If there’s a better way to do something…
it’s gotta be done.
Cost To Market Clarifiers: How The Metric Helps You Manage Used Vehicle Profitability
It’s fair to say the auto retail business has changed more in the past 10 years than in the previous 75 years combined. Much of the ch…
Dealership A versus Dealership B
Consider the respective approaches of hypothetical Dealership A versus Dealership B. Assume that both dealerships own exactly the same u…
“Augmented Reality:” Another Driver Of Showroom Reinvention
Most dealers now accept that the Internet is today’s prevailing mode of discovery for new and used vehicle buyers. The sharper dealers have ta…
Four Critical Conditions for Success
Below is a question from a Velocity dealers, and my response: Dale, I have a question that has been lingering in my head and I would be honored…
Eyes On The Future: Self-Driving Cars and Dealership Sales Processes
I paid particular interest to this week’s Automotive News…
Good Questions from the Field
Here’s a question and my response from an anonymous dealer: Dale, I work for a dealer group that does not use vAuto. What would you recommen…
A Touchy Topic—The Pitfalls Of Used Vehicle Packs
As regular readers know, I’ve long argued that packs on used vehicles are problematic for dealers in today’s marketplace. First, pac…
NADA Data Reveals Four Profitability Challenges
Overall, 2012 was a good year for franchised car dealers. In its recent recap of last year’s dealership financials, the National Automobile De…
Dissecting Two Different Types Of Used Vehicle Retailers
In my conversations and travels, I encounter two different types of dealers. The first group often struggles with aged units in their used vehic…
The Ultimate Car-Shopper Carrot: Special Offers
When was the last time you bought a TV at full price? How about that new golf club or bag? Truth is, as consumers, we're all conditioned to look…