I recently read an article written by Jeremy Cato, a multi-award-winning journalist and senior writer for the Globe and Mail. Twice, he was named the automotive journalist of the year. His credentials are sterling.

            Mr. Cato attended the February 2013 International Autoshow in Toronto and was guest speaker to a large group of car dealers. He was asked, “How can dealers be better at serving their customers?”

            He looked over the room and saw nothing but…

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EMBRACE CHANGE

 

            The glass ceiling for women’s acceptance in the finance industry was shattered over a decade ago.

            According to the 2012 Catalyst Census of Women Executive Officers and Top Earners, which counts the number of women in upper management in Fortune 500 companies, women comprise over 18% of all executive officers in the finance industry, and 19% of board directors in the finance and insurance industries…

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AutoNation USA, the #1 publicly owned retailer, opened it’s doors as a mega “one pricing” pre-owned operation in 1997. It built elaborate showrooms; county records show one was 218,000 square feet. The showrooms included a café, a playroom, and an aftermarket display platform.

Kiosks with computers were placed throughout the store enabling consumers to efficiently check out in-stock inventory or to submit a loan application. Customers were greeted at these kiosks by F&I…

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           Great article, Greg! I’ve been singing in the same chorus, but it seems that other members are either staying home or remaining silent. Both reasons denote an underlying sense of fear or helplessness or ignorance of the real issues.  It’s hard to change “old ways” but not impossible. Change is good.

            However, too many F&I managers are still being lumped into the same crock of criticism; some deserve to be there, but many more don’t. The dealership…

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Starving for Attention

I’m sitting in the manager’s office. He’s got the blinds up and is pointing to the showroom floor.

“That’s him – third desk. Ed. When he started, I thought the guy would be a natural. Young, good-looking, knows the cars, knows finance, friendly, great recommendation… I think I must have spent $10K on getting him trained. But I don’t understand him. He’s making me look bad, like I can’t pick ‘em anymore. The other guys are starting to crack jokes.…

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Entrepreneurs: They Embody the American Dream

 

The late Peter Drucker once said, “Entrepreneurship is neither a science nor an art. It is a practice.” CCI practices entrepreneurship.

 

Small business owners by the millions are eagerly waiting for the next election to learn how the upcoming years will effect not only their ability to grow and profit, but to continue toward the goals that are infused by their enthusiasm. They want to…

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Way back in 1971, C.P. Snow wrote about technology in the New York Times. He said, “Technology... is a queer thing. It brings you great gifts with one hand, and it stabs you in the back with the other.”



Many dealers are voicing that sentiment these days. Far too few have done anything about it. Some have learned to use computer software with skill. They use the apps on iPhones, iPads, and Blackberries. They have created an effective Web site. They use FaceBook and Twitter and… Continue

The well-known poet, Maya Angelou, wrote something quite profound that I have never forgotten. “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” It seems appropriate to remember it right now, after reading the growing discourse about whether or not ADM should have posted the article about the 10 Sexiest Women. It has revealed several interesting truths, especially about those who chose to comment. Not… Continue

Dozens of newly created automated menu systems are popping up on Internet sites and

through sales vendors claiming their use will vastly increase dealer profits

while limiting liability. Of course each system is “the best one available!”

Can you believe the advertising…

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For most dealers nationwide, a one-pricing sales strategy is a tough concept to accept. To even

suggest that their sales staff should be given the authority to finalize every

transaction at their desks and include the menu presentation without sending

any customer into “the box” is heart-stopping for them. What about banning the

F&I office altogether?…

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Full Disclosure Menu Selling or Not?



You would think with the magnifying glass on car dealerships around the country today, F&I managers would take heed of the importance placed on full disclosure selling. You would think they would understand why disclosing a base payment, the APR, the term and all buying numbers prior to offering other product options is critically important.





Unfortunately, there is still confusion regarding “full-disclosure” menu… Continue