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�

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

I was recently asked to speak on the habits of highly effective office managers and controllers. Over the years, I’ve had the pleasure of training some of the best Super Controllers, many who have gone on to be CFOs, General Managers and even Deale

It’s fair to say that the advent of new technologies and the rise of pricing transparency have forever changed the used vehicle business. Today, the most successful used vehicle dealers rely on technology/tools to determine the vehicles they should

You want to close the deal and customers know this. Contrary to fact, they think there are thousands of dollars between the MSRP and the dealer price so they are looking for all of the discounts and perk they can get. The reality is you are only maki

10 things nobody tells you about Google AdWords, according to Entrepreneur. While there are hundreds of Google how-to guides online, written both by savvy bloggers and Google itself, the advertising giant has a few skeletons in its closet that are ra