One of my mentors in the automotive business is Jeff Sacks. I met Jeff over 20 years ago at his general manager’s boot camp. During the class, he made a profound statement that has stuck with me, and experience has proven it to be true time after t

One of my favorite moments in the movie “Ghostbusters” comes at the end when the little accountant played by Rick Moranis, asks “Who are you guys?” and more importantly, “Who does your taxes?” When I heard that Warren Buffett’s Berk

“Good morning, Jacob. Thank you for the fine dinner last evening. It was nice to spend time with you and Sandy. It is very apparent that you married above yourself.” “Oh yes, Loyd. You continue to have an outstanding ability to pick

How do you persuade a customer to come into your dealership and buy a vehicle? It’s one of the most basic questions any dealer can ask, and yet finding an answer that works is a tall order. Hundreds and more strategies have been created and impleme

You never know when a life altering event or fatality is going to strike. Unfortunately they do happen in the workplace and most often occur from unknown or unpredictable circumstances. The incidents frequently result from: Distracted driving mishaps

There are two kinds of customers who come in for automotive shop repairs. The first is no stranger to turning a wrench. She would do the job herself if she had a lift at home. In years past, plenty of customers fit that bill. As engines and the neces

I am really enjoying being back on the 20 group speaking circuit. Some of these groups I spoke to 20 years ago and recently it has really opened my eyes to the basic philosophy of where we have come in our industry based on our own performance. The o

As the fall season is firmly upon us, I see three potentially problematic trends for dealers in used vehicles. First, inventory levels are climbing. For many dealers, the increases are due to a rise in the number of off-lease and trade-in vehicles th

Say Goodbye to Short-Term Success with Shoppers It was the early 1980s. My grandmother wanted a new car, and was dead set on a Volvo. Some of you might remember the “Built like a tank” campaign — she was hooked. Well, my grandfather was the one