Insights, stories and tips designed to inspire, form and engage our community.
It costs far less to keep a customer than to win a new one, and yet most dealerships spend the bulk of their marketing energy on conquest. Meanwhile, the customers
Every used vehicle has a period when it is at peak value. That period begins to shrink the moment the vehicle reaches the lot. Aged inventory is more than a
For years, dealers could rent their way to attention. Buy the clicks, buy the leads, buy the impressions, and the customers would come. That model is getting more expensive and
Today’s shopper decides whether to consider a vehicle long before they call or visit. They scroll listings, compare photos, and read descriptions. They form an opinion in seconds. The lot
Most dealership marketing is built one channel at a time. The sales team runs its conquest campaigns, the service department runs its reminders, and the two rarely know what the
The appraisal and the asking price are the two moments where a dealership makes or loses money on a used vehicle, and both are often done under time pressure with
Every franchise dealer is sitting on a database full of their next deals. The customer who is three months from lease-end, the owner who is now in a positive equity
Inventory is the single largest investment most dealerships carry, and it is the one that depreciates while it sits. Every day a unit is on the lot without a clear
Running one store is hard. Running a group is a different job. The work is no longer about who closes the next deal. It is about whether every rooftop is
Most service departments are not short on data. They are short on the right view of it. A manager can pull a dozen reports and still not be able to
