Saturday, May 14, 2016 - 04:34

God help us! Another survey. Instead of seeing how consumers answer survey questions why not observe how consumers actually behave. Better yet, just ask the people who deal with them daily.

Wednesday, April 27, 2016 - 11:49

I'm pretty sure Ford isn't too worried about the Donald. He thinks he's running for Emperor. If he happens to get elected, a VERY remote possibility, he is liable to be quite shocked at how...

Wednesday, April 27, 2016 - 11:45

I guess real market research like "Shop Click Drive" is lost on these people.

Sunday, April 10, 2016 - 22:55

You don't make margin by not asking for it in the first place. Send those tough bargaining customers down the road to your competition. Pretending not to negotiate is simply another method of...

Monday, February 29, 2016 - 17:51

The definition of transparency in economics is when BOTH buyer and seller have the SAME information and EQUAL ability to interpret that information. When true transparency exists, the item being...

Monday, February 29, 2016 - 17:40

An advantage over whom? Why would you call it a loophole? Its a way to give the owner of the trade in credit for the sale tax they already paid on the car they're trading in, and it doesn't...

Sunday, February 28, 2016 - 21:01

Rigged? Who rigged those laws? You can tells us if you know. If you are guessing, why not tell us that to. Sales tax is important to a state. But some states feel giving a credit for a trade...

Sunday, February 28, 2016 - 20:53

That lack of choice exists because the OEMs signed it away in return for the dealers' capital, etc. All the state laws do is reinforce agreements already in place, and close a few gaps for both...

Sunday, February 28, 2016 - 20:51

What comes next is, "If it ain't broke, don't fix it."

Let's say the FTC comes down with a ruling they don't have the authority to make which says, OEMs have the right to sell direct to...

Thursday, February 18, 2016 - 19:48

That said, any dealer who isn't AFIP certified is penny wise and pound foolish.

Thursday, February 18, 2016 - 19:47

I continue to be amazed at the use of the term "transparency" as it pertains to auto retail. If you want to be "transparent," based on consumer perceptions, show them your triple net costs and...

Wednesday, February 3, 2016 - 11:06

I would be happy to see Tesla succeed or fail in the market based on their business model. I doubt dealers would be anxious to invest in a Tesla franchise anyway UNLESS it is already proven that...

Saturday, January 30, 2016 - 11:26

They don't. They are protected by a Sales and Service Agreement with their OEM. Any state laws are to protect consumers, to protect good dealers from bad dealers, and to strengthen the Sales and...

Saturday, January 30, 2016 - 11:16

Flash! They don't take trade ins on the Internet. There are no complex financing issues. New Vehicles don't come to you in the mail. If your Internet product comes and someone in the family...

Saturday, January 30, 2016 - 11:13

Really. We'll sell over 17 million this year. But since you know how it should be done, why not buy a dealership and show the world how its done. You'll make a fortune, right since you know so...

Saturday, January 30, 2016 - 09:02

What hidden fee? All merchants "hide their bare cost from consumers. Why would it be the consumer's business what the merchant's bare cost might be? Consumers don't have access to the same...

Saturday, January 30, 2016 - 08:57

F&I union? What F&I union? I can tell you some facts. Warren pulled her claim about the $26 billion out of a rather dark place. She's either mistaken or is lying on purpose.

...

Saturday, January 30, 2016 - 08:49

Yes, its about making profit. You have a problem with that? Do you suggest dealers handle F&I for free? Tilt the laws? The laws currently provide for a level playing field. What advantage...

Saturday, January 30, 2016 - 08:40

Consumers are piqued when someone gets a better deal than they do. Whatever the number is, if you want to pay the same as everyone else, that can be arranged by lobbying the FTC to allow car...

Saturday, January 30, 2016 - 08:37

Yes, the auto industry is a profit making enterprise. Do you have a problem with that? Do you think the term "free market" means contract law doesn't exist? For those who don't understand how...

Monday, January 4, 2016 - 21:23

So when you go to the grocery store, the furniture store, the jewelry store, etc., you want the wholesale price posted next to the retail price? So do us all a favor. Why don't YOU start a...

Friday, January 1, 2016 - 14:59

Where did you get the "denouncing" part? Good dealers want bad dealers caught and punished to keep the playing field level. But occasionally these government agencies go on "witch hunts." That'...

Friday, January 1, 2016 - 14:41

A brilliant piece Jim! I am also a BIG AFIP booster. Its the industry standard!

Friday, December 25, 2015 - 10:19

Is it "transparent" to hold $200.?" What if your customers who paid the extra $200. find out it was there for them had they asked, and that their neighbor got it and they didn't?

They...

Thursday, December 17, 2015 - 13:55

RE: "Sometimes, it’s just a question of a salesperson asking how much research they’ve done and what websites they’ve visited."

Not a good idea. Many consumers take this question like...

Thursday, October 29, 2015 - 13:54

Just a GREAT piece guys! How did Kersher's comments go over at Driving Sales? Thanks to Steve for writing this. Thanks to Jeff Kershner and Danny Benites for their very apt comments.

...

Wednesday, October 28, 2015 - 14:32

Thanks to Keith for addressing the elephant in the room. We know from personal experience how everyone hates IVR systems. Everyone claims to be focused on customer satisfaction. Yet, the phone...

Friday, October 16, 2015 - 13:16

Silly AND efficient? Try to read the forms required in 30 minutes. Try to learn how to operate the infotainment system in 30 minutes. I doubt you understand the other issues I mentioned. I'm...

Friday, October 16, 2015 - 08:51

One thing you can do is discourage consumers from reading the forms before they sign them. It wastes a lot of time for consumers to actually read what they sign. Another is to send them to...

Friday, October 16, 2015 - 08:38

Honda does a relatively good job in this area. Ford was making progress until the Great Recession cratered its Quality Care Maintenance program. Selling service contracts is a really big deal...

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