Reading into any automotive trade publication or journal, the first thing we see is that it’s getting harder and harder to be profitable in the new car side of business. With vanishing profits and a slumping U.S. market, some say a period of disrup

I will optimistically assume that you (and hopefully every single dealership in the country) have a YouTube channel, but even if you do, are you using it the right way? Are you building a raving fan base? What is your strategy for your channel? Has y

At the end of a coaching session with the management team of a large dealership, where the focus was teamwork, the finance director came up to me, thanked me for the materials I had shared, and captured the essence of why he feels so many dealerships

Growing your own technicians in service or the body shop has become a necessity, greater than ever before many managers are affirming. Government stats state that some 125,000 additional auto technicians per year will be needed now and in the near fu

The challenges posed by leading from the middle were framed well by John Maxwell who wrote, “One of the toughest things about being a leader in the middle of an organization is that you can’t be sure of where you stand. As a leader, you have some

If you don’t close the sale, no one wins! Whether it’s selling financing, selling vehicle service contracts, selling guaranteed asset protection, selling tire and wheel protection, selling a key replacement, selling pre-paid maintenance or sellin

Do not Confuse Activity with Accomplishment Mindless managerial duties and conformity are major traps for mediocre managers and the casualties are the dealership’s personnel. The time has come to shed the “old-school” bureaucratic m

Every year the number of higher mileage older vehicles increases. And every year dealership service departments lose more market share. Vehicle owners almost always defect to the aftermarket as their vehicles get older and accumulate more miles. What

Digital marketing has seen radical changes over the last few decades. Across industries, shoppers have gotten used to possibilities unimaginable just a few years back. Not surprisingly, each big change to affect marketing has made its way to automoti