Monday, July 9, 2018

The Secrets Of Repeat Business In Car Dealerships

In the car trade as in others, it is much easier to sell something to an existing customer rather than sell to a new one. This could be brought about by so many different factors, but the foundation will always be trust. An existing relationship can offer great value to a business when it’s nurtured properly and with the necessary care. Here are some tips to have healthy repeat business in the car dealership industry.

Image source:

Presence counts: People have lives to live, and they are likely to forget about their car dealer sooner or later. Remind them from time to time about your presence and what you can offer, from current deals and promotions to after-sales service reminders. A simple greeting through phone, email or social media can make a great difference.

Develop loyalty programs and incentives: Reward loyalty either through discounted pricing for immediate family members, a referral program that comes with rewards, or free oil changes for a lifetime, to name a few. This will naturally strengthen the existing relationship and have referrals coming at your door.

Be prompt and efficient: One way to show that it isn’t all about the money is to coordinate and deliver maintenance work or repairs on time. During check-ins, offer a little something, such as free fluid fill-ups or vacuuming. Be proactive and remind them when it’s time for an oil change or maintenance check.

Be active in the local community: Having a strong presence in the community will impart a mission of relationship building as well as business ethics. Support local charities and fundraising efforts, and be with your customers in improving lives in the community as a whole.

Image source:

Jeffrey Lupient is currently the CEO and president of the Lupient Automotive Group. He made his mark in the Midwest Infiniti dealerships by being the first awardee of the Infiniti Award of Excellence for three consecutive years. Before his stint at Infiniti, he was with the Lupient Buick Pontiac. More articles like this on this page.

Tuesday, June 5, 2018

Ways To Keep The Car Value Up For Reselling

Regardless of people want to look at it, the fact remains that cars are investments, much like houses and businesses. And for many car owners, the time will come when their vehicles need to be sold to buy a new one. Below are few ways owners can keep the value of their cars up for reselling. 

Image source:

Resale value

Not all cars have a decent resale value. People should go for models with resale value, meaning cars that are reliable and aren’t too expensive to maintain. 


Car owners should maintain the exterior of their car. If there are any damages, these should be repaired before showing the car to potential buyers. Also, leaving cars under the sun for a long time takes a huge toll on how it looks. 

Car Wash

In line with how the car looks, regularly washing the vehicle removes little bits of dust and sand that can potentially scrape the paint job and retain the polish. 

Tires and brakes

Tires and brakes have to be in tip-top shape, especially if potential buyers test drive the car. Experienced car owners know if there’s something wrong simply by driving the car around the block.  
Image source:

Jeffrey Lupient is the CEO and president of the Lupient Automotive Group in MN. He is skilled in new business development, automotive dealership, and sales. For more articles on sales and management, click here.

Tuesday, May 22, 2018

Disposing a car: The ELV guide

Everything good eventually comes to an end. Motor vehicles are no exception. When a light commercial vehicle is nearing the end of its life, when it’s about to be discarded by its owner, the term used for that is ELV or end-of-life vehicle. 

Image source: 

While there is no standard age for the lifespan of a vehicle, the discretion for it goes to its owner. It’s important that ELV procedures are followed since cars are filled with substances that may do the environment harm if a motor vehicle isn’t disposed of properly. Millions of tons of waste are created by ELV worldwide. Toxic substances such as cadmium, mercury, and lead find their way into the environment. Vehicles that have reached the end of the road, so to speak, also take up much-needed space and become nuisances in their neighborhoods. 

People need to deposit their ELVs to the authorized treatment facility in their area. During the disposal process, all operating fluids such as oil, brake fluid, and petrol are removed, all reusable parts are taken out and set aside (to be sold later on), glass and tires are recycled separately, and the body of the vehicle is taken apart and categorized. 

Discarding an ELV can be a difficult process especially if the vehicle is pretty new. Owners find it hard if a car sustains much damage through accidents and is forced to become an ELV. But it has to be done.

Image source: Leon Recycling   

Jeffrey Lupient currently serves as the CEO and president of the Lupient Automotive Group. His career in the industry began in his family’s chain of dealerships, where he took on every job there is in the automotive retail business. For more articles on car sales, subscribe to this blog.

Thursday, April 19, 2018

How A.I. Technology Is Changing The Face Of The Automobile Industry

Developments in artificial intelligence or A.I. are fast transforming car manufacturing, as well as expectations of modern-day users from their automobiles. Indeed, A.I.’s impact on the industry will be more pronounced as self-driving cars emerge from the assembly lines. Let’s look at some trends that come with it and sure to affect the industry in the coming years.

Image source:

One is the arrival of Emotion A.I., which would greatly alleviate the boredom most drivers feel when alone on long stretches of roads or while being stuck in traffic. The same is going to be true for passengers of, say, Uber or Lyft. The idea is to make the driving or riding experience both more desirable and productive, as increased autonomy of our vehicles will allow us to watch movies, write reports, or check emails.

It’s important to note that technology in the form of computer vision or multi-modal A.I. is already being developed to at least offer semi-autonomy. Whether or not driverless cars will arrive soon, the challenge is to base the riding experience on the marrying of the emotional with the cognitive. 

Enhancing and personalizing in-car experience is the wave of the future. This should culminate in addressing the challenge of “hand-off” driving. It’s crucial that these new A.I. correctly read drivers’ voice, expressions, and body language to ensure that they are wide awake or alert on the road. The switch to self-driving vehicles will greatly depend on the success of these preparatory technologies.

Image source:

Jeffrey Lupient is the current CEO and president of the Lupient Automotive Group. Among his key competencies are marketing strategy and operations management. For more on Mr. Lupient’s work and interests, go to this Linkedin page.

Tuesday, October 3, 2017

How to Train a Winning Sales Team

According to common perception, making a sale boils down to persuading a customer to purchase a product or sign up for a service. While this is true, sales is not a one-person show. In many of today’s businesses, a sales department consists of individuals determined to reach targets. And while everyone has his or her own strengths and skillsets, sales is generally all about achieving a singular goal. Every member of a sales team is mobilized toward an objective.

Image source:
Many seasoned sales professionals can attest to the grunt work of training a winning sales team. With different personalities and backgrounds, a sales team could be a hotbed of clashes, especially when pooling ideas, defining strategies, and setting goals. It is, thus, up to the leader to acknowledge all these differences and use them to the team’s advantage.

That said, here are three tips on building and leading a stellar sales team:
1.Promote unity. Leaders should make their team understand why they need to be a team. Each member needs to take to heart the critical nature of a common goal and the urgency of their respective responsibilities.
2.Provide feedback. Leaders should not skimp on furnishing feedback to the team whether it is about a sales target reached or an observation from senior management or a client. Providing consistent and constructive communication is crucial in making necessary adjustments in strategies or plans.
3. Facilitate effective interaction. Leaders should create an environment where goal-setting and problem-solving are done as a team. While personal goals can motivate each, members shouldn’t feel that they are pitted against each other. Training programs, seminars, and team building sessions are some of the ways that leaders can use to further strengthen the interaction and work relations among members.

Image source:
Jeffrey Lupient, current President and CEO of Lupient Automotive Group, made his mark in the automotive retail sales scene as a result of his early exposure to the family business. For more articles on sales and management, subscribe to this blog.

Tuesday, August 22, 2017

Seal The Deal: Sales Closing Techniques That Work

In sales, the closing is as important as any part of the pitch or presentation. Most successful sales reps or teams abide by the ABC rule, which means “Always Be Closing.” The sales leg work, market and prospect research, building of rapport with the prospective buyer – all of these should be concluded with an effective closing, otherwise, all the hard work may not result in a sales transaction.

Image source:

There are different techniques on closing sales, and the following are few of those that have worked for sales winners:

Urgency Close

Also called the “Now or Never” Close, this technique capitalizes on either available promotions or the limited time the customer has to decide whether to purchase or not. However, this closing technique should only be used by experienced salespeople who have established a good rapport with a client.

Question Close

One of the most effective closing techniques is turning the concluding statements into a series of probing questions. The questions either elicit a definitive response from the prospective buyer or determine why he is not convinced to purchase yet.

Option Close

When sales pitching to prospects, it is better to provide them with options instead of asking open-ended questions that will require them to think deeply about first before answering. During the closing, salespeople can give the buyer choices on when to complete the transaction or other alternative solutions.

Image source:

Having been involved in his family’s chain of car dealerships since his younger years, Jeffrey Lupient has gained substantial experience and knowledge in sales and business development. Read more about these topics in this website.

Wednesday, June 21, 2017

In Safe Hands: The Safest Cars of 2017

People consider many factors when buying a new car. For some, the design might be an enticing criterion. What with leading makes releasing models with unique aesthetics in recent years, more buyers expect a character in a vehicle. Others may look into engine type or ride and handling. Economics can also significantly determine what particular car to buy. But vehicle safety is starting to pick up and is becoming increasingly competitive. Buyers are aware of the latest technology that ensures protection.

Image source:
Organizations and agencies from the Insurance Institute for Highway Safety (IIHS) and the National Highway Traffic Safety Administration (NHTSA) have laid down more stringent qualifications for their coveted safety ratings. They go beyond the usual and standard crash testing procedures to include front crash prevention technology and headlight quality. Here are some of the safest choices for 2017:
Toyota Highlander
A lot of SUVs usually make it to the list of top safety picks. It might be physics in the end, but technology does a lot of wonders for these great family cars. The Highlander fares well as a midsize SUV and gets an off-the-charts approval for its collision-avoidance system. Owners praise it for the smooth and comfortable ride.
2017 Chevrolet Volt
It is one of the most consistent performers in all testing categories provided by the IIHS. With the optional automatic emergency braking system, it will bag a perfect score. The car’s efficiency is evident in its fuel use. One can also find its Teen Driver system quite a novel idea, report cards and all, for documentation of the young driver’s safety while behind the wheel.
2017 Nissan Maxima
The Maxima fares extremely well in both IIHS and NHTSA tests. What with a number of advanced safety systems, overall ratings are phenomenal. One of the more interesting features is the automatic emergency braking system that could prevent rear-end collisions.

Image source:
Jeffrey Lupient excels in business development, automotive dealership, and sales. He is currently the President and CEO of Lupient Automotive Group in Minneapolis, MN. For similar updates, visit this blog.