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Like apple pie without vanilla ice cream, a Bugatti Chiron without fuel, a saw without teeth ok, ok, enough. As I come home from NADA, I am struck by the volume of innovative software solutions available to change the way vehicles are sold and serviced, enhance the dealership experience, and otherwise change the century-old retail […]

Quick show of hands, how many of you trust the majority of airlines? My guess is most of you would agree that airlines are not very trustworthy. And why is that? Well, in essence, the seats are negotiable; it is very upsetting to find out that you are paying significantly more than the person sitting

After decades of automotive experience, the used car business still remains to me the most exciting aspect of the auto industry. I can’t find a department within a dealership that is not directly impacted by a healthy used car department. And at a time when the SAAR may be plateauing and dealership margins continue to

One of the biggest challenges facing dealers today is how they can more effectively recruit quality Generation Y employees. Here are some tips to consider in your efforts to more effectively recruit young talent: Recruiting Style & Language: Highlight the perks of working at your dealership on your website (e.g., training opportunities, benefits, life/work balance,

More and more dealers are implementing a Limited Negotiations Sales (LNS) process. The way the model works is dealers post a market-based price derived from a third-party reference site: New vehicles sites like Edmunds or KBB work just fine. The store establishes how much they are willing to negotiate from the market-based price; let’s call

Generation Y, sometimes known as Millennials, are a slightly larger group (83 million) than Baby Boomers. Gen-Yers were born between 1980 and 1998. According to a recent Deloitte study, they will represent two out of every five shoppers by the end of 2012. They have changed the style, music and most importantly, the way we