The Challenge of Scale, Span and Shift
Today’s progressive auto dealer faces three difficult challenges: limited scale, broad span and significant marketplace shift. How he…
News October 1Latest in: Sales and Finance
Mike Reichenbach, Ford Lincoln Mercury
Prior to becoming a dealer, Mike Reichenbach was a factory guy working at Ford Motor Co. After deciding…
News October 1It Turns Out You Can Fix Stupid — Part 2
In my last column I wailed about free or dirt cheap oil changes, no appointments, and ridiculous commitments…
News September 13Get Tough, Take Control of Flat Rate Hours
Of course I am speaking of the all important, yet fleeting Flat Rate Hours here. These are the…
News September 2Cutting Expenses Leads to Record Dealership Profitability
In my early years in the auto retail industry a dealer told me, “You cannot cut your way…
News September 1Dangers of Failing to Check Warranty Notes
Dealers need to be wary of “warranty repair shoppers.” Sometimes, for various reasons, a car owner has decided…
News September 1New Year-end Federal Requirements
I admit that I watch too much sports. My time could probably be better spent with constructive activity,…
News September 1Quit Changing the Pay Plan!
If you ask 10 service managers to define the perfect pay plan for service advisors, you will get…
News September 1Structure and People: The Key to Executing a Great Process
If process is the foundation of superior Internet sales performance, then structure and people are what leverage that…
News September 1Every Month Should Be a Record
While I was on a conference call with a dealer-client the other day, the Dealer Principal commented on…
News September 1
