If there’s a better way to do something…
it’s gotta be done.
3 Beacons To Guide Dealers At NADA 2015
I’m pumped for this year’s NADA convention in San Francisco. Like other dealers, I regard NADA as pretty special. It’s a one-time opportun…
3 Ways To Minimize Discounts And Improve Front-End Margins
If dealers compare their current front-end gross profit averages in new and used vehicles to similar data five years ago, you’d likely notice a…
Our time together this week in Atlanta
Upon reflection of this week’s Annual Sales Event, I would just like to share some thoughts. First and foremost, I just want to let the entire…
5 Potentially Tough Conditions Dealers Will Face In 2015
I’ve been spending the past few days in budget and strategy sessions, planning for 2015. The work has left me with a pretty clear conclusion:…
3 Keys To Maximizing Gross As Transparency Grows In 2015
It shouldn’t be news for dealers that margins in new/used vehicles are under pressure. As we look ahead to the coming year, there are few, if a…
Insights From vAuto’s Performance Management Team Meeting
I had the honor and privilege of taking part in vAuto’s annual Performance Managers meeting this week. The meeting gives the Performance Manag…
Sam Swope: Our Industry Loses A Community Advocate And Pioneer
In the early days of vAuto, it wasn’t easy to get dealers to recognize that the Internet was changing the used car business, much less convince…
Another Similarity Between Dealers And Family Farmers—Technology
About 15 years ago, I purchased a farm in Northwest Illinois, where I became a USDA-registered farmer. I had more than just a financial i…
Using Market Share To Map Your 2015 Sales Goals
I received an extremely astute question from a fixed operations director in Gainesville, Fla.: Dale: What’s the best…