A Growing Generation 

As Generation Z grows into a larger-purchase generation, it’s important for your dealership to take notice of the ways this younger generation of shoppers prefers to tackle the marketplace. The way they shop, research, and connect with businesses will affect the way your dealership chooses to communicate with and market to them.…

Provide a brand new proposition to customers with a next logical step

If you’re like most dealers, you’re probably putting time and energy into developing thank you messages. Well, it’s time to trash the thank you page and start implementing a strategy that will actually help you bring customers to the next step in the buying cycle.

On this episode of Hard Facts, Samantha is providing you with the resources you need to continue having additional conversations…

Provide a brand new proposition to customers with a next logical step

If you’re like most dealers, you’re probably putting time and energy into developing thank you messages. Well, it’s time to trash the thank you page and start implementing a strategy that will actually help you bring customers to the next step in the buying cycle.

On this episode of Hard Facts, Samantha is providing you with the resources you need to continue having additional conversations…

New Car Dealers are intentionally interfering with Subprime finance contracts and BHPH Loans by selling cars to individuals currently driving a financed automobile and NOT taking the car in trade

A typical Monday morning at the dealership. This time there's two of them. Good running cars sitting in front of the building with no plates. Keys tossed in our payment drop box with no notes or explanations. Cars that belong to good customers, with accounts in good standing and…

An undeniable shift is happening in our industry. One that will change how we operate forever. It’s all about delivering on the customer experience with a true online buying process. AutoNation saw it. And, Carvana, Beepi and other start-ups are gaining traction. In addition, other vendors within our industry have built platforms that allow dealers to facilitate this type of…

Utilizing New Year Trends and Tools 

After reading Social Media Shake-Up: Part I, you’ve learned about the social media platforms and trends expected to dominate the 2016 market. Part II will give you insights regarding how competitive…

Swapalease.com, the nation’s largest car lease marketplace, reports lease credit approvals finished 2015 exactly at the 70.0% mark, squarely in line with what the company feels is a “healthy” rate of approvals. 

November and December lease credit approvals slipped slightly, bringing the moving twelve-month approvals average down from a high of 77.9% back in August. Despite the end-of-year downswing, lease approvals during 2015 mirrored the broader automotive industry with rising lease…

Hearst Business Media has global holdings in the finance, healthcare and transportation industries. Cross will oversee the transportation portfolio, which includes MOTOR Information Systems, Black Book and Canadian Black Book. 

Hearst Transportation delivers more than 8 billion vehicle valuations annually that are used by dealers and financial institutions throughout the United States and Canada for trade-ins, wholesale and financing transactions. Its solutions guide automotive…

At the North American International Auto Show, Ford unveiled an interesting new program to the world – FordPass. According to The Detroit News, Ford’s goal with this app is to create a centralized hub which allows Ford owners to utilize some unique…

News for the Week of 1.13 

Twitter Conversational Ads 

Twitter recently introduced conversational ads to make it easier for consumers to engage with and spread brand messages.  Giving advertisers an even more powerful way to spread their influence across social media,…

Improving Gross Profit from Parts



Most everyone has heard of using a parts matrix pricing program to improve gross profit margins. Over the years I’ve seen some programs that I thought were excessive and others considered reasonable. My feeling is that gross profit on parts being installed on customer pay repair orders should be…

In 2016, every business wants to use content to get more traffic to their website. From there, they want to better convert those users to boost client sign-ups or sales. But none of that comes without understanding some fundamental facts about SEO and how to create better content.

To give you a leg up on your competition, I'm going to give you three important…

What’s New & What’s Staying the Same in 2016 

Each year there are shifts and updates in social media. One minute, a platform is the hottest new thing around, and the next, it’s been deleted off everyone’s smartphones and a new one’s taken its place.  In 2016, it’s important your dealership stay on top of the latest trends and consumer insights in order to…

40% of dealers report start-to-finish transaction time of 3 hours or more in eLEND Solutions™ survey; lack of vendor integration and data exchange seen as key obstacle to faster process by majority of dealership respondents

Foothill Ranch, CA – January 13, 2016 – A new survey of dealerships from eLEND Solutions™ shows that dealers continue to struggle with…

Not Enough Time

Usually, the final date is determined before the project begins and is non-negotiable. It leads to getting started impetuously on the assumptions, such as the sooner you start coding, the sooner you'll end.It is always a hasty decision and a wrong approach. It is critical to invest time in creating an attractive and simple design. Lack of interesting design causes the suspension of the development phase. When this happens, budget and precious time are burned at a rapid…

Not Enough Time

Usually, the final date is determined before the project begins and is non-negotiable. It leads to getting started impetuously on the assumptions, such as the sooner you start coding, the sooner you'll end.It is always a hasty decision and a wrong approach. It is critical to invest time in creating an attractive and simple design. Lack of interesting design causes the suspension of the development phase. When this happens, budget and precious time are burned at a rapid…

These days it seems like there is a new platform for exposure available everyday to PR professionals looking to increase outreach. While traditional forms of print and television continue to be the optimal forms of media for certain kinds of brand awareness, PR professionals are now tasked with implementing and measuring strategies that incorporate a number of new platforms. It goes without saying that media…

Happy New Year to you all! Now is the perfect time to reflect on your current customer engagement and interactions strategies in order to exceed this past year's business. How to achieve this? Does this sound unreasonable? For starters, with the emerging buying power of women, unemployment at its lowest rate in years, and millennial buyers out in full force, 2016…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full…

Here's what other salespeople are saying about being a talented seller

We’ve had a lot of responses on what makes as salesperson talented, and what makes someone weak. Paul has read all your responses and is ready to show you what is the key step to become a talented salesperson.

What you will get in this episode:

– Hear what the industry says you need

– Learn what you need to become a talented salesperson

– Also submit your struggles for some…