Recent News

When Greedies Meet Stupids

One day, a favorite general manager asked, “Who wins when a stupid criminal meets a greedy salesman?” Knowing him as I do, I knew he was just exercising a pregnant pause before delivering the punchline. So I kept my yap tight. Sure enough, he raised...

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He Had a Goal: Remembering David Ressler

In 1986, a young car salesman by the name of Dave Ressler from Mandan, N.D., attended one of my very first F&I classes in Galveston, Texas. I remember him well, mainly because of the outlandish attire he graced my classes with each day. They were definitely...

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10 Building Blocks of a Dynamic Organization

The obituaries of long-forgotten companies all read pretty much the same. They had no vision or mission. Disengaged employees defected to competitors. They didn’t understand their customers. Organizational policies and processes weren’t user-friendly....

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3 Laws of Every Customer Interaction

One thing we know about gravity is it’s dependable. When you spill coffee on your desk, droplets don’t start floating listlessly through the air. When you trip on the showroom floor, you don’t go sailing off into the stratosphere like a balloon. As...

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U.S. vehicle recalls fall to lowest level since 2013

U.S. light-vehicle recalls fell to 30.7 million in 2017, the lowest level since 2013, NHTSA said, after a record 53 million were recalled in 2016 when a callback linked to deadly airbags was expanded. ... Read More »

A War on Many Fronts

On Oct. 3, Wes Lutz was elected chairman for the 2018 term by the board of directors of the National Automobile Dealers Association. Lutz is the president of Extreme Dodge Chrysler Jeep Ram in Jackson, Mich. He has been a dealer since 1976 and is Michigan’s...

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Proxy advisers slam $2.6 billion Musk package as investors shrug

Tesla's plan to give Elon Musk an equity award valued at $2.6 billion has drawn rebukes from the two major proxy-advisory firms even as some of the company's biggest investors say they support the proposal. ... Read More »

Musk invites Trump to pressure China over auto trade practices

Elon Musk, battling the Chinese government over terms of getting a Tesla plant built in the country, may be trying to tempt Donald Trump into calling out the nation's automotive trade protections. ... Read More »

Black Book: Used Retention Index Rises on Early Spring Selling Activity

LAWRENCEVILLE, Ga. — Black Book’s Used Vehicle Retention Index showed a slight uptick from January to February, inching up from 113.1 to 113.3. On a year-over-year basis, the index was down from 113.9 in the year-ago period.The February reading is reflective...

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CDK launches new DMS along with new pricing model

CDK will charge a monthly fee for its new dealership management system based on that month's unit sales, repair orders and number of employees on the system. ... Read More »
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