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How Automakers Can Get Wall Street to Believe Commented on: 13 weeks ago (November 23, 2016)

Great article John! You have hit the nail on the head. Wall Street doesn't value auto OEMs because they perceive dealers make the auto industry vulnerable to disruption when in reality the...

For This Car Dealer, the 1-Price Is Right Commented on: 14 weeks ago (November 19, 2016)

I started in the business in 1970 in what was essentially a "One Price" store, although we didn't call it that. We called ourselves "Moral Motors" facetiously as we set consumer after consumer up...

Should F&I Dept. Stay or Go? Commented on: 27 weeks ago (August 16, 2016)

I'm with Marv. I've seen quite a few dealers try this. After all, surveys tell us what consumers want and what they don't want, right? Something they want is for you to make enough money on the...

Give Customers Reason To Buy – and Come Back Commented on: 36 weeks ago (June 17, 2016)

This is really good stuff but leaves out a critical detail. There isn't going to be a sales person/owner relationship if our industry continues to turn over sales people at such a rapid pace. We...

Car Price Remains Important, But Not at All Costs Commented on: 41 weeks ago (May 14, 2016)

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.

Ford, FCA Announce Michigan, Ohio Plant Investments Commented on: 43 weeks ago (April 27, 2016)

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...

Car-Buying Companies Offer A-to-Z Service Commented on: 43 weeks ago (April 27, 2016)

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

Car Dealers Should Ditch Price Haggling Commented on: 45 weeks ago (April 10, 2016)

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...

Take Stock of Your Dealership’s Transparency Commented on: 1 year ago (February 18, 2016)

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...

Auto Dealer Veteran Tells How It Is – and Was Commented on: 1 year ago (January 30, 2016)

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...

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