If there’s a better way to do something…

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…

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…

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…

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…

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

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…

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

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…

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

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

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…

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

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

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…

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…

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

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…

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…

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…

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…

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…

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…

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

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