If there’s a better way to do something…
it’s gotta be done.
6 Benchmarks Top Used Vehicle Dealers Achieve to Outpace Others
Most dealers agree that if you're going to profitably and successfully sell a lot of used vehicles, there are many things you have to get right.…
A Used Car Operations Tune-Up With Tommy Gibbs
I thought I’d put out a plug for my friend, Tommy Gibbs, who is hosting a half-day Used Car Workshop on Wednesday, Oct. 19, in Chicago. Tommy…
3 Reasons A Chief Complaint About Auction Purchases Falls Flat
It’s not uncommon for dealers and used vehicle managers to complain that “we have to pay too much” to acquire auction vehicles.…
Performance Matters Podcast Peels the Personal Onion
I do a fair number of interviews with analysts, reporters, students and others interested in the automotive industry.…
3 Tips To Tune Up Your Used Vehicle Performance and Profitability
It’d be wise for dealers to take a deeper look at three aspects of their used vehicle inventories: What percentage o…
Sacred Cows That Merit Scrutiny, And Maybe The Sword
I recently asked a group of about 20 dealers and used vehicle managers a series of questions: How many of you mow your own lawns? No one raised…
A Dealer’s Evolutionary Velocity Journey In Used Vehicles
Nearly a decade ago, I met Brian Benstock, general manager and vice president of Paragon Honda and Paragon Acura in Queens, N.Y. At the time, Be…
A Call For Improved Effectiveness and Efficiencies In Human Capital Management
If a new or used car manager made the wrong decision nearly 75 percent of the time, chances are pretty good that individual wouldn’t be working…
Sourcing Auction Vehicles: What You See Is What You Get
It’s still fairly common for dealers to offer two complaints about buying wholesale vehicles from auctions—it’s tough to find the right car…
Reflections On My First NIADA Convention
I had the privilege of attending my first National Independent Automobile Dealers Association (NIADA) convention this week in Las Vegas. Quite h…