Jason Unrau

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Jason Unrau is CBT Automotive Network's Online Editor. Jason is an automotive specialist with more than 15 years of experience at the dealership level. Focusing mainly on fixed operations and the service industry, Jason’s expertise is in enhancing the customer experience and promoting a healthy, profitable service department.
incentive programs

A Step Forward or Backward with Stair Step Incentive Programs?

They’ve been cursed, blamed for sales blips, and looked down on by many dealers, manufacturers, and even retail customers. Yet, stair-step incentives, whether they are called such or manufacturer-to-dealer incentives or “Volume Growth Bonus Programs”, are a tool that several…
stair-step incentives

Stair Step Incentive Programs Aren’t All Bad

Quota kickbacks have a place in the automotive industry with benefits for both consumers and some dealers. Programs that reward dealer volume sales, known as stair-step programs, are derided by a vast number of automotive professionals. Their effects on especially…
car sales

The Effect Stair Step Programs Have on Small Dealers

A hotly contested practice in the retail automotive industry is stair step programs. Often called something more glamorous or cerebral such as Ford’s “Volume Growth Bonus Program”, it is essentially a way to incentivize higher new vehicle sales by paying…
f&i

F&I Practices That Won’t Help Your Bottom Line

Transparency, customer-centric: they’re buzzwords that are so overused they are becoming cliché. In the retail automotive environment, there’s still plenty of room for transparency and a customer-centric experience to be implemented. In no department is that more necessary than the…
car buyers

How to NOT Sell Cars in 2018

Overall US automotive sales slipped ever so slightly year-over-year in 2017. The clientele is out there, ready to buy up vehicle inventory with a fairly stable economy and a job market that’s improving. While there certainly are car buyers ready…
dealer group

Large Dealer Groups Are Taking Over Retail Automotive

Several business brokers advertise dealerships for sale on LinkedIn as well as through online listing platforms. These are small automotive dealerships that have, in many cases, been in business through two or three generations. But in today’s retail automotive environment,…
car sales

Back to Winning Ways: What OEMs and Dealers Must Do to Resume Record Sales

New car year-to-date sales figures slacked 2.2 percent in 2017, brought down by decreases from FCA, General Motors, Ford Motor Company, and Toyota Motor Corporation. Despite the minor flux experienced, it’s the third year consecutively that US new car sales…
service advisor

Proper Training Processes for a New Service Advisor

The service department front line is a pivotal position in the dealership. Staff there have the ability to create loyal customers or repel your clientele swiftly. Each service advisor generates several times the annual income of a sales consultant, yet…
service department

8 Steps to a More Profitable Service Department in 2018

With 2017 coming to a close, the focus is on starting the new year with a bang. Overall, the service industry doesn’t worry about ebbs and flows like the sales floor, and certainly never to the same extent. Regardless of…
maserati

Why Maserati and other manufacturers may want to skip the dealer

A New York administrative judge has ruled that Maserati’s proposed modifications to their franchise agreement are “unfair”. Among the proposed changes, Maserati was seeking to exclude coming electric vehicles and hybrids from the definition of a Maserati. Doing so would…
true north

Finding true north as a leader – What’s your declination?

“North on a map is easy to find (it’s at the top). In most locations in the real world, though, magnetic north (where your needle points) and true north differ by a few degrees: That difference is known as “declination.”…
retail

Auto industry recovering well amidst retail slump

Most industries have taken a devastating hit because of the coronavirus pandemic, with some recovering at a faster pace than others. The auto industry was greatly impacted according to a July McKinsey report, which noted that car sales had tanked worldwide…
marketing

Benefits of effective seasonal fixed ops marketing

For dealerships, January through March new and used car sales are usually at the lowest levels of the year - pandemic shutdowns notwithstanding. This year poses an even bigger problem with layoffs of critical members in the service and parts…
California

California plans to ban sales of new gas-powered vehicles by 2035

On Wednesday, California’s Gov. Gavin Newsom announced a remarkable plan for the state to ban sales of all new vehicles powered by fossil fuels. An executive order puts a definitive timeline on phasing out gas-powered vehicles in 15 years.  Newsom emphasized…
Gregory Barancovideo

MB dealer Gregory Baranco says ‘manufacturers need to step up’ their diversity efforts

While there are over 18,000 dealers in the country, only 265 dealerships are owned by African Americans. The lack of black representation and the growth of diversity in automotive has hindered the industry generation after generation. Today, we’re joined by…

Electric vehicles make big waves in this week’s automotive tech headlines

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. In this episode, Greenfield takes a…

What the auto retail industry has gotten right and wrong about...

Welcome back to Diversity in Automotive brought to you by TrueCar and CarNow. When we talk about the issue of diversity, a lot of times, based on the marketplace, people tend to think about diversity as it relates to color.…

Modifying your dealership’s sales approach through COVID-19

Over the last six months, David Lewis has talked with hundreds of dealership personnel. The majority seem to be in agreement that the changes currently being made to the sales process will be around for a long time. On this…

Auto ventures capitalize on stock market strength to push through acquisitions...

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. In this episode, Greenfield takes a…