Wary of unmanageable monthly payments, the American car buyer’s attention is increasingly shifting toward used vehicles, leases, and longer terms as the cost to buy a new car or truck continues to climb.
November 4, 2019
Sales consultants are led to believe great closers are born, not bred. Top trainer disagrees and shares a process you can use to seal more deals — no deception, obfuscation, or tricks required.
October 29, 2019
Once treated as classified information, factory parts data is now shared freely. Opportunistic franchised dealers are seizing the opportunity by selling unneeded inventory to independent repair shops.
September 18, 2019
The big box revolution has irrevocably altered the retail landscape. Carvana’s success has dealers wondering whether auto retail could be next.
August 22, 2019
The auto finance segment is growing at a healthy rate, but average new-vehicle loan amounts are outpacing the market, driving an increasing number of car buyers — including those with prime and superprime credit scores — out of the showroom and onto the used-car lot.
July 18, 2019
Dawn Walston worked her way up from service cashier to vice president and general manager of Titus-Will Toyota in Tacoma, Wash., forging a career path that shattered stereotypes and earned national and international recognition for herself and her family-owned dealer group.
July 16, 2019
Build a foundation of returning sales and service customers that will withstand any downturn. Operations expert lists the five simple strategies you need to get the job done.
June 19, 2019
Unleash the power of your CRM by building your sales and marketing initiatives around clean customer data. Data quality expert walks you through the assessment, prevention, and remediation phases.
June 12, 2019
Dealer and long-distance runner Brian Benstock reflects on his nearly 40 years in the auto retail business, the challenges and opportunities in the New York market, and his efforts to drive his stores — and the industry — forward.
June 11, 2019
Dealer tech expert has a process for converting your new-car operation into an Amazon-like online marketplace.
July 3, 2018
Industry Summit’s executive panel convened to discuss and debate the effects of Hurricane Harvey, the status of the used-car and subprime markets, the GM mandate, and the digitization of the F&I process.
December 4, 2017
The auto finance industry broke several records in the fourth quarter of 2015, with loan balances, new-vehicle finance amounts and monthly payments reaching new highs.
April 6, 2016
Auto financial advisor returns to offer his take on what the recent weakness in stock market indices means to the economy, the industry, and dealer profitability.
March 4, 2016
New-vehicle registration volume returned to pre-recession levels in the third quarter thanks to a creative and willing auto finance market.
January 14, 2016
The industry is facing another possible crisis, but nobody seems to be in panic mode just yet.
June 6, 2011
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