If there’s a better way to do something…
it’s gotta be done.
45 Years At NADA….And Counting
We had a rule in our house growing up—my brothers and I could accompany my father to the National Automobile Dealers Association once w…
Will “True” Vehicle Pricing Mean Much For Tomorrow’s Buyers?
This question comes to mind while reading an Automotive News…
Trifecta Of The “Too’s”
AutoNation CEO Mike Jackson rang a cautionary bell during a…
Rethinking “The Race To the Bottom” In New and Used Vehicles
If I were still a dealer, here’s how I would address the “race to the bottom” that every dealer complains about these days. First,…
More Signs Of The “E-Commerce Dawn” In Automotive Retail
A colleague passed along a 2013 year-end report from the United Kingdom-based dealer IT research firm Woods and Seaton. The report details some…
A Four-Part Plan To Fight The “Big Squeeze” In Used Vehicles
Many dealers are suffering from the “Big Squeeze” in used vehicles. The effects of the “Big Squeeze” are easy to identify. Dealers are p…
1915 Warning: Beware of Used-Car Salesmen
Thanks to Jasen Rice, I came across this synopsis of a 1915 Scientific American article warning consumers as to how to steer clear from getting a…
A Goal For 2014: Win Without Fighting—And Sell More New/Used Vehicles
“The supreme art of war is to subdue the enemy without fighting.” – Sun Tzu, “The Art of War” As I look ahead to the coming y…
The Orange Juice Imperative: 3 Ways To Combat Margin Compression
At a recent 20 Group meeting of Chevrolet dealers, a dealer told me that the average front-end used vehicle gross profit for the group was down $…