Appraisal-to-Trade Ratios: Sharpening Your Pencil at Every Stage of Your Process

By Desiree Homer Your appraisal-to-trade ratio is one of those key metrics that varies by market but is typically driven by your sales and service...

Diversifying Your Workforce

By Maggie McBride Every business has a stake in the community around them, from counting on them to patronize your dealership, to being members of...

Variable Cost to Market Best Practices

Understanding How to Embrace & Anticipate Changes in Your Market By Desiree Homer The variable cost to market is a key performance indicator that tends to...

Are You Listening to Your Customers?

How Your BDC Can Hurt You by Not Answering Your Customers’ Questions By Brian Brown, COO, Dave Cantin Group Have you ever told a white lie...

The First 90 Days: What Every Dealership Should Know to Train & Retain Employees

By Stephanie Licata  The amount of money that employee turnover costs dealerships is no secret. For the nitty gritting on the staggering uphill battle the...

Dealers Rework Compensation Models to Find and Keep the Best Employees

By Al Bredenberg Perhaps the greatest asset any business owns is its “human capital” -- its people. New approaches to compensation are helping some dealers...

From Boss to Coach: BUT HOW?

A version of this article was originally published on LinkedIn by Stephanie Licata, M.A. A.C.C.  I just read my zillionth article on how bosses are...

Year End Sales Review: A Fresh Take on Old KPIs

By Desiree Homer With 2019 officially in the rearview mirror, you’ve probably had a good look at the data to review just how well your...

Once-Struggling Automaker Mitsubishi Posts Record Sales for 2019

It’s been an uphill battle for Mitsubishi Motors in the United States. Back in 2015, there were rumors that the Japanese automaker might leave...

Dealerships Learn to Fix the Sluggish Recon Operation (and Stop Bleeding Money)

By Al Bredenberg Many dealerships think of reconditioning as one of those secondary processes that can just be operated catch-as-catch-can. But the reality is that...

Maximizing Used Car Profits

By Kathryn Pomroy Generally, dealers make more money selling used cars than new. For the ninth consecutive year, 2019 is showing a continued upward trend...

The Payoff of Non-Commissioned Auto Sales

in the past decade, there seems to be an acceleration in non-commissioned auto sales, with dealerships around the country opting for customer service and repeat business over selling the highest priced vehicle on the lot.

Adjusting to the Post-Cash for Clunkers Market

By Desiree Homer Remembering the frenzy that was and discussing the industry best practices since There’s not an industry that wasn’t affected by what many called...

Dealerships Learn to Fix the Sluggish Recon Operation (and Stop Bleeding Money)

The recon process often consists of many moving parts, especially when outside vendors and contractors are involved

Hyundai and Kia Dealers See Double-digit Sales Growth in November

By Mia Bevacqua If you have SUVs – they will come. At least that’s how it seems. Retails sales are up at both Hyundai and...

NHTSA Recalls 1.4 Million More Vehicles for Takata Air Bags

By Mia Bevacqua  The Takata airbag saga isn’t over yet. Since 2014, more than 41.6 million vehicles from 19 different automakers have been affected by...

Is Your Dealership Building Loyalty in the Service Drive?

7 Tips to Help You Assess Your Service Department’s Best Practices By Desiree Homer As a dealership owner, you wear many hats in managing the various...

Ally Financial Finds Nearly 70% of Americans Would Buy a Used Car

By Mia Bevacqua These days, the average price of a new car is over $37,000, compared to just over $20,000 for a used car. With...

myKaarma Partners with Uber to Offer Ridesharing Loaner Vehicles

Tracey E. Schelmetic In recent years, the fact that BMW has narrowly outsold other luxury brands such as Mercedes-Benz and Lexus has been partly chalked...

AutoNation Sells One of the Largest Nissan Dealerships to HGreg.com

By Mia Bevacqua Canadian automotive retailer, HGreg.com, now owns one of the largest Nissan dealerships in the United States. The store was bought from AutoNation...

November Auto Sales Expected To Increase 4% From Last Month

by Mia Bevacqua Cox Automotive just released its sales forecast for November. And it should instill holiday cheer in auto dealers across the country. Although...

AutoNation Names Former Office Depot Executive as New CFO

by Mia Bevacqua AutoNation – America’s largest automotive retailer – has stepped outside of the industry to find a new Chief Financial Officer. Last Friday,...

Inventory & the Art of Group Mind Reading

by Kathryn Pomroy To the consumer, dealer inventory is very personal. If within a 100-mile radius, a consumer finds a dozen vehicles that somewhat match...

Buy Here, Pay Here: A Growing Revenue Stream for Many U.S. Dealerships

By Desiree Homer Buy Here, Pay Here (BHPH) is a polarizing subject for dealers. You either love it or you don’t want to know about...

Anonymous Dealers Accuse Chrysler of Creating a “Sales Bank”

Tracey E. Schelmetic Twice in its history -- in 1980 and 2009 – Chrysler created a so-called “sales bank,” in which the company manufactured more...

Mini May Extend Franchise Opportunities to Non-BMW Dealers

By Mia Bevacqua  Up until now, all but one of Mini’s 121 U.S. dealers have also been BMW stores. The strategy is understandable, of course,...

OEMs and Independent Repair Shops Take Their Fight to the FTC

Tracey E. Schelmetic With the increasing complexity of today’s vehicles – particularly when it comes to crash avoidance systems and other automated functions – the...

Adjusting to the Post-Cash for Clunkers Market

Remembering the frenzy that was and discussing the industry best practices since By Desiree Homer There’s not an industry that wasn’t affected by what many called...

Porsche Dealers Launch Digital Retail Pilot Program

By Mia Bevacqua Digital automotive retail – an approach once reserved for companies like Carvana and Vroom – is becoming increasingly popular amongst franchised dealers....

The Importance of OEM Parts/Accessories for Dealers

By Amy Corr In the automotive industry there are really two options when it comes to replacement parts: Original equipment manufacturer (OEM) parts or Aftermarket...