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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.

May 2014, Auto Dealer Today - Feature

Dealmakers

By ADM Staff

Discover new tools and services designed to keep your store connected, informed and efficient.

May 2014, Auto Dealer Today - Feature

Greg Miller: Undercover Boss

BEFORE

By Tariq Kamal

Larry H. Miller Group’s Greg Miller recounts the experience behind his appearance on CBS’s “Undercover Boss.”

May 2014, Auto Dealer Today - Feature

Refinancing Dealer Credit

Facility upgrades and renovations are underway at dealerships across the nation. An improving economy and low interest rates have prompted many dealers to consider refinancing. 

By David Keller

Low interest rates are driving dealers back to their banks and finance companies to discuss refinancing floorplans, mortgages and lines of credit. Accounting expert offers advice for preparing your case and deciding between fixed and variable rates.

May 2014, Auto Dealer Today - Feature

How Not to Get a Deal Bought

By Greg Goebel

After waiting two months for a slam-dunk loan approval, the special finance guru has newfound sympathy for the struggles of subprime car buyers.

May 2014, Auto Dealer Today - Feature

How to Build Trust Online

By Dan Flora

Earning the trust of the car-buying public requires consistency in pricing, inventory and your dealership’s brand.

May 2014, Auto Dealer Today - Feature

5 Critical CRM Tasks

Today’s CRM systems can display your most critical action items and give you an up-to-the-minute look at your progress with current customers.

By Brian Skutta

Dealer software expert lists five ways your customer relationship management system can drive new sales and service visits.

May 2014, Auto Dealer Today - Feature

How To Find The Right DMS

Dealers who own multiple rooftops often manage a shared inventory and accounting office. Your DMS should be optimized to reflect the needs of your operation. 

By Sharon Kitzman

Expert lays out a three-step plan for dealers who are considering a DMS conversion.

May 2014, Auto Dealer Today - Feature

Your BDC Profit Center

Why limit your BDC team’s potential? Skilled agents can generate sales and service opportunities by taking on new assignments such as showroom outcome calls and database marketing. 

By Greg Wells

To convert your BDC from a loss-prevention department to a true profit center, you must think beyond phone and Internet leads and challenge your reps to take on new tasks.

May 2014, Auto Dealer Today - Cover Story

The Path To Victory

Sales managers Graham Fernandez, Clark Osborne, and Jim Hitchcock, Olesnavage and Finance Manager Andrew Hamilton-Torrey work together to keep the dealership running at peak efficiency. 

By Kelsey Nolan

With hard work, determination, and a passion for learning honed by his years in the classroom and on the football field at the University of Michigan, Jason Olesnvage has risen to the rank of general manager at Victory Automotive.

May 2014, Auto Dealer Today - Feature

Financial Peril

By David Gesualdo

The publisher is astonished to learn he is not alone in his struggles to close a prime-credit home loan.

April 2014, Auto Dealer Today - Feature

Running Up the Score

Dealers take pride in high CSI scores, and rightfully so. But the attitude your salespeople exhibit when asking for positive survey responses should pervade every interaction with every potential customer. 

By Kelly Wadlinger

Focusing on CSI scores leads dealers to forget that potential customers who are turned away from your store will never fill out a survey.

April 2014, Auto Dealer Today - Feature

Wanna Buy a Car, Mate?

By Tom Hudson

After a 10-year nap, Rip Van Cardealer awakens to a future in which dealer pricing, financing and reserve are a thing of the past.

April 2014, Auto Dealer Today - Feature

Concept Cars

By Stephane Babcock

These four concept cars were designed to push the boundaries of design, fuel efficiency and utility.

April 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

April 2014, Auto Dealer Today - Feature

Buying Into Bankruptcies

By Denny Long

Are you getting your share of the profitable BK market? Direct marketing expert lists the essentials of reaching these motivated, in-market buyers.

April 2014, Auto Dealer Today - Feature

The Numbers Behind the Numbers

By Greg Goebel

Data from dealers who are active in special finance yields guidance and several surprises.

April 2014, Auto Dealer Today - Feature

Written in Stone

By Ron Reahard

The current political climate is unfriendly toward profitable dealerships and productive F&I departments. The best way to change the conversation is to remind the public that dealers are not just in it for themselves.

April 2014, Auto Dealer Today - Feature

Paid Search vs. Display Ads

By Sarah Adamo and Renée Benedetti

Create an effective online marketing campaign by targeting potential customers at different stages of the car-buying process.

April 2014, Auto Dealer Today - Feature

Dealers, Dollars and Disparate Impact

By Jim Ganther

The CFPB is employing a broad definition of the word ‘discrimination’ to put the squeeze on dealers, and the NADA has responded. Learn why one compliance expert believes both groups may have gone too far.

April 2014, Auto Dealer Today - Feature

DMS 2014+

By Brian Reed

Consumer demand will force DMS technology to accommodate a fully online sales process.

April 2014, Auto Dealer Today - Cover Story

No-Haggle Pricing

Simpson Buick GMC has enjoyed increased volume and CSI scores since switching to fixed prices — as well as a drop in average gross profit. “I’d rather take a skinny deal than no deal,” says sales manager Ali Ahmed. 

By Stephanie Forshee

Ali Ahmed and the sales team at Simpson Buick GMC have shortened the sales process and improved CSI by switching to a no-haggle pricing system. Having weighed the pros and cons, he believes fixed prices could soon become the preferred model for dealers nationwide.

April 2014, Auto Dealer Today - Feature

Traded Away

By David Gesualdo

Recent developments prove that, when the chips are down, nothing is sacred.

April 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Brian Read

By Kelsey Nolan

Before he joined Cumberland, Md.-based Timbrook Auto Outlet, Brian Read worked as a pontoon boat driver. The experience, he says, continues to shape the way he interacts with his customers.

March 2014, Auto Dealer Today - Feature

Who’s in Charge Here?

By Jason Heard

Veteran sales manager says dealers who demonstrated leadership during the Great Recession may have to re-establish themselves as the decision-makers at their stores.

March 2014, Auto Dealer Today - Feature

The Temple of Snakes and Other Critters

There are certain federal and state laws and regulations that require dealers to include in their documents certain precise, mandated language. No wiggle room. No tinkering.

By Tom Hudson

The magazine’s legal eagle can’t help but shout a warning to dealers who tinker with language in their retail installment sales contracts.

March 2014, Auto Dealer Today - Feature

Concept Cars

By Ed Bobit and Tariq Kamal

Check out four sporty new prototypes from Volkswagen, Volvo, Toyota and ... Kia?

March 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

March 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

March 2014, Auto Dealer Today - Feature

What’s in Their Wallets?

Having customers swipe their own credit cards is one of several steps you can take to help safeguard their personal data — and your dealership. 

By Chad DeKing

Your customers trust you with their credit card numbers. Expert lays out a plan to safeguard their information and protect your store in the event of a Target-style data breach.

March 2014, Auto Dealer Today - Feature

The Great A/B Experiment

By Adam Dennis

Google is taking a ‘multi-armed bandit’ approach to A/B experimentation. Expert says dealers can take advantage by rethinking their own website testing methods.

March 2014, Auto Dealer Today - Feature

Outsmart the Lead Goblin

By Harlene Doane

You can keep the Lead Goblin at bay by crosschecking every lead delivered to your CRM.

March 2014, Auto Dealer Today - Feature

Goebel Sees Big Year Ahead

By Greg Goebel

Special finance guru expects 2014 to be a banner year for dealers who serve the subprime auto finance market.

March 2014, Auto Dealer Today - Feature

Dealing With Eternal Life

By Ron Reahard

The CFPB remains determined to put the squeeze on dealers, and there’s no sign of the agency going away. F&I trainer says it’s time to put your house in order before rate markup meets its maker.

March 2014, Auto Dealer Today - Feature

The Numbers Game

By Stephanie Forshee

Data sharing is turning out to be a double-edged sword. Dealers can market to a more targeted audience, but they have to go to great lengths to secure their customers’ personal information.

March 2014, Auto Dealer Today - Feature

Breaking New Ground

By Stephanie Forshee

Experts at this year’s NADA convention offered the inside scoop on the hottest dealer marketing channels for 2014.

March 2014, Auto Dealer Today - Feature

Data Drives Profits

By Allan Stejskal

Utilize your DMS’s built-in reporting capabilities to efficiently manage inventory, sales, service and parts.

Blog

On-the-Point

Jim Ziegler
Fasten Those Seatbelts

By Jim Ziegler
With a major slowdown imminent, Da Man says it’s time to ditch those new-age theories and get back to the basics.

Objects in the Rearview Mirror

By Jim Ziegler
The past is right behind us and the future is coming fast. The Alpha Dawg plots a course for your store’s success and shares advice for Elon Musk, Johan de Nysschen, and pre-owned managers.

The Big Talent Drain

By Jim Ziegler

A Faster Horse

By Jim Ziegler

Opening Observations

Over the Curb