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Featured Articles

What Speed to Sale Means to the Customer Experience

What Speed to Sale Means to the Customer Experience

AutoSuccess – September 2020 What Speed to Sale Means to the Customer Experience By Dennis McGinn A couple of years ago, we coined the term “speed to sale.” We then began talking and writing about its meaning for group operators,
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Know it, Find it, Sell it - Dennis McGinn

Know it, Find it, Sell it – Dennis McGinn

As appearing in AutoSuccess magazine, July 2020 KNOW IT, FIND IT – AND SELL IT By Dennis McGinn While shopping recently for a new car, one of our teammates asked the young sales associate how much training he’d received. “None,”
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How Performance Ford Drives 150% Efficiency From Internal Service Technicians

How Performance Ford Drives 150% Efficiency From Internal Service Technicians

HOW PERFORMANCE FORD DRIVES 150% EFFICIENCY FROM INTERNAL SERVICE TECHNICIANS By working with Rapid Recon, Performance Ford improves its efficiencies, communications, vendor relations, and billable hours. By Jim Leman AutoSuccess Dealer Service, June 2020 Performance Ford said today its internal
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Selling Smartly Post Covid-19

Selling Smartly Post Covid-19

As appearing in AutoSuccess magazine, June 2020 Selling Smartly Post Covid-19 By Dennis McGinn Most, if not all, dealers reduced headcount in response to COVID-19-driven business weakness. One Ford store reduced its headcount from 140 to 60. Such staff cuts
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How Car Dealer Paperwork Can Gum Up Reconditioning Process

How Car Dealer Paperwork Can Gum Up Reconditioning Process

As appearing in WardsAuto, June 15, 2020 Car Dealer Paperwork Can Gum Up Reconditioning Process Risks increase when vehicles are spot-delivered and then finance is slow in submitting loan paperwork, or there’s ex-spouse-signature trouble. By Jim Leman PALO ALTO, CA,
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With this Sales Advantage, Everyone’s a Top Performer

With this Sales Advantage, Everyone’s a Top Performer

AutoSuccess – April 1, 2020 With this Sales Advantage, Everyone’s a Top Performer By Dennis McGinn No one yet knows the lasting impact of recent events on dealership operations. What we do know is that people will still need reliable
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Recon T2L Is Driving Leads and Improving Close Rates

Recon T2L Is Driving Leads and Improving Close Rates

As Appearing in AutoSuccess magazine, February 2020 Recon T2L Is Driving Leads and Improving Close Rates By Dennis McGinn, CEO, Rapid Recon How much money does your dealership shell out to purchase leads and otherwise drive sales traffic? According to
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More Ways to Drive Cost Out of Recon

More Ways to Drive Cost Out of Recon

The most direct path to better used-car gross margin is through well-ordered reconditioning. Ordered reconditioning means management practices five disciplines for driving time, delay, friction and waste from this engine of used-car profitability. Practicing these disciplines consistently helps get cars
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Two-Ingredient Recipe for Used Car Success

Two-Ingredient Recipe for Used Car Success

Used car profitability expert Jasen Rice helps dealers distill an ocean of inventory stocking and pricing data down to the basics needed to increase turn and margin. Recon evangelist Dennis McGinn preaches faster time-to-line disciplines, so cars hit the sales
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Tackling Used-Car Challenges

Automotive News – November 2022 Tackling Used-Car Challenges New and innovative strategies that are helping dealers navigate the used-car shortage By Dennis McGinn & Cam Hitchcock As new-car sales dropped during the last year due to supply-chain disruptions, so did vehicle trade-ins, leaving dealers to

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Why Honda of Downtown LA Switched Its Recon Software

Why Honda of Downtown LA Switched Its Recon Software By Jim Leman Originally published in the October 2022 edition of AutoSuccess Online “No room for error” summarizes used car operations at Honda of Downtown Los Angeles. Staff continues sharpening skills and creativity to source and

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Putting Cards on the Table With Used-Vehicle Shoppers

Putting Cards on the Table With Used-Vehicle Shoppers By Dennis McGinn Originally published in the October 2022 edition of WardsAuto More dealers are turning to used vehicles in the 5- to 7-year-old range, costing between $10,000 and $15,000. That leads to a logical question: How

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Guest Commentary: How to Build Trust With Vehicle Buyers

Automotive News – September 2022 Guest Commentary: How to Build Trust With Vehicle Buyers How can dealers build trust with customers when so much of the vehicle shopping process has moved online? By Dennis McGinn How can dealers build trust with customers when so much

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OpenRoad Auto Group Follows The Facts to the Money

AutoSuccess Magazine – September 1, 2022 OpenRoad Auto Group Follows The Facts to the Money By Jim Leman Originally published in the September 2022 Dealer Service supplement to AutoSuccess Magazine OpenRoad Auto Group is the largest-volume automotive retail group in British Columbia, Canada. Since 2000,

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Stand By Your Recon Heroes

Stand By Your Recon Heroes By Dennis McGinn Originally published in the August 2022 edition of AutoSuccess How you recondition your cars, including the methodology you adopt, the metrics you measure, and the discipline of your recon team, affects so much of your business, including:

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