Sales & Variable OPS
A Delivery is Not Ready Just Because it is on the Calendar
A customer has a 4 p.m. appointment to pick up a vehicle. At 3:30, the salesperson believes it is ready. Finance is finishing another appointment. The vehicle is still waiting for its final cleanup, and no one has confirmed who has the keys. Nothing about that...
What the FTC’s Personalized Pricing Proposal Means for Dealer Pricing and Discounts
Dealers already know how to run a discount with published eligibility. The harder question is what happens when software uses shopper data to decide which price or individualized discount that shopper sees.
For Customers Buying a Car, AI is the Test Before the Drive.
55% of people intending to buy a car in the next six months are using AI models like ChatGPT or Gemini.[1] Chances are, before a customer gets in for a test drive, an AI model has already shaped how they think about the car. That invites a proverbial look under the...
When the Platform Becomes the Vulnerability: Security in the Age of Lending Modernization
Auto lending has always run on trust: trust in the data, trust in the borrower, trust in the systems processing millions of transactions every day. That last piece of trust is increasingly in question. As fraud tactics grow more sophisticated and attackers turn to...
New Survey From Nation Safe Drivers Finds Automotive Businesses Want New Revenue Partnerships but Lack a Clear Path to Execute
More than 80% of respondents are interested in partnering with businesses in adjacent industries to create new revenue opportunities, but many lack a clear path to execute
How Used-Car Departments Can Use Public NHTSA Complaint and Recall Records
Used-car managers already work from condition reports, auction data and vehicle history reports. There is another free source that many stores skip: the owner-complaint and recall records the National Highway Traffic Safety Administration publishes by year, make and...
Five Scenarios Every Dealership Should Replay Before Buying BDC Software
Every BDC software demo goes well. The vendor picks the lead, the script, the time of day and the customer's mood. That is not dishonesty; it is a demo. The problem is that a dealership then signs a twelve-month agreement on the strength of a conversation that never...
Those “Certified” Amazon Advertising Vendors Really Aren’t That Impressive
I just couldn’t hear one more story about a client who’d been previously duped by a so-called “Certified” Amazon Advertising provider without saying something about it. This is a topic that needs dealer attention, because if you’re running a dealership, your inbox is...
Spyne: Technology Can Close the Pricing Gaps Dealers Face Under New FTC and California Rules
New federal guidance pushes dealers to show one true price wherever a car is listed
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