Way back when I was living with my parents, as the oldest child, I felt a certain responsibility. Dad was in the Air Force and mom managed one of the restaurants on base. They worked hard to provide for our family doing an outstanding job. My job wit

Many dealerships or manufacturers have a formal or informal policy with respect to “goodwill” or customer satisfaction repairs. Usually dealers perform these repairs because a problem is not covered under warranty, the warranty covering the vehic

If you asked 10 people what loyalty means you would probably get 10 different answers. Certainly many couples have a different interpretation of the concept of loyalty, as do business partners. Insurance companies invoke the need to be loyal, maybe m

It is amazing to me that the vast majority of dealerships continue to pay sales consultants on gross profits.  Straight commissions comp plans no longer make sense.  Don’t dealers who pay sales people on the gross realize that there is this littl

Don’t Fall For the Bluff Car manufacturers have made a habit in recent years of using the expiration of a dealer’s sales and service agreement as a threat to non-renew the agreement unless the dealer agrees to certain things. Those “things” h

The National Football League is fining players up to $50,000 for helmet to helmet hits. The government recently fined Barclay’s Bank to the tune of $176 million for violating the OFAC requirements. Some dealers have a fine system in place in which

Our clients are always looking for ways to minimize legal fees and reduce the number of lawsuits. There are many steps dealers can take to try to prevent litigation, which we frequently explore in these articles. One way to reduce litigation expenses

There is a simple rule of business that we all want to live by. It’s not that we forget that this simple rule is our guide to success, it’s that we get so overwhelmed with many things that we take our eye off the net “ball.” You all have said

Remember that time when you were driving down the freeway? On auto pilot, not paying particular attention to the satellite radio, no text messages to respond to, no one in the passenger seat blabbering away. Your mind meanders through a thousand diff