Principle Auto’s Mark Smith found success after abandoning some of his group’s tried-and-true sales strategies. Now he’s looking to take that change even further.

While dealers grapple with new and better ways to advance the customer experience and build loyalty, one effective, often-overlooked way is through local credit union (CU) relationships. A powerful third-party endorsement—a recommendation from some

The old sports adage that says rules were made to be broken certainly applies to the auto finance industry. In 2015’s end-of-year quarter, it raced past several key records. Among the most noteworthy records to fall were outstanding auto loan balan

Physicist, historian and philosopher Thomas Kuhn fathered, defined and popularized the concept of a “paradigm shift” in the 1960s. He argued that advancement is not evolutionary but rather a “series of peaceful interludes punctuated by intellec

A 2014 McKinsey & Company study revealed that almost 90% of customers shopping for vehicles use dealer or OEM websites in the early stages of their decision-making journey. With the endless amount of information available to consumers online, how

Believe it or not, a lot of sales managers still ask me how much “leg” they need to leave in the payment for the F&I manager. In fact, as recently as last month, a manager messaged me to say that his general sales manager was demanding he lea

IDDS Group, an automotive consulting company with over 50 years combined experience providing car dealerships with in-depth business support, today announced that it has expanded its services to assist dealerships with requiring certification for all

Today’s poor-credit customer has more financing options available to them than just Buy Here-Pay Here. Recent market conditions have reached a point where smart dealers are focusing as much on customer retention as they are on sales generation and

In the wake of fatal police shootings in Ferguson, Mo., North Charleston, S.C., and elsewhere, there is a rush to slap body cameras on every police officer in the country. Law enforcement watchdogs, activists and politicians in several cities are lea