The Realistic Expectations

The Realistic Expectations

You are thinking that you need a retention program to move your business model to the next plateau but you are not sure of what to expect? I have been training and installing retention programs for dealers for close to 10 years and here is what I know. A Golden Rule...
Understanding Rewards

Understanding Rewards

In the Feb. 12, 2018, issue of USA Today, there was an article about how people respond to rewards. It covered a lot of ground, but the main thing I took away from it was that if people felt engaged in an activity they reacted in a much more...
Rethinking Rewards Cards

Rethinking Rewards Cards

A friend of mine, who happens to an ex-service manager, sent me a cute cartoon the other day. There are two guys trying to pull a big wheelbarrow that was filled with parts and had square wheels on it. The salesman comes in with two round wheels and says, “Hey, can I...
Factory Rewards Programs Versus Dealer-Owned Rewards Programs

Factory Rewards Programs Versus Dealer-Owned Rewards Programs

Customers like to be rewarded and the more you reward them, the more loyal they become. One of the OEMs has an new loyalty program in which their dealers will soon need to decide whether or not to sign up for it. I commend the OEM for recognizing how important it is...
Understanding Rewards

Understanding Rewards

In the Feb. 12, 2018, issue of USA Today, there was an article about how people respond to rewards. It covered a lot of ground, but the main thing I took away from it was that if people felt engaged in an activity they reacted in a much more positive way. The article...
Rewards, Rewards, Rewards!

Rewards, Rewards, Rewards!

I was waiting in the airport at Jacksonville, FL for a plane the other day and several passengers were in a passionate discussion about various reward programs that they were members of. One was discussing free lodging, another a free flight, another merchandise. One...