The growth of technology and particularly the Internet has made it possible for small and medium-sized businesses (SMBs), like car dealers, to accomplish much of their marketing and advertising without outside assistance. For example, every dealer sh

When I started in this business those were the only three things you needed to succeed: asphalt, octane and a Cross pen. It was an interesting time September 1971. I had gone to several new car dealerships in my little home town of Columbus, Georgia.

A few times each year, I ask one of my law partners to prepare a guest article for this column. BSM partner, Robert Bass, has graciously provided an article addressing an important but often forgotten aspect of any franchise sale transaction – valu

Throughout life, it’s common for people to rush headlong towards a goal and then once they get there be at a loss for what to do next. Finishing school, getting married or arriving at a vacation spot are, some examples. But perhaps there is no more

Phil Cash believes that a good Internet sales manager is more likely to sell 16 units a month if he’s working 65 leads than if he’s working 120. How can that be? Why doesn’t more leads turn into more sales? Phil, the Internet director at San Ta

There are three primary factors in staffing that will shape your business destiny.  They are your levels of clarity, empowerment and accountability.  Clarity: having well-defined job descriptions AND a 40,000 foot view of your Corporate Play Book,

Dealers often assume that dealership real estate is a good investment. In this low interest rate environment, why wouldn’t you buy your property, particularly if you have the capital for a down payment and can get financed? Commercial mortgage rate

I wrote in last month’s column that the expected limited availability of vehicles across all linemakes, and in particular Japanese manufacturers, was going to be serious concern on several fronts. At this writing, Toyota’s production is currently

When teaching on the subject of building a high performance culture, I begin my class by sharing with the attendees these six facts concerning business cultures: You can’t change behaviors or results in an organization by changing its vision. Rathe