When a customer leaves the lot without purchasing a vehicle, there's a good chance he or she will never be back. A few may return, but most won't. Does that mean you should never follow up with customers? Obviously not!

The follow-up call is critical and can absolutely save a deal. Even if only one out of ten customers comes back to the store and buys from you, it's worth your time.…

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…

It’s a well-known fact that people buy from people (or companies) they like. There are certainly many different ways to get customers to like your dealership, from providing a great customer experience to being active in your local community.

However, consumers are increasingly finicky when choosing where to buy or service their vehicle. In…

Microsoft has released Office 2019, the newest version of its desktop suite of applications that most dealership employees use on a daily basis; including Word, Excel, PowerPoint and Outlook for email. Prior versions of Office that your dealership might still be using are Office 2016, Office 2013 and Office 2010. Please don't tell me you're still using Office 2007.

If you're thinking about upgrading to Office 2019, I encourage you to look at another option. If you haven't…

A Number of Compact Cars and Sedans See Increased Discounts to New Leases as End Of Year Closes

Wantalease.com, the nation’s first online car lease marketplace for new lease deals, reports the latest update on new lease offerings for the month of December.  Several automotive brands offered…

Equifax has new insight as we close out 2018 on the topic of affordability, with data that show where affordability is becoming more of a potential issue. According to Equifax, the average lease balance financed has increased just +5.5% from January 2016 to November 2018. Conversely, the average loan balance financed during the same period has increased +24.2%.…

91% of service customers defect once they are out of warranty, and those are a dealership’s most profitable customers. What can your dealership do to help retain these valuable customers?

Tire sales can easily distinguish your dealership from its competition and decrease defection, but only if they are promoted and sold differently than how…

This may seem like a silly question, but it is actually a necessary one. In fact, there are a number of situations in which an individual, even without owning a vehicle, may be required to, or at least benefit from, having an auto-insurance policy.

Of course, most of you are probably wondering if that is even possible. Surprisingly, the answer is yes: you can get car insurance without a vehicle. This is known as “Non-Owner Auto…

So You Think You Could Sell Cars? 

Did you ever wonder if you would be good at selling cars in today's market?

Does the sales applicant in front you have the traits needed to succeed in Sales at your dealership ?

Why do some Sales Consultant's succeed when others…

-by Sally Whitesell for AutoSuccess Magazine

Is your top performer good enough to set the standard for your entire department? If everyone settles for reaching that advisor’s performance level, will your store truly be great?

If having all of your advisors step up to your top performer's level is your…

When we are no longer able to change a situation, we are challenged to change ourselves – Viktor Frankl

The news is full of major disruptors; if you follow the headlines you might think that a world filled with autonomous vehicles is imminent (it isn't), or that new owner and retail models will soon put dealers out of business (they…

Owning a business is a perfect path to increase personal wealth. If you have an interest in automobiles, have worked as a mechanic before – starting your own auto repair shop is the best option to start a business on your own. So, now you can decide on your working hours, can specialize in your favorite vehicles, decide over the pricing with your customers and take full control of your career in the future. Now, your profits will…

This week, Jeff begins a series on how to make 2019 your best year in service yet! He answers questions that are most commonly asked during this time of the year, such as: Are you in the right career? Are you working for the right people? What opportunities have been missed? Stay tuned to hear some motivating tips and encouragement for 2019 success. Copyright 2018 Wm Jeff Cowan

Click HERE to…

Dealers are constantly inundated by trainers vying for their business. These trainers promise exponential success in sales and profits when they do. Many, however, are one-shot wonders in the sense that they come in, perform their training, get your staff pumped up and leave. What happens then? Chances are the lessons or knowledge that they may have learned…

According to Black Book® data, the average price of a used vehicle for model years 2013-2017 changed -2.5% during November. Cars changed -2.7% during the month and trucks changed -2.3%. Average 12-month depreciation at the end of November for all vehicles was -12.5%.

Three segments saw monthly depreciation less than -1.0% during November: Sub-Compact Luxury CUV (-0.8%), Sub-Compact Crossover (-0.9%), and Full-size Van (-0.9%). Vehicles in Sub-Compact Luxury Crossover segment include…

Customers don’t necessarily arrive at your dealership expecting a great experience. When it comes to service, many dread a higher-than-normal repair bill. They expect to hear additional maintenance is needed, but don’t want to spend a lot of time at the dealership and can get annoyed if made to wait longer than anticipated.

Whether this…

So, you would like to own your own business and maybe make some money so that you do not tie yourself into lengthy mortgages. That is absolutely wonderful. Many people think about becoming self-employed yet fail to do something because they are afraid. But not you. You are ready to take the plunge and you are actually thinking about using your personal vehicle for business purposes. Speaking of which, you will want to have an enjoyable and luxurious driving. There is no better time than now…

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…

Data from both Jumpstart Automotive Media and Black Book supports how car shoppers are increasingly looking at used vehicles over new in 2018.

According to Jumpstart, 33.6% of all visitors to Jumpstart partner websites are now researching used makes and models (66.4% new). This compares to 30.1% a year ago (69.9%). The largest month for used vehicle research came in May when 35.2% of visitors were looking at used…

One might get hit by financial emergency at any stage of time, especially when one expects it the least. With lesser savings and more expensive lifestyle, most of the people find it difficult to deal with the surprise expenses including medical bills or home improvements. There arises some situation which demands urgent flow of cash and the delay in arranging the fund can deteriorate the present condition. Such situations leave an individual with no other…