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March 2017, Auto Dealer Today - Feature

Pick One Goal for Facebook Ads

By Brent Albrecht

Facebook’s new ad categories give dealers the opportunity to create multiple campaigns to target increasingly down-funnel car buyers.

Tags: digital marketing, Facebook, online advertising, Online Marketing

March 2017, Auto Dealer Today - Cover Story

How to Perfect the Walkaround

By Tahmina Hassanein

A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.

Tags: Customer Experience, Sales Tactics, sales training

March 2017, Auto Dealer Today - WebXclusive

Tesla vs. Franchise: Weighing the Pros and Cons

By Todd Bryant

Todd Bryant ponders the implications of Tesla’s direct-sales model for car buyers and their communities, both of which have benefited from the franchise model.

Tags: Electric Vehicles, Franchise Laws, Franchised Dealerships, Tesla Motors

February 2017, Auto Dealer Today - Feature

What's the Downside?

By G.P. Anderson

Unlike new technology, every investment in training is guaranteed to pay off.

Tags: Closing Ratios, gross profit, lead generation, turnover

February 2017, Auto Dealer Today - Feature

Nine Months in Hell

Photo: James Holloway

By Tariq Kamal

Former restaurateur Tim Denton’s matchless work ethic and dedication to training have pushed him to new heights of success at Five Star Ford Lincoln.

Tags: Customer Loyalty, sales, Sales Professional of the Month

February 2017, Auto Dealer Today - Feature

4 Keys to Moneymaking Videos

By Tim James

Master the elements of content, exposure, and data collection to maximize the potential of your videos.

Tags: Flick Fusion, Video Advertising, Video Marketing

February 2017, Auto Dealer Today - Feature

Top 5 Ways to Sell More Used Cars Online

By Bill Mokry

Take advantage of every opportunity the internet offers to move used units more quickly for more money.

Tags: ebay, Internet Leads, used vehicles

January 2017, Auto Dealer Today - Cover Story

Let’s Do This

Sales professional Tracy Heid is flanked by (from left) owners Steve Ganser and pat McNamar and General Sales Manager Bryan Popp in Mad City Mitsubishi's showroom.

By Tariq Kamal

Former police chief Tracy Heid capped a whirlwind first year at Mad City Mitsubishi by hitting the 40-car mark and earning 2016 Sales Pro of the Year honors.

Tags: sales, Sales Professional of the Year

January 2017, Auto Dealer Today - WebXclusive

Develop Good Habits and Dominate in 2017

Photo by Serge Melki

By Tony Troussov

It’s a new year and a great time to sharpen your dealer skillset. Top trainer lays out a five-step plan.

Tags: Customer Service, employees, management, sales, sales training

January 2017, Auto Dealer Today - WebXclusive

Is 2017 the Year of Telematics?

The author believes 2017 will mark the year telematics technology makes its mark in the retail automotive segment. Photo courtesy NASA Goddard Space Center

By Mike Esposito

Dealers and their sales and service teams must prepare for a watershed moment in vehicle technology this year.

Tags: Connected Vehicle, sales, telematics

December 2016, Auto Dealer Today - Feature

No Challenge Too Great

Tracy Heid

By Stephanie Forshee

In the third act of an action-packed professional life, Tracy Heid is thriving as a salesperson at Wisconsin’s Mad City Mitsubishi.

Tags: Promotions, Sales Performance, Sales Professional of the Month

December 2016, Auto Dealer Today - Feature

Social Awareness

By David Gesualdo

The publisher seeks expert advice for making social marketing work for dealers.

Tags: Dealer's Choice Awards, social media

December 2016, Auto Dealer Today - Feature

6 Ways to Get Used

By Jason Heard

Your pre-owned inventory could be your most undervalued tool. GSM offers six keys to maximizing the market value of every used unit.

Tags: pre-owned, sales, used vehicles

December 2016, Auto Dealer Today - Feature

Sexual Harassment in the Dealership

By James S. Ganther, Esq.

Improper and hostile workplace behavior takes many forms, and ignorance is no excuse.

Tags: compliance, Crime, training, workplace

December 2016, Auto Dealer Today - Cover Story

How to Be More Social

By Tariq Kamal

Social marketing experts from dealerships around the country share advice for starting a meaningful dialogue with your community, generating organic, in-market leads, and calculating your return on investment.

Tags: Online Marketing, social media, social media marketing

December 2016, Auto Dealer Today - Feature

Owning It

By David Gesualdo

The publisher joins the ranks of the Jeep enthusiasts and rediscovers the auto industry’s entrepreneurial spirit.

Tags: Accessory Market, entrepreneur, Jeep

December 2016, Auto Dealer Today - Feature

Dare to Be Grateful

By G.P. Anderson

Closing the gratitude gap raises your personal and professional ceiling and has a reverberating effect on everyone you encounter.

Tags: Customer Service, employee retention, Finance Manager

December 2016, Auto Dealer Today - Feature

Straight Shooter

Photo by Michelle Warren Photography

By Tariq Kamal

Amy Bannor’s no-nonsense approach to sales has paid dividends for Fargo, N.D.’s Corwin Chrysler Dodge Jeep Ram.

Tags: sales, Sales Professional of the Month

November 2016, Auto Dealer Today - Feature

Paranoia or Real Danger?

By Thomas B. Hudson, Esq.

The CFPB really is following you, and every mistake you make in the showroom and in your advertising can lead to an enforcement action.

Tags: advertising, CFPB, Legal, Showroom

November 2016, Auto Dealer Today - Feature

The Lawsuit Ticking Behind You

By James S. Ganther, Esq.

Unguarded customer data is a reliable source of income for identity thieves and a largely underestimated threat to auto dealers.

Tags: Cyber Security, data protection, FTC, Lawsuit

November 2016, Auto Dealer Today - Feature

Magic Beans and Giants

By Ronald J. Reahard

Top trainer offers a four-step process for improving F&I productivity and profitability in an era marked by a growing demand for transparency and real value.

Tags: F&I, F&I training, productivity, Profitability

November 2016, Auto Dealer Today - Cover Story

How to Build a Loyalty Program

By Brian Schmid

Expert offers a five-step plan to build your service business, encourage existing customers to visit more often, and boost sales of service contracts and accessories.

Tags: Customer Loyalty, Customer Service, parts and service, sales

October 2016, Auto Dealer Today - Feature

Here Comes the Fuzz

By Thomas B. Hudson, Esq.

The CFPB has elected to forgo the rulemaking process and rely on enforcement to hammer businesses in the name of consumer protection.

Tags: CFPB, consumer protection, Regulations

October 2016, Auto Dealer Today - Feature

Catch a Fresh Fish

By Tony Troussov

Has your pool of quality applicants dried up? Trainer offers four new ways to find top performers in unexpected places.

Tags: employee, F&I, F&I training, hiring

October 2016, Auto Dealer Today - Feature

Don’t Let Ex-Employees Steal Your Data

By Erik Nachbahr

IT expert explains how data theft happens, the possible implications, and five ways to prevent it at your store.

Tags: Cyber Security, data, data protection, employee theft

October 2016, Auto Dealer Today - Cover Story

The Adventures of Super Sue

Located in “pickup country” on the east coast of Vancouver Island in British Columbia, Canada, Finneron Hyundai boasts a 12% market share for a brand that averages 8% nationwide. 

By Tariq Kamal

The father-and-daughter team of Mike and Sue Finneron built Canada’s No. 1 Hyundai dealership on the site of their disenfranchised Pontiac store.

Tags: Canada, dealers, Hyundai, sales

October 2016, Auto Dealer Today - WebXclusive

How to Get Bonded With Bad Credit

Photo: Kevin Cabral

By Todd Bryant

Expert offers a six-point checklist for dealers who bring past credit challenges to the surety bond application process.

Tags: Accounting, Credit, Finance

September 2016, Auto Dealer Today - Feature

Dealership Family Values

By Jason Heard

General sales manager offers three tips for treating employees like family — without all the drama.

Tags: employee retention, employees, Family

September 2016, Auto Dealer Today - Feature

No Privity? No Problem!

By Thomas B. Hudson, Esq.

An Oregon dealer learned that enforcement of the federal Truth in Mileage Act can include tracing the chain of ownership back to the original seller.

Tags: mileage, Odometer Fraud

September 2016, Auto Dealer Today - Feature

Condition Reports: Let’s Get Digital

By Shane Skinner

Paper documentation is hurting your service department’s bottom line. Here’s how to fix it.

Tags: Customer Service, digital, documentation

September 2016, Auto Dealer Today - Feature

Optimize PPM for Service Retention

By Ryan Williams

Is easy and effective service retention too good to be true? Prepaid maintenance expert offers advice for keeping your shop at capacity.

Tags: Customer Retention, parts and service, PPM

September 2016, Auto Dealer Today - Feature

3 Ways to Boost Upsell and Compensation

By Jim Leman

By improving the customer experience, creating a spiff program, and financing repairs, you will create new opportunities to increase your service revenue — and your advisors’ paychecks.

Tags: compensation, Customer Experience, maintenance upsell, Repairs

September 2016, Auto Dealer Today - Cover Story

The Master at Work

Steve Travis has been a member of the Liberty Toyota staff since 1978 and has earned a number of awards, including nomination to the 2014 Assembly of Champions. Photo: Brent Asay

By Tariq Kamal

As a Master Diagnostic Technician and Toyota Assembly of Champions honoree, Steve Travis has delivered 38 years of service and international recognition to Larry H. Miller Liberty Toyota.

Tags: dealers, Maintenance, Toyota, vehicle diagnostics

August 2016, Auto Dealer Today - Feature

The Doctor Is In

Photo: Peter Duffy

By Stephanie Forshee

Howard ‘Doc’ Schwartz has technically been in the car business for 50 years, but he treats every day like it’s his first.

Tags: sales, Sales Professional of the Month

August 2016, Auto Dealer Today - Feature

Sweat the Small Stuff

By Thomas B. Hudson, Esq.

When it comes to regulations such as Truth in Lending and Reg Z, there are no technicalities, only violations.

Tags: Legal, Regulation Z, Truth in Lending Act, Violations

August 2016, Auto Dealer Today - Feature

Get More Out of Facebook

By Cliff VanMeter

Use the 1-2-3 method for managing engagement on Facebook and the Rule of 5 to keep from becoming overbearing.

Tags: Customer Engagement, digital marketing, Facebook

August 2016, Auto Dealer Today - Cover Story

How to Hit the Microtarget

By Troy Smith

Dealers are driving timely, relevant communications with data-driven microtargeting. Digital marketing expert explains how it’s done and why it works.

Tags: data, digital marketing, target marketing

July 2016, Auto Dealer Today - Feature

Good News for Dealers Who Love Bad News

By Rico Glover

Whether you realize it or not, intent-based search optimization is making or breaking your digital marketing campaigns.

Tags: Customer Retention, Online Marketing, SEO

July 2016, Auto Dealer Today - Feature

Starting in Gear

Courtesy Toyota of Vineland (N.J.)

By Stephanie Forshee

Harry Klekos puts his all into his first meeting with each customer, and he expects them to be just as upfront as he is.

Tags: customer satisfaction, sales, Sales Professional of the Month, Sales Tactics

July 2016, Auto Dealer Today - Feature

Dealer ‘Clipped’ for $2.4 Million

There is no law against welding two undamaged vehicles together, but attempting to hide the "new" vehicle's history can cause more trouble than it's worth.

By Thomas B. Hudson, Esq.

A South Carolina dealer learned the hard way that concealing damage to a used vehicle can result in costs that far outweigh its value.

Tags: Lawsuit, Legal, used vehicles

July 2016, Auto Dealer Today - Feature

4 Benefits of Centralized Accounting

By Eric Marcel

Multistore dealers are using centralized accounting practices to improve consistency, productivity, and customer and partner relationships — and, most importantly, save time and money.

Tags: Accounting, dealers, Dealership

July 2016, Auto Dealer Today - Feature

How to Improve Your Recon Turn

By Dennis McGinn

Dealers are using time-to-market to improve reconditioning processes, reduce costs, and maximize profits on used-vehicle sales.

Tags: inventory, Rapid Recon, used vehicles

July 2016, Auto Dealer Today - Feature

So Many Products, So Little Time

By Ronald J. Reahard

With finance reserve under attack, dealers must be increasingly selective when it comes to F&I products. Top trainer offers guidelines for choosing the products that offer the most value to your dealership and your customers.

Tags: F&I, F&I products, training

July 2016, Auto Dealer Today - Feature

World War Gen Z

By Mike Burgiss

Members of Generation Z are the anti-Millennials, and they’re coming to a dealership near you.

Tags: Car Buyers, Generation Z, sales, sales training

July 2016, Auto Dealer Today - Cover Story

Best of the Best

By ADT Staff

Dealers honor their favorite vendors, technology providers, trainers, and finance companies in the 12th annual Dealers’ Choice Awards.

Tags: Awards, dealers, Dealer's Choice Awards

June 2016, Auto Dealer Today - WebXclusive

The Digital Marketing Dividing Line

Andy MacLeay

By Tariq Kamal

Dealer.com’s Andy MacLeay sorts through the latest developments and explains the importance of measuring intent and connecting car buyers with dealers — and their vehicles.

Tags: Cox Automotive, Dealer.com, digital marketing, Trends

May 2016, Auto Dealer Today - Feature

Fair Play

By Stephanie Forshee

Scott Kemp has been one of Crippen Auto Mall’s top two salespeople every month for more than 15 years, and the secret to his success is simpler than you might think.

Tags: sales, Sales Professional of the Month

May 2016, Auto Dealer Today - Feature

Zombie Arbitration Agreements

By Thomas B. Hudson, Esq.

A Georgia case proves the wisdom of a periodic review of your dealership’s forms.

Tags: arbitration agreements, Lawsuit, Legal

May 2016, Auto Dealer Today - Feature

How PPM Drives Retention

Properly designed and presented maintenance programs help auto dealers engage customers throughout the ownership cycle.

By Ryan Williams

With rock-solid processes and measurable goals, prepaid maintenance programs can help dealers keep more car buyers coming back and create limitless service and sales opportunities.

Tags: Customer Retention, Maintenance, Prepaid Maintenance, sales

May 2016, Auto Dealer Today - Feature

Your Culture Is Causing Stomachaches

By Harlene Doane

Just when you think you have your dealership culture figured out, something causes that familiar pain in your gut to return. Operations expert shares advice for avoiding upset stomachs in the workplace.

Tags: Customer Service, dealership culture, DealerStrong, Operations

Blog

On-the-Point

Jim Ziegler
Stupid Is as Stupid Does

By Jim Ziegler
The Alpha Dawg charts the brief rise and long fall of Johan de Nysschen, the recently departed president of Cadillac and author of the business plan that effectively crowned Lincoln as the new king of American luxury.

They Finally Killed Somebody

By Jim Ziegler
Ziegler believes Uber’s directors should face criminal charges for their role in an Arizona woman’s violent death.

20 Things a GM Must Do Every Week

By Jim Ziegler

All Things Must Pass

By Jim Ziegler

Opening Observations

They Took Cadillac for a Ride

By Tariq Kamal
Hindsight is 20/20, but at least one industry member saw GM’s latest mishap coming a mile away.

Stand Up and Be Counted

By Tariq Kamal
The Dealers’ Choice Awards are the Yelp of vendors and finance sources.

Over the Curb

This Is Us: Dealer Edition

By Jason Heard
Heard knows delegation and outsourcing are the quickest path to a work-life balance.