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…

There seems to be a lot of confusion in our industry about when to…