Today’s buy/sell market is robust and dealership values are very strong. This chart is based on the Kerrigan Advisors franchise values in the current buy/sell market. Each franchise in the chart is designated with a high, average and low multiple.

Most franchised dealers are not in the business of debt collection; but it is an occupational hazard. Without a buy here pay here lot or a related finance company, the bulk of the debt arises from the service department and body shop work. A typical

At a recent dealer group presentation, a used vehicle manager asked me an astute question: “Dale, how can you tell when a used vehicle may need a price change?” I liked the question because it suggested the manager was a thoughtful and proactive

If you are a licensed auto dealer, you’ve surely dealt with obtaining a surety bond as a requirement for your license. Hopefully you haven’t dealt with surety bond claims. However, it helps to be informed and prepared in case you do get a bond cl

When it comes to sales, embracing the uncomfortable aspects of the process is key. Top performers know this, and that is why they shine. Sales discomforts trigger a hard-wired “response to fear” category in our brains. This primal instinct makes

“OK, it’s time for a break,” I yelled over the deafening shouts of three sibling shareholders and their spouses. “Let’s just chill for 15 minutes or so. Give yourself a break, have a cup of coffee, stretch your legs; do what

Focus on “share of voice” to turn demand into consistent conversions, sales. Did you meet your sales goal for 2013? In-market demand was strong last year, with 2014 off to a rocket start. New research by Compete’s Lincoln Merrihew (Automotive 2

Let me first point out the odds of becoming a sales manager in the automotive industry. There are approximately 20,000 new car dealers in the US and Canada. They will average approximately seven new sales people a year between them. Do the math on th

Social media is like a combination of every automotive event in which your dealership has ever participated. With social media, you can show off your products and services, educate the consumer, find quality leads, and make sales. Many customers will