5 Tips to Boost F&I Profit Margins

It's no secret that satisfied customers spend more than dissatisfied customers. When it comes to buying a car, arguably the biggest area of frustration—and...

The Theory of Dealership Evolution

Charles Darwin wrote that the "final cause of all this wedging, must be to sort out proper structure, & adapt it to changes", so that...

Misconceptions of Working Remotely

When you hear the term “work from home,” what comes to mind? Do you conjure images of a scammy multilevel marketing ploy? A person...

Why Used Car Departments Should Pay “Door Rate” for Service

It’s a generally accepted practice in the auto retail business: The service department offers the used car department discounted rates. Doing so keeps the...

Why a Diverse Workforce is Critical to Your Success

The primary job of the salesperson is to establish trust with the prospect. For most car buyers, a new car is often one of...

Not All Profits Are Created Equal

Many dealers I speak with typically think that ALL profit is good profit. How can any profit be bad? But I believe there is...
Article by Jennifer Kobylarz

Supreme Court Overturns 9th Circuit Court of Appeals on FLSA Service Advisor Exemption Rule

In Encino Motorcars, LLC v. Navarro, the 9th Circuit Court of Appeals determined that Service Advisors are not exempt from the overtime rules of...
Article by Josh Mitchell

Stop Thinking Like a Dealer

August 8th-10th at the beautiful MGM Grand in Las Vegas I will be speaking at Digital Dealer 21. My subject is “Stop Thinking Like...

Can I Get A Do-over? My 5 BIGGEST Sales Mistakes

There is nothing more exhilarating for a startup than closing deals.  Hitting sales targets, beating competitors, and disrupting a market is what drives us. I’ve...

Building Your Leadership Team: 3 Power People You Can’t Do Without

Starting today, you can increase the effectiveness of your sales team. If you are leading a sales team of more than a few people, I...

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The Secret to Reducing Employee Turnover

Creating a good culture takes time and the right people, but it also takes vision.  As I travel all over the US recruiting and...

The Secret Sauce of Social Selling

We all have that secret sauce for our favorite dish. The one that spices up an everyday soup, microwaved meal, or bland snack. The...

How is your Dealership Storing Data?

Internet car shoppers are becoming more and more common which means data breaches and cyber attacks are also becoming more frequent and so much...