Article

Homepage Main

February 2018, Auto Dealer Today - Feature

Your Salespeople Are Being Outsold

Photo: GettyImages.com/nepstock

By Phillip Hellstrom

Customers are better educated than ever, but that's no excuse for an embarrassing lack of professionalism and product knowledge.

Tags: customer satisfaction, Customer Service, Sales Tactics, sales training

February 2018, Auto Dealer Today - Feature

3 Challenges Dealers Face in 2018

President Donald Trump’s first year in office was marked by soaring stock prices and a series of international incidents, leading to uncertain economic prospects in 2018. Photo by Gage Skidmore via Flickr

By Bill Wittenmyer

Big data, the economic and political landscape, and reputation management lead the list of pressing concerns for dealers heading into the new year.

Tags: Amazon.com, data, Donald Trump, economy, online reputation management

February 2018, Auto Dealer Today - WebXclusive

Luther Automotive Targets HLV Customers

By Michael Murphey

Minnesota’s Luther Automotive Group is targeting high lifetime value customers to boost sales and drive revenue in the service department.

January 2018, Auto Dealer Today - WebXclusive

NLRB General Counsel Throws Dealers a Lifeline

By Dave Druzynski

President Trump’s pick for Labor Board general counsel just swung the pendulum back to an employer-friendly stance. Human resources expert weighs in.

Tags: employees, Human Resources, National Labor Relations Board, social media

January 2018, Auto Dealer Today - WebXclusive

How to Achieve Compliance Confidence

By Jay Seirmarco

Got three minutes? Read this three-part briefing on the agencies, topics and resources you need to know to avoid compliance issues in 2018.

January 2018, Auto Dealer Today - WebXclusive

Is Health Care Killing Your Profits?

By Steve Kelly

Open enrollment isn’t the only time to evaluate health care. Employee medical costs can have a major impact on your dealership’s bottom line, year-round.

January 2018, Auto Dealer Today - WebXclusive

How to Create a Killer Value Proposition

By Bill Wittenmyer

Create a competitive edge by discovering your dealership’s unique value proposition and sharing it with every prospective customer who visits your website.

January 2018, Auto Dealer Today - WebXclusive

6 Reasons Email Marketing Is Big Again

By Dean Martin

Looking for a new marketing channel in 2018? Take another look at email, a somewhat forgotten medium that offers a long list of compelling benefits.

November 2017, Auto Dealer Today - Feature

Can I Call Them or What?

In September, New York Attorney General Eric T. Schneiderman announced that Nissan of New Rochelle would pay $298,000 to settle charges of selling a bogus anti-theft product. Photo courtesy New York State Office of the Attorney General

By Thomas B. Hudson, Esq.

Hudson’s warning of a coming crackdown on dealer fraud came too late for Nissan of New Rochelle and Sansone Hyundai.

Tags: dealers, fraud, Regulations

November 2017, Auto Dealer Today - Feature

How to Escape the Tech Crunch

By Carl Bennett

The dealership of the future will run on seamless technology platforms that eliminate the need for standalone solutions.

Tags: dealers, Sales Tactics, technology

November 2017, Auto Dealer Today - Feature

3 Things you Need to Know About AI

Getty Images

By Matt Muilenburg

Forward-thinking dealers are leveraging the limitless power of artificial intelligence to boost sales and service revenue.

Tags: digital marketing, Information Technology, Sales Tactics, technology

November 2017, Auto Dealer Today - Feature

Retention by Design: Driving Growth for Lester Glenn Auto Group

Lester Glenn Auto Group’s group director of fixed operations, Kerry Monica (left), stands with John Perillo, the company’s group director of variable operations. Photos by Matthew Costanzo

By Jim Leman

Kerry Monica and John Perillo invested in a comprehensive retention program that has delivered an additional $274,000 in monthly labor and parts revenue.

Tags: Customer Retention, dealers, parts and service, PPM, ROI

November 2017, Auto Dealer Today - Feature

What Are You Teaching?

Photo courtesy Sony Pictures

By Ronald J. Reahard

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

Tags: Sales Tactics, sales training, training

November 2017, Auto Dealer Today - Cover Story

Health Care Reform From the Dealer Perspective

By James S. Ganther, Esq.

The Trump administration has shifted its focus to tax reform, but the need to fix health care remains. Learn what’s at stake for dealers and other business owners.

Tags: healthcare reform, insurance, legislation

September 2017, Auto Dealer Today - Feature

Oink, Oink

Getty Images

By Thomas B. Hudson, Esq.

Can damages exist without evidence? Hudson retells the story of a New Jersey dealer who stood up to charges of concealing a salvage title - and won.

Tags: CFPB, Lawsuit, Legal, training

September 2017, Auto Dealer Today - Feature

The Augmented Reality We Work In

Getty Images

By Rob Butz

Learn how new visualization tools can facilitate repair estimates.

Tags: Augmented Reality, sales, Service, technology

September 2017, Auto Dealer Today - Feature

PPM Boosts Boosts VSC Sales and Reduces Loss Ratios

Getty Images

By Ryan Williams

Prepaid maintenance dealers save money while improving service-contract sales.

Tags: loss, PPM, sales, VSC

September 2017, Auto Dealer Today - Cover Story

How to Calculate Your Parts Turn

Getty Images

By Jill Pastore

Analytics expert helps determine your gross inventory turnover, true turnover, and fill rate.

Tags: controller, dealers, Inventory Management, parts and service

September 2017, Auto Dealer Today - Cover Story

Fixed Ops-timization: Dig Into the Data

New predictive analytics solutions process data to make predictions and strategic recommendations dealers and service managers can use to find efficiencies and reduce waste. Getty Images

By Neetu Seth

Predictive analytics can unlock the information you need to optimize inventory and improve customer loyalty.

Tags: data, fixed ops, parts and service

August 2017, Auto Dealer Today - Feature

The Rise of the Consumer

Getty Images

By G.P. Anderson

G.P. has a plan for dealers whose customers’ product knowledge exceeds that of their sales staff.

Tags: CSI, product knowledge, Sales Tactics

August 2017, Auto Dealer Today - Feature

Lift Kits and Warranties

Getty Images

By Thomas B. Hudson, Esq.

An FCA dealer successfully fought charges of a Texas Deceptive Trade Practices Act violation.

Tags: Deceptive Practices, Lawsuit, Legal, warranty

August 2017, Auto Dealer Today - Feature

Predictive Analytics Enhances the Car-Buying Experience

Getty Images

By Marco Schnabl

The auto industry’s best-kept secret has the potential to improve sales by personalizing the customer experience.

Tags: Analytics, Shopper Behavior

August 2017, Auto Dealer Today - Feature

Top 5 HR Changes Dealers Are Making

Getty Images

By Adam Robinson

Improve and update your recruiting and onboarding, go mobile, and rewrite your job descriptions.

Tags: employees, Hiring, Human Resources

August 2017, Auto Dealer Today - Feature

Top 3 Dealer Areas Primed for VR

Getty Images

By Brian Wiklem

Virtual reality could change the way you sell vehicles, accessories, and financing.

Tags: digital marketing, technology, Virtual Reality

August 2017, Auto Dealer Today - Feature

High PVR: Fake News or Great News

Getty Images

By Ronald J. Reahard

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Tags: F&I, PVR, Revenue, sales training

July 2017, Auto Dealer Today - Feature

Meet Your New Prospector

Getty Images

By Rico Glover

Chatbots are helping car buyers browse inventories, schedule appointments, and get pre-approved for financing.

Tags: chat software, Online Buying, Online Marketing, Vehicle Sales

July 2017, Auto Dealer Today - Feature

Magnetic Personality

Photo by Dave Holt

By Stephanie Forshee

Former corrections officer Marty Hamm is capturing customers (and sales) at Alexander Chevrolet Buick GMC in Dickson, Tenn.

Tags: Customer Service, Sales Professional of the Month, Vehicle Sales

July 2017, Auto Dealer Today - Feature

The Coming Crackdown on Dealer Fraud

Getty Images

By Thomas B. Hudson, Esq.

Statewide sweeps should convince dealers to clear the flim-flam artists from your F&I department.

Tags: CFPB, fraud, powerbooking

July 2017, Auto Dealer Today - Feature

3 Ways to Maintain Part Sales

Getty Images

By Gary Brooks

Online retailers are entering the aftermarket parts game. Fight back with smart pricing, inventory and data.

Tags: Inventory Management, parts and service, Pricing, sales

July 2017, Auto Dealer Today - WebXclusive

5 Things You Should Expect from a Tech Support Team

By Kurt Olnhausen

Dealer technology expert believes empathy, intelligence, attention to detail, a winning mindset, and teamwork are essential components of an effective tech support team.

Tags: Cox Automotive, Dealertrack, digital retailing, tech support, technology

July 2017, Auto Dealer Today - Feature

The Machines Are Rising

Getty Images

By Valerie Vallancourt

Machine learning produces data you can use to find new prospects, make sales, and improve retention.

Tags: customer satisfaction, digital marketing, Online Marketing, sales

July 2017, Auto Dealer Today - Feature

How to Become a Visionary Leader

The late Steve Jobs, cofounder and visionary leader of Apple, helped launch the era of the personal computer. Photo courtesy India7 Network

By Mike Esposito

Create and execute a vision for your dealership by solving customer issues, taking risks, remaining open-minded, and getting your employees on board.

Tags: apple, businesses, dealers, Dealership, Elon Musk, Tesla Motors

July 2017, Auto Dealer Today - WebXclusive

How to Grow Sales Through Facebook Ads

By Jayden Maharaj

Digital marketing expert offers step-by-step instructions for creating and sending a Facebook ad for your store.

Tags: Facebook, facebook advertising, Online Marketing

July 2017, Auto Dealer Today - Cover Story

Tax Reform From the Dealer Perspective

Getty Images

By James S. Ganther, Esq.

Join the conversation about President Trump’s proposed changes to the tax code with a dealer-oriented primer on corporate tax rates, capital investment deductibility, and the estate tax.

Tags: Donald Trump, IRS, legislation, Tax Benefits

June 2017, Auto Dealer Today - Feature

Dare to Love Your Factory

Getty Images

By Jason Heard

OEM reps are people too. Heard lists three ways to build a healthy, fulfilling relationship with your factory.

Tags: creating relationships, factory, NADA, OEM

June 2017, Auto Dealer Today - Feature

Oops!

Photo courtesy Société BIC S.A.

By Thomas B. Hudson, Esq.

Failing to recognize the difference between a loan and a retail installment contract led to a costly violation of the Georgia Motor Vehicle Act.

Tags: Auto Loans, Legal, retail installment contracts

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

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

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 - 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 - 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

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

« Previous1234Next »

Blog

On-the-Point

Jim Ziegler
20 Things a GM Must Do Every Week

By Jim Ziegler
Ziegler returns to list the 20 essential tasks you must master to become an executive GM and reap the financial rewards, including that elusive $500,000 salary.

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

Don't Run, We Are Your Friends!

By Jim Ziegler

Opening Observations

Over the Curb