3 Keys To Increase Your New/Used Vehicle Throughput and Profitability


We’ve arrived at an interesting time for retail sales of new and used vehicles. Both sides of the business face a market supply/demand imbalance, which raises risk for dealers. In new vehicles, there’s almost an inventory pile-up on some dealers’ lots. Dealership days supply is running well north of the norm. Some dealers don’t even […]

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Pope Francis Calls For ‘Revolution Of Tenderness’ In Surprise TED Talk


“A single individual is enough for hope to exist, and that individual can be you.” In a surprise appearance via video at the TED 2017 conference in Vancouver, Canada, on Tuesday evening, the pontiff said that tenderness is “the path of choice for the strongest, most courageous men and women.” “Tenderness is not weakness; it […]

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A Thoughtful Note from NCM Associates


I received the following thoughtful note from Terry Wichmann, a retail solutions consultant at NCM Associates. Dale, Thanks for your continuing help when I ask you to send your books to current vAuto clients and vAuto prospects. When discussing “velocity” (in general) and vAuto (specifically) during NCM Associates “Profit Improvement Meetings” at dealerships, I always […]

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3 Best Practices To Beat Back Used Vehicle Margin Compression


It’s like a leaky faucet. Drip by drip, the retail profit you make on used vehicles goes down the drain.   But unlike a leaky faucet, the fix for margin compression in used vehicles isn’t as easy as calling a plumber. That’s because, more and more, ongoing margin compression in used vehicles is the nature […]

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Hal? Where Are The Used Cars You Purchased?


One of the first movies that opened my mind to the power of technology was 2001: A Space Odyssey, the 1968 film from Stanley Kubrick. The movie was a cautionary tale about the danger of computers and technology becoming more human-like, creating dire consequences for actual humans. The central character was Hal, a computer that […]

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A Key Problem-Solving Lesson From A Respected Diplomat


I had the opportunity to take in a speech this week from former Ambassador Dennis Ross. Ross is a unique person. He’s served as a diplomat under three presidential administrations. He was a key player in Middle East peace talks for Presidents George W. Bush and Bill Clinton. He also served under President Barack Obama’s administration […]

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Chevy Bolt Pricing: A Sign Of The Times


I was intrigued by an Automotive News article this week that highlights pricing disparities among dealers as the new Chevrolet Bolt EV arrives in showrooms in select markets. The story notes a mix of price discounts and mark-ups across the seven states where General Motors is introducing the vehicle. Some dealers are discounting by as […]

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Two Perspectives On Sourcing Auction Vehicles


Let’s imagine there are two dealers in the auction lane, bidding for the same car. The first dealer wants the car because he’s sold a few of the same units recently, and did pretty well in terms of front-end gross. The three-year-old car has about 40,000 miles, and looks/smells pretty good. The CARFAX notes the […]

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4 Reasons To Rethink How You Source Auction Vehicles


“How has your auction-sourcing process changed in the past 12 to 18 months?” I’ve been asking dealers and used vehicle managers this question a lot lately. It’s interesting to note the four most-common responses: “Not much has changed.” About a third of dealers say things are pretty much the same when it comes to sourcing […]

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3 Troubling Auction Sourcing Inefficiencies


I’ve recently gained a deeper appreciation for the tireless efforts of used vehicle managers and buyers charged with acquiring inventory from auctions. Many spend half their time at work, plus uncounted hours at home, away from their families, to find and vet auction vehicles for an upcoming sale. This reality has given to a belief […]

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