MARCH – CBT NEWS Inventory Frontline Available or Sale-Ready — Does it Matter Today? By Dennis McGinn It’s a great time to be selling used cars. Dealers tell us the vehicles on their lots appreciate a point or two a day — and, when sold,
Fixed Ops Magazine – March 1, 2021 Tech Efficiency, Not Headcount By Anthony Greenhalgh “You need more techs!” If I had a dollar for every time I heard that when I ran the body shop and reconditioning for my former dealer, I’d be retired. Yes,
As appearing in AutoSuccess magazine, February 2021 Is Your Performance Edge Stalling in Your Periphery? By Dennis McGinn How well do your eyes see outside the center of your gaze? Eye doctors perform a vision test to determine how well one recognizes their front-forward world
As appearing in CBT News – January 2021 Whatever Your Used Car Volume, Claim the Advantage By Sean Carlson If you have $100 in bills in your wallet, does your money have more buying power than the $100 in your neighbor’s wallet? The benefit you
AutoSuccess – January 5, 2021 Stop the Vending Machines from Eating Your Lunch By Dennis McGinn The hammers are in full swing, hoping to wreck your used car business. The hammers, in this case, are vending-machine-like disruptors who’ve redefined the used car retail model. According
Auto Dealer Today Magazine – December 14, 2020 The Modern Sales Team as a Driver of Inventory Turn By Nicole Renninger PALO ALTO, CA Sales departments that interact closely with their dealership’s reconditioning function put more “sold” units on the board. Unfortunately, few sales managers
AutoSuccess article for December 2020 Filling the Gap in Dealer – Vendor Coordination By Dennis McGinn We’ve been asking dealers for several years now how they manage the workflow assigned to their various vendors. Their responses pointed to opportunity. What opportunity? Dealers themselves have always
AutoSuccess – November 30, 2020 Start Accountable, Transparent Relationships with Your Vendors By Dennis McGinn Most dealers want a “trust-but-verify” relationship with the vendors who support their vehicle reconditioning. You can achieve this level of comfort and confidence by creating two-way transparency between your reconditioning
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, dealership principals and general managers.
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,” he said. “You’re it.” Lovely.
