Saturday, December 28, 2013 - 09:00

As I hit the send button another thought occurred to me. The OEMs would love a 20 million unit year as their profits are made when they sell vehicles to dealers. Dealers, on the other hand, are...

Saturday, December 28, 2013 - 08:58

Ricky Beggs, Editorial Director of Black Book, figures 15 million is the natural "unincentivized" SAAR. That might even be optimistic based on current lending parameters. Consumer rebates help...

Wednesday, December 18, 2013 - 08:47

GM needs to remember who their customers are, their dealers not the end user. They have huge gaps in their dealer network after the terminations and dealer BKs, especially with the Cadillac brand...

Wednesday, December 18, 2013 - 00:48

Customers have the option to just say no to "after sales," and many of them do. No one holds a gun to their heads. The ones who see value buy, those who don't, don't. Isn't that the way it is...

Sunday, December 1, 2013 - 12:00

I do understand how it can eat up a person's time to engage in social media. It's not about making efficient use of time, it's about diversion. I don't know how a guy like Reuss could spare the...

Saturday, November 30, 2013 - 16:09

As Berkowitz says, "Next for us is leasing," in their effort to expand its pricing transparency. Do they expect to get dealer cooperation in this endeavor? After all, its isn't Edmunds'...

Saturday, November 30, 2013 - 16:04

BTW, my generation had to grow up too. My generation had some bad traits and our parents were convinced we'd all go to the dogs. There's plenty of hope for Gen Y. But its a little soon to be...

Saturday, November 30, 2013 - 16:02

The 40% of auto shoppers stat is meaningless. Who is actually buying the cars? Yes, boomers are buying fewer cars as we age, but the cars we buy are high margin vehicles for the OEM as well as...

Friday, November 22, 2013 - 16:46

I'm not missing the point. If someone thinks there is a better way to sell cars, they are free to do so. I say, "Knock yourself out." If you're an artful sales person, why would you want...

Wednesday, November 20, 2013 - 02:03

Sales Staff turnover costs a lot. And our industry has typically treated sales people poorly. You'd think we'd learn, but everytime there needs to be a "tightening," the industry looks to take...

Wednesday, November 20, 2013 - 01:44

Just curious, have you guys ever made a living producing gross profit via sales in an environment where the price has to be negotiated? In our business, the consumer thinks there is such a thing...

Tuesday, October 22, 2013 - 14:19

Excellent insight and observations!

Tuesday, October 22, 2013 - 14:14

Wescott makes his case but Tesla should have a choice. What can't happen is for Tesla to establish a "mixed system," with franchise dealers having to compete with a direct from the factory model...

Monday, October 7, 2013 - 17:24

IF I were to guess, I'd say a complaint was lodged by some kind of consumer advocacy group. I've stumbled across a concentration of them over on "The Truth About Cars" blog, where I've managed to...

Monday, October 7, 2013 - 15:43

I think they are making a PR mistake if they put up a fuss. As an ex dealer, I understand completely what career employees at OEMs can pull out of their... well, hat. But I can only imagine...

Thursday, September 26, 2013 - 11:49

Hillary Clinton has done nothing as a speaker, Senator, or First Lady? REALLY? If that's true, why is she regarded as the front runner for the 2016 Presidential election? Frankly, I hope she...

Wednesday, September 25, 2013 - 15:22

Certainly, it is important to develop phone skills for dealership staff. But I am aghast at dealers who invest in trainers to teach telephone skills, while forcing their customers through an...

Sunday, September 8, 2013 - 09:05

To be fair to TrueCar, the dealer who prompted this article renewed their agreement with TrueCar, according to TrueCar execs. Despite the fact that certain appeals were being disallowed, the...

Tuesday, August 20, 2013 - 01:19

As Dale Pollak points out, average gross profit per unit isn't the important measurement. Gross profit as a percentage of average daily used car inventory is. I have been guilty of looking at...

Wednesday, August 7, 2013 - 11:05

Good stuff here. But what seems to be missing is the fact that our industry turns over its sales staff 3 - 4 times each year. There is no possible way for a dealership to come close to...

Tuesday, July 23, 2013 - 13:25

In terms of relativity, it may be serious mistakes were made in the Benghazi affair. Whatever those mistakes may have been they pale compared to the mistake of invading Iraq over WMDs, however....

Tuesday, July 23, 2013 - 12:51

The market had crashed before the "Marxist" was elected. The run on the money market system occurred before then, as well.

Name calling contributes to the problem. But to use your terms,...

Monday, July 22, 2013 - 18:26

Jim, Car dealers DO tend to be "conservative" until it comes time to perform a much needed "bailout" of the automotive industry. As a life long Republican, and a Chrysler dealer during the...

Monday, July 1, 2013 - 01:18

For Consumers - The franchise system of vehicle distribution is designed to protect dealers from their own suppliers.

To quote Economics Professor Mike Smitka on the subject:

"I...

Monday, July 1, 2013 - 01:11

Everyone should step back and take a deep breath. Elon Musk is NOT trying to change the way new vehicles are sold. He is merely trying to maintain control of his distribution network, which he...

Friday, April 19, 2013 - 07:14

It IS all about perception, however you achieve it. Customers don't know what a fair profit is. They aren't cost accountants, and they don't care. Why give away gross profit before you have to...

Wednesday, April 17, 2013 - 09:28

Building value in your product is an essential element of negotiation. Doing so doesn't mean you are not negotiating.

Tuesday, April 16, 2013 - 20:38

There have been far more failures than so called success stories. The objective is not to sell cars but to make gross profit.

What do you think negotiation is? Do you claim to be...

Tuesday, April 16, 2013 - 16:45

I can tell you what ISN'T changing. Human Nature.

If you build a car, like Saturn, price it substantially under the market, losing over $1500. a copy in the doing, and control supply,...

Wednesday, August 8, 2012 - 04:49

Drew - I understand the lease is cheap, $350/mo. for 39 months, less $120. for the 2 tanks of fuel you don't have to buy in a month, and that works for me.

Connect With Us

Sponsored Introduction Continue on to (or wait seconds) ×