If you asked 10 people what loyalty means you would probably get 10 different answers. Certainly many couples have a different interpretation of the concept of loyalty, as do business partners. Insurance companies invoke the need to be loyal, maybe m

I did a little research prior to writing this article on something I know a little bit about, bull riding. One of my cousins ventured into being a bull rider at a very young age. In a rodeo the toughest contender is the bull rider. I learned you know

A little secret. For almost 20 years, some of America’s best dealers have been writing these advertising columns, letting me take the credit. I’ve developed an informal roundtable of some of the brightest young minds as well as seasoned legends i

How many supplier contracts does your organization have? Where are your contracts located? When do those supplier contracts expire? Which of the contracts will automatically renew? These are questions you have probably asked at one time or another. I

“Why aren’t they doing what I told them” Ever muttered those words? You know you have. Long ago my first service manager in New York, Bill Vukovich, used to whine constantly to the shop guys: “Buy you books, buy you books R

Russell Blackstone, a former political consultant, enjoyed helping friends and family members with their car purchases so much he decided to go work for a dealership. Research led him to a small group owned by Don Hewlett in the Austin, TX market. It

John Eagle is a member of the PhD club – “Papa had a dealership.” He’s been in the business since age six when he started washing hubcaps and grilles on vehicles. What started as a bankrupt Lincoln Mercury store has turned into 13 franchises

It is amazing to me that the vast majority of dealerships continue to pay sales consultants on gross profits.  Straight commissions comp plans no longer make sense.  Don’t dealers who pay sales people on the gross realize that there is this littl

As with nearly every New Year, I am looking forward to the challenges, successes and even failures that will come my way in 2011. These collective experiences are what define us both personally and professionally, and I welcome each of these with ope