More in Commentary

Because the U.S. does not, and will not ever, keep fuel prices artificially high with exorbitant taxes like most of the industrialized world, there has to be another mechanism to protect both consumers and industry from oil-price shocks....More

Customer information is one of a dealership’s most valuable assets. Protect it....More

Dealership-improvement tips range from providing transparent pricing to banning employee “wolf packs” lurking outside the store....More

The process is the same as if the customer actually is at the dealership: gather information, help select a vehicle and ask for the sale....More

For those who came up through the variable operations, fixed operations are not an area of expertise. But it doesn’t have to be a strong suit in order to monitor and manage....More

Some dealers have received a ‘Civil Investigative Demand” from the FTC that wants detailed information....More

If used-car residuals fall, new-car demand and prices go down, too....More

I think we’ll see autonomous cars in showrooms about a decade from now. Woe to the auto maker that is not ready for this transformative technology....More

How do you know it is time to hire more people?...More

Pay plans don’t manage people; managers manage people. Don’t think a pay plan will do the work for you....More