Posts & Articles

Reading for the people who run the store.

For dealer principals, GMs, and BDC and sales managers who need clear takes on lead handling, follow-up, advertising spend, and process. Written from real dealership work so you can use it in this week's meeting.

Are We So Stubborn to Change That We're Forcing Customers to Outsource Their Shopping?

I've been studying the broker market lately. Not because I'm a fan, I'm not but because I think what's happening is a signal where the retail auto industry is…

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April 10, 2026

Are Third-Party Marketplaces Worth More Than the Leads They Generate?

This week I got two separate calls from two different dealers. Same story, different area codes.

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March 17, 2026

Third-Party Marketplaces Worth Your Money?

I have a conversation almost every week that goes something like this.

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February 3, 2026

Are you buying used cars based on feel or data?

I recently sat in an executive meeting with a small auto group talking about used car profitability and age policy.

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February 2, 2026

Are you setting clear expectations for your team?

A few weeks ago, I was in a meeting with a newly promoted GM. Strong fixed ops background, less variable experience but driven and committed.

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