I like the analogy a Midwest dealer recently shared as we discussed recent declines in wholesale used vehicle values: “I try to manage my used vehicle inventory like a bobber on a lake. When wholesale values drop, it’s like a wave washes over the

It’s no secret that service customer retention in new car dealerships is dismal, actually pathetic. Hang around a new car service reception area and note the age of the vehicles. They are relatively young compared to the average national fleet of s

Let’s talk about the processes, the playbooks and all the ABCs to closing. They all include how to identify and adjust to the natural tendencies of the three main personality profiles within in us all. In today’s market exclusive let’s stop rel

McDonald’s is a global brand, serving people worldwide to the tune of billions and billions of dollars in revenue. One of their secrets? “Do you want fries with that?” That simple saying generates more profit than any other. It is nothing other

As a business succession planner I believe family harmony is a component of the Succession Matrix. On a day-to-day basis I deal with the good, the bad and the ugly of family business.  The good gives me encouragement that family business succession

Note: This is the second of a three-part series on a subject that needs more that a single column to do it justice, because women are critical to your success.  Click here to read the first part. In the recruitment process, and throughout your corpo

Anyone involved in the auto industry knows that employees tend to relocate within the industry frequently. This is particularly true in high demand positions such as experienced managers as well as specialized technicians such as diesel technicians a

I was always taught that a dealer should never apologize for anything when it came to used vehicles. This meant that we would always spend the time and money to “go the extra mile” with the reconditioning of every used car at my family’s dealer

First job on an independent lot in 1971 It was September 1971 and I had been married for two months. I had been looking for a job since mid-summer in the automotive industry. I had worked part time at liquor stores and car washes between my interview