Sales & Variable OPS
U.S. House Votes to Stop California 2035 Gas-Powered Vehicle Ban
The U.S House of Representatives voted Thursday to block California’s plan to end sales of gasoline-powered vehicles by 2035. The vote was 246-to-164 in favor of revoking the waiver granted to California by the U.S. Environmental Protection Agency under former...
Be Seen, Be Remembered, Be the First Choice: Strategies for Increasing Brand Awareness
Brand awareness is the backbone of a dealership’s success. When customers recognize and trust your brand, they are more likely to visit your showroom, engage with your offers, and choose you over competitors. A well-established brand doesn’t just blend in with the...
Used Vehicle Prices on the Rise in April
Wholesale used vehicle prices saw a significant increase throughout the first half of April. According to Cox Automotive’s Manheim Used Vehicle Value Index, the mid-month value hit 207.1, representing a 4.3 percent increase compared to April 2024. On a...
April New-Vehicle Sales Projected to Set Records: J.D. Power
According to a joint forecast from J.D. Power and GlobalData, consumers are projected to spend a record setting $55.8 billion on new vehicles in April. Total new-vehicle sales are projected to exceed 1.5 million, a 10.5 percent increase from last year. “April results...
AI and Emotional Intelligence: The Future of Talent Assessment in Automotive Retail
You’ve seen it before: a new hire walks onto the dealership floor brimming with confidence. On paper, they're a sure-fire winner. But within weeks, sometimes days, the cracks appear. Customers leave feeling misunderstood, your sales teams are flustered by...
Auto Loan Delinquency on the Rise Across the U.S.
Auto delinquency rates increased by as much as 8.7 percent between Q3 2024 and Q4 2024 according to a recent study by WalletHub. Delinquency was on the rise throughout the U.S with all 50 states seeing an increase in the quarter. Delinquent payments on auto loans can...
Rethinking What Success Looks Like in Sales
Let’s call it what it is: most car dealers are addicted to the high of the quick close. Bargain-driven tactics might hit a monthly number, but they don’t build anything real, not with your customer, not with your team, and certainly not with your brand. It’s a short...
Dealership Profits Up in Q1 Even with Uncertainty on the Horizon
The automotive retail industry has been on a rollercoaster ride over the past few years, but it appears to have finally reached some stability, at least for now. The average franchised dealership saw a 3.7 percent increase in net pretax profit in Q1 compared to last...
Mastering the BDC Model: Key Insights for Dealership Growth
In the early '90s, during the Gulf War, dealerships faced significant challenges, and not all adapted to the changing market. Rohrich Toyota in Pittsburgh, however, saw a modest increase in unit sales (50 to 75 cars) even as others in the area saw declines. Though the...
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