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A Strong Market Exposes Gross Deceptions in Used Vehicles

August 6, 2020

In my latest book, Gross Deception: A Tale of Shif…

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Dealers Achieve An Industry First for Inventory Efficiency

July 23, 2020

It’s almost a tired saying these days: We all must learn to do more with less. But I’d like to point out what amounts to a true-blue, and poten…

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ProfitTime in Practice: Discipline Drifts in Today’s Retail Tailwinds

July 16, 2020

I’ve spent way more hours than I can count on airplanes in the past decade. Truth be told, I miss the travel and the daily get-up-and-go routine it…

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Taking Notice of Two Used Vehicle Market Trendlines

July 9, 2020

There are two trendlines in the used vehicle market that merit every dealer’s attention. The first is the rolling seven-day average of retail sal…

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A Few Thoughts for the July Fourth Weekend

July 3, 2020

I suspect I’m not the only one who’s headed into this year’s July 4th holiday weekend feeling much different than I did in years past…

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A Post-Pandemic Question on Factory Facility Requirements

June 30, 2020

I’ve been wondering if the shakeout from the COVID-19 pandemic across the retail automotive industry will result in any significant changes in the r…

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How Four “Cs” Drive Strength in Retail Used Vehicle Demand

June 19, 2020

There are two questions on the minds of many dealers and industry observers as retail sales of used vehicles continue an impressive run during the nat…

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ProfitTime in Practice: Finding Balance in a Bipolar Used Vehicle Market

June 16, 2020

I’ve noticed what might be considered a case of bipolarity in used vehicle inventories at dealerships across the country. On one hand, there’s…

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ProfitTime in Practice: A Pandemic Teaches Important Lessons

June 9, 2020

For much of the past three months, I’ve been on a near-constant cycle of phone calls and conversations with dealers about their used vehicle busines…

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ProfitTime in Practice: Should You Buy a “No-Gross” Car?

June 5, 2020

Across the country, dealers are complaining that they can’t acquire used vehicles at auction for the right money. The complaint most often comes fro…

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A View of Bears and Bulls in the Current Used Vehicle Market

June 2, 2020

It’s refreshing to see what might be called a boost of confidence among dealers related to their used vehicle departments. Dealers are seeing surpri…

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A Perspective on Dealers’ Difficulty Finding Wholesale Inventory

May 21, 2020

In the past several weeks, as retail sales of used vehicles have grown, dealers have been returning to auction. In recent days, I’ve heard the same…

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A Call for Caution As Dealers Return to Auctions

May 14, 2020

It’s good to feel good about the current state of the retail used vehicle market. Retail sales are off last year’s totals by single-digit perce…

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A Call to Return to Retail-Back Used Vehicle Acquisitions

May 6, 2020

Since the start of the COVID-19 pandemic, everyone’s had their eyes on wholesale values for used vehicles. The focus on wholesale valuation bench…

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A View of ProfitTime’s Utility in Today’s COVID-19 Pandemic

May 4, 2020

I’m seeing dealers take one of two paths as they work to right-size their used vehicle inventory costs and counts to fit current market conditions i…

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A Conversation with Dealer News Today

May 1, 2020

There’s a common structure to my conversations with dealers and media outlets. The conversations often cover current market conditions as COVID-19 c…

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A Conversation About Used Cars, Retail Stimulus and More

April 28, 2020

I had the honor and privilege of being a guest on the Wisco Weekly podcast, which is hosted by Dennis Wisco, who worked in auto retail before…

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A Letter for Dealers to Share with Federal Officials and OEMs

April 24, 2020

Author’s note: As federal officials and OEMs consider a program like Cash for Clunkers to help stimulate demand in the retail automotive…

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A Deeper Dive for Dealers: Current Wholesale, Retail Conditions

April 22, 2020

I had the honor and privilege yesterday to serve as the featured speaker in the first installment of Cox Automotive’s webinar series, Continuity &am…

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A Candid Conversation with Automotive News

April 17, 2020

I had the honor of participating in Automotive News’ Daily Drive…

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A Retail Revival? It’s Out There for the Willing

April 16, 2020

Today’s current COVID-19 crisis has triggered an unfortunate situation for many dealers in their used vehicle departments. As the crisis has caus…

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A Positive Take on Tough Market Conditions

April 15, 2020

It’s hard to read the stories about the current used vehicle market given the disruption caused by COVID-19. This week, Bloomberg News published…

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An Open Letter to Dealers: Honest Perspective Amid the COVID-19 Crisis

April 10, 2020

Author’s note: We are in a crisis that challenges everyone in the automotive ecosystem. OEMs. Financial institutions. Dealers. Suppliers.…

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A Wholesale Market Experience Brings A Ray of Hope

April 7, 2020

I’m writing to share an encouraging sign for dealers in the current market. The encouragement comes from Manheim’s Online Vehicle Exchange (OVE…

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