Auto Retail News

My dear friend “Jolly John” Pulsifer was greeted by St. Peter on February 19 of this year at the age of 74, with 50 of those years in the business he loved, surrounded by the people he loved. I’m sure the first words out of John’s mouth were

Dealership sales are growing once again and so too are the demands on the dealer’s time, their staff’s time and their financial resources. It seems like most manufacturers have some sort of required image program, requirements for facility upgrad

The Japanese earthquake and tsunami have rocked the automotive world.  Honda has reported, at the time of this writing, that it is still not able to manufacturer the Fit small car, the CR-V crossover and the Acura TSX sedan.  Toyota announced that

Every so often I hear from GMs who insist their salespeople must have the latest, greatest CRM with every bell, whistle and thing-a-ma-ding ever invented. My advice to them is to ask themselves this question: is it the CRM that???s the problem, or is

A top reason an under-performer is kept on a payroll despite failing to realize results is because his or her manager touts the person’s “high potential.” This is notwithstanding the fact that the employee has accomplished little or nothing of

It’s complicated to be an Internet-savvy dealer. Pricing, dealer web site SEO, social media, Internet structure and staffing, lead management, there are many critical success factors, and just as many potential points of failure. If you’re a deal

The hot ticket these lean days is attending some type of “service sales” workshop, webinar, or similar rodeo, teaching dealer service professionals how to create and sell additional flat rate hours during the service drive reception proce

Tom Restino gets it! Restino is general manager and vice president of operations for DePaula Chevrolet in Albany, New York. I had the privilege of meeting Restino a couple of months ago when I was in New York training a group of automotive profession

It’s interesting to me that in this day and time, as knowledgeable as we have become due to the advent of software, we still can’t seem to put a handle on who should price our used cars, how we should price our used cars, or what (software) shoul