Sales & Variable OPS
A Successful Family Transfer
By David Brackenbury, Owner, Dealer Exit Planning & Associates There are five elements of a successful transfer - and this article will explain why each is important for owners who want to pursue an ownership transfer to family. Parental Financial Security In exit...
Transform Your Workplace Culture with Servant Leadership
By Melissa Maldonado, Director of Customer Support, Auto/Mate If employee turnover is a top concern for your dealership, one of your top priorities must be transforming your workplace culture and leadership style. We traditionally think of leadership as a top-down,...
Answering the Right Questions Sells More Cars
Lehel Reeves explains why knowing the questions in every car shopper's buying cycle and being able to answer them leads to increased sales.
NextGear Capital Strengthens its Executive Leadership Team; Moves Enhance Support to Independent Dealers
CARMEL, Ind. (March 11, 2020) – NextGear Capital, the automotive industry’s largest floor plan provider for independent dealers, has promoted Lisa Mackie to vice president of Portfolio Management and Thad Sykes to associate vice president of Sales. Mackie joined...
Protective Asset Protection Produces Automotive Industry’s First In-Depth Annual Report on F&I Product Trends and Outlook
Annual Report Shows How Dealers Are Selling F&I; Challenges & Opportunities In 2020 CHESTERFIELD, MO (March 11, 2020) – Protective Asset Protection, a provider of F&I programs and services today announced the release of its first annual F&I Trends...
Manheim Converts Additional Sites to All-Digital Auctions
Manheim Flint and Manheim Houston join Manheim Tucson ATLANTA, Ga. (March 10, 2020) – Fueled by a commitment to deliver safer, more efficient auction experiences for clients, Manheim recently converted Manheim Flint and Manheim Houston to all-digital formats, bringing...
Every Service Department Should Have a Salesperson Running It!
By Charlie Polston, Automotive Customer Retention & Profitability Consultant, BG Products, Inc. “Every service department should have a salesman running it,” according to Don Hardcastle, service sales manager at Route 66 Chevrolet in Tulsa, Oklahoma. Hardcastle is...
Toyota Led Record CPO Growth in 2019 as Margins Invite Further Investment
By Ben Bartosch, Manager of Forecast Analytics, J.D. Power Yes, 2019 was a banner year for certified pre-owned (CPO) sales in the U.S. Overall, CPO sales outperformed 2018 by 4.1%, reaching 2.8 million units sold. Impressive indeed. The growth in this segment of the...
Marketing for Profit!
By Jim Boldebook, Founder, CBC Automotive Marketing When I surveyed dealers at the end of 2019, these were the two comments I heard frequently: 1) “We’ve got to get our marketing/advertising costs in line!” 2) “Advertising expenditures are eating us alive!” Virtually...
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