Finance and insurance (F&I), and associated reinsurance programs, have long played an important role in the profitability of the dealership model. These service lines provide a consistent flow of gross margin (often routed outside of the dealersh

A college buddy of mine relocated to the Deep South many years ago. We’ve stayed in touch with each other and in a recent phone conversation he was telling me about his car-buying experience earlier this spring. Let me tell you at the outset that h

“Learn how to control and manage service department work input or pay the consequences – don’t end every work day wondering what the hell happened.” Two of the most expensive weaknesses I encounter in dealer service departments are pre-loadin

Put 20 people in a room and ask them, “What is social media success?” With the overabundance of social media “information” supplied today, chances are you’ll get 20 different answers. Some people will say vanity metrics

Brian Benstock is the General Manager and Vice President of Paragon Honda and Paragon Acura. Since 1982, he has held many positions within the dealership including sales consultant, sales manager, assistant to the assistant manager, finance manager,

Eleanor Roosevelt is credited with the quote: “Yesterday is history, tomorrow is a mystery and today is a gift; that’s why they call it the present.” Tomorrow, in the automobile retail business, may be a mystery but here are a few simple facts.

My past few articles have focused, for the most part, upon the development, retention and the engagement of your employees. The care and concern we place on our team members is the most powerful initiative you can do to raise the bar on your corporat

In the new car business, it’s conventional wisdom that bigger is better. Dealers with the biggest ad budgets, biggest inventories, biggest showrooms, and the biggest discounts will be the biggest winners in the market place. Based on the most recen

Think of the most effective leader you’ve known or read about? What characteristics made that person come to mind? Pick up any magazine, journal, or periodical and you’ll probably find one or more articles that talk about desirable leadership bes