If there’s a better way to do something…
it’s gotta be done.
A Case Of One Step Forward, Two Steps Back
Mistakes happen in used vehicles. Simply put, there are too many things that could go wrong, for everything to always go right. That’s what ma…
3 Ways To Boost Used Vehicle Profitability While Selling More Cars
In its 2014 report on dealership financial performance, the National Automobile Dealers Association (NADA) highlights a disturbing trend…
A Quick Look At Closing Ratios And “Closers”
I’ve been asked recently for benchmarks on closing ratios for dealers. The frequency of the question, I suspect, follows the fundamental chang…
3 Ways Packs Prove Problematic For Dealers
There’s no question that dealers like packs. But packs have become increasingly problematic for dealers, sometimes in ways they fail o…
Dealer Enjoys Early, E-Commerce Success
General Manager Todd Long dares to be different at O’Neill Honda in Kansas City. Before he took the job in December 2013, Long mystery-shopped…
3 Lessons From Top-Performing Used Vehicle Retailers
I was struck by several take-aways from Automotive News’ Top 100 Dealer Groups Ranked By Used Vehicles report published last week. Th…
3 Ways To Eliminate The Used Vehicle Manager’s “Double Curse”
Some used vehicle managers carry a double curse. The first curse is their absolute focus on average front-end gross profit. They’ll say, “I…
Factory Pricing Decision Will Test Dealership Efficiencies
Here we go again. Another factory messing with dealer margins. This time it’s Fiat Chrysler, according to an Automotive News…
3 Ways To Confront The Boogeyman In Used Vehicles
A dealer recently took issue with my assertion that the used vehicle business has been suffering from margin compression.…
Used Vehicle Recall Regulation: A Future Part Of Life For Dealers?
A recent Detroit News…