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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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NADA 2020: A Pause While Packing For Las Vegas

February 12, 2020

While preparing to head to Las Vegas for the annual National Automobile Dealers Association (NADA) convention, I read an item that gave me pause. T…

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A Sobering Catalyst for a Strategic Shift in Used Vehicles

February 5, 2020

For the past several months, I’ve been discussing the trend of declining net profitability in used vehicle departments with dealers. Sometimes th…

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A Gross Deception Discussion With CBT News

January 30, 2020

I had the honor and privilege of discussing my latest book, Gross Deception: A Tale of Shifting Markets, Shrinking Margins and the New Truth of U…

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A Promising Sign For Used Vehicle Profitability?

January 14, 2020

As any regular reader here might know, I think a lot about the ways dealers can, and should, make money. I pay close attention to the National Auto…

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A Look Back and Ahead In Used Vehicles For Dealers

January 9, 2020

I trust that you were able to capitalize on last year’s rising tide of used vehicle sales. By most accounts, total used vehicle sales increased b…

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A New Year and A New Book For Dealers

December 31, 2019

For much of the past year, I kept a secret. The secret was the fact that I’d begun working on a fifth book. I kept the wraps on this work unti…

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A Meaningful Trip to Recap Our First Year With Provision ProfitTime

December 11, 2019

I’m heading to Austin, Texas, to share insights and observations from the first year of vAuto’s Provision ProfitTime journey with the vAuto data s…

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ProfitTime In Practice: A Question About Bronze and Silver Vehicle Quantities

December 10, 2019

A three-store dealer in the Southwest recently got worried about a drop in the Provision ProfitTime Investment Score for his used vehicle inventory.…

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A Hat-tip To Ford, McDonald’s Coffee Chaff Initiative

December 7, 2019

As a fan of coffee and smart thinking, I took interest in this week’s…

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Monday Motivation: An Honor From Automotive News

November 25, 2019

I was surprised to learn this morning that I’ve been named one of Automotive News’ 2019 All St…

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vAuto Performance Management Meeting: A Special Award and Heartfelt Send-Off

November 23, 2019

I had the honor and privilege of attending the annual vAuto Performance Management meeting this week in Chicago. My primary job at the meeting was…

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A Closer Look At Stabilizing Dealership Profitability

October 31, 2019

This week’s Automotive News brings great news: As of the…

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Trader Canada Event

October 24, 2019

On October 10, I had the privilege of presenting ProfitTime to our Canada dealers. Here is the…

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