After the last chapter of our “How to sell to Gen X and Y” series, we have a good idea of what happens during the active evaluation phase — when car shoppers expand their initial consideration set. The question now is, is your dealership at an advantage when it comes to capturing these shoppers at […] [Read More]

As subprime financing showed more signs of strengthening, too, Experian Automotive determined new-vehicle leasing during the first quarter rose to the highest level since the firm began tracking the data in 2006. According to its State of the Automotive Finance Market report released on Tuesday, Experian indicated leasing accounted for a record 27.5 percent of […] [Read More]

Despite declines by both franchised and independent dealers, industry-wide used-vehicle sales nudged higher in May, climbing just under 2 percent from the year-ago period, according to the latest data released by CNW Research this morning. Year-to-date sales through five months are up 4.3 percent. And within the certified pre-owned slice of the used-car market, several […] [Read More]

National Creditors Connection recently formalized a strategic alliance with Del Mar Recovery Solutions to perform repossession agent on-site inspections.  In this strategic alliance, officials explained NCCI will assume on-site inspection responsibilities of repossession lots for Del Mar’s network of more than 450 repossession agents.  Del Mar Recovery Solutions specializes in national repossession management, skip-tracing and […] [Read More]

Similar to relationships with pets, some people seem to prefer their cars over people. And there may be something to learn for dealers from studying how drivers relate to their vehicles. A new survey from AutoTrader.com explores the reasons why people’s "relationships with their cars are longer than ever before." The responses show that relationships […] [Read More]

In April, Ford dominated the list of most-researched used vehicles at KBB.com, claiming eight of the 25 spots. But in May, however, things were a little more balanced between the various brands making the list. Ford and Honda led the way, each brand claiming five spots, with Toyota not far behind at four. There were […] [Read More]

For dealers, the success of their sales staff is perhaps one of the most important elements of the entire store. In studying the most troubling roadblocks for sales staff during sales negotiation, Joe Verde Sales and Management Training found that price is perceived to be the most troubling part of the sales negotiation process. In […] [Read More]

Element Financial Corp. and GE Capital announced a definitive asset purchase agreement late last week under which Element would acquire GE Capital’s Canadian fleet portfolio. The deal the companies entered would also result in Element and GE Capital creating “a strategic alliance to deliver comprehensive vehicle fleet financing and management services to cross-border customers in […] [Read More]

Manheim chief economist Tom Webb gave some examples of retail sectors that might give a  “true sense of the psyche of many used-vehicle buyers.” So what kinds of business should dealers watch besides traffic to their own stores? Webb recommended that managers concentrate on specific businesses and retail sectors, most notably Walmart, dollar stores and […] [Read More]

The rising tide of off-lease volumes looks like it will stick around for the next few years, and the influx of supply has already been downwardly impacting used-vehicle values in the opening half of 2013, according to AutoTrader.com’s Trade-In Marketplace. That is, with one huge exception. Putting values on an estimated 8,000 to 10,000 used […] [Read More]