June 2021 Blog Posts (38)

The R.U.L.E.S. of Active Listening

Everyone wants to be heard. Yet the person you’re speaking to isn’t always listening. Customers seek someone to understand their goals, deliver a solution, and facilitate a purchase experience. To do this well, though, requires being skilled in active listening. Do your salespeople understand that listening is a skillset?

Whether it be on the phone or in-person, every good salesperson must pay undivided attention…


Added by Joe Webb on June 30, 2021 at 1:50pm — No Comments

What Does Modern Retailing Mean and Why Should You Care?

I’ve read a lot of articles lately about how dealers took a digital leap forward in 2020 due to the pandemic. In the majority of cases, this means they added digital retailing tools to their websites. Did anything else change?


I’d argue, no. In most cases, dealerships…


Added by Philip R Spagnoli on June 30, 2021 at 1:30pm — No Comments

Cars.com Reveals the Best Fourth of July Deals for the Most American-Made Vehicles as New Survey Finds 44% of In-Market Shoppers Plan to Buy This Weekend

Of the 44% of Car Shoppers Who Plan to Purchase This July Fourth Weekend, More Than Half Intend to Buy U.S.-Based Brands

CHICAGO, June 30, 2021 —
Leading digital automotive marketplace and solutions provider Cars.comTM…


Added by Allison Phelps on June 30, 2021 at 9:43am — No Comments

The New and Improved Cars.com Is Here

Online Car-Shopping Marketplace Launches Fresh, New Look and Features to 26 Million Monthly Visitors and Nearly 20,000 Local Dealers

 CHICAGO, June 28, 2021 — Cars.comTM (NYSE: CARS), a…


Added by Allison Phelps on June 29, 2021 at 5:45pm — No Comments


A word that seems to be coming up often these days is patience. Many companies incorporate it into their script while you’re on hold or inconvenienced by the company using it. They are so bold you will be thanked for it even when you are not feeling it.

Whether or not you are practicing it, patience is something we should be developing in our daily lives. A lack of…


Added by Rob Gehring on June 29, 2021 at 3:30pm — No Comments

Who Gets The Credit

Hello again, my friends! We’re so happy to have you on this journey we’re calling Ali Reda’s Road to Sales Success. We’ve been learning all about how to get to that next level - YOUR next level……


Added by Damian Boudreaux on June 28, 2021 at 11:30am — No Comments

What Can Your Dealership Do When the Used Car Value Crash Happens?

An insightful article in Forbes details the rise – and expected fall – for used car values. Interestingly enough, the article chose the wording for the headline to include “crash” and “brace for impact.” There…


Added by Sean Reyes on June 28, 2021 at 9:36am — No Comments

Tennessee manufacturer warranty reimbursement rate “retail on warranty”

You heard right! Legislation has passed in the state of Tennessee effective July 1st that will allow you to submit for an increase regarding your current warranty labor rates and parts margins from your current levels, up to full retail!

Tennessee has now passed this legislation, which…


Added by Rob Gehring on June 24, 2021 at 7:00am — No Comments

Tesla Model 3 Snags No. 1 Spot on Cars.com’s 2021 American-Made Index®; First All-Electric Vehicle to Top the List in Its 16-Year History

Detroit Three, Honda, Toyota Also Top 2021 Index, With GM Claiming the Most Spots


Americans Care Where Their Cars Are Made, Buying Non-American Considered “Unpatriotic” by More than a Quarter of Americans 

CHICAGO, June 23, 2021 — Leading digital automotive marketplace…


Added by Allison Phelps on June 23, 2021 at 3:57pm — No Comments

How to retool your floorplan for today’s market

Floor planning is not a new topic; but it’s gotten a lot more interesting lately. As Auto News reported in a recent article, floorplan swung from a $96-per-vehicle-expense on average in 2019 to a $140-per-vehicle gain last year. The gains are attributed to slim vehicle…


Added by Travis Peterson on June 23, 2021 at 7:37am — No Comments

Capturing Customer Moments and Making them Marketing Gold

Today’s car buyers are usually excited to show off their new car to their friends, families, and associates, either in person or by posting a video of their new vehicle on social media. This creates a huge opportunity for your dealership to earn sales referral business while building a strong library of customer testimonials to utilize across all your online…


Added by Timmy D. James on June 23, 2021 at 6:11am — No Comments


Inaugural Awards Honored 19 Women From Across The Automotive Industry

ATLANTA – (June 22, 2021) – PureCars, a leading provider of digital marketing technology and services for automotive dealers, today announced Lauren Donalson was recognized in the inaugural “Women at the Wheel” awards by AutoSuccess magazine. The class of 19 award winners appears in a special section of the magazine’s June 2021 issue as well as…


Added by John Sternal on June 22, 2021 at 1:16pm — No Comments

Kerrigan Advisors Represents Lithia Motors in Sale of Audi Valencia

Transaction marks the 117th Kerrigan-led dealership sale since 2015

INCLINE VILLAGE, NV – June 22, 2021– Kerrigan Advisors, a leading sell-side advisory firm to auto dealers in the U.S., represented Lithia Motors (NYSE: LAD) in the sale of Audi Valencia to Ghreiwati Auto Group, owner of Surf City Nissan and Corona Nissan of Southern California.    


This transaction marks the 117th dealership that Kerrigan Advisors has advised…


Added by Crystal Hartwell on June 22, 2021 at 8:05am — No Comments

How long does Roadside Assistance take to arrive?

Generally, the estimated time roadside assistance takes to reach the destination depends on where the help has been asked for. If the breakout zone is undeniably distant from the help zone, i.e., the assistance place, you may probably have to wait for a while, but otherwise, if the assistance is nearby.

However, there…


Added by Aadam Alford on June 22, 2021 at 6:22am — No Comments

Latest news from 321 Ignition

Cindy Carrasquilla 

321 Ignition 



321 Ignition Puts Dealers in the Drivers’ Seat with Industry-Leading 



Added by Cindy Carrasquilla on June 21, 2021 at 9:03pm — No Comments

Auto Dealership Buy/Sell Market Sets Another Record in Q1 2021, as Dealership Earnings, Revenue, Blue Sky Values, and Market Caps Hit Unprecedented Highs

A perfect, and unique, combination of market factors - record auto sales and grosses, soaring valuations, waning pandemic crisis and potential new tax laws - fueled acquisition activity to 66 completed transactions in Q1, and an unprecedented 300 completed over the past 12 month period, according to the First Quarter 2021 Blue Sky Report® by Kerrigan Advisors


Incline Village, NV - June 21, 2021 – The auto…


Added by Crystal Hartwell on June 21, 2021 at 8:06am — No Comments

CULA Partners with Metro Credit Union to Offer Vehicle Leasing in New Hampshire

 CULA caps record-setting start to year by powering vehicle leasing for Metro Credit Union, the only credit union to offer the benefits of vehicle leasing in New Hampshire


San Diego, CA and Chelsea, MA–June 17, 2021 – Credit Union Leasing of America (CULA) has further expanded its vehicle leasing footprint through its partnership with Metro Credit Union, which launched vehicle leasing in New Hampshire this month.…


Added by Crystal Hartwell on June 17, 2021 at 11:32am — No Comments

No Vehicles on the Ground? You Can Still Keep Customers.

If you’re reading this, you’re crying for inventory. We all are. The lack of new vehicles on the ground is like nothing I’ve ever seen before.


As CNBC reported, chipmakers shifted their focus to electronics like computers when…


Added by Dan Dillingham on June 16, 2021 at 5:11pm — No Comments

How to Sell the Invisible Car

Right now, inventory is difficult to come by. Used cars are scarce and dealers are paying thousands over market value simply to have vehicles on their lots to sell. When it comes to new vehicle inventory the situation is even more dire. Many dealers’ lots have low new inventory because of chip shortages or transportation times. A…


Added by Timmy D. James on June 16, 2021 at 7:43am — No Comments

Having Trouble Sourcing Used Vehicles? Get Creative!

A drive around town quickly identifies an odd reality: dealers’ lots are bare bones. It is honestly shocking how few new cars are on the ground. As new car inventory continues to fall, consumers are turning to used cars – putting a big strain on supply and driving up prices.


As a result,…


Added by Travis Peterson on June 15, 2021 at 10:29am — No Comments

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