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So you had a great May, what now?   There are many examples of record performances across the auto industry in May. After 2 months of “safer in place” there was a built-up angst that produced a surge of activity in our dealerships, but what now? I see examples...

My father was one of the best salespeople I’ve known. He would use stories all through his sales conversations. One of my favorite stories he would use was when talking to a friend he was not currently doing business with. He would ask if they were familiar with the...

  I have heard it said, people buy cars from people, not companies. We can all come up with exceptions to this statement. However, as long as there are dealerships with salespeople standing on the point this will remain true for a percentage of buyers. I would...