“Nature abhors a vacuum.” There would be no reason for “disrupters” like TrueCar, Carvana, and Vroom to exist if dealers provided customers with what the majority of them want. This…

In the decades I’ve been in the automotive industry, I’ve rarely seen a…

As far as content marketing goes, the most popular types of…

All Car Segments Declined While Full-Size Vans Increased  

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck…

Showing up today matters. …

"I'm just looking, I won't be buying today." "I need to compare your vehicle with a competitors model and then shop around" .."I'm not an impulse shopper".."I…

The most important process COACHING

More Important than the latest greatest technology, the right…

Imagine a customer that is in for a routine oil change at your dealership. As…

Maybe you think you're disciplined...

We all think we know what clients want but do we really? Recently a good friend and client shared some interesting research regarding our service customer’s…

I recently read an article written by Jeremy Cato, a multi-award-winning journalist and senior writer for the Globe and Mail. Twice, he was named the automotive journalist of the year. His…

I had the luxury of being able to watch a rookie sales manager T.O. his first customer and it reminded me of a few things I've learned along the way.



He was our top salesperson for a few…

For dealers, productivity is a key element in our quest for profitability.  Dealers expend unlimited resources on vendors who guarantee increased productivity.  Whether purchasing the newest…

This…

There are many conferences and I have been blessed to be a part of some of them lately.  My take on Advertising is quite a bit different than most.  And so, ironically, I became involved in a…

I'm a big fan of collaboration. Always have been and always will be.…

When’s the last time you got into a fight? If you work in the…

Collaboration not confrontation

The day starts with an offer…