The automotive industry, long dominated by men, is undergoing a significant transformation. As diversity and inclusion become central to business strategies, the landscape is shifting to harness the strengths of female and diverse professionals. This evolution isn't just a matter of social ...

Auto dealers across the nation are grappling with a significant challenge—shrinking used car inventories. Several factors have led to this situation, including the COVID-19 pandemic's impact on the auto market, where fewer leases were signed over the last several years. Many people are also holding ...

Integrating Non-Traditional F&I Products: A Strategic Advantage In the competitive and ever-evolving landscape of the automotive industry, dealerships must constantly seek innovative ways to enhance profitability while simultaneously improving customer satisfaction. Traditionally, F&I ...

In the midst of fierce competition, utilizing every available tool to enhance the value perception of a vehicle can significantly impact auto sales success and customer satisfaction. One overlooked and underutilized asset in this endeavor is the Monroney label—the detailed sticker on new vehicles ...

Training Your Salespeople on F&I Products In today's competitive automotive industry, dealership success hinges on more than just selling cars. It's about delivering a comprehensive, welcoming experience that encompasses every aspect of the customer's journey, including F&I products. ...

Do you have ambitious goals with limited time for adjustments? Let’s discuss some quick, straightforward modifications that can have a big impact on moving you closer to achieving your sales objectives. These tips can be applied to all types of teams, from dealership sales teams targeting consumers ...

In today's rapidly shifting automotive landscape, dealer principals across the board are scratching their heads and posing the same question: What trends are emerging in the marketplace? As a dealer’s trusted income development partner, it falls on us to offer them not just profitable avenues but ...

Building a Resilient Sales Team Over several decades, we have committed ourselves to working in concert with our dealer partners to cultivate their teams – a task that is both challenging and rewarding. Our overarching goal lies in seeking out that ideal mix of individuals capable of not only ...

The timeless art of the customer interview is fading away, as many automotive professionals have veered away from the foundational elements of the finance process in a dealership. The very first step that's being neglected is the all-important customer interview.

In 1985, as a recent graduate fresh from a small midwestern liberal arts college with a major in biology, it became urgent that I find a good job that paid well. Biology didn’t quite pan out. I landed a sales position at a Porsche Audi Volkswagen dealership in Las Vegas, Nevada. On day one, my ...