Auto Retail News

Which is harder: knowing or doing? Almost everyone understands that “doing” is harder than “knowing.” I agree, but the first step in the knowing/doing process must be, by necessity, “knowing.” It is the height of absurdity to demand that

The only tattoo I have is the scar from a smallpox vaccination I received when I was ten. Everyone in school received the vaccination. Everyone has the scar tattoo to prove it. These vaccinations were apparently mandated by a governmental agency whic

In last month’s article, I opened with the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns. These responses fail to influence c

Hopefully you’re going in the door of your dealership today with some objectives like more service business, higher used gross profit, and better new closing ratios. Make a wish list of these items based on a breakeven analysis and then determine t

Of the 20 books I’ve read on advertising in the past year, two stand out as must reads for anyone involved in dealership marketing. The first is “Cashvertising” by Drew Eric Whitman, published in 2009 by Career Press. Whitman has taught the psy

“Sourcing mode” is a term that applies to those that are always shopping for a great price, and are always adding new suppliers that have the latest and greatest pricing for the supply or service they are responsible for buying. Sometimes your te

While managing salespeople I would occasionally hear a complaint from team members that sounded like this: We’re going to train on the steps to the sale again? This is getting redundant! While helping to run a six-dealership group, I would occasion

In the car-buying process, there is a gaping chasm between the consumer’s expectation and their experience. The best practice Internet dealer does everything possible to narrow the gap. The data is clear: the customer wants a good price, communicat

Hello and welcome to this week’s edition of Beggs on the Used Car Market. Thanks for tuning in. The slightly delayed spring market was still present on the auction lanes this past week.  Activity was great, values were solid with 55% of the adjust