If there’s a better way to do something…
it’s gotta be done.
A Sneak Peek At My Fourth Book—Like I See It
I don’t normally use this blog for promotional purposes. But I hope you’ll forgive this one-time policy suspension to plug the upcoming publica…
3 Lessons From The Impending Sale of Rolling Stone
When I was a teenage kid, if you wanted to keep up on music and politics, you read Rolling Stone. I credit my older brothers for introduci…
A Post-Harvey Call For Rational Retailing
My phone’s been buzzing this past week with dealers and others asking for my take on how Hurricane Harvey will affect the used vehicle market. Fo…
4 Misunderstandings About Price In Today’s Auto Retail Market
Old beliefs and habits definitely die hard. Take the way many dealers still think about their new and used vehicle prices: Dealers contr…
A Sign of New Vehicle Inventory Imbalances
I had an old rule of thumb when I was a dealer: You could get a bead on new vehicle inventory imbalances by the number of full-page ads in the Chicago…
How The Little Things Determine Your Car Business Success
“It’s life by a thousand little things, or death by a thousand cuts.” A dealer recently shared this line as we were discussing how the…
A Manager’s View Of A Volatile Used Vehicle Market
I had an eye-opening conversation the other day with used vehicle manager Jim Mason of Steven Toyota, Harrisonburg, VA. We were discussing how the…
A Longer-Term View Of Digital Retailing For Dealers
Dealers often have an "all or nothing" view of digital retailing. That is, to them, digital retailing represents the full monte of selling a new or…
Dispatches From Down Under: A Great Trip Comes Full Circle
The other evening I had “a parma and pot.” To explain, I was in a pub to take in a most quintessentially Australian experience. I was there to…
Dispatches From Down Under: Dealers Hungry For Insights
It’s easy to teach when your students want to learn. That’s a primary take-away from my meetings with dealers in Sydney and Brisbane—the firs…