The Showroom

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An ongoing renovation and expansion project will add space and style to New Country BMW’s sales and service operations. The Ultimate Profit Machine
Job Pimentel brings 30 years of automotive industry success to his new role as GM of New Country BMW in Hartford, Conn.
Data Control and the DMS
Learn how Mike Esposito changed careers from engineering to auto retail and dealer software.
Illustration by ©ISTOCKPHOTO.COM/TARRAS79 Trade You for It
GSM makes the case for taking unusual trades and bartering services.
You Deserve a Promotion
Break your late-winter sales slump by offering customers a new incentive to buy from your dealership today.
How to Perfect the Walkaround
A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.
Tesla vs. Franchise: Weighing the Pros and Cons
Todd Bryant ponders the implications of Tesla’s direct-sales model for car buyers and their communities, both of which have benefited from the franchise model.
What's the Downside?
Unlike new technology, every investment in training is guaranteed to pay off.
Photo: James Holloway Nine Months in Hell
Former restaurateur Tim Denton’s matchless work ethic and dedication to training have pushed him to new heights of success at Five Star Ford Lincoln.
4 Keys to Moneymaking Videos
Master the elements of content, exposure, and data collection to maximize the potential of your videos.
Sales professional Tracy Heid is flanked by (from left) owners Steve Ganser and pat McNamar and General Sales Manager Bryan Popp in Mad City Mitsubishi's showroom. Let’s Do This
Former police chief Tracy Heid capped a whirlwind first year at Mad City Mitsubishi by hitting the 40-car mark and earning 2016 Sales Pro of the Year honors.

The Showroom News

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Trade-In Quotes Critical Factor in Consumer-Buying Decisions, Study Finds
According to an online survey conducted by Black Book, 46% of the 2,100 consumers polled said getting the right trade appraisal was either ‘very important’ or ‘extremely important’ to pulling the trigger on a vehicle purchase.
Submission Deadline for F&I Digital Media Awards Extended
Program designed to spur friendly competition among digital marketers industrywide will accept entries until May 12.
Strong sales of the redesigned Impreza have helped put Subaru in position for a record April despite tepid numbers industrywide. Photo courtesy Subaru of America Inc. KBB: April Sales Expected to Fall 3%
A ‘weaker-than-expected’ March and an abbreviated April prompts Kelley Blue Book to reduce its 2017 new-vehicle sales forecast. It calls for sales in the range of 16.8 million to 17.3 million units, which would represent the first down year for the industry since 2009.
Source: Power Information Network® (PIN) from J.D. Power J.D. Power/LMC: Record Incentive Spending Keeps April Sales on Pace With a Year Ago
April retail sales are expected to reach 1.17 million thanks to record incentive spending. However, average days to turn continues to rise, with nearly 30% of vehicles sold so far in 2017 having sat on dealer lots more than 90 days.
NsightLive Taps Black Book for Online Trade Appraisals
NsightLive is a content engagement company that delivers leads to dealers through its Live content platform. With Black Book’s trade appraisal engine, the company now offers independent dealers an online trade appraisal tool.
Kontos: Tale of Two Markets Resumes in March
While wholesale prices were below year-ago levels for cars, they were up for trucks. The revelation prompts KAR Auction Services' chief economist to revisit a study he began during the industry's first experience with $4 gas back in 2008, when the price gap between trucks and cars closed dramatically.
TrueCar Set to Launch Trade Valuation Platform
Promising a ‘transparent and real-time’ tool, TrueCar Trade will launch as a six-month pilot program in partnership with R. Hollenshead Auto Sales and Galves Market Data.
KAR to Acquire DRIVIN for $43M
KAR Auction Services will acquire the company that operates as DRIVN for $43 million. The company was founded in 2015 as CarCo Technologies by Groupon cofounders Brad Keywell and Eric Lefkofsky.
J.D. Power: Consumers Fear Tech Failures With Autonomous Cars
Compared with 2016, 11% more Gen Z consumers and 9% more Pre-Boomers say they “definitely would not” trust automated technology, according to the firm’s 2017 U.S. Tech Choice Study.
Black Book: Spring Lift Continues
High demand for pre-owned vehicles resulted in increased values, with 13 out of the 22 vehicle segments registering increases in average value, the firm reported.