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sales

September 2017, Auto Dealer Today - Feature

The Augmented Reality We Work In

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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

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By Ryan Williams

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

Tags: loss, PPM, sales, VSC

July 2017, Auto Dealer Today - Feature

3 Ways to Maintain Part Sales

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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 - Feature

The Machines Are Rising

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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

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

January 2017, Auto Dealer Today - Feature

Live Beyond Your Goals

By Rico Glover

Reaching your professional peak is only one leg of the journey toward a fulfilling life.

Tags: Career Advice, sales

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

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

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 - 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 - 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

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

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

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

June 2016, Auto Dealer Today - Feature

Language Skills

Photo by Lenny Ramos

By Stephanie Forshee

David Kim became a 30-car guy by building an impressive base of repeats and referrals among Korean-Americans.

Tags: Customer Retention, repeat and referral sales, sales, Sales Professional of the Month

May 2016, Auto Dealer Today - Feature

React, Adapt, Win

David Gesualdo

By David Gesualdo

This month’s dealer profile is proof that adaptability breeds success.

Tags: Dealer of the Year, dealers, F&I, Legal, sales

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

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

The Why of F&I

In the finance office, products that fit the needs of the customer, their vehicle and your market offer real value and drive real profits. 

By Ronald J. Reahard

Justifying the existence of the F&I department requires dealers to take a hard look at the value it offers to customers and its effect on the sales process.

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

April 2016, Auto Dealer Today - Feature

The Price Is Right

Photo: John Holstein

By Stephanie Forshee

Ed Price stands at the threshold of retirement after more than 25 years at West Virginia’s Stephens Auto Center.

Tags: sales, Sales Professional of the Month

March 2016, Auto Dealer Today - Cover Story

Life Among the Elite

After eight years on the job, Rodriguez has built a database of repeat and referral customers. 

By Toni McQuilken

Oscar Rodriguez didn’t come to the car business by design, but his desire, hard work and dedication led to Chrysler Elite status and Sales Pro of the Year honors.

Tags: sales, Sales Professional of the Year, Sales Tactics

December 2015, Auto Dealer Today - Feature

When Is It Safe to Assume?

By Steve Fox

GM explains why some assumptions are par for the course and others can cost you business.

Tags: sales, Sales Tactics, Volkswagen

December 2015, Auto Dealer Today - Feature

The Recordbreaker

Photo: Toni McQuilken

By Toni McQuilken

Brandon (Fla.) Ford's Ricardo Liburd snagged the December 2015 Sales Pro title, thanks to his brainpower, social skills and boundless energy.

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

November 2015, Auto Dealer Today - Feature

Power Play

By Toni McQuilken

Bryan McGarity built a successful career in powersports, then brought that same customer-focused philosophy to car sales.

Tags: Powersports, sales, Sales Professional of the Month

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

Elevate Emotions and Excitement Part 2

By James Mueller and Steve Howard

Mastering certain words, phrases, metaphors and similes will add power to your sales process.

Tags: Customer Experience, sales, Sales Tactics

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

More Appraisals, More Trade-Ins

By Bill Mokry

The more appraisals you conduct, the more opportunities you have to capture trades and the benefits that come with them.

Tags: sales, trade-in, Vehicle Appraisal

September 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part One

By Greg Goebel

Welcome to Part One of a six-part series of articles about the launch of a startup special finance operation at an already successful independent dealership on the fringe of a major U.S. metro market.

Tags: DealerStrong, sales, special finance, training

August 2015, Auto Dealer Today - Feature

How to Elevate Emotions and Excitement

By James Mueller and Steve Howard

Use the subtle and not-so-subtle emotional clues every customer divulges to get them excited about the vehicles and features you know they’ll love.

Tags: sales, Sales Tactics

July 2015, Auto Dealer Today - Feature

One of a Kind

Thielen Motors sales pro Mike Stone has forged a 50-year career in auto retail with the help of his wife, Donna, and a stream of repeat and referral business. 

By Toni McQuilken

Mike Stone’s 50-year career in auto retail was built upon his genuine desire to serve customers over the long term.

Tags: Awards, sales, Sales Professional of the Month

June 2015, Auto Dealer Today - Feature

Pay to Play

Compensation can be a major point of contention among dealers, managers and employees. GM explains how initial planning can prevent future headaches. 

By Steve Fox

Compensation can be a major point of contention among dealers, managers and employees. GM explains how initial planning can prevent future headaches.

Tags: compensation, employees, Payment Plan, sales

May 2015, Auto Dealer Today - Feature

Show Your Pride!

Struggling sales pros should remember to take pride in their work and seek referrals wherever they may lie. 

By Jason Heard

Struggling sales pros should remember to take pride in their work and seek referrals wherever they may lie.

Tags: job growth, sales, salespeople

May 2015, Auto Dealer Today - Feature

Are Your Employees Pickpocketing Your Profits?

Lax policies and unauthorized charges, discounts and freebies could be nipping away at your bottom line. 

By Harlene Doane

Lax policies and unauthorized charges, discounts and freebies could be nipping away at your bottom line.

Tags: Discount, sales, sales manager, training

April 2015, Auto Dealer Today - Feature

Who’s Celling Whom?

Customers no longer have to drive down the street to browse other dealers’ inventories or negotiate for a more favorable price or trade-in value. 

By Ronald J. Reahard

Smartphone-powered customers will prove worthy foes to sales and F&I pros who fail to anticipate their questions and appreciate their easy access to information.

Tags: cell phone, Google, sales, Sales Tactics, sales training

March 2015, Auto Dealer Today - Feature

The New Old Guard

Twenty years into the Digital Age, some dealers still refuse to acknowledge the shift toward and profit potential of properly converted Internet leads.

By Toni McQuilken

Twenty years into the Digital Age, some dealers still refuse to acknowledge the shift toward and profit potential of properly converted Internet leads.

Tags: lead generation, sales, technology, training

March 2015, Auto Dealer Today - Feature

A Fish in Water

Sales Pro of the Month Oscar Rodriguez. Photo: Jessica Rodriguez

By Tariq Kamal, Managing Editor

Oscar Rodriguez found his calling as a sales pro at All American Chrysler Jeep Dodge of San Angelo (Texas).

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

March 2015, Auto Dealer Today - Feature

Taking the Lead

David Gesualdo, Auto Dealer Monthly Publisher.

By David Gesualdo

Converting leads and increasing sales in today’s marketplace may require some dealers to abandon long-held beliefs.

Tags: new-vehicle leads, sales, Sales Tactics

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

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

Crack the (QR) Codes

By Jennifer Ryan

Reports of the demise of QR codes have been greatly exaggerated. Inventory expert explains how this simple technology can transform your customers’ retail experience.

Tags: Best Buy, inventory, Jennifer Ryan, marketing, Peapod, QR codes, sales, Walmart

August 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Mike Smith

By Kristi Correa

In his 41st year working at Jim Bass Cars & Trucks in San Angelo, Texas, Mike Smith has sold nearly 140 units in the first half of 2013.

Tags: benefit of the customer, Customer Loyalty, customer satisfaction, follow up, repeat and referral sales, sales, salesman incentives ideas, top sales producer

July 2013, Auto Dealer Today - Feature

3 Sales-Killing Words

By Michael Cassinelli

F&I expert identifies three words producers need to avoid at all costs when working with customers. Find out what they are and what words you should use instead.

Tags: auto finance, Customer Service, extended warranties, F&I, F&I pricing, F&I products, Finance, GAP, Pricing, sales, Sales Process, sales skills, Service Contracts, Word Tracks

July 2013, Auto Dealer Today - Feature

12 Steps To Selling Service

Don Reed is the CEO of DealerPro Training Solutions.

By Don Reed

The magazine’s service coach breaks down a service-selling process that can deliver a 30 to 50 percent closing ratio.

Tags: building referrals, CSI, feature benefit selling, profit, repair orders, sales, selling service, service department, vehicle delivery

June 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Prince Sinsuat

By Brittany-Marie Swanson

More than 4,000 Stokes Honda North customers have purchased cars from Prince Sinsuat in the 12 years he’s worked the showroom floor.

Tags: client relations, creating relationships, CSI score, Customer Service, internet marketing, repeat and referral sales, sales, Sales Tactics, top sales associate, top sales producer, YouTube

June 2013, Auto Dealer Today - Feature

CRM Goes Beyond Technology

Phillip Barras, vice president of dealer services for Dominion Dealer Solutions Phil.Barras@AutoDealerMonthly.com

By Philip Barras

It takes more than technical know-how to maximize your CRM tool. The experts agree that process, accountability and personal leadership are the keys to success.

Tags: CRM, CRM data usage, data mining, digital retailing solutions, DMS integration, PCG Consulting, repeat and referral sales, sales, technology solutions

May 2013, Auto Dealer Today - Feature

Volume Vs. Gross

By David Keller, CPA, CFE

The magazine’s resident accounting expert lays out the key considerations for those who wish to become volume-unit dealers.

Tags: advertising, dealer, F&I profits, gross profit, Inventory Management, sales

April 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Dekendrick Woodard

Dekendrick Woodard, Holt Chrysler Jeep Dodge

By Stephanie Forshee

Dekendrick Woodard is an Internet sales manager who’s rolling about 28 vehicles per month, and he’s the No. 1 sales producer at Holt Chrysler Jeep Dodge in Arlington, Texas.

Tags: client relations, creating relationships, Customer Service, internet sales, monthly sales, repeat and referral sales, sales, saturn, top sales associate, top sales producer

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