans forecast to own a tablet computer by the end of this year, retailers say tablets are driving an increasingly larger share of their web revenue. To read more

A cottage industry has sprung up for products that help frazzled fliers deal with the myriad rules and fees that come with air travel. To read more

While women continue to make inroads into prestigious, high-wage professions dominated by men, more men are reaching for the dream in female-dominated occupations that their fathers might never have considered. To read more

Daily Sales Tip: The Post-Sale 'Check-Up'

It's always a good idea to schedule "check-ups" after a sale is made. These meetings can be formal or informal, and can take place face-to-face or over the phone. Not only are these post-sale steps effective for providing service after the sale, they should be talked about in the pre-sale stages to help in the closing.

Scheduling "post-buy meetings" before the closing sends a clear signal to prospects that you're not going to run away and that a "partnership" is actually beginning. You may separate yourself from the competition by developing better strategies and processes for the after-sale process.

It's the best way to make sure the customer is happy with the product and to get feedback on ways you could improve.

Source: John R. Graham, president of Graham & Associates

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