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September 2017, Auto Dealer Today - Feature

Oink, Oink

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By Thomas B. Hudson, Esq.

Can damages exist without evidence? Hudson retells the story of a New Jersey dealer who stood up to charges of concealing a salvage title - and won.

Tags: CFPB, Lawsuit, Legal, training

September 2017, Auto Dealer Today - Feature

The Augmented Reality We Work In

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By Rob Butz

Learn how new visualization tools can facilitate repair estimates.

Tags: Augmented Reality, sales, Service, technology

September 2017, Auto Dealer Today - Feature

PPM Boosts Boosts VSC Sales and Reduces Loss Ratios

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By Ryan Williams

Prepaid maintenance dealers save money while improving service-contract sales.

Tags: loss, PPM, sales, VSC

September 2017, Auto Dealer Today - Cover Story

How to Calculate Your Parts Turn

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By Jill Pastore

Analytics expert helps determine your gross inventory turnover, true turnover, and fill rate.

Tags: controller, dealers, Inventory Management, Parts and Service

September 2017, Auto Dealer Today - Cover Story

Fixed Ops-timization: Dig Into the Data

New predictive analytics solutions process data to make predictions and strategic recommendations dealers and service managers can use to find efficiencies and reduce waste. Getty Images

By Neetu Seth

Predictive analytics can unlock the information you need to optimize inventory and improve customer loyalty.

Tags: Data, fixed ops, Parts and Service

September 2017, Auto Dealer Today - WebXclusive

How to Get an Unlimited Marketing Budget

By Denny Long

Break out of the budget trap and spend the money you need to generate more leads and sell more vehicles.

August 2017, Auto Dealer Today - WebXclusive

Focus on Fixed Ops: How to Thrive After Peak SAAR

By Jim Roche

When sales plateau, service and parts revenue becomes paramount. Use this three-part plan to optimize your fixed ops revenue.

August 2017, Auto Dealer Today - WebXclusive

Top 5 States for New Dealerships

By Vic Lance

Check out five states NADA Data indicates could be the ideal location for your next dealership.

August 2017, Auto Dealer Today - WebXclusive

Is Your Technology Attracting the Wrong Talent?

By Sharon Kitzman

Basing your hiring and retention decisions on familiarity with dealership systems could cause you to miss qualified applicants.

Tags: DMS, employee retention, Hiring, technology

August 2017, Auto Dealer Today - Feature

It's Worth the Effort

David Gesualdo

By David Gesualdo

The publisher thanks each of the readers who filled out this year’s Dealers’ Choice Awards survey.

Tags: Dealer's Choice Awards

August 2017, Auto Dealer Today - Feature

The Rise of the Consumer

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By G.P. Anderson

G.P. has a plan for dealers whose customers’ product knowledge exceeds that of their sales staff.

Tags: CSI, product knowledge, Sales Tactics

August 2017, Auto Dealer Today - Feature

Lift Kits and Warranties

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By Thomas B. Hudson, Esq.

An FCA dealer successfully fought charges of a Texas Deceptive Trade Practices Act violation.

Tags: Deceptive Practices, Lawsuit, Legal, warranty

August 2017, Auto Dealer Today - Feature

Predictive Analytics Enhances the Car-Buying Experience

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By Marco Schnabl

The auto industry’s best-kept secret has the potential to improve sales by personalizing the customer experience.

Tags: Analytics, Shopper Behavior

August 2017, Auto Dealer Today - Feature

Top 5 HR Changes Dealers Are Making

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By Adam Robinson

Improve and update your recruiting and onboarding, go mobile, and rewrite your job descriptions.

Tags: employees, Hiring, Human Resources

August 2017, Auto Dealer Today - Feature

Top 3 Dealer Areas Primed for VR

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By Brian Wiklem

Virtual reality could change the way you sell vehicles, accessories, and financing.

Tags: digital marketing, technology, Virtual Reality

August 2017, Auto Dealer Today - Feature

High PVR: Fake News or Great News

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By Ronald J. Reahard

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Tags: F&I, PVR, Revenue, sales training

August 2017, Auto Dealer Today - WebXclusive

Are Your Customers Smarter Than Your Salespeople?

By Patrick McMullen

Your sales pros need access to as much vehicle information as their customers do.

July 2017, Auto Dealer Today - Feature

Change Your Vision

David Gesualdo

By David Gesualdo

Dealers must rethink their short- and long-term plans to keep up with a rapidly changing industry.

Tags: Cyber Security, Internet, leadership, Tax Benefits

July 2017, Auto Dealer Today - Feature

Meet Your New Prospector

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By Rico Glover

Chatbots are helping car buyers browse inventories, schedule appointments, and get pre-approved for financing.

Tags: chat software, Online Buying, Online Marketing, Vehicle Sales

July 2017, Auto Dealer Today - Feature

Magnetic Personality

Photo by Dave Holt

By Stephanie Forshee

Former corrections officer Marty Hamm is capturing customers (and sales) at Alexander Chevrolet Buick GMC in Dickson, Tenn.

Tags: Customer Service, Sales Professional of the Month, Vehicle Sales

July 2017, Auto Dealer Today - Feature

The Coming Crackdown on Dealer Fraud

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By Thomas B. Hudson, Esq.

Statewide sweeps should convince dealers to clear the flim-flam artists from your F&I department.

Tags: CFPB, fraud, powerbooking

July 2017, Auto Dealer Today - Feature

3 Ways to Maintain Part Sales

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By Gary Brooks

Online retailers are entering the aftermarket parts game. Fight back with smart pricing, inventory and data.

Tags: Inventory Management, Parts and Service, Pricing, sales

July 2017, Auto Dealer Today - WebXclusive

Q&A: Service Retention Is Your Lifeboat

By Tariq Kamal

Online appointment-scheduling is a good first step for dealers looking to improve the customer experience in the service lanes.

July 2017, Auto Dealer Today - WebXclusive

5 Things You Should Expect from a Tech Support Team

By Kurt Olnhausen

Dealer technology expert believes empathy, intelligence, attention to detail, a winning mindset, and teamwork are essential components of an effective tech support team.

Tags: Cox Automotive, Dealertrack, digital retailing, tech support, technology

July 2017, Auto Dealer Today - Feature

The Machines Are Rising

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By Valerie Vallancourt

Machine learning produces data you can use to find new prospects, make sales, and improve retention.

Tags: customer satisfaction, digital marketing, Online Marketing, sales

July 2017, Auto Dealer Today - Feature

How to Become a Visionary Leader

The late Steve Jobs, cofounder and visionary leader of Apple, helped launch the era of the personal computer. Photo courtesy India7 Network

By Mike Esposito

Create and execute a vision for your dealership by solving customer issues, taking risks, remaining open-minded, and getting your employees on board.

Tags: apple, businesses, dealers, Dealership, Elon Musk, Tesla Motors

July 2017, Auto Dealer Today - WebXclusive

How to Grow Sales Through Facebook Ads

By Jayden Maharaj

Digital marketing expert offers step-by-step instructions for creating and sending a Facebook ad for your store.

Tags: Facebook, facebook advertising, Online Marketing

July 2017, Auto Dealer Today - Cover Story

Tax Reform From the Dealer Perspective

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By James S. Ganther, Esq.

Join the conversation about President Trump’s proposed changes to the tax code with a dealer-oriented primer on corporate tax rates, capital investment deductibility, and the estate tax.

Tags: Donald Trump, IRS, legislation, Tax Benefits

June 2017, Auto Dealer Today - Feature

The High Cost of Free Software

David Gesualdo

By David Gesualdo

Pirated software and shared licenses are commonly enforced violations of the U.S. Copyright Act.

Tags: Legal, software

June 2017, Auto Dealer Today - Feature

Dare to Love Your Factory

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By Jason Heard

OEM reps are people too. Heard lists three ways to build a healthy, fulfilling relationship with your factory.

Tags: creating relationships, factory, NADA, OEM

June 2017, Auto Dealer Today - Feature

Oops!

Photo courtesy Société BIC S.A.

By Thomas B. Hudson, Esq.

Failing to recognize the difference between a loan and a retail installment contract led to a costly violation of the Georgia Motor Vehicle Act.

Tags: Auto Loans, Legal, retail installment contracts

June 2017, Auto Dealer Today - WebXclusive

Preparing for Hurricane Season

By Ira Silver and Mark R. Thaw

Hurricane season kicked off on June 1 for Florida and other states along the East Coast. Two accounting and financial planning experts offer tips on how to prepare for that and other natural disasters.

Tags: Emergency Preparedness, Hurricanes, Natural Disaster

June 2017, Auto Dealer Today - Feature

17 Tips for Effective Time Management

Photo: Getty Images

By Karen Bradley

Manage your time like an expert by prioritizing completing, delegating or deleting the many tasks that crowd your personal and professional calendar.

Tags: management, sales skills, training

June 2017, Auto Dealer Today - Feature

What to Look for on the Digital Frontier

Photo: Getty Images

By Andy MacLeay

The future is undecided but investing in flexible payment and financing options, multichannel advertising, and lead attribution can create a competitive edge.

Tags: Financing, online advertising, Online Financing, ROI

June 2017, Auto Dealer Today - Feature

Stop Grasping at Straws

Illustration ©GettyImages /JDawnInk

By Ronald J. Reahard

Getting back to the basics of training and support is the only proven cure for manufacturer excess and slow sales and F&I production.

June 2017, Auto Dealer Today - Cover Story

Acquisition Alert: Be Smart About IT

By Erik Nachbahr

Dealership acquisitions can cost more than the sticker price. Before you acquire your next store, demand an IT assessment that covers software licensing, hardware vitality, network integration, contractual obligations, and phone system compatibility.

Tags: Dealership, Information Technology, technology

May 2017, Auto Dealer Today - WebXclusive

OEM Sales Quotas and the Dependable Dodge Decision

By Christian Scali and Monica Baumann

The owners of Dependable Dodge scored a judicial victory that further erodes manufacturers’ rights to ax franchises that don’t meet their sales quotas.

Tags: Dependable Dodge, disenfranchisement, Franchise Laws

May 2017, Auto Dealer Today - Feature

No More Excuses

By Tariq Kamal

The editor convenes a dealer brain trust to tackle the product knowledge gap.

Tags: dealers, product knowledge, Sales Tactics

May 2017, Auto Dealer Today - Feature

Staying Fit on Dealer Hours

By G.P. Anderson

G.P. has practical tips for those who agree that physical fitness affects your attitude and aptitude.

Tags: employees, sales training

May 2017, Auto Dealer Today - Feature

Sink or Swim

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.

By Tariq Kamal

Former educator and oil field worker Cody Finney has survived and thrived at Lone Star Dodge Chrysler Jeep Ram.

Tags: Customer Service, Sales Professional of the Month, Sales Tactics

May 2017, Auto Dealer Today - Feature

Falling Sky?

By Thomas B. Hudson, Esq.

Hudson plays Chicken Little as two New York dealers face the wrath of allegedly overcharged customers.

Tags: Credit, Legal, Pricing, Truth in Lending Act

May 2017, Auto Dealer Today - Feature

VR Could Solve the Learning Riddle

By Tony Troussov

Top trainer explores the world of virtual reality, which could one day create a ‘batting cage’ in which green peas would role-play scripts and engage in back-and-forth dialogues with simulated customers — all in the privacy of their own imaginations.

Tags: sales training, technology, Virtual Reality

May 2017, Auto Dealer Today - Feature

Stop Paying to Sell

By Joel Gordon

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.

Tags: employees, sales incentives ideas, sales training

May 2017, Auto Dealer Today - Cover Story

As You Recall

By James S. Ganther, Esq.

The frequency of factory defects spiked in 2014 and has remained high ever since. Compliance expert explains how recalls are slowing the sales and service processes, creating a cottage industry among plaintiffs’ attorneys, and forcing dealers to become students of the Motor Vehicle Safety Act.

Tags: defect, Recalls, Regulations

April 2017, Auto Dealer Today - Feature

Recycled Class Action Theories

By Thomas B. Hudson, Esq.

Dealers in Oregon are facing a class-action lawsuit that describes dealer participation as a kickback scheme.

Tags: Financing, lawsuits, Regulations

April 2017, Auto Dealer Today - Feature

Don't Leave Feedback to Chance

Tempting though it may be, engaging in tit-for-tat arguments with online reviewers is never a good idea. Photo ©iStockphoto.com/Antonio Guillem

By Alexi Venneri

Digital marketing expert defines the important role of online reviews and customer surveys in the social media mix.

Tags: Customer Reviews, digital marketing, Online Marketing, social media

April 2017, Auto Dealer Today - Feature

Read the Instructions!

Chick-fil-A founder S. Truett Cathy founded his highly successful fast-food chain on a pledge to be active in the communities his restaurants serve. Photo by Mark Turnauckas

By Ronald J. Reahard

Success requires dealers to read the proverbial instruction manual for compliance, transparency, and customer service.

Tags: Customer Service, training

April 2017, Auto Dealer Today - Cover Story

The Ultimate Profit Machine

An ongoing renovation and expansion project will add space and style to New Country BMW’s sales and service operations.

By Tariq Kamal

Job Pimentel brings 30 years of automotive industry success to his new role as GM of New Country BMW in Hartford, Conn.

Tags: BMW, dealers, General Manager, profit

March 2017, Auto Dealer Today - WebXclusive

Data Control and the DMS

By Tariq Kamal

Learn how Mike Esposito changed careers from engineering to auto retail and dealer software.

March 2017, Auto Dealer Today - WebXclusive

5 Ways Trump Can Alter Finance

President Donald Trump promised sweeping regulatory reform on the campaign trail and could play a pivotal role in easing or eliminating some regulations affecting the auto finance industry. Photo by Gage Skidmore

By by Christian Scali and Monica Baumann

Auto dealer regulations face an uncertain future under the Trump presidency. Two California-based attorneys take a look at the road ahead for the CFPB, the FTC, and state regulators.

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