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Study: Top Sales Performers Are Active Listeners

Study: Top Sales Performers Are Active Listeners

A new Marchex study of 6,200 dealership sales conversations by Marchex finds the top 25% of performers listened actively, asked engaging questions, offered contact information, requested names, and were unfailingly polite.

June 28, 2019

3 Steps to Scrub Your Customer Data and Sell More Cars
Report: Car Buyers Prefer Full-Motion Walkarounds
Edmunds: Stage Set for Market Contraction

Edmunds: Stage Set for Market Contraction

June’s annual percentage rate of 5.82% marked a 17% increase since January 2018. Add rising rates to a virtually saturated U.S. market, record-high vehicle prices, and historically high numbers of people who owe more than their cars are worth, and the stage is set for a market contraction, the firm said.

July 5, 2018

Asbury: Q3 Revenue, Gross Profit Down Due to Hurricanes

Total revenue and gross profit were down 5% and 2% from a year ago, respectively, with Hurricane Irma having a significant impact on sales in the group’s core Florida and Georgia markets. F&I was a bright spot, with total gross profit up 4% and the group’s per-copy average increasing by $142 from a year ago to $1,547.

October 31, 2017

Manheim Index Reaches Record High for Fifth Consecutive Month

Manheim Index Reaches Record High for Fifth Consecutive Month

The Manheim Used Vehicle Value Index reached a record high in September for the fifth consecutive month, while the SAAR rose to its highest September reading in three decades. The main driver was replacement demand caused by hurricanes Harvey and Irma.

October 12, 2017

J.D. Power: Wholesale Prices Decline in August

J.D. Power: Wholesale Prices Decline in August

Wholesale prices of used vehicles up to eight years in age fell by 1.2% in August. Over the past five years, however, losses for the period averaged a more significant 2.2%.

September 26, 2017

Dealers More Optimistic About Used-Car Market vs. New

Dealers More Optimistic About Used-Car Market vs. New

Sentiment speaks to recent auto finance data showing prime and superprime car buyers shifting toward used, where the average monthly payment was $139 less than the record $504 average monthly payment for new in the second quarter.

September 22, 2017

SF Conference Returns to Industry Summit
Kontos: Wholesale Prices Show Strength Again in April

Kontos: Wholesale Prices Show Strength Again in April

Average wholesale used-vehicle prices reached $11,141 in April, a 2.2% increase from March and a 2.5% increase from a year ago, Tom Kontos reported. The only three segments registering declines were compact, mid-size, and luxury cars.

May 22, 2017

Maserati Rolls Out CPO Program

Maserati Rolls Out CPO Program

The new offering places two years of unlimited mileage warranty coverage on the hoods of all vehicles sold under the Officine Maserati Certified Pre-Owned program. Buyers also get a free three-month trial of SiriusXM.

May 9, 2017

Lithia: More Acquisitions, More F&I Money

Lithia Motors’ first-quarter results include continued gains in F&I penetrations and revenue, a result the dealer group credits to its aggressive acquisition strategy.

April 27, 2017

CNCDA: California New-Vehicle Sales Cool in 2016

The California new-vehicle market leveled off in 2016, with new light vehicle registrations increasing by less than 2% during the final three quarters of last year, according to the California New Cars Dealers Association (CNCDA).

March 9, 2017