4 Ways To Turn Auction Cars Into Advantage At Your Store

You could say auction cars offer a blessing and a curse for dealers. The blessing is that auction cars are always available—offering a way for dealers to acquire inventory they need that they can’t get through trade-ins. For most dealers, auction cars make up 30...

From The Frontlines: A TrueCar Experience

A colleague of mine sent the note below after purchasing a vehicle using TrueCar. I thought I would share because I think it highlights a key problem: A lack of pricing transparency drives consumers to dig deeper to get a better deal—often at the expense of dealer...

A Touchy Topic—The Pitfalls Of Used Vehicle Packs

As regular readers know, I’ve long argued that packs on used vehicles are problematic for dealers in today’s marketplace. First, packs burden every car with additional cost. Velocity dealers know full well how challenging it can be to acquire and recondition vehicles...

Why Sometimes Even the Best Dealers Fail

In my latest book, Velocity Overdrive: The Road to Reinvention, I wrote about the difficulty for dealers in maintaining their commitment to the Velocity Method of Management. I had an experience yesterday that reinforced how hard it is for even the best velocity...

A Framework To Achieve A “Provisioning Mindset” In Dealerships

About a year ago, I introduced the idea of “provisioning” inventory as a replacement for the long-held practice of dealers “stocking cars” to feed their used vehicle operations. The basic concept is that “stocking cars” doesn’t sufficiently capture the more holistic...

Velocity Overdrive: The Road to Reinvention On The Way

Payday loans It wasn’t long after the publication of my second book, Velocity 2.0: Paint, Pixels and Profitability, that dealers who had devoured its pages were asking when I’d write a third installment in the Velocity series. Well, I’m pleased to announce that...