Auto Retail News

The close is the ultimate measurement of the effectiveness of a sales process.  Retailers around the world go through countless steps to drive interest in their product but it is wasted energy if it doesn’t translate into sales.  Really nice and

We do a lot of brain busting determining how to generate sufficient stall revenue, so that the entire dealership’s expenses can be covered by service and parts.  Essentially we have established there are three distinct work types in auto service s

Did you know that offering a warranty on a new or used vehicle, even one that is limited in duration, can open a dealership up to litigation years after the warranty has expired? Many dealerships currently offer written warranties on new and used veh

Last year, Mike Jackson, chairman and CEO of AutoNation, commented that our industry’s operating benchmarks have not changed in half a century.  He was speaking specifically about our inventory supply and the long held belief that a 60-days supply

In past articles, I have spent much time discussing the types of insurance coverage most dealers carry. As a change of pace, I thought it might be interesting to discuss some lesser-known policies that, in the right circumstances, may be just what yo

This year, I’m focusing my presentations to in-house clients on strategies to develop mental toughness and a ferocious persistence. These two traits will ultimately separate the winners from the wannabe’s in most endeavors. Over the years I’ve

Probably the best thing that happened to me as a controller was change.  I worked for one dealer that liked to buy dealerships, so I learned about buy/sells.  I worked for a dealership group that liked to move general managers around (and sometimes

Several years ago I shared my 10 favorite advertising/marketing books and got some great feedback from readers who bought and read many of them.  Let’s update that list to 2010 with a list of my 10 favorite new reads on advertising and marketing,

Visiting with various dealers throughout the country the last few weeks, I decided to conduct a survey identifying what they believe is needed to increase business from the front end sales department. I first asked them how things were going. “Well