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Categories: Retail, Wholesale Distribution, Suppliers
Not dead, just different

This month we are going to delve into how retailers feel about private brand tires. I talked with dealers about the current trends and the future prospects...

http://www.moderntiredealer.com/article/311858/not-dead-just-different
Categories: Retail, Commercial Business, Service
The 'Zat Method' in practice

Back in the “good ole days” when I began selling tires and service at the sales counter there was a popular saying — “Nobody walks.”

http://www.moderntiredealer.com/article/311831/the-zat-method-in-practice
Categories: Retail, Commercial Business, Service
Communication is 85% of everything!

For decades now, I have participated in and witnessed thousands of exchanges between retailers and consumers. I have seen retailers greet customers, talk...

http://www.moderntiredealer.com/article/311737/communication-is-85-of-everything
Categories: Retail, Wholesale Distribution, Commercial Business
Change is dangerous if left unmanaged

The changes we are going to discuss in this month’s article and the next revolve around overcoming two major problems that have several contributing...

http://www.moderntiredealer.com/article/311824/change-is-dangerous-if-left-unmanaged
Categories: Retail, Wholesale Distribution, Commercial Business, Suppliers
What is your digital footprint?

Is the tire and service aftermarket becoming more complicated? Well, of course it is. There are more vehicle manufacturers, more models, more tire sizes,...

http://www.moderntiredealer.com/article/311776/what-is-your-digital-footprint
Categories: Retail, Commercial Business, Service
Beyond the BEEP!

The retail tire and service “sales counter” is the most exciting, challenging and rewarding place in the industry. It’s where decisions are made; it’s the...

http://www.moderntiredealer.com/article/311724/beyond-the-beep
Categories: Retail, Wholesale Distribution, Commercial Business
How to close a sale in a target-rich environment

The retail sales counter is a kill zone. Recently I was in an Apple retail store, and as a marketing guy, I can’t help but pay close attention to...

http://www.moderntiredealer.com/article/311986/how-to-close-a-sale-in-a-target-rich-environment
Categories: Retail, Commercial Business
Earning your customers' trust

In our last two columns we touched on the importance of the sales counter, both the environment and the personnel. The sales counter is the most exciting,...

http://www.moderntiredealer.com/article/311746/earning-your-customers-trust
Categories: Retail, Commercial Business, Suppliers, Service
Coping with change: It seems fast isn't fast enough anymore

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...

http://www.moderntiredealer.com/article/311866/coping-with-change-it-seems-fast-isn-t-fast-enough-anymore
Categories: Retail, Wholesale Distribution, Commercial Business, Service
Counter sales: I thought I’d heard it all

As a marketing guy, I love to visit all varieties of retail establishments and listen to the interaction between customers and employees. What is spoken so...

http://www.moderntiredealer.com/article/312025/counter-sales-i-thought-i-d-heard-it-all


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