As the fall season is firmly upon us, I see three potentially problematic trends for dealers in used vehicles. First, inventory levels are climbing. For many dealers, the increases are due to a rise in the number of off-lease and trade-in vehicles th

Use video to help new customers visualize themselves driving away in one of your vehicles. Internet videos are all the rage. Most veteran marketers will tell you that mobile advertising and video marketing are the two hottest digital channels most de

Say Goodbye to Short-Term Success with Shoppers It was the early 1980s. My grandmother wanted a new car, and was dead set on a Volvo. Some of you might remember the “Built like a tank” campaign — she was hooked. Well, my grandfather was the one

With a continuous supply of trades from new-car sales, as well as off-lease vehicles coming back onto the dealer lots, inventory management has become even more important for dealers and remarketers. Maximizing profit in these conditions offers new c

As auto marketers start gearing up for 2015, news from the car industry continues to be good: car sales are expected to hit 16.77 million this year, outstripping both last year’s rate and the consensus forecast. But why stop there? The improved eco

Closing is defined as everything you say or do that moves the sale forward. In golf, games are won or lost around the green on the shortest shots, not on who can hit the ball the farthest on the first shot. The same is true with closing – “What�

Rite of passage, whether you are a dealer or a Sales Manager, is made up of many components, none withstanding the top 3 however. You must learn to use curse words in a poetic manner. You must learn to eat a cheeseburger and French fries in less than

Buy/sell activity in the first half of 2014 rose 75%, with private acquirers once again leading the industry. The strength of auto retail sales, particularly in the luxury segment, continues to support strong buy/sell activity and high blue sky price

Successfully connecting with your online leads is essential for ongoing growth. Many leads come in through your website and online advertising campaigns, and many more check out your website before visiting your dealership. If you can’t maintai