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The friends-and-family aspect of that platform means you want the domino effect to be positive, if possible. BY DAVID KAIN We’ve all heard the phrase,...

Dropping these five questions and statements from your sales approach is a great start. BY DAVID LEWIS To some in the retail automotive industry, customers...

DMS exec: CSI won’t tell if customer is loyal for long haul. BY JON MCKENNA In recent years, skeptics have raised a litany of questions...

Kistler Ford wants its product specialists answering questions, not chasing commissions. BY JON MCKENNA The ranks of dealers experimenting with salaried salespeople are gradually growing....

Development of a calendar for 2016 should be starting within a few weeks. BY TOM KUKLA It’s Sept. 1, your first day on the job as...

Many parts managers overemphasize wholesale business, at the expense of total dealership profits. BY DON REED What is a dealership parts department’s primary mission? The key...

Avoid the tendency by dealers to believe lessons are automatically absorbed; plan for successful implementation instead. BY GLENN PASCH The dealership’s day began with a...