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prices

As incentives drop and prices rise, how can dealers convert...

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For the first time as an industry, the average transaction price for new vehicles scratched its way across the $46,000 mark according to Kelley Blue Book data. At $46,036, it’s clocking in at 102% of MSRP. Yes, that’s 2% higher than the sticker price, on average. Customer demand is pushing the selling price well above […]
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MSRP

Cars continue to sell over MSRP— How long will it...

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A new Autotrader report has been released right before the Labor Day Weekend that’s popular for shoppers, indicating to car buyers the top 20 new vehicles consistently selling above MSRP. With luxury and non-luxury models on the list, it includes many that are best-sellers in very short supply. The Mercedes-Benz G-Class wagon tops the list […]
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strike

Chicago auto mechanics strike continues: Union rep. Ronnie Gonzalez on where...

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As reported by the Chicago Tribune, more than 800 union auto mechanics are still on strike after failed negotiations of a new four-year labor...
vehicle price

Why Vehicle Price is Actually Your Friend

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On this week’s episode of Kain & Co., David Kain explains how giving the customer an actual vehicle price instead of avoiding doing so can actually help in negotiations.   VIDEO TRANSCRIPTION: David Kain: Hello, I’m David Kain, president of Kain Automotive, and I’m here on Kain & Company on the CBT automotive network to […]
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negotiations

The Science of Negotiation: Best Practices for Handling Negotiations at...

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Negotiation is a word that causes excitement in some and dread in others. To many, negotiations may seem like an unnecessary part of doing business, but in most industries—including automotive dealerships—negotiation is a regular part of life. The ultimate goal should be to ensure a beneficial outcome that not only satisfies what you are looking […]
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EU tariffs

EU Auto Tariff Threats Causing a Firestorm of Fury

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President Donald Trump has certainly shaken up the automotive industry with his proposed 20% tariffs on automobiles assembled in the European Union (EU) if the group does not remove “barriers” to United States goods. According to Richard Bravo of Bloomberg, the EU has provided warnings of “severe disruption” should Trump carry out his tariff threats. […]
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negotiations

Logic Ideas You Can Use in Negotiations

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As humans, we tend to combine logic with our emotions when negotiating. This only complicates the car-buying process. On this week’s edition of On the Mark, Mark gives tips on getting the customer to think logically when negotiating so that both parties feel confident when making the deal.
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negotiating

Is Your Negotiating Process Hurting You?

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Thinking Like a Customer Might Seal the Deal By: Mark Tewart It’s a fact that the majority of customers still want to negotiate. Depending on the formal study you may read, they all say well over 50 percent of people want to negotiate on the purchase of their vehicle. The question is, do you negotiate […]
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