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August 2018, Auto Dealer Today - Cover Story

Dealer Principal as Big Brother

By Jim Ganther

Dealers who undertake electronic surveillance of employees’ emails and phone calls must be aware of state consent requirements and tread carefully to avoid violating a maze of federal laws.

August 2018, F&I and Showroom - Feature

Fixing the F&I Time Delay

By Demetrios Lahiri

Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.

Tags: American Financial & Automotive Services, Customer Experience, Darwin Automotive, digital retailing, F&I manager, online F&I, transaction times

July 2018, Auto Dealer Today - WebXclusive

Opinion: Dealers Must Prepare for Trump Tariffs

By Gary Brooks

Dealers and manufacturers have a major stake in the outcome of the Trump administration’s new tariffs, starting with the pricing of vehicles and parts.

June 2018, Auto Dealer Today - WebXclusive

4 Ways to Attract and Keep Millennials

By Phillip Hellstrom

Erase the showroom stigma by making your dealership the workplace of choice for motivated and purpose-driven millennials.

June 2018, F&I and Showroom - WebXclusive

3 Factors Impacting 2018 Auto Shipping Costs

By Max Matev

Transportation and shipping expert identifies three reasons auto transportation costs are up this year.

Tags: Auto Transport, inventory management, Max Matev, MIG Auto Transport, used-vehicle sales

June 2018, Auto Dealer Today - WebXclusive

3 Ways Smart Dealers Manage Inventory

By Mo Zahabi

Dealer software expert lists three steps you can take today to improve the way your inventory is sourced, cataloged, and appraised.

May 2018, Auto Dealer Today - WebXclusive

How to Handle the Dreaded Termination Meeting

By Kynzie Sims

Clear communication, an ironclad process, and managerial teamwork can make firing dealership employees easier and reduce the risk of wrongful termination lawsuits.

May 2018, F&I and Showroom - WebXclusive

3 Ways to Improve Training in Your Store

By Tony Troussov

When managers demonstrate discipline in scheduling, preparing for, and delivering training, sales and F&I professionals develop the skills they need to meet and exceed their goals.

May 2018, Auto Dealer Today - Feature

Sales Pro of the Month: Tony Makes It Easy

By Tariq Kamal

Sales Pro of the Month Tony Ortega regularly reaches the 30-car mark at Mercedes-Benz of Plano (Texas).

May 2018, Auto Dealer Today - Feature

How to Hire a Security Consultant

By Jon Kromroy

Former GM says the best way to secure your property and inventory is to find a true pro — not a camera salesman — to lock them down.

May 2018, Auto Dealer Today - WebXclusive

How Not to Respond to a Harassment Claim

By Kynzie Sims

When sexual harassment claims arise, dealers must respond appropriately — not by treating bad behavior as a joke or an enduring showroom tradition.

April 2018, Auto Dealer Today - WebXclusive

Who’s Afraid of the Electric Inventory?

By Tariq Kamal

ChannelNet’s Paula Tompkins wants dealers to modernize their sales and customer service processes before disruptive vehicle technology forces their hand.

April 2018, Auto Dealer Today - WebXclusive

Usher in a New Era of Vehicle Sales

By Peyman Rashid

It’s not too late to bring your dealership up to speed with the changing habits of car buyers. Indiana dealer Peyman Rashid has a three-step plan.

April 2018, Auto Dealer Today - WebXclusive

3 Ways to Empower Dealership Workers

By Candy Lucey

Learn how dealers and other customer-centric business owners are empowering staff to promote loyalty and improve CSI.

April 2018, Auto Dealer Today - WebXclusive

Q&A: Service Does Not Equal Sales

By Tariq Kamal

Assuming every service customer will remain blindly loyal to the dealership is a mistake that costs unwitting dealers countless sales.

April 2018, F&I and Showroom - WebXclusive

Service Advisors Are Exempt From Overtime Rules

By Christian Scali

Auto dealers finally have an answer to a critical compensation question thanks to a 5-4 Supreme Court decision in the Navarro v. Encino Motorcars case.

March 2018, Auto Dealer Today - WebXclusive

One-On-One With Future Automotive's Steve Pleau

By Tariq Kamal

Newly minted Ford Dealership Hall of Fame member Steve Pleau reflects on his nearly 50-year career and describes his surprise induction.

March 2018, Auto Dealer Today - WebXclusive

4 Action Steps for Bold Dealers

By Leonard Buchholz

Managers, staff, and customers all benefit from true leadership. Follow these four action steps to uncover and correct the broken processes that are holding you back.

March 2018, Auto Dealer Today - WebXclusive

The Problem Child: Rein in Your Service Staff

By Leonard Buchholz

Whether underperforming service advisors don’t know how to hit their goals or simply refuse, dealers must be prepared to take forceful action.

March 2018, Auto Dealer Today - WebXclusive

It’s a Process: How BPM Benefits Dealers

By Mark Holenstein

Omnichannel systems are backed by business process management, which works behind the scenes to manage the components of online and instore sales.

March 2018, Auto Dealer Today - WebXclusive

March Madness: How to Coach Your Rookies

By Phillip Hellstrom

Give green peas a fair chance at success by playing to their strengths, building trust in the process, adjusting when needed, and allowing them to close deals.

March 2018, Auto Dealer Today - WebXclusive

Q&A: Your Smell Affects Your Sales

By Tariq Kamal

Aromachologist Farah Abassi creates custom scents that energize car buyers and complement their dealerships’ brands, décor, and demographics.

March 2018, Auto Dealer Today - Feature

Will Somebody Please Get That?

By Jason Heard

Phone skills are severely lacking in dealerships today, but one GM has a plan you can use to be sure every caller gets the right answer.

March 2018, Auto Dealer Today - Feature

A Dealer Win, and a Couple of Lessons

By Thomas B. Hudson, Esq.

Hudson recounts the inspiring tale of a dealer who prevailed in a lawsuit in the consumer-friendly state of Maryland.

March 2018, F&I and Showroom - WebXclusive

End Sexual Harassment at Your Dealership

By Kynzie Sims

Successful anti-harassment training requires dealers to acknowledge that some employees simply don’t see the point.

February 2018, F&I and Showroom - WebXclusive

Fraud Alert: Dealer Loses $88K to ID Thief

By Brian Stout

A web-savvy sales manager made a sweet deal that went sour when the ‘buyer’ turned out to be a sophisticated online scammer.

February 2018, Auto Dealer Today - WebXclusive

Q&A: Fix Your Hiring Process and Reduce Turnover

By Tariq Kamal

Dealership hiring expert Scott Brinkman shares strategies and insights you can use to attract and retain quality applicants to build a highly qualified, diverse and productive workforce.

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, F&I and Showroom - WebXclusive

Q&A: Why You Mishandle Your Best Leads

By Tariq Kamal

Digital Air Strike’s Alexi Venneri discusses the results of the company’s latest mystery-shopping study and how dealers can improve the timing and quality of their responses.

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

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

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

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

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

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

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

May 2016, Auto Dealer Today - Cover Story

The Ratings Giant

Allen Turner’s Pensacola, Fla. Hyundai dealership beat out 800 competitors nationwide to earn DealerRater’s 2016 Dealer of the Year honors.  Photos by Caleb Pierce

By Tariq Kamal

Allen Turner credits his Hyundai store's 2016 Dealer of the Year award to a customer-first sales and service philosophy that has generated more than 1,000 positive reviews on DealerRater.

Tags: Dealer of the Year, dealers, Hyundai

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

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

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

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.

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

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