If there’s a better way to do something…
it’s gotta be done.
The Walls of the “Box” Are Falling Down
Automotive News offers a potentially eye-opening article this week on customers using smartphones to shop F&I products—sometimes w…
A Five-Step Plan To Improve Proxy Bidding Performance
As I’ve noted here before, I believe proxy bidding represents the “next generation” of used vehicle acquisitions at auctions. It’s far m…
Velocity Management at its Best
What follows is an email that I received from a velocity dealer and my response. What makes his email noteworthy is the extent to which he under…
“Knowing Cost, the Customer Sets the Price”
This is the headline from a New York Times article that discusses how brick-and-mortar retailers like J.C. Penney are re-thinking their pricing d…
The Last Mile: Making Your Online Acquisitions More Efficient
There’s a curious irony at work in our industry. That is, dealers know they need to give online shoppers as much information about their used…
Getting Past Pricing to Build Used Vehicle Profitability
“Dale, we’re selling more used cars but I’m not making any money.” This is a common complaint among dealers, particularly those who’ve…
Paragon Honda Leads the CPO Pack–Again
Brian Benstock, general manager and vice president at Paragon Honda/Paragon Acura reports his stores have once again retained the crowns as the to…
A Not-So-Funny, Funny Dealer Story
I have a funny one for you. We sold a 2011 Equinox on…