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August 2014, Auto Dealer Today - Cover Story

2014 Dealers Choice Awards

By ADM Staff

The winners of the 2014 Dealers’ Choice Awards represent the industry’s best product and service providers as selected by dealers and dealership personnel.

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.

March 2014, Auto Dealer Today - Feature

Data Games

By David Gesualdo

NADA 2014 brought the battles and brinksmanship over big data into sharp focus.

February 2014, Auto Dealer Today - Feature

Who Can Take Your Place?

By David Keller

Succession planning requires dealers to re-evaluate their business, their successors’ qualifications and their own past decisions — both good and bad.

February 2014, Auto Dealer Today - Feature

The Independent Spirit

By Tariq Kamal

Joe McCloskey’s focus on customer service extends through sales, F&I and the service department.

February 2014, Auto Dealer Today - Cover Story

Ladies' Night: Marketing to Females

By Stephanie Forshee

Reaching highline customers has its challenges, but Lexus of Massapequa’s Rose Cruz has set her sights on an even more focused market: women.

Tags: Car Buyers, car dealer, Car Shopping, females, Lexus, Lexus of Massapequa, marketing, Rose Cruz, Stephanie Forshee

February 2014, Auto Dealer Today - Feature

Online Marketing: On the Brink of Innovation

By Stephanie Forshee

Dealer.com’s Dave Winslow weighs in on upcoming developments that will change the way dealers connect with customers.

Tags: advertising, Dave Winslow, Dealer.com, digital marketing, Facebook, Google, Mobile, social media, Yelp

February 2014, Auto Dealer Today - Feature

February 2014 Sales Pro: Christine Clabaugh

Christine Clabaugh

By Kelsey Nolan

Christine Clabaugh of Honda Marysville is Auto Dealer Monthly's Sales Professional of the Month.

January 2014, Auto Dealer Today - Feature

Second-Half Comebacks: Ford, VW and Yelp

By Jim Ziegler

‘Da Man’ charts a course for come-from-behind victories against your competitors, the regulators and unscrupulous review sites.

January 2014, Auto Dealer Today - Feature

How to Increase Credit Leads

Many potential customers are hesitant to share highly personal information online, which may cause them to exit your credit application without completing it. Use the first page to capture their contact information and save the rest for the second page. 

By Ali Amirrezvani

Your F&I pros are experts at securing financing for all types of credit-challenged customers. Drive traffic and capture more leads by demonstrating that same expertise on your website.

Tags: Ali Amirrezvani, automotive, dealer, DealerOn, F&I, technology, Website

December 2013, Auto Dealer Today - Cover Story

Sales Pro of the Year: The Meticulous Car Guy

By Stephanie Forshee

Michael Nekava tops a successful career as a nationally ranked Mercedes-Benz salesman with the magazine’s 2013 Sales Professional of the Year award.

Tags: 2013, Car Sales, Helms Bros., Michael Nekava, Sales Professional of the Year, sales profiles, Stephanie Forshee, Suzanne Cochrane

December 2013, Auto Dealer Today - Feature

NADA in New Orleans: Let the Good Times Roll ... Again

By Jim Ziegler

The Alpha Dawg is ready to laissez les bon temps rouler as the NADA convention returns to New Orleans and welcomes an industry on the rise. Whether the vendors will welcome his presence is another matter.

Tags: Alpha Dawg, Chrysler, Data, Digital Air Strike, Fiat, Jim Ziegler, NADA, New Orleans, On the Point, Sergio Marchionne

December 2013, Auto Dealer Today - WebXclusive

January 2014 Sales Pro: Chris Ashley

By Kelsey Nolan

Chris Ashley of Lithia Toyota of Abilene (Texas) is Auto Dealer Monthly's January 2014 Sales Professional of the Month.

Tags: Chris Ashley, Finance, Lithia Toyota of Abilene, sales, Sales Professional of the Month

December 2013, Auto Dealer Today - Feature

Lose That Number

By Harlene Doane

Dealers are grappling with a set of new regulations designed to limit calls and text messages delivered to mobile phones.

Tags: automotive, CAN-SPAM, compliance, Finance, Harlene Doane, SMS, TCPA, Telephone Communications Protection Act

December 2013, Auto Dealer Today - Feature

Complying With Collections Laws

Some retail installment sales contracts slow the repossession process by requiring dealers to offer customers a chance to cure a default — even though that provision may not be required by state law.

By Tom Hudson

The magazine’s resident legal eagle ponders how laws governing debt collection apply to auto dealers.

Tags: auto dealer, car dealer, Dealership, Debt, Debt Collection, Finance, Legal, Tom Hudson

December 2013, Auto Dealer Today - Feature

Multichannel Marketing Boosts Sales at Auburn Volkswagen

By Kirsti Correa

Auburn Volkswagen’s multichannel marketing campaign has boosted sales by engaging customers at every stage of the buying process.

Tags: advertising, Auburn Volkswagen, Campaign, car dealer, Dealership, Facebook, marketing, Matthew Welch, multichannel marketing, Seattle, social media, Tacoma, Volkswagen

December 2013, Auto Dealer Today - Feature

Helter Skelter: An Industry on the Brink of Revolution

By Jim Ziegler

The Alpha Dawg returns to warn dealers that the industry is on the brink of a revolution, and he says OEMs, vendors and search engines are not on their side.

Tags: Alpha Dawg, Digital Air Strike, General Motors, Jim Ziegler, Shop-Click-Drive, Tesla

December 2013, Auto Dealer Today - Cover Story

Inside Job: Special Report on Embezzlement

Pictured above are some people accused of embezzling from car dealers in the past five years, including (1) Ashley Coffey and (2) Patricia K. Smith.

By Stephanie Forshee

Embezzlement leaves a black mark on the industry and can be devastating to the affected dealership. But there are only so many staffers with access to accounting records, and most embezzlers fit a known profile. So why does each case seem to take dealers by surprise?

Tags: Ashley K. Coffey, Baierl Acura, car dealership, Chris Marquet, civil lawsuit, criminal cases, embezzlement, Florida, forgery, Kathryn Stayton, Manon Cote, Marquet International, Patricia K. Smith, Ralph L. Schippers, Stephanie Forshee, unauthorized checks, wire fraud

November 2013, Auto Dealer Today - Feature

Avoid Panic Marketing

By Paul Potratz

Use this seven-step process to reduce your advertising expenses and end-of-month stress by focusing on the things that make your dealership unique.

Tags: advertising, branding, car dealer, digital, marketing, Paul Potratz, sales

November 2013, Auto Dealer Today - Feature

Opting In: Text Marketing

Todd Buch, president of McCafferty Auto Group, is using a new mobile marketing channel to reel in potential customers who use their smartphones to access the dealer group’s websites.

By Stephanie Forshee

Consumers are gravitating toward businesses they can reach by smartphone, and that’s exactly where McCafferty Auto Group is looking to capture new business.

Tags: commercials, Dealership, Ford, Kia, McCafferty Auto Group, Stephanie Forshee, text marketing, Todd Buch, YouTube

November 2013, Auto Dealer Today - Feature

Value Trumps Price

By Paul Potratz

Neither you nor your customers should have to choose between price and value. Marketing ace says the solution lies in an effective demonstration of the vehicle and your dealership.

Tags: advertising, automotive, Dealership, marketing, Paul Potratz, Value

November 2013, Auto Dealer Today - Feature

Don't Use Fake Fronts, Hire a Compliance Officer

By Tom Hudson

Is your compliance program the real deal? The magazine’s legal wiz explains why nominating a compliance officer is only the first step.

Tags: automotive, compliance officer, F&I, Legal, Red Flags Rule, Tom Hudson

November 2013, Auto Dealer Today - Feature

Stik'in It to Fake Reviews

Stik.com Co-founder Jay Gierak

By Stephanie Forshee

Stik.com’s Jay Gierak sits down with Auto Dealer Monthly to discuss how his online review site builds authenticity for businesses and consumers by backing reviews with Facebook and LinkedIn accounts.

Tags: Dealer Review Sites, Facebook, Jay Gierak, LinkedIn, reviews, social media, Stephanie Forshee, Stik.com, Yelp

November 2013, Auto Dealer Today - Cover Story

Locked Out: Dealers Shunning Businesses

By Stephanie Forshee and Brittany-Marie Swanson

Car dealers tend to stick together when it comes to opposing any new business that poses a threat to the industry’s core foundation. But an FTC investigation has auto retailers questioning what the limits are when it comes to standing their ground.

Tags: antitrust, automotive, blogging, Brian Maas, California New Car Dealers Association, Carfax, collusion, Dana Frix, Elon Musk, FTC, Jim Ziegler, Larry Gamache, Legal, Melissa Cherry-Westman, monopoly, Scott Painter, Stephanie Forshee, Tesla Motors, TrueCar

October 2013, Auto Dealer Today - Feature

Jump Right In

By Courtney Cole

Whether you’re entering a triathlon or adding a new department, sometimes the best approach is to put your head down and jump right in.

October 2013, Auto Dealer Today - Feature

Dealer Review Venues to Expand

By Stephanie Forshee

As consumer dependency on customer testimonials grows, automotive sites are exploring new ways to accommodate them.

Tags: automotive, Autotrader, Dealer Review Sites, Dealerrater, Edmunds.com, KBB, Kelley Blue Book, Sandy Schwartz, star ratings, Stephanie Forshee

October 2013, Auto Dealer Today - Cover Story

Cal Worthington: Brand of Gold

The Television Bureau of Advertising described the late Cal Worthington as “probably the best-known car dealer pitchman in television history.” Some of his most memorable “Go See Cal” commercials show Worthington wrestling a grizzly bear, hanging upside down from an airplane, riding an elephant and standing upside down on his head.

By Stephanie Forshee

Every good business needs a voice. So whom do you want to be the face of your dealership? And how can you be sure the right message is being delivered?

Tags: advertising, Cal Worthington, Celebrities, dealership profiles, Easterns Automotive Group, marketing, television advertising, YouTube

October 2013, Auto Dealer Today - Feature

Go See Cal [Worthington]

By Gregory Arroyo

The editor pays homage to the legendary Cal Worthington and wonders if there will ever be another pitchman like him.

Tags: branding, Cal Worthington, commercials, dealership culture, fun selling, obituary

September 2013, Auto Dealer Today - Feature

Shifting into High Gear

By Greg Goebel

The 2013 Special Finance Benchmarks are in, and all indications point toward a strong market for dealers and increased competition among finance companies.

Tags: 2013 Special Finance Benchmarks, back-end profit, Dealer Advertising, front-end profit, lead conversion, special finance

August 2013, Auto Dealer Today - Feature

YouTube Sensation: Google Auto Talks Video

The YouTube page for Rosenthal Automotive in Reston, Va., has attracted a regular following of nearly 50,000 subscribers. The dealership’s staff constantly uploads new videos of test drives, reviews and more.

By Stephanie Forshee

Auto Dealer Monthly goes one-on-one with Lindsay Schultz, head of industry for automotive at Google, the parent company of YouTube.

Tags: Automotive Internet Media, commercials, Google, online advertising, product awareness, return on investment, YouTube

August 2013, Auto Dealer Today - Cover Story

Spotting a Fake Online Review

By Stephanie Forshee

Lawsuits filed by Edmunds and Yelp against firms posting fake reviews serve as another reminder of the high-priced battle review sites are waging to maintain their influence on consumers.

Tags: BuyYelpReview.com, Cars.com, Customer Reviews, Dealerrater, Edmunds, fraudulent reviews, Gartner Research, Humankind Design Ltd., lawsuits, reputation management, trademark infringement, WayBack Machine, Yelp reviews

August 2013, Auto Dealer Today - Feature

Serving Up Sales

By Stephanie Forshee

Terry Longmore was focused on service-department sales long before it became fashionable. That dedication is paying off for Beasley Ford Lincoln, where Longmore’s department is capturing 3 to 5 percent of his store’s sales leads from customers waiting in the service lounge.

Tags: Closing Ratios, Creative Selling, Customer Loyalty, customer satisfaction, data mining, dealership profiles, educational-based questions, JD Power and Associates, selling cars to service customers, selling with mobile devices, TEGA Technologies’ Service Turn

August 2013, Auto Dealer Today - Cover Story

Back on the Road

By Tariq Kamal

Meet four dealers who are closing deals and driving loyalty by providing a much-needed service to customers who have filed for bankruptcy.

Tags: bankruptcy, Consumer Portfolio Services (CPS), financing bankruptcy customers, First Investors, OnlineBKManager, Prestige Financial, rebuilding credit, repeat customers or referrals, special finance

June 2013, Auto Dealer Today - Cover Story

On the Go

By Stephanie Forshee

Mobile CRM can allow salespeople to access key data without ever having to leave the customer’s side. Managers can use the same technology to keep their employees in line, even when they are out of the office. But legal experts say that both conveniences can be areas for concern.

Tags: BDC, Charapp & Weiss, CRM, DealerSocket, Fisher & Phillips LLP, Gartner Research, Mobile Applications, mobile solution, SoftwareBlog

May 2013, Auto Dealer Today - Cover Story

Like vs. Plus

By Stephanie Forshee

Facebook is building a search engine, while Google continues to pursue its social media push. Both are competing in the dealer space, but not everyone is convinced the two tech giants are really going after each other’s business.

Tags: BDC, Customer Reviews, digital media, Facebook, google+, marketing, SEC, social media marketing

September 2012, Auto Dealer Today - WebXclusive

Express Auto Emphasizes the R in CRM

At Express Auto, a five-store BHPH operation based in Kalamazoo, Mich., follow-up is the most important aspect of CRM. Management wants to cultivate relationships with all customers who submit leads because many of them are weeks or months away from buying.

By Kimberly Long

Customer relationship management can be particularly challenging for buy here pay here dealers. Express Auto has tackled this challenge by focusing on building relationships with its customers through mutual trust and respect.

Tags: BDC, bhph, CRM, CSI, Customer Experience, Customer Relations, customer satisfaction, data mining, demographics, Email Marketing, follow up, Love It or Return It, repeat and referral sales, reputation management, text marketing

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