How do your consultants greet women customers when they come in the door? Does the content, context and tone of a greeting make a difference in the interaction? How about from your BDC with internet leads?

Dealerships spend so much time working toward showcasing a positive resumè of reviews – usually on several platforms. However, a…

One of the largest concerns facing the automotive industry is the shortage of Technicians. Many qualified technicians have left in retirement or have moved on to other industries that also have needs such as fleets or oil fields. Adding to this concern is very few young technicians have chosen to enter into a market with so many challenges. A…

I consider surgeons to be the utmost professionals in our society. The title of surgeon carries with it an immediate respectability. When we’re talking about taking a surgical approach in our dealerships it only makes sense if we desire to reach the respectability of a surgeon.…

In dealerships throughout the United States, there is a dramatic shortage of technicians. Technicians are leaving the industry or not entering into it because of the many challenges in today’s dealership environment.…

FCRA--I know, it's a shock to realize that FCRA must be followed when conducting pre-employment background checks.  Dealers should check that their process is compliant.  I advise NOT relying on your background check company.  They won't be paying your fines for your internal processes.  



There is a recently published and updated Summary of Rights--See the video and get the new form.  Don't have a needless and frankly silly lawsuit because of not following…

FCRA--I know, it's a shock to realize that FCRA must be followed when conducting pre-employment background checks.  Dealers should check that their process is compliant.  I advise NOT relying on your background check company.  They won't be paying your fines for your internal processes.  



There is a recently published and updated Summary of Rights--See the video and get the new form.  Don't have a needless and frankly silly lawsuit because of not following…

It’s a steamy Friday morning in mid-September and Chris Saraceno has just returned from giving a presentation to over 600 students and faculty members at Holy Trinity School in Melbourne, Florida. The focus of his speech was about …

Index Up +1.9% Over Last Twelve Months

Black Book, a division of Hearst that provides industry-leading used vehicle valuation and residual value forecast solutions,…

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…

This week, Jeff discusses personal stories, sales stories, and ties them into a life lesson. Stay tuned to hear why sales was such a successful path, how it can help you in multiple aspects of life, and why it is such a valuable career. Copyright 2018 Wm Jeff Cowan

Website: thejeffcowan.com

Click HERE to watch!…

Excellent articles in this months CARBIZToday magazine

click the link below to read and sign up for your monthly Magazine …

Congratulations California on passing your new state law (eff. Oct 1, 2018)! Did you know your state just passed that requires your manufacturer to reimburse you at Retail for parts and labor? Let us help you lock up thousands of dollars from the manufacturer in 60 days! Margin Plus clients average $200K in increased…

No doubt, you have noticed that the usage of the terms Artificial Intelligence (AI) and Machine Learning (ML) has skyrocketed in the last decade. Today, every industry is strategizing about how to leverage AI and ML to improve business. The automotive industry is no exception.   Dealers might think that these concepts mainly impact them at an OEM level, shaping technology…

Well well well.  It  has been a while since I have been on here but while on here, I wanted to share a real call that I took not too long ago.



Ever get the customer who tells you (after you FINALLY get them even on the phone) that "they aren't ready to come in" or "they are 6 months out".



Solid nuggets here.…

Salespeople, Managers and Dealers:  Stop losing time and money because it’s easier to say…

The 9 Best Back to College Reading Books

Summer's over – it's time to put down the beach reads and pick up something a little meatier. Whether it's back to school or back to the grind, fall is usually the time of year when we buckle down and focus. These are our favorite books to help launch you from classroom to boardroom. Do you have another title that didn't make…

Do your survey scores struggle from the delivery of the vehicle? Either you're rushed, they're rushed, or you don't know how to do it properly. To turn it around, practice Jeff's process of scheduling the delivery! Stay tuned to hear how to do it, and all the benefits of doing so. Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com

Click HERE to watch!…

When it comes to sales and service transactions in the retail automotive industry, a main strategy in acquiring new customers or repeat business has always…

There are a plethora of training programs and trainers in the automotive industry many of which have different styles, advice, and opinions. Often, those opinions vary widely. While training is indeed something I advocate in dealerships both as an ongoing initiative and for new-to-the-industry employees (no matter which department), no business can function as a…

When you’re at low water mark in your life, people try to rescue you by saying that the failure you’re experiencing doesn’t “define” you. And I get it; the idea is to try to isolate the failure-to treat it as a one-time event and not a life without the possibility of parole kind of sentence.

You had no…