Sometimes the difference between making a deal, and missing a deal, is knowing one more thing to say. As a matter of fact, that’s the difference a lot of the time. If you know what to say…

Most auto shoppers start their search on the web but would it surprise you to know that the #1 online destination for women shoppers is your dealership’s website? That’s right, our research lists…

Millennials are extremely tech savvy. They are a different breed that will…

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

No matter if you are a Green Pea or an…

When Matthew McConaughey won the Oscar for Best Actor (the…

The Art of the Trade-in Walkaround – Setting Realistic Expectations with Customers.





Most customers…

At work, we’re surrounded by dicks- if you aren’t one, then chances are you…

(Photo credit: One of my daughter Mackenzie's pictures hanging in my office)

Don't feel like reading? Let me read it to you…

The graveyard is full of people who sat around and waited for their…

“Big doors swing on small hinges.” Small things can make a big difference in your sales process. There has been a lot written recently about what I term the “moment of truth” in the sales process.…

A quick look at the current state of auto retailing would suggest that things are good. Tough times (and a couple of notable bankruptcies) have thinned dealer ranks. Although pressures…

There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and…

Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to…