Planning for Tomorrow, Today

I apologize in advance, as this column is going to upset a number of sales managers.

The biggest challenge most…

In a transparent, information-rich world where showrooming is commonplace, a pricing tactic used by many retailers seems strangely shortsighted. For lack of a better term, let’s call this…

Why do dealerships keep purchasing statutory errors and omissions coverage that is not likely to protect the dealership if it is sued by a customer for truth in lending violations?

I’ve…

In this highly regulated industry, there has been some recent debate as to if…

Think Twice Before Going Under the Knife

By: Alan Ram

Let me say at the outset; I love BDCs. Like anything else though, there are…

Just like in the blockbuster series “The Lord of the Rings”, the Eye of Mordor…

The Banks Report is making its analysis of the deal available today at: …

It’s just after 5 A.M. and I’m really…

In 2004, the Lego company was on the verge of bankruptcy. Kids had started to focus on less traditional forms of play and were surging towards electronic toys. Plain old interlocking bricks just…

Even if you don’t believe, as I do, that high sales staff turnover is the number one issue facing the auto industry today; we certainly can agree it is right at the top of the list. There is not…

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…

Chris Saraceno of DealerELITE and Cliff…

 Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like…

Are you a master or a student?

Do you know everything that you need to know to pass on your knowledge to others?

Recently, I spent four days on site at a…

The following case is a true case of ignorance and BAU. For years, we have been educating dealers of inherent pitfalls in their current sales processes. So, when I hear stories like this, I take…

I am a small dealer and I can’t afford to hire a consultant!

Too many times I hear that statement from a dealer that sells less than 75 units a month. It puzzles me to think that a dealer…

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

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Here are the facts about the impact Obamacare will have on your store and what you can do to start preparing now as well as compliance issues before the law is implemented on January,1,2014.As of…

It's a question that is…