I could never make a better teaching point than to offer some real results — increased sales, profits and new customers with their new dollars — that several retail store managers shared with me recently. It happened at a training session for one of my independent tire dealer customers, a client who has 12 stores.

Tags: Business insight, prospecting, Sales calls

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The most rewarding part of my 35-year experience in the automotive aftermarket has been people. I love cars. I love wheels, tires, service and customers. I love the interaction of connecting the dots to satisfy the needs within our industry.

Tags: Business insight, Wayne Williams

I’ve always admired how a cartoonist can say so much with a few images and a couple of captions. I remember years ago reading the comic strip Garfield — you know him, he’s the chubby, orange cat that is always questioning why things don’t seem to work out well in his world. In this particular comic strip, Garfield sat with this puzzled look on his face, and it read, “Just when I finally figure out where it’s at, somebody moves it.”

Tags: Advertising, Business insight, Wayne Williams

It has been a tough two years for anyone selling tires. Chaos in Washington, high unemployment and a faltering economy has kept everyone in the retail business scrambling to keep the bottom line in the black.

Tags: Business insight, Dealer Strategic Planning

Like proud parents welcoming a new daughter-in-law, we warmly, if methodically, welcomed new employees into the fold. New hires acquired a “buddy” who gave them a tour of their new home along with the lowdown on the people and culture.

Tags: Business insight, Tom Gegax

You have worked hard and spent good money getting that online tire shopper to visit your Web site. But what does that Web traffic really look like? And what is your return on investment on that traffic?

Tags: Business insight, Mike Bruce, Online tire store, Web site