As used car sales continue to climb, legislators are now more cognizant of and are focusing on how dealerships are selling pre-owned inventory without first getting safety recalls repaired.

As I covered in my previous blog, a bill is currently being put forth to…

I always enjoy chatting it up with Jordan Savage because he always has something positive to say. I don't think he ever has anything bad to say about anyone. Jordan is highly respect among his peers and salesmen around him. This interview had some technical issues but it was a good interview

by Keith Brice

The time value of money states that a dollar today is more valuable than a dollar tomorrow. Fixed Ops managers live in the present. Their focus and sense of urgency are on the current month and, because a portion of their monthly income comes from the gross or net they generate, they want to close as many repair orders as…

It’s popular to talk about the chip shortage – and for good reason. The blows just keep coming. First, the slash in vehicle production. Dealers who typically inventoried 600 to 700 new cars now have fewer than 50. I spoke with a dealer in California last week who literally had two new vehicles on his lot. Two!

Then, the subsequent soaring cost…

With vehicle inventory low, many dealers have to place a heavier focus on used cars to stay in business. In the current market, dealers are frequently outbid by other dealers for decent used vehicles or, more likely, are forced to pay thousands over retail value to acquire inventory. Add into that cost any auction fees, transportation, recon, and detailing,…

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We all get that pit in our stomach when a big job finally comes to a full diagnosis. The customer is either going to tell you to go ahead with the job, tell you that you’re crazy and they’ll take their car, or some vague grey area in between. The goal of course is always to work to get the job sold and the car fixed. But how do you present the issue…

Mindset of The Salespeople, Interview with Aj Owens of Subaru of Wichita. 

We talk about Internet Leads vs Lot Ups

Salesmen Mindset & the Importance of Training Salespeople and Managers alike.

Please subscribe to my podcasts The Automotive Architect Sales Podcast & The Manager…

More importantly, we have to ask ourselves why we’re continually having to “reset” when things aren’t going right. That is  not hitting sales objectives, low appointment set-rates, low appointment show-rates, low appointment sold-rates, as well as poor results in handling inbound calls or internet leads. The reset on the dealer level often includes…