Welcome to this week’s edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full report. This week’s Black Book Market I

The automotive marketplace is highly competitive with dealerships, service shops and others spending a significant amount of money to persuade the consumer to visit their business. While most of these organizations are successful in promoting their b

If you asked 100 sales managers in the auto industry, “What is the difference between training and coaching?”, you would get a wide array of answers that just describe training. In fact, less than 20% of managers could accurately describe coachin

Does your dealership have a digital marketing strategy? When asked that question, I would assume that most dealerships would be quick to respond with a resounding “Of course we do!”. That’s a good thing. With all of the changes taking place in

THE BIG IDEA: Certain businesses excel at fostering undying, cult-like following among their customers. Our study of Cult Brands reveals seven rules any business can follow to attract loyal customers. Some customers have a religious devotion to a par

It’s easy to blame our issues on others, particularly when we’re not seeing the outcomes we think we deserve. But that doesn’t mean the blame belongs with them. Is there something you could be missing? Or something you’re not

Rewards programs are indisputably a staple in common society. Most retailers have them and consumers have come to expect them. The problem is that most retailers view rewards programs as an expense, rather than a revenue generator. Sure, there are di

By many historical measures, service opportunities have never been greater for auto dealers. In the last decade auto sales have boomed, creating an unprecedented service opportunity tailwind for the next decade. More factory scheduled maintenance pro

I’ve been around enough installations of technology and tools in dealership service departments to spot a train wreck before it happens. I suspect many can recall a technology investment that went south and, ultimately, proved to be a big waste of