Selling In The Motor Trade
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Selling In The Motor Trade
Simon Bowkett, from Symco Training, shares tips and ideas on selling in the motor trade from a sales and aftersales perspective, as well as interviews with industry leaders sharing some of their best practices. To find out more visit www.symcotraining.co.uk
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286 episoder
Dial Your Own Dealership. You Won't Like What Happens
If a customer walked onto your forecourt, got ignored for three minutes, then was told to hang on while nobody came back, heads would roll. You'd call...
I Sold Four Cars to Motorway and We Buy Any Car. Here Is What Dealers Need to Know
Here is the trade-off nobody on the sales floor wants to admit. Every time your salesperson says just sell it to We Buy Any Car to kill a part-exchang...
Why Are Your VHC's Not Converting?
Here is the uncomfortable bit. Your VHC videos probably aren't broken.
Your technicians' script is. In this episode, Simon Bowkett, Skippy to mo...
Are You Losing Money on Every Part Exchange?
Most used car managers still price off the auction book. Cazana wants to flip that on its head. In this panel episode, Simon Bowkett sits down with Ia...
Why Trust Is Measurable in the Blood and What That Means for Your Dealership
Here is something most sales managers know but cannot prove: the mood on the floor matters more than the morning meeting. Dr. Tharaka is back to put t...
Dr. Tharaka on Mindset, Expectation and Why Sales Performance Starts Between the Ears
What happens between the ears drives what happens on the forecourt. That is not motivational filler. That is the core argument from Dr. Tharaka, a con...
The General Manager Who Could Not Find His Own Parts Department
Here is a question worth sitting with. When you walk into your own business, does everyone know who you are? Graeme from Eden Motor Group once acquire...
96 Chinese Car Brands Coming. Eden's CEO on How to Decide Which Ones Are Worth Your Time
The UK has made itself the most attractive market in Europe for Chinese car manufacturers, and most dealers have not fully thought through what that m...
Graeme Potts of Eden Automotive on Numbers, Culture and 40 Years in Motor Retail Graeme Potts of Eden Automotive on Numbers, Culture and 40 Years in Motor Retail Graeme Potts of Eden Automotive on Numbers, Culture and 40 Years in Motor Retail
Graeme Potts has run motor retail at every level worth running. He joined Sir Peter Vardy in 1983 when Reg Vardy was three dealerships, and was still...
Why 'How Are You Funding the Car?' Is the Wrong Question
Customers say cash for a reason. It is not usually because they are cash buyers. It is because they have been conditioned from the day, they first pai...
The One Question That Sells GAP at Pickup, Every Time
Most salespeople ask about GAP insurance once, get a no, and move on. This episode is about what happens when you go back. Simon runs through a single...
The One Thing in Your Dealership AI Will Never Replace
AI is not magic. It is not going to replace your sales team. And it is almost certainly not going to save a broken process. What it will do, if you us...
Your AI Prompts Are Lazy. Here Is How to Fix That
Most dealers are using AI like a glorified Google search. Type something in, get something back, move on. That is not wrong exactly, but it is leaving...
Why Retail Down Wins: The Former Voice of CAP on How Dealers Should Be Valuing Stock
Most dealers are still valuing used cars the way they did ten years ago. Buy it at auction, add a margin, put it on the forecourt and hope the price h...
The PCP Timebomb in Chinese Brands: Former CAP HPI Director on What Is Coming for Used Car Values
There is a number that should get every used car manager's attention.
The OMODA J5 7 was the biggest selling car in March. The deal was around £...
The Central London Dealer Who Can't Sell EVs, No Matter How He Prices Them
You'd back central London as prime EV territory. Josh Apps from V12 can't move them. He'll sell a red-on-red Range Rover faster than a well-specced Te...
Josh Apps, Founder of V12 Automobil | From Pro Football to Selling £1.5m Cars in Central London
What happens when a former professional footballer and football agent walks into the motor trade… and decides to build a dealership with "more care, m...
Ali Reda, 100-Car-a-Month Salesman | Stop Waiting for Walk-Ins - Build a "Business Within the Dealership"
Most salespeople wait for the dealership to hand them customers… then wonder why they're stuck at "average".
In this episode, I'm joined by Ali...
Ali Reda, Record-Breaking Car Salesperson | 1582 Cars In 12 Months - "If You're Exceptional, You Get Exceptions"
Ali Reda is the car salesperson who sold 1,582 cars in 12 months, hit 32 cars in a day (twice), and talks through the exact model behind it, without l...
Neil Carrahar, Operations Director | Why Top Salespeople Fail as Managers (and How to Fix It)
Most dealerships still do the same thing. They take the top salesperson, give them a title, and hope they become a great leader.
In this episode...
How Do I Get Into the 200 Club? The Mindset That Creates 200-Car Salespeople
In this episode, I'm joined by Neil Carrahar to talk about the bit most dealerships get wrong: motivation and mindset.
Neil shares a real story...
OKRs | Why Your Team "Didn't Do It" (And How to Fix It)
You've told the team what needs doing. You check in later. Nothing's happened. Your blood boils… then you realise you might not have been clear enough...
Neil Carrahar, Operations Director at Symco Training | High standards on a Tuesday afternoon (Part 2)
Neil Carrahar is back for Part 2.
This one goes deeper on what high standards actually look like in practice, especially on the "nothing special...
Neil Carrahar, Operations Director at Symco Training | What good dealerships do when no one's watching
I'm joined by Neil Carrahar, Operations Director at Symco Training. This is a straight talk episode about standards, culture, and the day-to-day opera...
Jason Cranswick, Ex Dealer Principal | 3 Books That Will Make Your Dealership Better in 2026
This one's another Book Club episode with Jason Cranswick, talking about the books that actually change how you think (and how you run a dealership).<...
Jason Cranswick, Executive Coach | Why the Best Dealer Leaders Stop "Doing" and Start Coaching
Jason Cranswick is back on the pod. Last time we spoke it was book club stuff, but a lot's changed since then. Jason stepped out of his C-suite role a...
Jeremy Evans, Founder of Marketing Delivery | Lost Leads Aren't Dead Leads: How Dealers Win Customers Back (Without Spamming Them)
Most "lost" leads aren't lost because the car sold. They drop out because something went wrong in the follow-up, the numbers didn't stack up, or they...
Jeremy Evans, Founder of Marketing Delivery | From Dot-Matrix to AI
Jeremy Evans built Marketing Delivery after years inside dealer groups, OEMs and contact centres. He shares how "reward the lead, not the lag" thinkin...
Oliver Phillpott, Co-Founder of Generational | Fast Stock Turn on EVs
We are back with Oliver Phillpott from Generational to discuss used EV values and stock turn.
What you'll learn
If you're a dealer pri...
Oliver Phillpott, Co-Founder of Generational | Battery Health Beats Mileage (Part 1)
Battery health now beats mileage for used EVs. I sit down with Oliver Phillpott (Generational) to cut the noise and show you how state of health (SOH)...
Wendy Harbutt, Leadership Coach | Why Your Team Don't Run to the Phone (and How to Fix It)
Leadership isn't about shouting "be more driven". It's about creating the conditions where people choose the right behaviours. In this episode, I talk...
Wendy Harbutt – Dramatic Improvement | Our Strengths When Overdone Become Our Problems
We are joined by Wendy Harbutt from Dramatic Improvement, who specialises in leadership and management coaching.
You'll hear:
- How ro...
Daksh Gupta & Andrew Wakelin | The playbook that took a Peugeot site from 168th to #1
In this episode, you get two motor trade veterans' perspectives on leading teams and fixing underperforming sites.
Daksh discusses impo...
Autotrader's Deal Builder | Leads Down, Fees Up, and Dealers Revolting
In this episode, I unpack Auto Trader's move to make Deal Builder mandatory and ask the question dealers care about: who owns the customer and the dea...
(Part 2) Steven J. Whitton, Founder of Menable | Fix your sales culture with five words
Part 2 with Steven J. Whitton (Menable) goes deeper into performance, burnout and fixing sales culture without fluff. We unpack why living in the red...
Signs you're losing people: the workhorse, the class clown, the quiet exit | Stephen J. Whitton, Founder of Menable
A straight-talking chat on culture, leadership, and mental health in the motor trade. Stephen explains what a "psychologically safe" dealership looks...
Part 2: Chris Cormier, Mercedes-Benz Head of Sales | How to Build 25-Year Loyalty, Wow-Factor Deliveries & an AI-Proof Sales Team
Our 250th episode! For over 5 years, we've been the No.1 podcast for automotive sales and management training. In total, we've delivered 5 days, 3 hou...
Mercedes-Benz Head of Sales | “What You Tolerate, You Condone” - Chris Cormier
Inside Mercedes-Benz Brooklands. Test tracks, heritage floors, AMG experiences and all. Chris Cormier breaks down the leadership techniques he uses to...
Fixing Your Used-Stock Shortage: How to Buy 3–4-Year-Old Cars From Your Own Service Drive
I sit down with Symco Training's Operations Director, Andrew Clark, to tackle the question every dealer is asking…
Where do we find clean, well-...
The “Dilution Effect”
When we firehose customers with features, we don't add value, we average it down.
In this short solo episode, I break down the Dilution...