It’s hard to pick up a newspaper or a magazine or visit an automotive web site and not see media coverage about fuel-efficient vehicles. Economy cars, hybrids and electric vehicles represent an important part of future vehicle design, and rightfull

Whether the tight supply of quality pre-owns loosens up soon or not, dealers who learn to source their used inventory internally are always at an advantage. This approach to inventory management is smart: Sourcing used inventory from existing custome

“Perfect” is not achievable in this world. We strive, we sweat, we fight towards it with all our wits and muscle—but it’s our destiny as humans that we will never reach absolute perfection. What, then, motivates us to work so hard on its purs

I’m not big on buzz words, but see one enough and it requires you take a hard look at what all the chatter is about. One of words that regularly appears in surveys concerning consumer desires in retail-car transactions is “transparency.” Simply

I facilitated a “Best of the Best” panel discussion at the 12th Digital Dealer Convention in Orlando last month. The focus of the panel was dealer applications of video, specifically to drive organic search and website conversion. During the 12th

You master commonality-based rapport. Regardless of which type of first contact we made with our prospects, be it via live chat, a phone call, a lead or as a guest on our property, it is imperative that we understand and master commonality based rapp

There is a fundamental shift that occurs for many Internet sales managers. Though most were hired to manage Internet leads, make phone calls and sell cars, the evolving state of our industry has required them to take on more roles. With these new res

The arrival of a lead is the moment of truth. The speed and quality of your initial response and the effectiveness of your follow-up will determine whether the sale goes to you, or to the dealership down the road. Creating an end-to-end sales process

Equity data mining is one of the most lucrative trends currently in the market. Because almost every auto dealer is digging out from an economy where floor traffic has slowed and customers were holding their checkbooks tightly, equity data mining has