Many of you have kids in high school, college or who have just entered the workforce. As you see them grow and mature, you have dreams of them working for the family business. But now that your children are getting older and your dreams of them joini

As long as I have been in the car business, I’ve heard Salespeople and Managers jokingly use the cliché “Buyer’s are liars.” When I ask them when they believe buyers are liars, they all respond with the same answer, “When their lips are mo

There was a time when price was the biggest decision factor in selecting a new DMS system. For many dealers, their choices were limited to the two big DMS providers because those two were the only ones that had full factory integration. Dealers have

I’ve long believed that there is a key difference between new and used vehicle shoppers. The difference boils down to this: After they’ve narrowed their vehicle shopping list, new vehicle shoppers start hunting for the best deal. They understand

3 secrets to professional success, according to Ragan.com. The best Christmas gift I could receive is hearing I no longer have to turn off my phone or iPad during takeoff and landing on a plane. Merry Christmas to me! While my flight was preparing fo

November mid-month update from NADA. After diving by 3.5% on a prior month basis in October, used vehicle depreciation eased up substantially over the first half of November with prices falling by 1.2%, a figure in line with NADA’s full-month targe

Last month’s article generated such good feedback that I decided to devote another one to the same topic. The takeaway from my September article was that money doesn’t motivate everyone. Oh sure, money is important, but most people also want to k

As an overall view of Service, Parts, and Body Shops, many managers struggle with attaining the desired results as because they simply don’t have strong enough processes. Having been a Fixed Operations Director, I understand how this can happen. At

“You want Loyd to do what? Jim, are you gone-to-the-grape?” asked Dr. Merlot, my friendly yet kooky sidekick, with disbelief. “For the last five years you have been deploying a plan to purchase your dad’s stock and recruit tal