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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.

March 2017, Auto Dealer Today - Feature

The Lost Art

By Tariq Kamal

The editor has seen the good, the bad and the ugly version of the vehicle walkaround.

Tags: Customer Experience, Sales Tactics

March 2017, Auto Dealer Today - Feature

Trade You for It

Illustration by ©ISTOCKPHOTO.COM/TARRAS79

By Jason Heard

GSM makes the case for taking unusual trades and bartering services.

Tags: networking, Powersports, trade-in

March 2017, Auto Dealer Today - Feature

Your Paper Tracks

By Thomas B. Hudson, Esq.

Dealers who maintain records documenting their compliance efforts are better equipped to respond to regulatory inquests.

Tags: documentation, Regulators

March 2017, Auto Dealer Today - Feature

10 Reasons You Need Videoconferencing

Photo courtesy Helion Automotive Technologies

By Erik Nachbahr

Conference calls are an inefficient relic of the past. Learn why multistore dealers rely on videoconferencing to increase engagement and productivity.

Tags: Helion Technologies, sales meetings, video conferencing

March 2017, Auto Dealer Today - Feature

You Deserve a Promotion

By Pav Sangha

Break your late-winter sales slump by offering customers a new incentive to buy from your dealership today.

Tags: incentives, Promotions, Sales Tactics

March 2017, Auto Dealer Today - Feature

Geopolitics and the Car Business

President Donald Trump made trade with Mexico a focal point of his campaign, but the realities of geopolitics could derail his plans for a new border tax. Photo: Gage Skidmore

By James S. Ganther, Esq.

President Trump has promised a 35% tariff on vehicles built in Mexico and sold here. Legal expert explains why neither a border tax nor the trade war it would spark is a realistic possibility.

Tags: Donald Trump, Politics

March 2017, Auto Dealer Today - Feature

Pick One Goal for Facebook Ads

By Brent Albrecht

Facebook’s new ad categories give dealers the opportunity to create multiple campaigns to target increasingly down-funnel car buyers.

Tags: digital marketing, Facebook, online advertising, Online Marketing

March 2017, Auto Dealer Today - Cover Story

How to Perfect the Walkaround

By Tahmina Hassanein

A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.

Tags: Customer Experience, Sales Tactics, Sales Training

March 2017, Auto Dealer Today - WebXclusive

Tesla vs. Franchise: Weighing the Pros and Cons

By Todd Bryant

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.

Tags: Electric Vehicles, Franchise Laws, Franchised Dealerships, Tesla Motors

February 2017, Auto Dealer Today - Feature

All In on the Process

David Gesualdo

By David Gesualdo

The publisher seeks inspiration from men of vision but still relies on the alarm clock method to get business done.

Tags: business management, Sales Process

February 2017, Auto Dealer Today - Feature

What's the Downside?

By G.P. Anderson

Unlike new technology, every investment in training is guaranteed to pay off.

Tags: Closing Ratios, gross profit, lead generation, Turnover

February 2017, Auto Dealer Today - Feature

Nine Months in Hell

Photo: James Holloway

By Tariq Kamal

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.

Tags: Customer Loyalty, sales, Sales Professional of the Month

February 2017, Auto Dealer Today - Feature

CFPB Still Needs Schooling on Credit Sales

Photo: IStockPhoto.com/Brauns

By Thomas B. Hudson, Esq.

The Consumer Financial Protection Bureau is taking baby steps toward financial literacy, but it remains far from the head of the class.

Tags: CFPB, Credit, retail installment contracts

February 2017, Auto Dealer Today - Feature

4 Keys to Moneymaking Videos

By Tim James

Master the elements of content, exposure, and data collection to maximize the potential of your videos.

Tags: Flick Fusion, Video Advertising, Video Marketing

February 2017, Auto Dealer Today - Feature

Top 5 Ways to Sell More Used Cars Online

By Bill Mokry

Take advantage of every opportunity the internet offers to move used units more quickly for more money.

Tags: ebay, Internet Leads, Used Vehicles

February 2017, Auto Dealer Today - Cover Story

Great Coaches Build Winning Teams

Nick Saban, head coach of the Alabama Crimson Tide, espouses “The Process,” a leadership philosophy that relies on breaking monumental tasks down to small, manageable pieces. Photo: Rammajammayellahamma 

By Ronald J. Reahard

The CFP National Championship was more than a football game. It was a contest between ‘The Process’ and ‘All In,’ the personal leadership philosophies of head coaches Nick Saban and Dabo Swinney.

Tags: Management, Professional Goals, Sales Training

January 2017, Auto Dealer Today - Feature

Live Beyond Your Goals

By Rico Glover

Reaching your professional peak is only one leg of the journey toward a fulfilling life.

Tags: Career Advice, sales

January 2017, Auto Dealer Today - Feature

Nude Photos as Bargaining Chips?

By Thomas B. Hudson, Esq.

A lawsuit against a Georgia dealership claims a disagreement over a trade-in led to a misguided attempt at blackmail.

Tags: Lawsuit, social media

January 2017, Auto Dealer Today - WebXclusive

Set Your Cybersecurity Fears Aside

By Steve Cottrell

Have you received letters from your providers that were full of intimidating technical phrasings — things like 'unacceptable levels of risk/control' and 'data integrity issues'? Those terms certainly sound scary, but as Franklin D. Roosevelt once opined, 'The only thing we have to fear is fear itself.'

Tags: Authenticom, Cyber Security, DealerVault, DMS, DMS integration, Stephen Contrell

January 2017, Auto Dealer Today - Feature

Minimize Your Loaner Losses

By Brian Ludlow

Accounting expert offers a three-step plan for recovering loss of use and value on loaner car damage claims.

Tags: Claims Payment, Loaner Vehicle, losses, Vehicle Damage

January 2017, Auto Dealer Today - Feature

When Your Controller Leaves You

By Harlene Doane

What is the worst thing a dealer wants to endure in the dealership? Near the top of the list, just below a DMS conversion, is when your controller or office manager (if that’s your highest-level HR talent) gives notice.

Tags: controller, Hiring, Human Resources

January 2017, Auto Dealer Today - Feature

Overtime, Schmovertime

By James S. Ganther, Esq.

The new federal overtime rules are on hold, but dealers still may face a series of difficult decisions.

Tags: Fair Labor Standards Act, Overtime, salary

January 2017, Auto Dealer Today - Cover Story

Let’s Do This

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.

By Tariq Kamal

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.

Tags: sales, Sales Professional of the Year

January 2017, Auto Dealer Today - WebXclusive

Develop Good Habits and Dominate in 2017

Photo by Serge Melki

By Tony Troussov

It’s a new year and a great time to sharpen your dealer skillset. Top trainer lays out a five-step plan.

Tags: Customer Service, employees, Management, sales, Sales Training

January 2017, Auto Dealer Today - WebXclusive

Service Advisors Are Working Overtime

By Jeffrey Brecher

The Ninth Circuit has reaffirmed that service advisors are not subject to exemption from overtime pay. Compliance expert unpacks Navarro v. Encino Motorcars LLC and the effect it could have on your fixed-ops budget.

Tags: compliance, Department of Labor, employment, Encino Motorcars, Hiring, Jeffrey Brecher, Management, Overtime

January 2017, Auto Dealer Today - WebXclusive

Is 2017 the Year of Telematics?

The author believes 2017 will mark the year telematics technology makes its mark in the retail automotive segment. Photo courtesy NASA Goddard Space Center

By Mike Esposito

Dealers and their sales and service teams must prepare for a watershed moment in vehicle technology this year.

Tags: Connected Vehicle, sales, telematics

December 2016, Auto Dealer Today - WebXclusive

It’s 2017. Expect More From Your DMS.

Revelers cheer New Year’s fireworks in Valparaiso, Chile. Photo by Andrés Aguiluz Rios

By Kai Nielsen

The reach of new technology extends to your dealer management system, and you should demand a solution that exceeds your expectations.

Tags: digital retailing, DMS, DMS integration, technology

December 2016, Auto Dealer Today - Feature

No Challenge Too Great

Tracy Heid

By Stephanie Forshee

In the third act of an action-packed professional life, Tracy Heid is thriving as a salesperson at Wisconsin’s Mad City Mitsubishi.

Tags: Promotions, Sales Performance, Sales Professional of the Month

December 2016, Auto Dealer Today - Feature

Social Awareness

By David Gesualdo

The publisher seeks expert advice for making social marketing work for dealers.

Tags: Dealer's Choice Awards, social media

December 2016, Auto Dealer Today - Feature

6 Ways to Get Used

By Jason Heard

Your pre-owned inventory could be your most undervalued tool. GSM offers six keys to maximizing the market value of every used unit.

Tags: pre-owned, sales, Used Vehicles

December 2016, Auto Dealer Today - Feature

Physician, Heal Thyself

By Thomas B. Hudson, Esq.

The CFPB’s inability to master the basic vocabulary of automotive finance does a disservice to the consumers whose interests it is charged with protecting.

Tags: Auto Loans, CFPB, Finance, Law, Regulations

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Blog

On-the-Point

Jim Ziegler
Join the Battle of Jericho

By Jim Ziegler
Ziegler has harsh words for the so-called geniuses behind escalating factory incentives, political support for autonomous vehicles, AutoNation's 'millennial-friendly' pay plan, and the Carvana IPO.

Don't Run, We Are Your Friends!

By Jim Ziegler
Ziegler remains defiant as alien invaders from distant planets abduct car buyers from the new-car market, aim their ray guns at dealer profitability, and strip your operation of its natural resources.

The Future Ain't What It's Cracked Up to Be

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Convention and Super Bowl Hangovers

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Opening Observations

Over the Curb