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October 2015, Auto Dealer Today - Feature

The Professional

Photo: Wayne Heard

By Toni McQuilken

After nearly 50 years of car sales, Gary Young has built a loyal following and a collection of stories.

Tags: Buick, sales, Sales Professional of the Month

October 2015, Auto Dealer Today - Feature

Attention All Data Furnishers

By Richard Hudson

Any entity that feeds a consumer reporting agency is considered a ‘data furnisher’ by the CFPB and must be aware of three credit reporting factors that can’t be overlooked.

Tags: CFPB, Credit Report, Legal

October 2015, Auto Dealer Today - Cover Story

Merchants Auto Is Winning

Photo: Robin David

By Greg Wells

General Manager Adam Secore’s focus on people, process and product has helped Merchants Auto minimize turnover and increase sales by 89% in four years.

Tags: dealers, Hiring, sales, turnover

September 2015, Auto Dealer Today - Feature

What’s Up, Chevy Dude?

Photo: Caitlin Davenport

By Toni McQuilken

Mike Davenport’s alter ego helps him find customers and make sales.

Tags: Chevrolet, Online Marketing, Sales Professional of the Month

September 2015, Auto Dealer Today - Feature

The Firing Line

Courtesy NBC Universal

By Paul Hatcher

Terminating an employee is always hard, but if they have been properly recruited and trained, the decision can be easy.

Tags: employee retention, employees, Firing, training

September 2015, Auto Dealer Today - Cover Story

Internet Leads Are Phone Leads

By Sean V. Bradley

Relying on email alone will not lead to confirmed appointments or sales.

Tags: creating relationships, digital marketing, Internet Leads, new-vehicle leads

May 2015, Auto Dealer Today - Feature

Subaru Soul

Mark Sattler is May's Sales Pro of the Month.

By Toni McQuilken

Mark Sattler has snagged the May Sales Pro title, thanks to his hard work, dedication and love of his brand. If you know of a sales pro who deserves some recognition, nominate them by clicking here.

Tags: internet sales, sales manager, Sales Professional of the Month, Subaru

April 2015, Auto Dealer Today - Feature

Twice as Nice

Sales Pro of the Month Matt Reynolds. Photo: Justyn Phillips

By Tariq Kamal, Managing Editor

This month's sales pro Matt Reynolds has found lasting success and perfected the art of the two-car deal.

Tags: dealers, Sales Professional of the Month, Sales Tactics, Volkswagen

January 2015, Auto Dealer Today - Cover Story

Lead Generator or Time Waster?

Members of the Millennial generation are more likely to be found on Twitter than LinkedIn, and if they visit your website, they will probably be using a mobile device. 

By Rich Moore

Early experiments with social media have left many dealers wondering whether they should continue to invest time and money in the platform and how to quantify the return on investment.

Tags: Internet Leads, Online Marketing, social media marketing

December 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Greg Rietz

By Tariq Kamal

Lujack Honda’s Greg Rietz gets in early, stays late and follows through on his promises to customers.

Tags: Sales Professional of the Month

December 2014, Auto Dealer Today - Feature

Jump-Start Your Dealership

Photo: istockphoto.com/Matt_Brown

By David Keller, CPA, CFE

Challenging yourself to rethink every phase of your operation can yield actionable results — and more efficient accounting.

Tags: accounting concerns, economy, personnel, recession, training

December 2014, Auto Dealer Today - Feature

Detective Work

Photo: istockphoto.com/Vladimir Floyd

By Steve Fox

Are your investments working for you? Dealers who fail to test automated systems risk losing precious capital.

Tags: CRM, Internet Leads, ROI

December 2014, Auto Dealer Today - Feature

Be Careful What You Demand

Discovering the unique needs of each customer is key to selling protection products and, like any skill, F&I professionals must practice it every day, on every deal, to be proficient. 

By Ronald J. Reahard

Dealers who insist on higher production must be sure they aren't pressuring their F&I professionals into cutting corners.

Tags: auto dealer, F&I training, PRU, training

December 2014, Auto Dealer Today - Feature

The 100% Rule

David Gesualdo, Auto Dealer Monthly Publisher

By David Gesualdo

Your process for total compliance and F&I sales should be designed to meet a common goal.

Tags: compliance, Deceptive Advertising, Finance, FTC

November 2014, Auto Dealer Today - Feature

Escape From Finance Island

By Jason Heard

F&I pros can use sympathy, efficiency and leadership to break down the barriers between themselves and the sales team.

November 2014, Auto Dealer Today - Feature

A Million Reasons to Behave

By Tom Hudson

A Missouri dealer was ordered to pay $1 million in punitive damages to a customer who sued for fraud.

November 2014, Auto Dealer Today - Cover Story

The Big Shake-Up

Steve Fox started his automotive retail career as a service tech and now serves as general manager for Lithia Chrysler Jeep Dodge of Santa Rosa, Calif.

By Toni McQuilken

Steve Fox refuses to settle for the status quo, and his restless spirit is driving leads, sales and service at Lithia Chrysler Jeep Dodge of Santa Rosa.

November 2014, Auto Dealer Today - Feature

High Visibility

By David Gesualdo

Dealers have the ability and opportunity to redefine their image among U.S. consumers.

November 2014, Auto Dealer Today - Feature

We Are the 64%

New data proves that a significant number of potential special finance customers will purchase at another dealership — most likely one that has a proven process in place and a team committed to capturing their share of that market. 

By Greg Goebel

New data proves that nearly two-thirds of dealers who serve subprime customers are being outsold by their competitors. Escape the 64% club by committing to special finance and getting your entire team on board.

Tags: Greg Goebel, special finance

November 2014, Auto Dealer Today - Feature

Top 3 Questions for Your Service Manager

By Fred Fordin

In the service department, a sales-first mentality can only be achieved by crunching the right numbers and ensuring a thorough inspection is performed on every vehicle.

November 2014, Auto Dealer Today - Feature

New Tools for Web Conversion

Exit intent technology can help dealers capture more leads from their websites by tracking the digital behavior of individual visitors and engaging them just before they leave. 

By Brian Hart

Before you increase your ad spend or invest in a new lead-generation program, consider three proven strategies for capturing more of your website traffic.

November 2014, Auto Dealer Today - Feature

Dawn of the Compliance Age

By Jim Ganther

The Great Recession and sweeping regulatory changes created an environment in which only dealers who demand compliance in every aspect of their operations can survive.

November 2014, Auto Dealer Today - Feature

Pick Up the Phone!

By Joe Verde

Sales pros must be trained to return every phone call, even when there may be trouble on the other end.

November 2014, Auto Dealer Today - Feature

Drive Your Mobile Strategy to Success

By Bob George and Pete Bruhn

Searches initiated on phones and tablets will soon overtake desktop searches. Are you prepared to deliver a relevant experience to mobile users?

November 2014, Auto Dealer Today - Feature

13 Keys to BDC Failure

By Greg Wells

Follow this advice to guarantee your business development center is doomed before it launches.

October 2014, Auto Dealer Today - Feature

Apples and Pomegranates

By Tom Hudson

Consumers will suffer from the CFPB’s use of the word ‘loan’ in place of ‘auto finance contracts.’

October 2014, Auto Dealer Today - Feature

It’s Monday, But That’s OK

By G.P. Anderson

F&I pros can escape the weekly grind by focusing on authenticity and turning car buyers into loyal customers and dealer advocates.

October 2014, Auto Dealer Today - Feature

At the Vanguard

By Stephane Babcock

Check out three futuristic utility concepts from Detroit, Japan and Brazil.

October 2014, Auto Dealer Today - Feature

Season of Prosperity

By Greg Goebel

This year’s Special Finance Benchmarks prove the subprime auto finance market continued to sizzle throughout the summer of 2014.

October 2014, Auto Dealer Today - Feature

How to Prosper With Flat Fees

By Pete MacInnis

While the CFPB threatens sweeping changes, dealers are thinking ahead and reducing F&I pain points by moving financing and loan decisions to the start of the sales process.

October 2014, Auto Dealer Today - Feature

Saving F&I

Combining the efforts of sales and F&I could negatively affect customers by narrowing their financing options. F&I professionals must be trained to demonstrate the value of all types of financing, including dealer-arranged financing. 

By Ron Reahard

Before you eliminate your F&I department, bring it back to life by clearly delineating its purpose and establishing its value to your customers.

October 2014, Auto Dealer Today - Feature

6 Touchpoints for Service Customers

Customers are more likely to order needed repairs and return for future service when dealers make constant, transparent and friendly communication a priority. 

By Paul Potratz

Dealers are earning loyal service customers by focusing on providing a positive experience in every phase of the transaction.

October 2014, Auto Dealer Today - Feature

Progressive Dealers

Steve Song took over as president of FH Dailey Chevrolet in San Leandro, Calif., in 2011. Song believes General Motors is invested in creating opportunities for minority members in a changing industry. 

By Stephanie Forshee

Minority dealers have increased their numbers, but many say the industry is still lacking in terms of representing its customer base.

October 2014, Auto Dealer Today - Feature

Show Stopper

By David Gesualdo

Education meets entertainment value at Industry Summit.

September 2014, Auto Dealer Today - Feature

Questions Are the Answer

By Jason Heard

Quality questions yield positive answers, useful information and closed deals.

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

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

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.

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