Ah, the elusive question. It’s the eternal elephant in the room - the Next. Big. Thing. Analysts, researchers, industry pros and change leaders all try to pinpoint what it is and tell us how to prepare for it.

You probably came to this blog looking for an answer. And I have one for you, but it’s probably not what you expected to find. It’s better.

Let’s face it, the auto industry has experienced a major shake up over the past few decades. 

Over the past few decades, the auto retail industry has undergone several major transformations that have reshaped how vehicles are marketed, bought and sold. Staying one step ahead of shifting market conditions has been a constant pain point for dealers operating under traditional business models, often leading to compressed margins and a decline in customer retention. So how do you prepare your dealership for the future?

Today’s auto industry is fiercely competitive, and car dealerships of all sizes sometimes struggle to maintain a foothold in their local markets. The rise of digital retail has put a lot of pressure on dealers to modernize their internal operations, streamline their path to purchase and offer more personalized customer experiences - but adapting hasn’t always been easy. 

While it pays to hire employees for your auto dealership who bring valuable experience and soft skills, there's no way to find all the necessary competencies through the talent search alone.

The interaction between your salesperson and your customer is where auto sales are made. Hiring employees with developed communication skills is an essential part of improving the performance and overall success of your dealership.

There are a million books and articles to read about leadership, and it’s hard to know where to start or what will work for you. You can lean in, embody the seven habits, live by your emotional intelligence score or follow another philosophy. But I’m sure you’ll agree auto dealerships are a very specific animal...

“It’s not what you make that counts, it’s what you keep.” It’s a common saying, but it certainly applies to dealers offering F&I products.

It all boils down to this: There are a million ways to get results, but getting the results you want takes a lot more thought and consideration.

What if I said you were only minutes away from increased sales and improved customer relationships?

Too good to be true? Maybe so, but those few precious minutes with each customer can make that a reality, and it all happens in your service drive.

Across the industry, manufacturers are asking (or requiring) dealerships to upgrade their facilities. And we’ve seen that most dealerships could probably benefit from some spiffing up...

These days, convenience is king. Customers’ time should be at the forefront of a service department’s focus.

At the end of the day, nobody has time to waste. Everyone’s time is valuable. When a customer schedules a time to come into a dealership, it’s important to be respectful of that.

Here are five steps to get your customers in and out of the service lane in 25 minutes or less.

Ready to take a look at your operating expenses to combat margin compression?  We talked to NADA’s former Dealership Management Consultant Steve Emery about 11 cost-cutting strategies that you can use to get started.

We all want to find that silver bullet.

You know the one… the perfect thought track that leads to trust, credibility, and long-term loyalty. The truth is - there are no silver bullets (sorry), but there are a few tried and true methods that will pay off if they are built into your process with every customer.

In an effort to combat margin compression and reduce operating costs, many auto dealers around the U.S. have started taking a closer look at their hiring practices. This should come as no surprise, as attracting and retaining top talent has always been a bit of a pain point for the auto retail industry.

If you’ve spent any time working in the auto retail industry over the last few years, chances are you’ve noticed a shift in how dealerships operate. The tried-and-tested business models of the past are starting to fall out of practice, giving way to more personalized customer experiences. But what’s causing this transformation within the marketplace?

Like many dealerships, the Anderson Automotive Group in Raleigh, N.C., is a family business. 

Fred Anderson started working in his father’s dealership in 1970 and grew that operation into the powerhouse that it is today.

So what’s next?

Regardless of the industry you work in, you will always find salespeople who are more successful than the rest. 

These associates seemingly steer clear of the pitfalls that plague their peers and always know what to say.

What’s their secret?

If you ask any dealer owner to name the area of the dealership where he or she focuses the most time, effort and resources – you’ll most likely get one answer: the sales department.

We all know this: Effective customer communication is the cornerstone of any successful business. 

And dealer personnel who are able to consistently and effectively communicate with their customers enjoy stronger relationships and increased sales success.