If there’s a better way to do something…
it’s gotta be done.
Beware the Pitfalls of a “New Car Masquerade” in Used Vehicles
In the past few weeks, I’ve come to understand what I’d call a “new car masquerade” in used vehicle departments across the country. Perhaps…
A Primer on Used Vehicle Price Sensitivity
As the used vehicle market returns to more normal conditions, I feel compelled to reiterate a perspective on retail price sensitivity that seems to ha…
More Eyes on Dealers’ New Vehicle Mark-Ups
A couple months ago, an associate asked if I’d heard or seen any chatter among dealers about an apparently crowd-sourced site (…
It’s a “Whole Truth” Tuesday!
I thought I’d put out a quick post to highlight that, after production and supply chain delays, my latest book, Whole Truth: A Fresh Money-Makin…
A Rosier View of A Recession, Plus a Moment of Used Vehicle Opportunity
If you follow the news and related commentary on social media, you may well be thinking that the United States is heading toward a recession, if we’…
A Mid-Year Gut-Check on Used Vehicle Market Conditions
As we close in on the halfway point of 2022, I think most dealers would agree with the following statement: While used vehicle sales and profits remai…
A Memorable Honor from NIADA
I received a humbling and significant honor from NIADA (the National Independent Automobile Dealers Association) yesterday at the group’s convention…
A Call for “Bucket”-Minded Inventory Acquisition
If you scrolled the clock back 15 or 20 years, you’d find very few dealers who managed their used vehicle inventory in what we now call “buckets.…
Where Dealers Get Their Most Profitable Inventory
Most dealers would agree that acquiring inventory over the course of the past two years has grown more complex and difficult. We now understand that,…
Rediscovering the Past and the Profound While Packing
I’ve been busy the past week, helping my wife, Nancy, pack our belongings into boxes as we officially relocate to Austin, Texas. I did an informa…