If there’s a better way to do something…

This week’s Automotive News brings word that while dealers may be selling more new vehicles, they are making less money on the cars they retail…

I’ve been talking new cars with dealers lately, helping them create and navigate strategies for proper pricing in today’s market. Naturall…

  It’s time for a little truth-telling.…

I couldn’t believe what I’d heard. I asked my assistant to read the e-mail again.…

It's probably not the best time to talk about problems in the new car business. After all, dealers have been enjoying what may go down in histor…

  Following is an email from a friend and customer about increasing his inventory as we enter the summer slowdown. Good afternoon Dale. Ho…

It’s becoming more critical for dealers to pay close attention to the average cost of their used vehicle inventory. I say this for three reaso…

Mistakes happen in used vehicles. Simply put, there are too many things that could go wrong, for everything to always go right. That’s what ma…

  In its 2014 report on dealership financial performance, the National Automobile Dealers Association (NADA) highlights a disturbing trend…

I’ve been asked recently for benchmarks on closing ratios for dealers. The frequency of the question, I suspect, follows the fundamental chang…