Tatnall Insights
Practical automotive retail insight from real dealership experience. Covering sales performance, aftersales, eVHC, leadership, customer experience and operational improvement.
Read Latest Insights Speak to TatnallFeatured Insights
Opinion-led articles and practical guidance for dealerships, OEMs and automotive leaders.
Developing The Middle Of The Sales Team
Tatnall Insights | Sales Leadership The Biggest Opportunity In Your Sales Team May Be Sitting…
The Customer Journey Has Changed.Have We?
Tatnall Insights The Customer Journey Has Changed. Have We? Customers still want dealerships. They just…
Customer Retention Is Worth Millions
Tatnall Insights Customer Retention Is Worth Millions. So Why Do Dealerships Still Underestimate It? The…
If your dealership needs short-term support?
Dealership Reality Empty seats don’t just create recruitment problems. They quietly create operational damage. And…
Culture Is What Creates Performance!
Tatnall Insights | Leadership & Culture Can One Business Have More Than One Culture? A…
Do Salespeople Practise Selling?
Tatnall Insights | Sales Performance Footballers Practise Scoring Goals. Do Salespeople Practise Selling? The best…
Latest Insights
Fresh thinking on sales, aftersales, customer experience, leadership and dealership performance.
- Customer Service Advisor Or Service Sales Executive?Tatnall Insights | Aftersales Performance Customer Service Advisor Or Service Sales Executive? Perhaps one of the most important sales roles in the dealership isn’t called a sales role at all. I was recently reading a job description for a Customer Service Advisor and it got me thinking. Are they really advisors? Or are they actually… Read more: Customer Service Advisor Or Service Sales Executive?
- The Customer Journey Has Changed.Have We?Tatnall Insights The Customer Journey Has Changed. Have We? Customers still want dealerships. They just don’t need them in the same way they once did. An article from James Batchelor at Car Dealer Magazine caught my attention this week. Research from Cazoo found that 72% of buyers still want to see, test drive and buy… Read more: The Customer Journey Has Changed.Have We?
- Culture Is What Creates Performance!Tatnall Insights | Leadership & Culture Can One Business Have More Than One Culture? A reflection on leadership, consistency and the cultures that can exist inside a single business. While listening to Stephen J. Whitton discussing culture recently, it prompted me to reflect on a question I have encountered many times throughout my career: Inspired… Read more: Culture Is What Creates Performance!
- Technology: Too Much Or Just Right?Tatnall Insights | Dealership Cover Technology: Too Much Or Just Right? A real showroom observation from time spent around JAECOO & OMODA products. Customers may research online, but many still need someone in the showroom to make the technology feel simple, useful and relevant. Over the past few weeks, while providing Dealership Cover through Tatnall,… Read more: Technology: Too Much Or Just Right?
- World Cup 2026TATNALL INSIGHTS World Cup 2026: Who’s Covering The Empty Seat? Because customers don’t stop buying cars when the football starts. The World Cup is one of the biggest sporting events in the world, and for many people it creates excitement, passion and national pride. But for dealerships, it can also create a very real operational… Read more: World Cup 2026
- Developing The Middle Of The Sales TeamTatnall Insights | Sales Leadership The Biggest Opportunity In Your Sales Team May Be Sitting In The Middle The biggest opportunity is not always at the top or bottom of the team. Sometimes it is sitting quietly in the middle. After 30 years in automotive retail, I have noticed something interesting about sales teams. Most… Read more: Developing The Middle Of The Sales Team
- The £83,000 eVHC Revenue Recovery QuestionTatnall Insights | eVHC Revenue Recovery If Your Workshop Identified £83,000 Of Red & Amber Work Last Month… What happened to it? Every dealership wants to increase aftersales revenue. We talk about workshop loading, technician productivity, labour sales, parts sales and customer retention. But one question is rarely asked: What happens to all the work… Read more: The £83,000 eVHC Revenue Recovery Question
- Do Salespeople Practise Selling?Tatnall Insights | Sales Performance Footballers Practise Scoring Goals. Do Salespeople Practise Selling? The best salespeople do not rely on talent alone. They keep working on their craft. Over the years I’ve worked with hundreds of salespeople. Some were naturally talented. Some weren’t. Some could walk into a showroom and make everything look effortless. Others… Read more: Do Salespeople Practise Selling?
- The Car Was Never The Reason She Bought The CarTatnall Insights | Sales Stories The Car Was Never The Reason She Bought The Car Customers rarely buy because they understand a feature. They buy because they understand how it fits their life. Over the years I’ve sold a lot of cars. Some sales were straightforward. Some were hard work. Some I still remember 30… Read more: The Car Was Never The Reason She Bought The Car
- Features Tell. Demonstrations SellTatnall Insights | Showroom To Signature Features Tell. Demonstrations Sell. Anyone can explain a camera. Demonstrate it and they’ll remember it. The physical demonstration turns a feature into a customer experience. Customers do not always remember what you explained. They remember what they experienced. One of the biggest mistakes I still see in automotive sales… Read more: Features Tell. Demonstrations Sell
- The Dealership KPI IllusionTatnall Insights The Dealership KPI Illusion Most dealerships already have the data. The real question is — are they acting on it? Most dealerships already have the data. The problem is not always knowing what is wrong. Quite often, the problem is that nobody acts on it quickly enough. Data itself does not improve performance.… Read more: The Dealership KPI Illusion
- Customer Retention Is Worth MillionsTatnall Insights Customer Retention Is Worth Millions. So Why Do Dealerships Still Underestimate It? The most profitable customer is usually not the new one you just acquired. It is the one you already have. Most dealerships spend huge amounts of money trying to generate more enquiries, more leads, more website traffic, more showroom activity and… Read more: Customer Retention Is Worth Millions
- Do you remember your first day in the motor trade?Tatnall Insights | Motor Trade Memories Do You Remember Your First Day in the Motor Trade? I remember mine very clearly. I got into this industry because I was obsessed with cars. As a kid I’d go into local dealerships just to stand in the showroom. Even now, walking into a dealership still gives me… Read more: Do you remember your first day in the motor trade?
- If your dealership needs short-term support?Dealership Reality Empty seats don’t just create recruitment problems. They quietly create operational damage. And most dealerships massively underestimate the true cost. Right now there are estimated to be between 800–1,200 live vacancies across the UK automotive industry for Sales Executives and Service Advisors alone. Most businesses immediately think about: Recruitment costs Advertising spend Agency… Read more: If your dealership needs short-term support?
- EVs Are Changing Aftersales ForeverTatnall EV Aftersales Insight EVs Are Changing Aftersales Forever But the biggest opportunity still sits inside the eVHC process. By Jon Tatnall | Automotive Retail Consultancy & Operational Support The UK automotive industry is moving rapidly towards electric vehicles. And while the headlines often focus on: battery technology charging infrastructure government targets EV sales growth… Read more: EVs Are Changing Aftersales Forever
- The Biggest Revenue Opportunity in Aftersales Is Often Already Sitting in the WorkshopTatnall Aftersales Insight The Biggest Revenue Opportunity in Aftersales Is Often Already Sitting in the Workshop The work is already being identified. The opportunity is converting it properly. By Jon Tatnall | Automotive Retail Consultancy & Operational Support Most dealerships spend huge amounts of time focusing on: increasing labour rates workshop loading technician recruitment retention… Read more: The Biggest Revenue Opportunity in Aftersales Is Often Already Sitting in the Workshop
- The Most Expensive Seat in Your Dealership Is the Empty OneTatnall Insights The Most Expensive Seat in Your Dealership Is the Empty One Why vacancies in sales, service and leadership quietly cost dealerships far more than they realise. By Jon Tatnall | Automotive Retail Consultancy & Operational Support When dealerships look at profitability challenges, the focus usually lands on: advertising spend stock costs margin pressure… Read more: The Most Expensive Seat in Your Dealership Is the Empty One
- 5 Reasons Automotive Enquiry Handling Still FailsTatnall Insights 5 Reasons Automotive Enquiry Handling Still Fails And why the industry doesn’t have a lead shortage — it has a response problem. By Jon Tatnall | Automotive Retail Consultancy & Operational Support Replace the image URL above with your uploaded website image link. The automotive industry spends thousands every month generating leads. Auto… Read more: 5 Reasons Automotive Enquiry Handling Still Fails
Explore by Category
Find insight by the area of dealership performance you want to improve.
Sales Performance
CRM, lead handling, conversion, enquiry response and showroom process.
Aftersales Performance
eVHC, service advisor process, red/amber work and customer approvals.
Leadership
Accountability, coaching, standards, KPIs and dealership culture.
Training & Development
AutoSales Academy, Decision Hour, process guides and team coaching.
Need Practical Automotive Support?
Tatnall supports dealerships and OEMs with operational improvement, sales training, aftersales process support, CRM recovery and eVHC performance improvement.
Contact Tatnall