Cox Adds Features to CAR&I Solution

Closing a deal may mean different things in different sales transactions, but all deals require one thing: the most updated information possible. Dealers need...

CarMax to Hold Nationwide Technician Recruiting Program to Fill 850 Positions

The largest retailer of used vehicles in the United States is hiring. Richmond, Virginia-based CarMax, Inc. recently announced that it plans to add 850...

American-Made Japanese Vehicles Buck Trend and Show Dropping Prices in August

August sales numbers were an extremely mixed bag of results. The fortuitous timing of Labor Day primarily in August meant that unit sales increased...

J.D. Power Study Ranks Dealer Satisfaction with Financing Partners

When customers apply for vehicle financing today, it’s becoming clear that they want it to be easy, transparent and fast. It’s also apparent that...

Millennials Are Paying More for Vehicle Repair Than Older Generations

Younger buyers are spending less on new vehicles than older generations did. This is due, in part, to lower adjusted salaries and high student...

The Vehicles That Will Disappear in 2020

2020 will see a year in flux for auto sales. Many domestic automakers will discontinue formerly popular models of sedans and coupes in response...

August Sales Expected to See Modest Gains Mostly Due to Labor Day Timing

While the sales numbers for most of 2019 haven’t been great, August is expected to bring modest gains. Both J.D. Power and LMC Automotive...

DealerSocket Updates Independent DMS Platform iDMS

A dealer management system (DMS) is the lifeblood of a dealership, but the business’ needs may vary depending on whether the dealer is independent...

Stories From The Field: Can Connected Cars Lead to Dealer Profit?

By Bruno Lucarelli Connected cars aren’t just the future; they’re the present. Vehicles equipped with internet access are constantly sharing data, either between devices or...

Most Dealers Now Dependent on Automaker Financial Incentives

There are massive shifts underway in the way auto dealers make money. According to a recent article by Forbes’ Jeremy Alicandri, the average new...

Consider Unconscious Bias Training to Protect the Dealership Reputation

We all read about cringe-worthy incidents of racial bias at restaurants, stores and other places of business, and we wonder to ourselves, “What was...

The Payoff of Non-Commissioned Auto Sales

By Kathryn Pomroy Motivated by money and driven by the adrenaline of a major payoff, commissioned auto salespeople fit the image of a slick-tongued guy...

Porsche Offers Sneak-Peek of All-Electric Taycan’s Interior

Porsche isn’t formally announcing the launch of its Taycan electric car until next month, but the German automaker has been dangling a few teasers...

Ford Expands Relationship with Customer Experience Management Platform

“Customer experience management” or CXM, is more than just a buzzword these days. It’s a way of flipping the sales conversation so that it’s...

Improving Sales Conversions by Increasing Telephone Sales Skills

Sales training should never be a “one and done” process. While most dealerships do a certain amount of training when they onboard sales personnel,...

Slowdown in Vehicle Sales Will Affect Some Parts Suppliers More Than Others

As dealers across the U.S. struggle to sell 2019 models to make room for 2020 models, the auto industry is facing the long-predicted slowdown....

Dealer Sales Opportunities Lie in Better Listening

A sales pitch is defined as, “a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of...

Stories From The Field: Dealers Versus The Internet

By Bruno Lucarelli In 2004, I was selling Autotrader.com’s used car listing service. Even that far into the internet age, most car dealers still likened...

vAuto Introduces Unique Scoring Method to Determine Used Vehicles’ Profit Potential

Traditionally, the most important factor in pricing used vehicles has been the number of unsold days on the lot. The thinking goes that the...

The Generation Gap That Threatens Dealership Service Operations

by Kevin Donovan There is a perfect storm brewing in the American labor market that’s posing particular problems for auto-dealer service and maintenance operations. Mechanics...

July Sales Expected to Shrink 1.8 Percent to 1.4 Million Units

While July automotive sales have yet to wrap up and final numbers aren’t available, analysts are already warning that the sales figures will be...

Used Electric Vehicles: Retailers Gear Up for the Remarketing Challenge

by Al Bredenberg, Senior Writer U.S. dealerships already struggle with selling electric cars, which make up a small but growing portion of inventory in the...

Xtime Adds Real-Time Mobile Service Status Tracking

We live in a “now” age. Waiting days – or hours – for most things is generally unacceptable to twenty-first century Americans. We want...

Stories From the Field: Should Your Dealership Abandon Traditional Media?

by Bruno Lucarelli When I moved from local TV to local Digital Media Sales at Autotrader.com in 2004, no one could have anticipated what impact...

Younger Workers Offer Dealers New Opportunities to Lower Turnover

Even in an industry with historically high rates of turnover, vehicle dealerships are finding that the revolving door is spinning faster than ever. It’s...

Slow Retail Vehicle Sales Resulting in Lower Bids at Auctions

While a flood of used vehicle buyers – lower-income and middle-class buyers who are suffering from sticker shock at the prices of new vehicles...

From Boss to Coach: BUT HOW?

A version of this article was originally published on LinkedIn by Stephanie Licata, M.A. A.C.C.  I just read my zillionth article on how bosses are...

Who’s the Most Burned Out Employee at the Dealership?

While there probably aren’t any empirical studies on this matter, and everyone at the dealership will likely own up to feeling some burnout, there...

Stories From The Field: Outsourced Staffing Increases CSI

By Bruno Lucarelli It’s 8:30 AM on Monday. Service customer vehicles are stacked up all the way to the highway. Without anyone to direct them,...

Buyer Files Lawsuit Against Indiana Dealership for “Document Preparation Fees”

“Document preparation fee” is one of those commonly seen but rarely understood terms that show up on complex sales transactions. For dealerships, it’s a...