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Agents and Training: The Five Ps

Agents and Training: The Five Ps

I have been honored for the past several years to serve as master of ceremonies at Agent Summit. This event proves, on an annual basis, how important agents are to dealership profitability, customer satisfaction and repeat and referral business. At this year’s event, I had the opportunity to take off my emcee hat (for a … Read More »

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Disparate Impact 2.0

Disparate Impact 2.0

There is a knock on your favorite dealer’s door. He opens it to find a representative from his primary indirect lender, who announces they are going to do an unannounced deal-jacket audit to check for ECOA compliance. This could turn out to be a very long day, depending on the compliance program the dealer has … Read More »

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Millennials: Recruiting, Training and Retaining them is Key to Dealerships’ Future

Millennials: Recruiting, Training and Retaining them is Key to Dealerships’ Future

We tend to group people into generations to better understand their collective point of view. Millennials are no different. As the largest generation, out numbering Baby Boomers in size and, arguably, influence, understanding their point of view is increasingly important to cultivating successful dealership employees. There are three distinct areas to consider to be successful … Read More »

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Agent Summit 2016 Motivates and Inspires

Agent Summit 2016 Motivates and Inspires

On May 9, agents, agent principals, executives and trainers convened at the Venetian Palazzo in Las Vegas for Agent Summit 2016. The event, which attracted about 1,000 industry professionals, included more than two full days of educational sessions, networking breaks, meals and receptions. As in years past, the agenda was built upon the agency and … Read More »

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Economic and Market Review

Economic and Market Review

The stock market traveled a long way in the first 90 days of 2016, only to end up back where it started. January and early February saw the S&P 500 down 10.5%, but from that point to the end of the first quarter, the market recovered all the way back to even. Interest rates followed … Read More »

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F&I Products for the High-Mileage Market

F&I Products for the High-Mileage Market

New-vehicle sales are up, leasing is accounting for an ever-increasing share and there is a potential glut of used cars on the market. The shift toward leasing that began during the tail end of the Great Recession has begun to flood the market with gently used vehicles. But off-lease units are not the only source. … Read More »

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