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September 2014, Auto Dealer Today - Feature

Man Bites Dog

By Tom Hudson

The courts sided with a New Jersey dealership in its suit against a customer whose soon-to-be-ex-wife turned out to be the co-owner of his trade-in.

September 2014, Auto Dealer Today - Feature

Highline Concepts

By Stephane Babcock

Three new vehicles from luxury marques were designed to push the boundaries of sustainability, power and style.

September 2014, Auto Dealer Today - Feature

Stop Punishing Your Staff!

Videos are most effective as part of a training curriculum that adds context to the lessons presented.

By Harlene Doane

Sentencing your sales staff to an afternoon in front of the TV or computer is no way to motivate them.

Tags: Harlene Doane, Sales Training, special finance

September 2014, Auto Dealer Today - Feature

Stop the Presses!

Dealers who excel in SF know that the documentation customers use to prove residence and income is becoming increasingly easy to fake, prolonging the verification process. 

By Greg Goebel

A recent front-page article spins the facts to make the auto finance industry and dealers look bad.

Tags: Greg Goebel, special finance

September 2014, Auto Dealer Today - Feature

5 Ways to Redefine the Customer Experience

At John Elway’s Crown Toyota in Ontario, Calif., a sales manager bar takes the place of the menacing, raised sales towers that still loom over many showrooms. 

By Brent Tally

Facilities expert shares five design trends that are driving sales and service at dealerships nationwide.

Tags: Customer Satisfaction, Customer Service, internet sales, Sales Tactics

September 2014, Auto Dealer Today - Cover Story

Service With a Smile

The author (right) teamed with Don Boyle, vice president and general manager of the Scott Family of Dealerships, to create an online marketing campaign designed to drive more service traffic to the five-rooftop auto group.

By Paul Potratz

Don Boyle brings his lifelong passion for fixed ops to the Scott Family of Dealerships.

September 2014, Auto Dealer Today - Feature

Contraceptive Controversy

Randy Reed (right), owner and president of Randy Reed Automotive, stands with son Trevin, the two-rooftop auto group’s manager. The Reed family formally opposed an ACA provision that requires employers to cover emergency contraception in their employees’ health plans. 

By Toni McQuilken

Randy Reed was one of a number of business owners who opposed an order to provide coverage for the ‘morning after’ pill, and his side prevailed in a recent Supreme Court decision.

September 2014, Auto Dealer Today - Feature

The Mark of Quality

By David Gesualdo

Dealers represent all the best aspects of doing business in an age in which customer service is paramount to success.

August 2014, Auto Dealer Today - Feature

Dive Deeper

By Kelly Wadlinger

F&I pro shares three foolproof strategies for plumbing the depths of production and customer service.

August 2014, Auto Dealer Today - Feature

The Impostor

By Tom Hudson

A recent court decision saved a creditor from charges of violating the Fair Credit Reporting Act, but the case could compel dealers to rethink their criteria for pulling credit reports. 

August 2014, Auto Dealer Today - Feature

RETRO Concepts

By Stephane Babcock

The 1970s melded science fiction and the mythology of the flying car into a rare breed of concept vehicles.

August 2014, Auto Dealer Today - Feature

Value Added

By ADM Staff

Check out four products and services that were designed to benefit dealers and customers.

August 2014, Auto Dealer Today - Feature

A Tale of Two Dealerships

By Greg Goebel

The adventures (and misadventures) of two BDC teams prove that, when it comes to structure and process, one size does not fit all.

August 2014, Auto Dealer Today - Feature

Security from Every Angle

By Sharon Kitzman

Your DMS is an often-overlooked asset in your quest to protect your data — and profits.

August 2014, Auto Dealer Today - Feature

The Scourge of Apathy

By Ron Reahard

Dealers who wish to meet the $1,400 PRU benchmark must be willing to invest time and money in people, preparation and product knowledge.

Tags: F&I, F&I manager, Ron Reahard

August 2014, Auto Dealer Today - Feature

Every Avalanche Starts With a Snowflake

Properly presented and described, biweekly payment programs can be an asset to the F&I office and provide benefits to car buyers throughout the life of their loans. 

By Jim Ganther

The FTC’s probe of biweekly payment programs was limited in scope and consequence, but it could be a harbinger of further concerns over F&I products and dealer markup.

Tags: compliance, jim ganther

August 2014, Auto Dealer Today - Feature

Remembering Ed Bobit (1927–2014)

By ADM Staff

Friends and colleagues pay tribute to a titan of the automotive press.

August 2014, Auto Dealer Today - Cover Story

2014 Dealers Choice Awards

By ADM Staff

The winners of the 2014 Dealers’ Choice Awards represent the industry’s best product and service providers as selected by dealers and dealership personnel.

August 2014, Auto Dealer Today - Feature

Stand by Your Brand

Nikki Smith, a sales document processor for Bill Marsh Auto Group, stands ready to greet customers at the service desk. Co-owner Jamie Marsh expects most of his added service traffic to come from former Saturn customers. 

By Stephanie Forshee

GM dealers have found reasons to remain optimistic as they weather a record-setting string of vehicle recalls.

August 2014, Auto Dealer Today - Feature

In Memoriam: Ed Bobit, 1927–2014

By Tariq Kamal

Last month marked the passing of Edward J. Bobit. He was the founder and chairman of Bobit Business Media. The company began with the 1961 launch of Automotive Fleet. It would grow to include more than 20 titles, including Auto Dealer Monthly and F&I and Showroom.

August 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Shawn Wallace

By Kelsey Nolan

Honesty and loyalty help this Kentucky salesman close deals and allow him to work primarily on repeat business.

July 2014, Auto Dealer Today - Feature

The Cost of Compliance

By Tom Hudson

A new study found that U.S. dealers spend more than $3 billion per year to keep up with federal regulations, but the total cost of compliance is undoubtedly much higher.

July 2014, Auto Dealer Today - Feature

Big and Small

By Stephane Babcock

This month’s collection proves that concept and custom cars come in all shapes and sizes.

July 2014, Auto Dealer Today - Feature

Lead Time

By ADM Staff

These four services were designed to help dealers create new sales opportunities and upsell customers.

July 2014, Auto Dealer Today - Feature

To Be or Not to Be On-Camera

As the face of his multistate dealer group and a West Virginia state senator, Bill Cole is comfortable in front of the cameras, and his affable personality comes through on TV. 

By Jim Raposa

Are you ready — and qualified — to become the face and voice of your dealership? Marketing expert asks the tough questions.

July 2014, Auto Dealer Today - Feature

Women Are Not a Moving Target

By Jody DeVere

Simple promises and superior results are the key to marketing your dealership to women.

July 2014, Auto Dealer Today - Feature

The Foundation of Marketing Expansion

By Greg Goebel

Dealers who dive into special finance without personnel, processes and pay plans in place are bound to miss opportunities.

Tags: independent dealerships, special finance, Used-Car Sales

July 2014, Auto Dealer Today - Feature

Coach to Win

By John Vecchioni

Improve employee performance and retention with a renewed commitment to ongoing training.

July 2014, Auto Dealer Today - Feature

How to Respond to Comments

By Samantha Cunningham

Marketing expert offers pointers for encouraging positive feedback and responding to negative comments online.

July 2014, Auto Dealer Today - Feature

Independent Thinking

Consumer demand convinced Yves Belanger, owner of Gibson Truck World in Central Florida, to specialize in light-duty and monster trucks. Belanger says reconditioning costs for Gibson’s extensive inventory total more than $250,000 per month.

By Toni McQuilken

ADM profiles three independent dealers who take a hands-on approach to running their operations.

Tags: buy-here, independent dealerships, pay-here, Used Vehicles, used-car dealer

July 2014, Auto Dealer Today - Feature

Event Space

By David Gesualdo

The size and scope of Industry Summit continues to change with time and the demands of the market.

July 2014, Auto Dealer Today - Feature

The Industry Is Ready for Econtracting

By Brian Reed

Connectivity expert says that if dealers, lenders, product providers and lawmakers get on board, industrywide adoption of econtracting could soon be a reality.

July 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Ted Mikels

By Kelsey Nolan

This Grants Pass, Ore., native has car sales in his blood.

June 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Bob Ankrom

By Kelsey Nolan

This retired law enforcement officer made the jump into automotive sales nine years ago, and has since been made Salesman of the Month more than 60 times.

Tags: Sales Professional of the Month

June 2014, Auto Dealer Today - Feature

Cutting Keys

By Kelly Wadlinger

Sales and F&I managers can defuse interdepartmental conflict by walking a mile in their co-workers’ shoes.

June 2014, Auto Dealer Today - Feature

The Car Dealer Won?

Hawaii's Intermediate Court of Appeals upheld a lower-court ruling that a Honolulu dealer had not made false statements regarding a used car that stopped working eight months after it was sold. 

By Tom Hudson

A Hawaii dealer — and common sense — prevailed in a case brought by an unhappy used-car buyer.

June 2014, Auto Dealer Today - Feature

The Car East

By Stephane Babcock

Automakers unveiled a series of head-turning prototypes at the 2014 Beijing International Automotive Exhibition.

June 2014, Auto Dealer Today - Feature

Tech Savvy

By ADM Staff

Check out the latest technological solutions for in-store processes and advanced marketing campaigns.

June 2014, Auto Dealer Today - Feature

Lead With Commander’s Intent

By Mike Esposito

Empower your staff by making your objectives clear and giving them room to work.

June 2014, Auto Dealer Today - Feature

Policies, Profits and Pacifico

The move toward flat fees fails to address the scenario of two banks competing for the same contract. F&I managers could be forced to choose between a higher flat for their dealership and a lower APR for their customer.  

By Jim Ganther

By going to flat fees, banks and finance companies may shift regulatory pressure away from themselves — and onto dealers.

June 2014, Auto Dealer Today - Feature

How to Close More SF Deals

By Greg Goebel

Special finance expert offers two practical ways underperforming dealers can increase their closing percentage.

June 2014, Auto Dealer Today - Feature

Expect Perfection

By Ron Reahard

Successful dealers lead by example. Strive for perfection and expect the same from your sales and finance teams.

June 2014, Auto Dealer Today - Feature

Your BDC Pay Plan

By Greg Wells

To properly compensate your business development center, you must set expectations for your manager and agents and design a pay plan that will motivate and reward them.

June 2014, Auto Dealer Today - Feature

Your Internet Manager Pay Plan

As Internet managers take on more responsibilities, many dealers find it difficult to define their roles. Establishing clear duties and goals is the first step toward a mutually beneficial pay plan. 

By Paul Potratz

Fair compensation for Internet managers starts with a clear definition of their goals and your expectations.

June 2014, Auto Dealer Today - Cover Story

Taking Back Sundays

A bill introduced by State Sen. Jim Oberweis would have lifted the ban on Sunday sales in Illinois. The bill failed to make its way through the most recent session of the state assembly. 

By Stephanie Forshee

Car dealers in Illinois are the latest group to battle legislators to keep laws banning Sunday sales in place. Now that the FTC has stepped in, the debate is poised to go national.

June 2014, Auto Dealer Today - Feature

Biweekly Blowup

By David Gesualdo

An FTC probe and an NADA memo inspired a fierce debate and thrust biweekly payment plans into the spotlight.

May 2014, Auto Dealer Today - WebXclusive

May Sales Professional of the Month: Derrick Young

By Kelsey Nolan

This Alabama-based Ford salesman has been with his dealership since day one, and he maintains the store record in volume and total income for all fifteen years of Town & Country Ford's history.

May 2014, Auto Dealer Today - Feature

Recruiting Violations

Technology advanced vehicles give technically proficient sales consultants an edge. Dealers have begun recruiting salespeople from the consumer electronics industry, which requires skill set and similar work hours. 

By Jason Heard

Dealers must let go of outdated recruiting methods to attract and hire qualified, motivated individuals.

May 2014, Auto Dealer Today - Feature

No Haggle? No Problem. Or Not.

By Tom Hudson

The magazine’s legal wiz believes that dealers who advertise no-haggle pricing should be safe from legal action — unless, of course, they haggle.

May 2014, Auto Dealer Today - Feature

Concept Cars

By Stephane Babcock

These prototypes were designed to push the boundaries of design, fuel efficiency and utility.

Blog

On-the-Point

Jim Ziegler
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb