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Who’s Who 2017

Who’s Who 2017

When the team here at AE sat down to begin planning this issue, the hardest task was deciding how we could possibly narrow down the participants to fit in one issue. There are currently so many individuals in this industry making strides and moving us forward on a daily basis. It was no easy task, … Read More »

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Who Are You? Who? Who? Who? Who?

Who Are You? Who? Who? Who? Who?

If you are of a certain age, you will quickly recognize the refrain from the 1978 double platinum “Who Are You?” album by rock legends, The Who. While the song is about band member Pete Townsend getting questioned by the local men in blue after a bender, on the dealership floor, the question is more … Read More »

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Retros vs. Reinsurance: The Next Big Opportunity for Agents

Retros vs. Reinsurance: The Next Big Opportunity for Agents

Go Google “dealership admin fee” and check out the very first result. Go ahead. We’ll wait for you here. Welcome back. And now you know that the first hit is from your buddies at TrueCar. And that the article is all about the lesser-known fees that dealerships are sometimes known to charge their customers. In … Read More »

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How to Establish Product Pricing Guidelines

How to Establish Product Pricing Guidelines

Most of our clients have established a product pricing guideline to help the F&I manager in pricing decisions and processes. Using this internal guideline helps a dealer to sell products, make a fair profit and, hopefully, establish a defense against price gouging. But establishing a pricing guideline takes some thought and an understanding of state … Read More »

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High-Mileage Inventory Is a High-Profit Opportunity

High-Mileage Inventory Is a High-Profit Opportunity

What has experience told franchise dealers about trade-ins that show up with 60,000, 70,000, 80,000 or more miles? Historically, the higher the odometer has ticked, the easier the decision was to wholesale a vehicle. But things change — especially in the automotive industry. A recent IHS Automotive report found that new-car buyers are holding on … Read More »

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Compliance: How to Keep It Simple

Compliance: How to Keep It Simple

I get lots of phone calls from dealers and agents bemoaning the challenges of compliance. One recent phone call echoed a common theme: “I’ve been in business for 20-plus years, and I couldn’t understand half the things that regulator was saying about compliance! And, if I was struggling, imagine how my team feels. Why is … Read More »

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