Don’t forget the lessons learned during dealer reinstatement arbitrations  General Motors has published dealers’ Retail Sales Performance Reviews for the calendar-year-to-date June, 2011. The report has also been posted on GM’s DART website. T

In my last column, I suggested that “provisioning” is a more apt description for determining the types of vehicles that are appropriate for a dealership’s inventory and marketplace. I like this term as a replacement for “stocking” because i

The J.D. Power Automotive Internet Roundtable held October 12, 2011 in Las Vegas hosted a panel discussion on the topic of “How Dealers Can Build Trust Online to Increase Online Sales.” Judging by the attendance, this topic is worthy of further

As you close out 2011 and prepare for a much better 2012, make sure your advertising is working as hard as the rest of the team.  Do the research! There is no such thing as a “once size fits all” with media spending. Every market has it’s own

Google +1 is Google’s answer to Facebook’s “Like” button Google +1 is a social sharing button that appears on search engine results pages (SERPs) and can now be added to your web site.  Think of Google +1 as you would the Facebook “Like”

I will admit, some of my more progressive colleagues at Dominion recognized the importance of QR codes far earlier than I. Nevertheless, I’ve become an advocate of this remarkable digital marketing tool and how it can help automotive dealers. Why d

The growth of technology and particularly the Internet has made it possible for small and medium-sized businesses (SMBs), like car dealers, to accomplish much of their marketing and advertising without outside assistance. For example, every dealer sh

I was pleasantly surprised to attend a sales and marketing conference and the keynote started his speech with the following: “The most significant variable in every sales situation is the gender of the buyer, more importantly, how the sales person

A few years back I authored an article for Dealer magazine exploring the two basic types of customers considering the purchase of a vehicle. The ‘Wanna Buys’ who are interested in trading up for no other reason than they just ‘want to,’ and t