In 1965, the Jackie DeShannon song with its famous lyrics, “What the world needs now is love sweet love,” became a megahit, and has since been recorded by one hundred additional artists. Today, fifty-two years later, as one observes what has argu

Research for my upcoming book “Who Sold It?” included asking Marketing Managers and General Managers how they evaluate the success of their marketing investments. While total sales opportunities and units sold per month is the ultimate KP

The next evolution in the automotive industry will fundamentally transform dealership service departments… and this one will be big: service departments that could be empty. If you look at current trends, you can see the writing is on the wall; rid

Is your dealership the kind of place where employees can’t wait to come to work every morning? Do your employees arrive early and stay late because they love their jobs, not because they feel they have to? If you answer with a resounding ‘

Do your customers trust your salespeople? According to the most recent Gallup poll on the subject, the answer is a resounding “No!”. Americans rank car salespeople as the third least trustworthy profession. Only members of Congress rank lower, an

Net cash balance is one of the best indicators of how healthy your store is. If your net cash balance is adequate to good, you are in a position to be proactive and take advantage of opportunities. For example, with plenty of cash on hand you can go

If you haven’t noticed, our culture has changed. Your customers are no longer willing to wait. Everyone wants everything NOW! Just look at the leader of the pack, Amazon. With this market powerhouse it’s all about same day or 2-day delivery. I ca

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,

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