Adaptability is an essential quality to have as a sales associate. When you deal with a lot of customers on a regular basis, there is not a “one-size-fits-all” way to handle each customer.

Unfortunately, not all sales associates understand this and make the mistake of having ONE way that they do business.

It is important to remember that customers are people,…

The Seven Culture Killers

There are certain behaviors that, if practiced by the leader or permitted to exist in the office by the leader, will absolutely kill office morale and make our business a miserable place to work. They are behaviors so destructive that, if allowed to take root, will run off the talented individuals you need on your team. These culture killers are:

• Big Ego and Arrogance — This is…

In most cases, skills in deer hunting are passed from one generation to another. This is mostly done by either the father teaching his sons how to hunt or older sons teaching their younger siblings. Other than this, you can also learn deer hunting through reading books or online materials and also from friends. Irrespective of how you learned deer…

On Wednesday I presented a webinar on overcoming your technician crisis for Automotive News, and I want to say thank you to all the people that showed up! If you happened to miss this webinar on worries the recording is on the Automotive News website, by the way, it is free!…

The divide between your monthly payment on a vehicle lease, compared to your monthly payment when financing a vehicle continues to widen, particularly as MSRP and estimated sales prices continue to grow. In fact, it’s one of the top reasons why 1/3 of every vehicle sold today is in a lease program.

Swapalease.com, the nation’s largest online lease marketplace, analyzed monthly payment offerings on some of today’s most popular leased vehicles,…

Black Book, a division of Hearst Business Media that provides industry-leading used vehicle valuation and residual value forecast solutions, announced today its release of new Economic Scenario-Based Residuals, available to lenders and financial institutions with a portfolio of auto loans. Black Book has mapped regulatory prescribed scenarios for this new suite of residual data, enabling risk and portfolio managers the ability to analyze how vehicle values will…

| by David Metter

Could it be possible that the secret to selling cars in today’s multi-touch, exponentially data-driven society is exactly the same as it was prior to World War II? I know what you’re thinking. This is either a huge stretch or some sort of joke. However, recently…

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. …

Jumpstart Automotive Media, a leading media, insights, and marketing solutions company and division of Hearst Autos, today released its latest auto shopper study in collaboration with Ipsos Connect, “Today’s Luxury Auto Owners: How Emotion, Experience, And Loyalty Drive Purchase Decisions.” The report looks at new trends in luxury auto shopping to better understand the luxury auto shopper mindset. …

Family owned and operated since World War II, Puente Hills Chevrolet changes hands with the retirement of co-owners Tom Hoffman and Gary Campbell; Pendragon’s first US acquisition since the early 2000s.

Irvine, CA, October 31, 2017 – Kerrigan Advisors, the leading sell-side advisory firm to auto dealers in the US, represented and advised Tom Hoffman and Gary Campbell, co-owners of Puente Hills Chevrolet, in their…

Just when you thought you grasped how to talk to the Millennials, Generation Z started to arrive. Born between 1996 and 2010, this new generation is poised to disrupt the retail and business world as the Millennial generation starts to enter middle age.

Fearfully known as “…

ALBANY, N.Y. – Oct 30, 2017 – Auto/Mate Dealership Systems announced today it has been named a "Best Place to Work" in New York's Capital Region by the Albany Business Review. This is the eighth consecutive year that Auto/Mate has received the award, and the first year that Auto/Mate has placed in the category for large companies, defined as those with more than 150 employees.

"When we first won this award in 2010 Auto/Mate ranked in the mid-size companies…

Being a sales associate can have many challenges, especially in the automotive world where there are several sales associates in one place all with the same objective…to sell cars.  It’s not enough just to show up in the morning, you have to be on top of your game in all areas so you can really shine.  There are several things you can do on a daily basis to stand out and…