Dealerships don’t often support the American dream. Knowing that the people you employ are the key to your success, I still find it frustrating how often a dealer looks outside of its own walls to find new talent. We are from a society where the go

Many dealers have come to understand that if they price a used vehicle too high, today’s market-conscious used vehicle shoppers won’t give the car a second look. This understanding has pushed some dealers in a positive direction. They are more ma

Implementing change to fix or improve any process requires you to have a plan of action and clear ability to track the effects of the change. Without this you are “flying blind” into the changes and have no way to see if the money you have spent

How long will this imbalance last? Over 340 people attended my NADA workshop dedicated to the current buy/sell market. Based on that attendance level and the confident mood at NADA, it appears deal making is back. So, if dealers are in deal mode, why

Living in Southern California, I don’t get to experience the four seasons like people in many other parts of the country. However, I recently visited some of my co-workers in Chicago and couldn’t help but notice the smiles on their faces and pep

Depending upon the side of the transaction you are on, the intense demand for vehicles by the consuming public can be a very good or very bad situation. The transaction I am referring to is not the one between the dealer and consumer, but between the

There’s a curious irony at work in our industry. That is, dealers know they need to give online shoppers as much information about their used vehicles as possible to capture their confidence and interest in a unit. Yet, when it comes to wholesaling

We must inspect to ensure healthy positive growth – step two Dr. Werner Heisenberg (1901 – 1976) was a German theoretical physicist who made foundational contributions to quantum mechanics and is best known for asserting the ‘uncertainty

Every dealer knows there is a relationship between the losses printed on your loss runs and the premiums you pay. If premiums continue to rise as predicted by industry professionals, the first dealers to feel the pain will be those with higher losses