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In my many discussions with dealers, the one question that invariably comes up is “What is online retailing, really?” They’ll then begin to tell me how consumers can already buy a car online from them. They have a widget with which a consumer can get their trade value. They have an online payment calculator. Customers can submit a lead, get a quote online and even correspond…

The automotive industry pretty much resets at the beginning for each month. I’m sure you’ve all heard the term, “hero to zero.” Well, that’s rather how it is – you are judged on your sales for the previous month.

So, what do managers do when they get nervous in the middle of the month – perhaps sales volumes aren’t on track, or inventory is making them…

By now, I’m sure you’ve heard about Amazon’s entry into the automotive world… something I predicted quite a while ago and covered in previous blogs.

For the moment, Amazon is functioning as simply a new research portal where consumers can find information and…

In the popular science fiction movie, The Matrix, the hero Neo is presented with two options by the mysterious Morpheus – the red pill or the blue pill. By taking the red pill, Neo would be enlightened into the real world. Whereas, if he chose the blue pill, he would remain peacefully ignorant of reality and continue to live in the fantasy world. If you’ve seen the movie, you…