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…

Creating a truly successful, profit-generating, and reputable dealership in your community requires more than selling one vehicle at a time.  While having your sales team consistently hit (and surpass) their quotas each month is certainly an integral component to longevity in the marketplace, it’s critical your dealership builds long-term relationships with each and every customer ~ transforming 1^st time buyers at your dealership into loyal, referring car buyers.  This…

As a car owner, it’s your responsibility to have a good automotive insurance coverage that will protect you from injury and your car from damage. However, having this kind of insurance coverage does not come cheap. Paying for your car and your insurance premiums at the same time can really cause a financial strain on your part, which is why you need to know how you…

Many businesses, including the automotive industry, have a strong focus on creating a better customer experience through technology. In fact, technology has transformed the customer experience across all industries. Consumers can buy a multitude of products online and have them delivered, in some cases, in an hour. Technology has even advanced to the point that consumers can…

Labor Day, one of the last major car holidays of the year. During this holiday, dealerships can expect to have a treasure trove of customers, new and returning, whom are looking to take advantage of the ongoing deals featured at the dealership. There's a few reasons for this onslaught of customers, all happening on the last weekend of summer. The three-day weekend allows shoppers ample time to shop, and with new…

Tips%20and%20Strategies%20for%20a%20Dealer%20Principal.pdf

Have you ever gotten an email from a retail store saying the sale is one day only? This creates a sense of urgency for your customers, making sure they come to your business to make a purchase before time runs out.

Customers who feel a sense of urgency convert at a higher rate and are more likely to buy immediately. By watching this week's Hard Facts, you'll quickly realize that creating urgency is easier than it seems. Samantha discusses three…

Just about every consumer today is connected to friends, acquaintances, and businesses via social platforms.  In fact, it’s nearly impossible to find someone who is completely removed from online resources.  With that said, it’s important for businesses, and your dealership specifically, to focus on online feedback from consumers and…

Is your dealership convenient for consumers to conduct business with? Industry wide, the answer is a resounding "no". Service customers wouldn't defect at a rate of 70% plus if your dealership made the consumer experience convenient.

Listed below are numerous customer comments (unedited) from franchise dealers that provide Customer Pick-up & Delivery for service customers (CP/Warranty/Recalls). The highlighted quotes demonstrate how Pick-up & Delivery Service can have a…

Picture yourself walking on a crowded New York City street.  Everyone blends in…except for those who don’t.  Those who stand out have one or more characteristics that usually get them noticed—no matter how many people are around.

Now think about all the automotive dealerships out there and about all the vehicles sold.  In 2015,…

When I consult with dealers about service mailers, I often find that their approach contradicts what they’re looking to achieve.

On one hand, dealers know how incredibly competitive the market is, so they send out service coupons to ensure customers don’t defect due to a competitor’s offer. But on the other hand, they don’t want to send service offers too often.…