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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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COVID-19 Crisis Causes a Vehicle Valuation Issue

April 3, 2020

Like many of you, I’ve been on the phone and in meetings almost constantly for the past two weeks. I apologize to dealers who may be still waitin…

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A Perspective On Change Amid the COVID-19 Pandemic

March 20, 2020

I hope that everyone reading this post is healthy, safe and doing everything in your power to stay that way. I don’t think any of us would disagr…

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NADA Dealership Financials: Good News, Bad News in Used Vehicles

March 10, 2020

As regular readers might know, I’ve been anxious to see the 2019 year-end dealership financials from the National Automobile Dealers Association (NA…

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When Pride in CPO Vehicles Hurts Your Profit Potential

March 6, 2020

It’s no secret that certified pre-owned (CPO) vehicles have become a big part of the used vehicle business at franchise dealerships. Cox Automoti…

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ProfitTime in Practice: A Dealer Shares Three Profit-Positive Take-Aways

March 5, 2020

It’s not easy to change long-standing beliefs and best practices. Just ask Tim Nelson, general manager at Beaverton (OR) Honda. He has led the st…

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A Gross Deception Discussion with WardsAuto

February 28, 2020

A few weeks ago, I saw down with WardsAuto Dealer Business editor Steve Finlay to discuss my latest book, “Gross Deception: A Tale of Shift…

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Talking Truth in this week’s Automotive News

February 24, 2020

I had the distinct honor and privilege to pen an op-ed piece for Automotive News. The piece appears in this week’s issue and addresses a…

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A Gross Deception: You Don’t Need To Stock More to Sell More

February 21, 2020

A vAuto Performance Manager (PM) made an astute observation about the belief among dealers that you need to stock more vehicles than you typically sel…

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NADA Day 3: A Final View from Las Vegas

February 18, 2020

As I was leaving Las Vegas yesterday, it occurred to me that I hadn’t shared much on new vehicle market conditions and what they may mean for dealer…

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NADA Day 2: Special Moments on the Show Floor

February 17, 2020

Like many dealers, the annual National Automobile Dealers Association (NADA) convention is a time for seeing long-time friends and making new ones.…

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NADA Day One: A Clear, Purposeful View of The Road Ahead

February 16, 2020

If my conversations with dealers on the opening day of the exhibit hall at the National Automobile Dealers Association (NADA) convention are any indic…

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