Posts by crash

The effects of COVID-19 on our industry are overwhelming, as are the claims that Digital Retailing (DR) will be its savior.  The reality is that real Digital Retailing, including getting to a fundable contract – versus ‘enhanced Lead Gen’ masquerading as DR – has the potential not only to save our industry by helping auto…

Selling a car to someone – only to discover later that the transaction turned out to be fraudulent –  is a shared fear across auto dealerships.  It is an expensive problem that risks damaging your reputation.  Not to mention, an unwelcome distraction to the business of selling cars.  During these “self-isolating”  times – and very…

Chances are good that as a result of the pandemic you’ve had to either furlough or lay off some of your sales team as you figure out what comes next. You’re likely operating with a skeleton crew of high performers and management folks that will be key to your success once the world gets beyond…

People will always prefer to buy cars from people. They will always want that test drive and the personal connection that happens at a dealership. Countless surveys across the industry have dissected the question, analyzed the topic and found a remarkable consistency to their answers: people buy and will continue to buy from people they…

As we all deal with the current pandemic, your daily operations have probably been impacted. Your physical showroom may even be closed. But your virtual showroom probably has never been busier. Digital retailing means you are open 24/7. Are you making the car buying process easier or harder for your customers? Below are 15 pandemic…

Even though NADA took place just a few short months ago, I think we can all agree that the Coronavirus pandemic makes it feel more like a decade ago. Writing this at the close of March 2020, I’m in the dark about what might happen next in terms of “stay-at-home” orders, dealership closures, and auto…

When dealers are asked why they are reluctant to put F&I pricing information online so they can be competitive with direct financing options, what we commonly hear is that they don’t want to be ‘rate-shopped;’ they can’t afford the risk to profits. On its face, that sounds like a very reasonable concern.   But, if…

Part Four: Summary – Digital Retailing, Done Right, is the Answer! The automotive reality in today’s era of ecommerce is that Digital Retailing has become established as a part of the car buyer’s journey – and a requirement for a modernized retailing experience.  The popularity of the technology is driven, in part, by consumer demand…

Part Three: What is Digital Retailing’s Impact on Dealers and Consumers? Digital Retailing is all about giving the customer what they want – and doing so within a profitable sales and finance model. As the technology has evolved, it is no longer a matter of sacrificing one for the other; the technology is unique in…

By now everyone knows about digital retailing. There are enough automotive technology providers hawking their version of “Retail Magic,” it would be hard to miss it. At its most basic, digital retail technology empowers car buyers to move through the buying journey online and seamlessly transition in to the dealership. Meaning dealers are able to…