Time To Give Thanks For A Life-Changing Gift

01.30.2015

Our final day here at Beaver Creek started as soon as the slopes opened. It’s been another picture-perfect day on the mountain, with mild temperatures, plenty of sunshine and relatively uncrowded runs. As I rode the lifts today, I couldn’t help but feel an overwhelming sense of gratitude for the opportunity to take part in [...]

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Trust, Teamwork And Inspiration At 11,000 Feet

01.30.2015

We’ve just wrapped up our first day of skiing at Beaver Creek. It’s been an incredible day that saw three key themes emerge. Trust: After we got our gear, we drilled the verbal commands and cues our guides would use to help us ski safely down the mountain. We started on the blue, intermediate slopes [...]

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Anticipation Builds In Beaver Creek

01.28.2015

I’m in Beaver Creek, at an outdoor bar at our hotel, near the fireplace. The smell of mesquite and the sounds of a band playing “Southern Man” by Neil Young fill the air. It’s a perfect evening—a fitting set-up for what promises to be a memorable day on the slopes tomorrow. I’m joined here by [...]

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A Used Vehicle Challenge: Increasing Your Share Of Subprime Deals

01.27.2015

In 2014, CarMax started using its own finance company to book deals from subprime customers, rather than work the deals through other lenders. During a recent quarterly conference call, company executives say they haven’t seen “anything negative” from the in-house subprime financing test, and they expect it to continue as planned. The CarMax effort is [...]

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An Opportunity To Rekindle A Lost Love, And Live A Dream

01.27.2015

For at least the last 15 years, I’ve had a recurring dream. In the dream, I’m flying down a steep mountain slope, my skis cutting picture-perfect arcs in fresh powder. It’s just me, the mountain and a rush of adrenaline as I go faster and faster. Then I wake up. The feeling of euphoria fades [...]

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NADA Day 4: Dealers Depart, Big Themes Emerge

01.26.2015

It got quiet pretty early at the final day of NADA 2015 in San Francisco. Word of bad weather out east prompted many to catch earlier flights back home and it was the final day of NADA, when pretty much everyone’s feeling the effects of three full and productive days and looking forward to getting [...]

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NADA Day 3: A Great Start And An Even Better Finish

01.25.2015

I started today with a memory that makes me smile. Before the exhibit hall opened, Mike Burgiss, the CEO and architect behind Cox Automotive’s new MakeMyDeal application, handed me a sticker. The sticker’s a reproduction of napkin he’s kept in his pocket since a conversation two years ago at NADA in Orlando. Mike had asked [...]

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NADA Day 2: A Good Year For Dealers Shows On The Exhibit Floor

01.24.2015

It’s easy to tell that dealers had a good year in 2014. I lost count of the number of time dealers told me they set sales and profitability records in their used vehicle department last year, thanks to their “all-in” adoption of Velocity management principles. Such success was also apparent as you walked the exhibit [...]

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NADA Day 1: The Birth Of Cox Automotive And Its Promise To Dealers

01.23.2015

It’s been a busy first day here at NADA in San Francisco. I’ve spent much of my day huddled in meetings with the various teams that make up Cox Automotive. The focal point of the meetings has been to make sure everyone—from AutoTrader.com, Haystak, Homenet, Kelley Blue Book, Manheim, vAuto, VinSolutions and Xtime—is ready to [...]

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3 Beacons To Guide Dealers At NADA 2015

01.21.2015

I’m pumped for this year’s NADA convention in San Francisco. Like other dealers, I regard NADA as pretty special. It’s a one-time opportunity to meet with many of my dealer friends from across the country in person. The convention also provides a wealth of ideas and insights to apply in the coming year. It’s easy [...]

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