Dealers that are preparing for future tough or leaner times are looking at all options to dial down their cost structure. They are looking at headcount, floor plan, compensation structures…the usual approaches. While I am a big proponent of managin

A millennial car buyer surfs the web while sitting on his couch, finds the car he wants, finds the low price he wants, reads reviews of the online retailer, completes the purchase, and accepts delivery at his home. An online auto operation sells the

In the first quarter of 2018, dealership rents rose considerably on a quarter-over-quarter basis (see Chart 1). This increase is both a blessing and a curse for many dealers. It’s a blessing because rising rents reflect rising property values,

Dealership service departments have a great opportunity to increase traffic on the drive by pursuing recent used car buyers—those who bought from your dealership and those who bought elsewhere. First, let’s look at the statistics (according to La

Many have heard the news and read the articles that consolidation is the future of the auto business. The big corporations are diligently working to squeeze out the little guys, putting smaller operators behind the curve wondering if they can survive

Essential Things You Must Have in Place     Jack Welch was the quintessential corporate leader of the late 20th century heading up General Electric (GE) and remains as one of the ultimate business role models. As an overwhelming testament t

The late and legendary John Wooden is regarded by many to be one of the greatest basketball coaches of all time. In his storied 40-year career as a coach his name became synonymous with success, having had only one losing season: his first. As the he

Today’s customers visit around 24 touchpoints during their car-buying journey, including your website, and get loaded up with information during this research period. Those consumers have, more than likely, already narrowed your dealership down to

When acquiring used vehicles, having a defined strategy for how you intend to dispose of each vehicle you buy can help reduce confusion, increase efficiency, and also make your pricing strategy more effective. Combined, these calculate efforts contri