A majority of us in the dealership consulting community, together with many client-dealers to whom we provide services, have long recognized a need for changes in salesperson compensation plans. The traditional plans which have been employed over the last several decades no longer effectively match the operating strategies being implemented in many dealerships today, particularly in those stores that are committed to “market-based pricing” their new and used vehicles on the Internet. This…

On December 31^st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.

Way too many…