It’s hard to pick up a newspaper or a magazine or visit an automotive web site and not see media coverage about fuel-efficient vehicles. Economy cars, hybrids and electric vehicles represent an important part of future vehicle design, and rightfull

Every once in a while in my profession I’ll be standing in front of a class and from somewhere mysteriously golden words will roll off my tongue. In a Los Angeles class I taught approximately one year ago, we had discussed how the “best of the be

Are you finding it difficult to stock enough of the high-gross vehicles you need? You’re not alone. A strong demand for used inventory is putting the squeeze on dealerships—driving up auction prices and pressuring profit margins. The National Aut

Many dealers correctly recognize the need to keep more trade-ins to feed their used vehicle inventories. This trend raises an age-old tension at many dealerships: the new vehicle department typically wants to set the highest trade-in value possible t

Many dealers have come to understand that if they price a used vehicle too high, today’s market-conscious used vehicle shoppers won’t give the car a second look. This understanding has pushed some dealers in a positive direction. They are more ma

When we look at pre-owned department gross (front end only) we need to remember that F&I income is a separate entity. The F&I department is responsible for F&I income. Pre-owned managers are primarily responsible for the front end gross.

There’s a curious irony at work in our industry. That is, dealers know they need to give online shoppers as much information about their used vehicles as possible to capture their confidence and interest in a unit. Yet, when it comes to wholesaling

When we look at pre-owned department gross (front end only) we need to remember that F&I income is a separate entity. The F&I department is responsible for F&I income. Pre-owned managers are primarily responsible for the front end gross.

Seems like no matter how things change in our business, some basics still prevail. Dealerships today can utilize any number of computer pricing models all designed to capture shoppers through price. One could think “low bidder wins”. But if you u