Every year at NADA I am amazed at the number of new and exciting technologies being introduced. Some are completely new, like virtual reality showrooms; others are upgrades to existing applications

In the automotive industry, as in all others, no matter whether you’re in a dealership or work as a vendor, you’re most likely part of a team. Sometimes the people on your team (or perhaps, even you)

Your customer is knee-deep in the car-buying process and ready for the final part, the car financing. Finally, after hours of deal making, they sign the terms.

A recent McKinsey podcast shared that when it comes to loyalty programs, a large part of the population is being ignored: elderly customers.

The statistics are there: car buyers spend 59 percent of their time online before they purchase car, according to a 2016 study from Cox Automotive. This same study cited 88 percent of customers

My Chicago Cubs are still World Series Champs, until spring training begins again at least. Countless games I’ve spent in Wrigley Field, craving this title, and we always came up short. Over time,

As you survey your organization in 2017 you are likely focused on how you can make some permanent and lasting improvements in your organization.  Since my expertise is in spend management,

When you look at the picture above, what do you see? If you’re like many people, you might think this is a picture of salespeople simply being lazy and unproductive. You might very well be right

As mentioned in the January issue, Don Hall and I spent numerous hours together attempting to take a look at the various aspects of the automobile industry for this two part interview.  Several people