We were nervous last year. The long-anticipated sunset provisions of George W.’s 2001 income and estate tax reform were coming into play and there was no telling how it would end up. All of us who were involved in business succession planning belie

An old saying goes, “Necessity is the mother of all invention.” It’s an apt description for the development of PSCars.com, a new online vehicle shopping platform that seeks to transform online vehicle shopping and purchasing experiences for the

The 10th Digital Dealer Conference & Exposition in Orlando last month was the best ever.  One major concern though:  I still hear way too many dealers and partners say, “We can’t handle the calls.”  Yes you can! Train everyone to “huma

Heavy title, I know. As those of you who attended last month’s 10th Digital Dealer Conference and Exposition might remember, David Kain and I recently completed a nearly year-long study on what truly separates successful Internet dealers from the r

I spend as much time outside of the car business today as I do in it and many of the online marketing professionals I interact with there have recently told me small is cool to customers. Small businesses, they say, have a personality, flavor and sen

We work with multiple dealer groups, and they all have their own preferences on how inventory and leads are routed.  Some have two OEM flags under one roof and share a DMS, others have multiple rooftops and one pre-owned lot with each running their

For the first 100 years of the automotive industry, the main thing you heard about at 20 group meetings, conventions and regional dealer gatherings, was customer satisfaction. With a decline in automotive dealerships and an increase in aftermarket se

Proper documentation has been a frequent theme of my articles. Dealerships face potential pitfalls if they fail to document all customer visits accurately. I have tried to offer readers explanations as to why each and every visit by a consumer should

Interacting with informed customers can be a challenge as dealers try to overcome their concerns throughout the shopping process. In this month’s article, I provide practical tools to help salespeople conquer this obstacle. Please keep in mind that