I’ve had chocolate chip cookies on my mind lately. The reason? I can’t eat them the way I used to, thanks to a daily diet and exercise regimen I’ve adopted. I’ve come to (reluctantly) embrace the “new me” because I now understand its rewa

To maintain profitability, it’s been mandatory for years to utilize comprehensive, well-distributed classified ads. It is important for dealers to have an online presence with new-car classifieds since many consumers start researching their next ca

No doubt about it, the used-vehicle market is experiencing some shifting trends that we all knew would take place in the fall. After a few years of short supply, pricing strength and fluctuating gas prices, dealers now find themselves with an easing

Businesses that have a product line for sale have sales managers to manage their sales personnel. Motivated sales personnel who are persistent and have the “the right stuff” sooner or later somewhere will earn the title of sales manager. In my op

I like the analogy a Midwest dealer recently shared as we discussed recent declines in wholesale used vehicle values: “I try to manage my used vehicle inventory like a bobber on a lake. When wholesale values drop, it’s like a wave washes over the

As we better understand the evolving needs, expectations and behaviors of online car shoppers, it becomes necessary to continually refine inventory presentation, contact methods and provide an intuitive shopping experience to set the dealership’s i

I was always taught that a dealer should never apologize for anything when it came to used vehicles. This meant that we would always spend the time and money to “go the extra mile” with the reconditioning of every used car at my family’s dealer

First job on an independent lot in 1971 It was September 1971 and I had been married for two months. I had been looking for a job since mid-summer in the automotive industry. I had worked part time at liquor stores and car washes between my interview

Just when you thought you finally caught up with competitors, fine-tuned your inventory merchandising to acceptable industry and consumer standards, and confidently prepared for the influx of customer leads, once again the bar has been raised. Consum