Orphan Owners = Proven BuyersOrphan Owner: Customers whose salesperson has moved on. This also includes customers whose salesperson is still there, but isn’t staying in touch. Why don’t salespeople contact this group? They don’t know them, cust

In my conversations and travels, I encounter two different types of dealers. The first group often struggles with aged units in their used vehicle inventories, persistent wholesale losses and an as-yet unfulfilled desire to increase their sales volum

Big data. Two words you’ve been hearing a lot lately. What does it mean to a dealer? Complexity, confusion and frustration. Case in point: You’re spending thousands every month on a litany of marketing activities. Your vendors are drowning you in

Millennials (Gen Y), who are ages 34 or younger, are making their way to dealerships, and the question is “How do you build a relationship with Millennial shoppers?” According to Kelley Blue Book Market Intelligence, Millennials are less likely t

Pre-owned prices stuck in reverse, according to The Detroit News. Is that new set of wheels out of your price range? Used cars have gotten more affordable, especially if you’re looking for a small car or a hybrid. Used car prices have been falling

According to The New York Times, Ford recalls 33K C-Max cars. Ford said it would recall about 33,000 of its 2013 C-Max models after tests by the National Highway Traffic Safety Administration found that the vehicles did not meet federal safety standa

Value shoppers turn to used cars, according to BizSmart. With used-car prices falling and the quality of late-model cars improving, buyers are now getting a lot more bang for their buck. Recent redesigns, especially in the midsize- and compact-sedan

According to Auto Remarketing, sales surge for independents dominates the used market. CNW Research is calling for a slim upswing in used-vehicle sales this month, but that’s not what the firm found most interesting about the used market. Stealing

The top 6 cars in class with high resale value, from Bankrate. ALG, a Santa Barbara, Calif.-based automotive research firm, and Kelley Blue Book, an Irvine, Calif.-based provider of new- and used-car information, each year release their residual valu