Having polled dealer friends for thoughts on ‘what’s working,” I thought I’d share a few of the best ideas: “We want to buy your car!” Dealers have had great response from incorporating a “we will buy your car for cash” message in the

In late April, a massive F4 force tornado slammed through Alabama and western Georgia, costing lives and billions of dollars in damage. Most national news coverage of this storm’s wrath has focused on its impact on the citizenry, yet untold busines

REDWOOD CITY, Calif. – OPENLANE, Inc., a leading online auction company in North America for automotive dealers to buy and sell wholesale vehicles, today announced a free 30-day Buy-Back Guarantee Plus on qualifying purchases to dealers on its U.S

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

Phil Cash believes that a good Internet sales manager is more likely to sell 16 units a month if he’s working 65 leads than if he’s working 120. How can that be? Why doesn’t more leads turn into more sales? Phil, the Internet director at San Ta

  Customer satisfaction is a big deal at Rich Ford. It’s such a big deal, when one irate customer threatened to drive her Expedition through the window of the dealership, Dennis Snyder, Rich Ford’s president, convinced her to come work for t

I have had the privilege in my automotive career since 1971 to see a lot of old brands go out and a lot of new brands come in, with many model changes.  I, like many of you out there, suffered in 1980/81 with a Chrysler franchise and all the problem

There are three primary factors in staffing that will shape your business destiny.  They are your levels of clarity, empowerment and accountability.  Clarity: having well-defined job descriptions AND a 40,000 foot view of your Corporate Play Book,

I’m not a gambling man, but I bet if I asked 100 dealers on the street what they thought about STAR, the majority of them would think I was asking about science fiction, entertainment or even some sort of new hybrid. However, what I would really be