The Showroom

Useful Articles

See more
No More Excuses
The editor convenes a dealer brain trust to tackle the product knowledge gap.
Since joining the car business in 2015, Cody Finney has proven to be a quick study and a trusted sales consultant at Lone Star Dodge Chrysler Jeep Ram. Sink or Swim
Former educator and oil field worker Cody Finney has survived and thrived at Lone Star Dodge Chrysler Jeep Ram.
Stop Paying to Sell
Sales manager Joel Gordon makes a three-part argument for abandoning your commission-only pay plan. Learn how guaranteed income creates a wider and deeper talent pool, smooths out the hills and valleys of success, and acknowledges the realities of auto retail in the 21st Century.
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.

The Showroom News

See more
John 'The F&I Professor' Vecchioni to Emcee Industry Summit
American Financial’s John Vecchioni will return to Industry Summit as the event’s master of ceremonies.
SF Conference Returns to Industry Summit
Industry Summit will once again play host to the Special Finance Conference, the industry’s premier SF training event.
Van Over to Serve as Luncheon Speaker at Compliance Summit
Veteran trainer and compliance expert Gil Van Over will deliver a luncheon presentation dedicated to ‘Your Responsibilities’ at Dallas Compliance Summit in September.
Loyalty to Sedans Remains Strong as SUVs Grow
Jumpstart’s latest report shows loyalty to sedans continues to grow despite exponential gains in all SUV segments.
F&I Futurist Tony Dupaquier Joins F&I Think Tank Roster
The Academy’s Tony Dupaquier will serve as emcee of F&I Think Tank, organizers announced this week. The trainer and F&I futurist will be responsible for guiding the discussions during the F&I 20 Group-like event.
Swapalease: Lease Approval Rate Falls to Three-Year Low
Lease applicants registered a 48.1% approval rate, the lowest level since the car lease marketplace began tracking the stat in 2014. The firm explained that the rise in consumer interest for luxury SUVs is what’s driving the uptick in declines.
J.D. Power: Wholesale Values Decline in May
J.D. Power Valuation Services’ seasonally adjusted used-vehicle price index managed to increase for the first time in a year. While positive, May’s index figure was 7.6% below May 2016.
In-Vehicle Tech: Demand Strong, Willingness to Pay Varies
A new survey from IHS Markit finds car buyers are intrigued by advanced in-vehicle technology, but their willingness to pay is limited to some telematics apps and creature comforts.
ADESA Names New General Managers at Three Auction Locations
The KAR Auction Services business unit announced management changes at three of its 77 North American auction location. The company promoted leaders in Arizona, Tennessee, and Florida.
Fletcher Jones Adds AutoGravity Inventory App
Auto Gravity and the Fletcher Jones Auto Group have launched ‘FJ Drive,’ a real-time smartphone inventory app.