Tire Business provides a survey of online versus dealership purchases for parts buyers. How-tos and DIY-ers make up a market group that may join a dealership, depending on the information offered and accessibility of parts, and differences in on and

But if he can’t tell his story, he can’t sell his glory… We all have our glory days, especially in this industry. One thing we need to remember as sales managers, especially as used car managers, is that we have a sales force (both new and

Most dealers agree that used vehicle buyers typically have three key questions on their minds as they’re considering a purchase: Is this the right car for me? Is this the right deal? Is this the best dealership for my business? These questions are

In today’s automotive world, dealers are not interested in hearing about the problem or wanting to know how it was created. They are primarily interested in hearing a solution. I vividly remember in my days as a dealer I was the same way. Trade-in

“Dale, remember this. As the used vehicle department goes, so goes the entire dealership.” My dad offered this advice as I was taking over the used vehicle department at our Cadillac store. I don’t think his guidance was unusual for dealers of

As everyone knows, the East Coast, particularly New York and New Jersey, were devastated by Superstorm Sandy in late October. The loss of life, human suffering and property damage were tragic. Fortunately, heroes with the Red Cross, police, firefight

Shoppers are motivated to purchase the right car at the right dealership, so it is more important than ever for dealerships to maximize online listings to attract consumers to their lots. New-car shoppers plan to spend an average of 27 hours research

When I came up in the car business, I was taught the 10-step “Road to the Sale.” As most dealers know, this traditional sales method assesses a customer’s needs, builds rapport and highlights the features and benefits of a specific vehicle. It

In the past several months, I’ve spent a great deal of time discussing and researching the current and future challenges confronting dealers. This work has fed my upcoming third book, “Velocity overdrive: The road to reinvention.” It highlights