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…

Just about everything we buy now has some sort of smart technology—and as soon as new products are created, safeguards must be put in place to protect consumers and their purchases.  While we’re excited when new technology is introduced, we’re wary of those who wait on the sidelines and try to sneak their way in.  When it comes to automotive,…

Last time, we discussed how imperative it is for your sales advisors to recognize, understand and empathize with the emotions of each buyer. Discerning emotions can impact the approach and the sale. And this, readers, directly influences your dealership’s reputation!

Women & Reviews: A Closer Look…

Great brands differentiate themselves through storytelling.  Not the “once upon a time” kind, but rather the kind that gives consumers an inside view of what the brands are really all about.  Instead of simply telling shoppers what they do or what they sell, the secret behind their successful brand strategies lies in telling their stories—who they are,…

CRM as we know it is dead. Its sole purpose was to replace index cards and rolodexes with a more organized digital solution – one which helped salespeople more efficiently follow-up, track and manage conversations. However, in most cases, the ultimate beneficiary is the user, not the customer.

In terms of communication, today’s world is filled with noise. So…

With automakers expecting a slow-down in sales we should soon see how each manufacturer chooses to respond.

Typically, when looking to boost sales, OEMS add incentives or special lease deals. However, that may not be the right strategy. These types of campaigns tend to end up starting a domino effect that creates a catalyst for competing manufacturers to offer…

There is a lot of talk and buzz building about the importance of video marketing – as there should be. Video is quickly becoming the preferred medium for consumers. Don’t believe me? Literally thousands of articles exist on the Internet illustrating the benefits of using video in your marketing.

But for this blog I would like to take a step back for a minute.…

     Imagine a customer walks into your showroom and all your people are tied up with other potential customers.  With all the technology available could you keep this unattended customer occupied until one of your staff freed up?  If so, what would you share with the customer?  Is there a specific message that might compel them to wait a bit longer?

     John Cash Penny stated that 50% of all advertising is wasted.  We just don’t know which 50%.  That’s all about to…

Who on our team is the best, and how do we get the rest of our group to reach their level?

This is a question you may have heard or even asked when planning training events or making business projections. While this is a good place to start, you have to take this conversation to the next level. Is your top performer really good enough to set the…

Do you have one of these 5 marketing viruses?

It’s so easy to get caught up in new technology and focus on what your competition is doing. From shiny object syndrome to your addition to cutting-edge technology, you (or someone you know) probably has one of these. 

Bring it back to the basics in this week’s Think Tank Tuesday.…