How Dealers Are Merchandising Vehicles to Promote Safe, Socially Distant Sales

Inventory Management Evaluation for Independent Dealers

Elements of Successful Vehicle Merchandising

Inventory Management Evaluation for Franchise Dealers

A Metric That Merits More Attention—Your Used/New Sales Ratio

When I was a dealer, we thought we were doing a pretty good job if we managed a .5:1 used-to-new-vehicle sales ratio. If we retailed 50 new Cadillacs a month, I expected that we would also sell 25...

How The Little Things Determine Your Car Business Success

“It’s life by a thousand little things, or death by a thousand cuts.” A dealer recently shared this line as we were discussing how the car business has changed in the last 25 years. The dealer’s...

A Longer-Term View Of Digital Retailing For Dealers

Dealers often have an “all or nothing” view of digital retailing. That is, to them, digital retailing represents the full monte of selling a new or used vehicle online. You’d have a “buy it now”...

3 Best Practices To Beat Back Used Vehicle Margin Compression

It’s like a leaky faucet. Drip by drip, the retail profit you make on used vehicles goes down the drain.   But unlike a leaky faucet, the fix for margin compression in used vehicles isn’t as easy...

What’s Wrong With This Picture?

Following a debate-like exchange the other day with a few industry players about the state of today’s new car market, I did a quick search on AutoTrader.com. My goal was to see whether my...