From a logical sense you would think that profit is made when selling a used car, but reality is that profit occurs when buying them. This is because profit isn't about each individual vehicle sale, but about your strategy and process as a whole. How you buy used vehicles, and why, is more important that how you sell them.

I published a post recently called Ideas for Enhancing Your Used Vehicle Acquisition Strategy that references…

Facebook Reviews Matter

Look out, Yelp.  Facebook has joined the latest list of sites vying for consumer attention when it comes to user reviews and ratings.  With its recently-launched Best Professional Services site, it joins a crowded market that caters to local businesses and organizations seeking…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full…

Creating Original Content for Your Social Media Platforms

There’s no denying auto dealerships have traditional marketing channels down to a science, but modern consumers find every way they can to skip over ads. In response to this problem, content marketing has become one of the most successful ways to engage consumers across the internet and social…

Dealerships are constantly working to increase their website conversion – and for good reason. Organic conversions typically see the highest closing rates. However, I frequently encounter dealerships that wonder why they aren’t getting higher conversion rates, despite adding the latest gizmo or widget. Conversion rate optimization is tricky.…

Timonium, MD – December 28th, 2015-- Helion Automotive Technologies, a leading provider of information technology (IT) solutions for auto dealers, revealed today the top four IT requirements to support productivity at auto dealerships in 2016. The recommendations are based upon data collected from working with hundreds of auto dealership clients, and recent trends such as the increase in usage of mobile devices.…

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Most Up To Date Statistics State That Car Dealerships Need A Video Strategy - 2015 Video Is The Most Powerful Tool For A Car Dealership. A dealership or dealer group can utterly crush the competition and have an unfair advantage in…

In reflecting back on 2015, I would like to reach out and share my thoughts about how grateful I am to be in a career I love and for that career to be in an industry that I love!  Very few days go by without thoughts of how truly thankful I am to be involved with so many great companies – from the large mainstays to the tech start-ups. And I am also lucky to work with the…

Converting a pre-owned city or school bus into a luxury motor home is a remarkable process. The conversion design must be appealing, exceptional and innovative to fit the needs of RV-ers. If you love ‘homemade’ motor homes, you can look for a bus conversion for sale, or make one yourself. When it comes to a typical vehicle conversion, it involves purchasing a used bus, and…

"I couldn't sell my boss a pen if he was trying to cash a million-dollar check!"

Selling your boss has very little to do with the fact that they're tough or often balk at the idea of adding new expenses. Those are things you tell yourself to help soften the blow when you don't get your way.

To help you change your thinking and sell your boss on SEO,…

It’s been a week now since the seventh installment in the Star Wars franchise hit theaters, breaking all box office records along its way. I’m sure that there is much more money in Disney’s future. That’s the ending of this story. Now for the beginning...

Think about the many months leading up to the release of the latest movie. About how much Star Wars we…

Last week we began a two-part series on the brain. More specifically, the science of how it works, or Neuroscience. This is a hot topic. Leveraging scientific knowledge about the brain can create a better sales process, drive more dollars to your dealership’s bottom line and create happy women customers that remain loyal to your dealership for years to come.

Let's check “under the hood” at the Limbic System and the Neocortex. After…

The holiday season can be a stressful time a year both personally and professionally. We want to give you the opportunity to share a few laughs in an effort to help minimize some of that stress. 



Is the holiday season stressing you out? We get it. So we're sending y'all a way to share some laughs and reduce the holiday frenzy.…

Seven years ago I became involved with an organization called The Family Tree, a statewide organization based in Baltimore. The Family Tree is a non-profit with a mission to prevent child abuse, educate parents on how to raise children and provide a variety of other services for families in need. The Family Tree has a staff of approximately 40 employees and an operations budget of around $3 million. The charity helps over 15,000 children every year.

Helion currently provides…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. …

An interesting study conducted by MaritzCX and published on CustomerThink relays how dealers should care about – and invest in – the creation of a better customer experience in their stores.

While customer experience can be vague, and in the past has mostly been measured through surveys and…

I believe that, as an automotive community, we intuitively know that we need to change. The sales to consumer model is outdated – our fault for not demanding of ourselves consistent improvement in the consumer experience arena. Consumers are demanding more and Wall Street has taken notice. Backed by hundreds of millions of dollars, companies are quickly rising that threaten…

Everyone in the retail automobile industry is familiar with the terms “front-end” and “back-end.” They represent two sources of potential revenue (and, hopefully, profit) for auto dealerships: The “front-end” refers to revenue realized on the sale of the vehicle and the “back-end” includes revenue on anything sold after the vehicle including dealer reserve on dealer-arranged financing (a/k/a indirect auto loan financing), extended service contracts,…