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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.

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.

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