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Buffeted by trial after trial as a young man, David Wright knew he’d found his life path when he stumbled into auto retail. The 2026 Time Dealer of the Year shares the lessons he learned along the way.
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Growing negative-equity scenarios mean such lengthy terms should be addressed in a forward-looking way to make them work for the dealer and the consumer down the road.
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The niche presents a strategic advantage for auto dealerships as they move to adapt to fast-changing consumer expectations in today’s market.
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Retailing older cars with confidence in today’s market is a matter of establishing and following a clear process that can turn greater profit for auto dealers as they aim to meet used-unit hunger.
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Technology, no matter how efficient, can’t replace what the human F&I manager can do, which is to bridge the divide between cyberspace and the in-store experience.
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The longtime illegal practice, which can take many forms, can get a dealer and its employees in deep trouble. It’s a good idea to determine if anyone in your stores is doing it and to weed it out if so.
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Rolling products into the cash price — even if the bank told you to — misrepresents the vehicle’s value and runs afoul of four federal laws.
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The vehicle often holds an outsize place in a culture. A photography book’s dozens of examples are a collection of interpretations and extensions that reveal its moldability.
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There is a science to crafting a menu that gives customers confidence in the choices presented, and moving the process outside the F&I office can further boost results.
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Here’s a handy checklist of the numbers to track in 2026 instead.
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