Article

151  -  200  of  2280

December 2015, Auto Dealer Today - Feature

Open-Source Selling

By Ronald J. Reahard

Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer’s research and offering additional third-party resources.

Tags: Internet Shopper, Sales Tactics, sales training

December 2015, Auto Dealer Today - Feature

4 Reasons Why Your Offline Strategy Matters Online

By Daniel Kim and John Possumato

Dealers are finding digital marketing success by relying on the lessons learned from successful brick-and-mortar sales.

Tags: Online Marketing, Sales Tactics, Showroom

December 2015, Auto Dealer Today - Cover Story

Building an Online Empire

PHOTOS BY DAN MCCABE/REALCUSTOMER.COM

By Toni McQuilken

Toni Anne Fardette has taken Atlantic Auto Group’s BDC and digital marketing campaigns to the next level.

Tags: BDC, Dealers, Online Marketing

December 2015, Auto Dealer Today - Feature

Consolidation Nation

By Stephanie Forshee

Berkshire Hathaway acquired 78 dealerships when it purchased the former Van Tuyl group this year, but it was only one of many recent mergers and acquisitions in the dealer space.

Tags: Berkshire Hathaway Automotive, Dealerships, merger and acquisition, Van Tuyl Group

December 2015, Auto Dealer Today - Feature

The Gross-Volume Balancing Act

By Jason Heard

Jason Heard offers six ways to decide whether you need to focus on adding gross or selling more vehicles.

Tags: gross profit, Sales Management, sales manager, sales training

December 2015, Auto Dealer Today - Feature

Far From Over

By Tariq Kamal

Volkswagen will find a way to recover from its historic deception, but dealers will still be forced to cope with the fallout.

Tags: Dealers, Diesel Powered, EPA, Regulations, Volkswagen

November 2015, Auto Dealer Today - Feature

Power Play

By Toni McQuilken

Bryan McGarity built a successful career in powersports, then brought that same customer-focused philosophy to car sales.

Tags: Powersports, sales, Sales Professional of the Month

November 2015, Auto Dealer Today - Feature

The Long View

By Thomas B. Hudson, Esq.

Hudson explains why the regulation of auto sales and finance is less like a battle and more like the Hundred Years War.

Tags: Credit, Finance, legal training, Regulations

November 2015, Auto Dealer Today - Cover Story

The Social Media Superman

Ecommerce Director Rico Glover (right) and General Manager Tim Roussell are driving a restructuring of Bryan Honda in Fayetteville, N.C., where Glover’s online marketing efforts include multiple, ongoing social media campaigns.

By Tariq Kamal, Managing Editor

Rico Glover is on the path to success at Bryan Honda, where he and General Manager Tim Roussell are building a small-city dealership into an online powerhouse.

Tags: dealer, Online Marketing, social media marketing

November 2015, Auto Dealer Today - Cover Story

The Dealer for the People

Owners Jill and Jeffrey Merriam are a brother-and-sister team at Key Hyundai. Photo: Lisa Cascone

By Toni McQuilken

Jill Merriam set out to change the car business mentality, and her ‘Dealer for the People’ campaign and experiments with personnel and processes have paid dividends for Key Hyundai.

Tags: advertising, Business Development Center, dealer, Hyundai

November 2015, Auto Dealer Today - Feature

4 Secret Skills of Successful Managers

By Vivian Ciampi

Corporate communication expert offers four tactics dealers and managers can use to effect real change in an increasingly complex workplace.

Tags: Dealers, managers, training, workplace

November 2015, Auto Dealer Today - Cover Story

The Big 10

Michael Nekava reflects on his record-setting 10-car afternoon. Photo: Michelle Kawka

By Stephanie Forshee

Remember the last time you sold 10 cars in less than five hours? Michael Nekava does, and it was an afternoon he will never forget.

Tags: dealer, Sales Professional of the Year, salespeople, Vehicle Sales

November 2015, Auto Dealer Today - Cover Story

The Standard Bearer

Greg Rietz is typically the first staff member to arrive at the Lujack Honda showroom, using his own key to unlock the doors between 4 and 5 a.m. He spends the early-morning hours writing letters and cards to his thousands of personal clients. 

By Toni McQuilken

If you missed it, check out Auto Dealer Monthly’s profile on its 2014 Sales Professional of the Year, Lujack Honda’s Greg Rietz. If you know of a sales pro who deserves some recognition, let us know by clicking on the link at the end of the article.

Tags: employees, sales department, Sales Professional of the Year

November 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Three

Photo: ©ISTOCKPHOTO.COM/KZENON

By Greg Goebel

With a fully operational SF department, the DealerStrong team shifts their focus to finding, selling and financing customers.

Tags: CRM, DealerStrong, special finance, training

November 2015, Auto Dealer Today - Feature

Sales Call On Line One

By David Greene

The phones are ringing and customers are waiting. How is your dealership managing those opportunities?

Tags: marketing, new-vehicle leads, Phone Customers, training

November 2015, Auto Dealer Today - Feature

You Can’t Close a Click

By Troy Smith

It’s time to quit counting clicks and refocus your digital marketing strategy on actual leads.

Tags: digital marketing, Internet Leads, online shoppers

October 2015, Auto Dealer Today - Feature

WTF

By G.P. Anderson

Whatever beliefs you and your customers may or may not share, politics and religion have no place in F&I.

Tags: Customer Service, F&I, F&I training

October 2015, Auto Dealer Today - Feature

The Professional

Photo: Wayne Heard

By Toni McQuilken

After nearly 50 years of car sales, Gary Young has built a loyal following and a collection of stories.

Tags: Buick, sales, Sales Professional of the Month

October 2015, Auto Dealer Today - Feature

Defeating Class Actions the Old-Fashioned Way

By Thomas B. Hudson, Esq.

If the CFPB has its way, pre-dispute arbitration agreements will no longer protect dealers from class-action lawsuits.

Tags: CFPB, court, lawsuits, Legal

October 2015, Auto Dealer Today - Feature

Elevate Emotions and Excitement Part 2

By James Mueller and Steve Howard

Mastering certain words, phrases, metaphors and similes will add power to your sales process.

Tags: Customer Experience, sales, Sales Tactics

October 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Two

By Greg Goebel

The DealerStrong team digs in at Champion Motors and finds a few surprises, including a freshly installed CRM.

Tags: CRM, DealerStrong, special finance, training

October 2015, Auto Dealer Today - Feature

Attention All Data Furnishers

By Richard Hudson

Any entity that feeds a consumer reporting agency is considered a ‘data furnisher’ by the CFPB and must be aware of three credit reporting factors that can’t be overlooked.

Tags: CFPB, Credit Report, Legal

October 2015, Auto Dealer Today - Feature

Get Emotional

David Gesualdo

By David Gesualdo

Industry Summit showcased an unstoppable shift in training and set the stage for the next event.

Tags: Compliance Summit, F&I training, IAS

October 2015, Auto Dealer Today - Feature

Prequalify Your Customers Online

By Pete MacInnis

An online, soft-pull prequalification process could help dealers sell more cars faster and satisfy new demands from consumers and regulators.

Tags: Credit Report, F&I process, Online Financing, Qualifying Buyers

October 2015, Auto Dealer Today - Feature

That Dog Will Bite You!

By Ronald J. Reahard

Written guidelines and a code of conduct will help prevent payment packing from baring its teeth.

Tags: desking, F&I training, payment packing, training

October 2015, Auto Dealer Today - Cover Story

Merchants Auto Is Winning

Photo: Robin David

By Greg Wells

General Manager Adam Secore’s focus on people, process and product has helped Merchants Auto minimize turnover and increase sales by 89% in four years.

Tags: Dealers, Hiring, sales, Turnover

September 2015, Auto Dealer Today - WebXclusive

Your Car Dealer Gift Guide

Photo: Procsilas Moscas

By Eric Halsey

What do you get for the dealer who has everything? Check out a few ideas you may not have considered.

Tags: auto dealers, Dealers, Family

September 2015, Auto Dealer Today - Feature

No Guidance

David Gesualdo

By David Gesualdo

Self-governance by providers may be the best way to protect the sale of F&I products.

Tags: CFPB, P&A Leadership Conference

September 2015, Auto Dealer Today - Feature

Wrestling With Inventory

By Steve Fox

Taking control of your inventory requires bravery, strategy and commitment.

Tags: inventory, Inventory Management

September 2015, Auto Dealer Today - Feature

What’s Up, Chevy Dude?

Photo: Caitlin Davenport

By Toni McQuilken

Mike Davenport’s alter ego helps him find customers and make sales.

Tags: Chevrolet, Online Marketing, Sales Professional of the Month

September 2015, Auto Dealer Today - Feature

More Appraisals, More Trade-Ins

By Bill Mokry

The more appraisals you conduct, the more opportunities you have to capture trades and the benefits that come with them.

Tags: sales, trade-in, Vehicle Appraisal

September 2015, Auto Dealer Today - Feature

The Firing Line

Courtesy NBC Universal

By Paul Hatcher

Terminating an employee is always hard, but if they have been properly recruited and trained, the decision can be easy.

Tags: employee retention, employees, Firing, training

September 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part One

By Greg Goebel

Welcome to Part One of a six-part series of articles about the launch of a startup special finance operation at an already successful independent dealership on the fringe of a major U.S. metro market.

Tags: DealerStrong, sales, special finance, training

September 2015, Auto Dealer Today - Feature

The Case of the Invisible Waiver

By Thomas B. Hudson, Esq.

If the waivers intended to protect your dealership aren’t clearly visible, they might as well not be there.

Tags: common paperwork problems, compliance, documentation, Legal

September 2015, Auto Dealer Today - Cover Story

Internet Leads Are Phone Leads

By Sean V. Bradley

Relying on email alone will not lead to confirmed appointments or sales.

Tags: creating relationships, digital marketing, Internet Leads, new-vehicle leads

August 2015, Auto Dealer Today - Feature

The Art of Connectivity

Customer service is greatly enhanced by the ability to access vehicle information from anywhere on the property, and even more so when that information can be shared between locations. 

By Jim Rogers

Dealers are using unified communications to improve customer service and drive sales.

Tags: communication networks, Connected Vehicle, technology

August 2015, Auto Dealer Today - Feature

Technical Issue

David Gesualdo

By David Gesualdo

For better or for worse, the proliferation of technology and data is effecting sweeping changes throughout the auto industry.

Tags: Data, digital marketing, technology

August 2015, Auto Dealer Today - Feature

Can I Be Direct?

By Jeff Dodson

Crafting a winning direct mail marketing campaign in the Digital Age requires a clear, concise message that drives car buyers to your website.

Tags: lead generation, mailing list, marketing, Sales Tactics

August 2015, Auto Dealer Today - Feature

4 Ways to Keep Service Customers Coming Back

Jim Alton

By Jim Alton

Low turnover and rock-solid policies for labor times and pricing help retain your valuable service customers.

Tags: Customer Service, employee retention, Parts and Service

August 2015, Auto Dealer Today - Feature

Duty Calls

By Jason Heard

GSM offers pointed advice for selecting your compliance officer and putting them to work.

Tags: compliance, compliance officer, FTC, Human Resources

August 2015, Auto Dealer Today - Feature

How to Elevate Emotions and Excitement

By James Mueller and Steve Howard

Use the subtle and not-so-subtle emotional clues every customer divulges to get them excited about the vehicles and features you know they’ll love.

Tags: sales, Sales Tactics

August 2015, Auto Dealer Today - Feature

A Rolling Reg Z Violation

By Thomas B. Hudson, Esq.

If you’re going to advertise terms on loaner cars, you had better include disclosures as well.

Tags: advertisements, disclosure, Regulations

August 2015, Auto Dealer Today - Feature

Second Act

Selection Specialist Tim Engle, left, stands with General Sales Manager Michael Strenge on the showroom floor at McCafferty Hyundai in Langhorne, Pa. Photo: Melissa Rago

By Toni McQuilken

Tim Engle stepped out of early retirement and into a successful second career at McCafferty Hyundai.

Tags: Hyundai, Retirement, Sales Professional of the Month

August 2015, Auto Dealer Today - Feature

A Day to Remember

Shift your focus away from sales and toward customer service to make buying a car at your dealership a memorable experience.

By Ronald J. Reahard

Shift your focus away from sales and toward customer service to make buying a car at your dealership a memorable experience.

Tags: Customer Service, Sales Tactics, sales training

August 2015, Auto Dealer Today - Cover Story

It Takes Two to Text

At Winner Ford in Cherry Hill, N.J., Digital Marketing Manager Andy Dasher is using a text-messaging platform to improve his store’s communications with prospects and existing customers. Photo: Matt Morris

By John F. Possumato

Digital marketing managers like Andy Dasher are learning that a robust, two-way text-messaging platform can drive in-market leads and help keep dealerships on the FCC’s good side.

Tags: digital marketing, marketing, text marketing

July 2015, Auto Dealer Today - Feature

Straight to the Source

Dean Evans

By Tariq Kamal

ADT sits down with Dean Evans, a digital marketing expert with experience in the retail, OEM and third-party segments.

Tags: digital marketing, LotLinx, SEO

July 2015, Auto Dealer Today - Feature

Advertising Roulette

Thomas B. Hudson

By Thomas B. Hudson, Esq.

Failing to nominate a compliance officer is like betting against the regulatory house.

Tags: advertising, Federal Trade Commission, Regulations

July 2015, Auto Dealer Today - Feature

How to Find and Keep Service Techs

By Jim Alton

Having trouble hiring quality service technicians? You might not be looking in the right places.

Tags: employees, Hiring, Parts and Service, technician training

July 2015, Auto Dealer Today - WebXclusive

There Is No Bubble

Raj Sundaram 

By Tariq Kamal

The magazine caught up with Dealertrack’s Raj Sundaram to discuss sales forecasts, the specter of the subprime auto finance bubble, digital retailing and the Dealers’ Choice Awards.

Tags: Dealer's Choice Awards, Dealertrack, subprime auto finance

July 2015, Auto Dealer Today - Feature

How to Hire a BDC Manager

Look for these essential skills and abilities when choosing the person who will helm your business development center.

By Wendy Reeves

Look for these essential skills and abilities when choosing the person who will helm your business development center.

Tags: BDC, Hiring, management

Blog

On-the-Point

Jim Ziegler
All Things Must Pass

By Jim Ziegler
Ziegler mourns the loss of Gregg Allman as Ford and Hyundai shake up their leadership teams and Carvana struggles to stay afloat.

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

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

By Jim Ziegler

Opening Observations

Over the Curb