When we look at pre-owned department gross (front end only) we need to remember that F&I income is a separate entity. The F&I department is responsible for F&I income. Pre-owned managers are primarily responsible for the front end gross.

Having all of the technology in the world will not help you when it comes to the human touch, communicating and connecting with customers in a way that not only builds commonality, but gives the customer the “I gotta guy” feeling. The biggest buz

Well, this seems to be the topic of articles that you read with all the quasi new wave used car writers and speculators in the market place today, who seem to find most of their automotive talent and experience somewhere out there in the Internet wit

Ever heard this, “Cause I said so,” an offshoot of the infamous “Do as I say” mantra? Of course, we all have experienced this mini-diatribe usually focused on some type of quasi-instructional act – usually from a parental (or like) unit –

Dear Dealer & General Manager: All the economic indicators and the automotive industry analysts are optimistic about the remainder of 2012. I even saw one prediction that said new car sales will flirt with a figure near 14 million units. Used car

On the heels of the major changes made to the Mercedes-Benz Dealer Agreements last month, Mercedes-Benz is now asking dealers to sign a “Dealer Improvement Addendum.” These Addenda appear to be sent to any dealer which Mercedes-Benz believes is n

In my books and workshops I enjoy sharing leadership principles. Right principles, consistently applied, bring results. The definition of principle helps explain why this is so: “a fundamental, primary or general law or truth.” Because of the fun

Considering the state of world events and market conditions, 2011 turned out to be a pretty good year for auto dealers, at least compared with 2010. According to information published by Autodata Corp., total light vehicle sales for 2011 was expected

Since congress started talking about taxing the rich to lower the deficit, there has been a frenzy of activity in the estate planning segment of the business succession matrix of issues. It seems as though most people understand that our shockingly r