Mystery Shopping Your Own Store: A 20-Point Checklist
Don’t wait for the OEM to fail you. Use this 20-point mystery shop checklist to audit your BDC and Sales floor performance today.
Holding Gross in the Information Age: Used Car Sales Strategy
The used car market has changed. Pricing transparency means customers often know the average market price before they even step on the lot. They arrive with a printout (or a screenshot) from CarGurus or AutoTrader, ready to battle. If your team doesn’t have specific used car sales training, they will drop the price immediately just […]
You Think Your Team is Great? Prove It with Mystery Shopping
As a General Manager or Dealer Principal, you walk the floor and everything looks fine. Your salespeople perk up, the phones get answered, and everyone looks busy. But what happens when you aren’t there? Or worse, what happens when a customer calls in and gets transferred to a voicemail box that hasn’t been emptied since […]
5 Signs Your Current Sales Training is Failing (And How AdaptVT Fixes It)
Your sales training is one of the most critical systems in your dealership. But for most, it’s not a “system” at all—it’s a collection of old habits, binders, and “ride-alongs” that don’t produce consistent results. Is your training actually working, or are you just getting by on a few “hero” salespeople? Here are 5 signs […]
How Much Does Bad Phone Training Cost Your Dealership? (The AdaptVT ROI)
Dealership owners will spend tens of thousands of dollars a month on advertising to make the phone ring. Then, they’ll hand that hundred-dollar lead to an untrained, minimum-wage BDC rep and hope for the best. This is not a strategy. It’s a slot machine. Let’s do the math on “bad phone training.” It’s a cost […]
Used Car Sales Training: How AdaptVT Teaches Your Team to Sell Value Over Price
Selling a new car is about features. Selling a used car is about trust. A customer shopping for a new car has peace of mind from the factory warranty. A customer shopping for a 5-year-old used car has one question on their mind: “What’s wrong with it?” Their guard is up. They are hyper-focused on […]
Stop Handing Your Deals to CarMax: How to Win the Trade on the Phone
In our recent Executive Spotlight interview, we touched on a painful reality for many dealerships in 2025: You aren’t just losing customers to the dealership down the street. You are handing your best inventory directly to CarMax. Why? Because your sales team is terrified of the trade-in question. We hear it on call reviews every […]
Wayne Gretzky with Alan Ram
Unlock Your Dealership’s Potential with Wayne Gretzky and Alan Ram In the competitive world of automotive sales, standing out from the crowd is crucial for success. Whether you’re a dealer group or an individual dealership, the quality of your training can make or break your team’s performance. In a recent conversation between hockey legend Wayne […]
To BDC or Not? The BDC Controversy Conversation
To BDC or Not? Navigating the BDC Controversy in the Automotive Industry In today’s fast-paced automotive landscape, the conversation around Business Development Centers (BDCs) is more relevant than ever. As dealerships strive to enhance their customer service and increase sales, the debate rages on: is a BDC truly beneficial, or is it just an unnecessary […]
You Can’t Grow What You Don’t Mentor
Every dealership talks about growth. More cars out. More gross in. More leads. More people. But here’s the truth most leaders ignore: You can’t grow what you don’t mentor. Growth isn’t a spreadsheet. It’s a human process.And in a dealership, that process lives in the conversations between managers and their people. 1. Most Managers Aren’t […]