The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing.  Some salespeople view it as a friction point with management.  Some handle it very well.   They are grateful for the opportunity to get additional support as a final effort to close a sale.

It is highly recommended…

One of the most important, yet overlooked, metrics in a used vehicle operation and key to managing the pre-owned inventory effectively is maintaining an efficient time to line metric.  Time to Line is the concept that refers to how long it takes for a vehicle to become “retail ready” for the front line of the pre-owned lot.  This metric entails accounting for the following;

• Transportation of the vehicle to the dealership
• Mechanical inspection of the…

Change. It is always happening. Our typical reaction is either happiness and acceptance, or push and resistance. Regardless of our response, change occurs nonetheless. But it is our view to what is happening and how we face the change that is always…

As more dealers turn to fixed ops to grow profits, it's important not to overlook the power of video. Video is a great tool for building customer trust because it allows you to address the perception that dealerships charge too much or try to sell customers unnecessary repairs.

An effective video marketing strategy for your service department…

Driven By Value And Demand, Car Segments See Majority of Increases

Black Book, a division of Hearst that provides industry-leading used vehicle valuation and residual value forecast solutions, released its Used Vehicle Retention Index for November (116.5), a 0.2% gain from the previous month (116.3), and the Index has now increased for each of the last seven months. Click here to obtain a copy of…

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…

Finding a good car at an auction is getting harder with each passing day. But it is still possible if you get all the related knowledge and information beforehand. It is undoubtedly a very tricky business which would not benefit you much if you don’t have a good know-how about it.

To make your buying experience pleasant, here are 7 useful tips…

Wantalease.com Data Shows that Mid-Size Cars could offer Attractive Lease Deals for December Year-End Promotions based on November Lease Trends

Wantalease.com, the nation’s first online marketplace for new lease deals, reports the latest update on new lease offerings for the month of November, and forecasts new leasing trends for the month of December.  Ford and Volkswagen offered the most generous discounts on their entry mid-size cars, while most luxury vehicles and…

-by Sally Whitesell for AutoSuccess Magazine

When a potential guest calls your store, they want your store to be the place they will spend their money. The sale is yours to lose. Unfortunately, we often think of phone calls as something we need to "get handled" and hire a minimum wage employee with a nice voice to fill this position. Yet…

The IRS announced the 2019 updates to benefit plan limits.  As year end is upon us make note of the updates you need for your compliance.  

Have a happy day and see you next time for another mini-episode of AutoDealerHR: Ain't Nobody Got Time for That! …

These days, reviews are an incredibly important part of the purchase process for all retail businesses. In fact, according to a recent article, online reviews influence a whopping 93% of consumer purchasing…

Growing up it didn’t take long to understand life is going to be full of challenges. It’s interesting to note many of those challenges were brought on by myself, however, others just find their way into my life. No matter who you are or what you do I am confident you’ve had a similar experience with your life. What makes the difference is how you respond…

Leveraging Facebook Marketplace to help you sell more cars isn’t difficult if your dealership does it the right way. In part 1 of this series, I talked about the importance of choosing the right partner to maximize success. In …

It has been reported that GM will be eliminating several passenger cars, including the Chevrolet Volt and Chevrolet Cruze, two compact vehicles that were held up as examples of the automaker's post-bankruptcy revival. The decision comes as Americans are reducing their shopper interest in passenger cars in favor of crossovers, SUVs and pickups. Jumpstart Automotive Media has new data for any continuing stories you may be working on that ranks GM's sedan shopper interest in relation to some of…

Shorten Your Road-to-the-Sale or Die!

(Okay, perhaps you won’t die, but can we all agree it’s finally time to drastically shorten the old-school road-to-the-sale and truly improve the customer’s buying experience?)

In Ernest Hemingway’s 1926 novel, The Sun Also Rises, we read the following dialogue:…

Have you heard that direct mail is dead? I think it's fair to say that mass mail is dead, but direct mail still has a place in your dealership's marketing strategy.

Quite simply, it's about reach. Most dealerships can reach about 50 percent of their customers via email alone. When they add social channels like Facebook and Instagram, that reach…

Swapalease.com Releases Lease Trends Report for Third Quarter

Acura & Hyundai See Quarterly Demand Fall from Unfavorable Lease Policies

Swapalease.com, the nation’s largest car lease marketplace, announced today its latest lease trends report with highlights from the third quarter of 2018. According to the report, search traffic is up significantly year-over-year for most brands with the exception of brands such as Acura (-7%) and Hyundai (-11%), which continue to…

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…

Balancing customer engagement and the cost of advertising is your key to increasing your marketing return on investment (ROI). Sounds simple, right? It is – and it starts with a digital-first strategy. This variation on multi-channel marketing uses digital media channels (such as email, SMS, or social media) to initiate engagement with customers. Once you’ve…

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