The Showroom

Useful Articles

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Are Your Customers Smarter Than Your Salespeople?
Your sales pros need access to as much vehicle information as their customers do.
Photo by Dave Holt Magnetic Personality
Former corrections officer Marty Hamm is capturing customers (and sales) at Alexander Chevrolet Buick GMC in Dickson, Tenn.
The late Steve Jobs, cofounder and visionary leader of Apple, helped launch the era of the personal computer. Photo courtesy India7 Network How to Become a Visionary Leader
Create and execute a vision for your dealership by solving customer issues, taking risks, remaining open-minded, and getting your employees on board.
Getty Images Dare to Love Your Factory
OEM reps are people too. Heard lists three ways to build a healthy, fulfilling relationship with your factory.
No More Excuses
The editor convenes a dealer brain trust to tackle the product knowledge gap.
Since joining the car business in 2015, Cody Finney has proven to be a quick study and a trusted sales consultant at Lone Star Dodge Chrysler Jeep Ram. Sink or Swim
Former educator and oil field worker Cody Finney has survived and thrived at Lone Star Dodge Chrysler Jeep Ram.
Stop Paying to Sell
Sales manager Joel Gordon makes a three-part argument for abandoning your commission-only pay plan. Learn how guaranteed income creates a wider and deeper talent pool, smooths out the hills and valleys of success, and acknowledges the realities of auto retail in the 21st Century.
An ongoing renovation and expansion project will add space and style to New Country BMW’s sales and service operations. The Ultimate Profit Machine
Job Pimentel brings 30 years of automotive industry success to his new role as GM of New Country BMW in Hartford, Conn.
Data Control and the DMS
Learn how Mike Esposito changed careers from engineering to auto retail and dealer software.
Illustration by ©ISTOCKPHOTO.COM/TARRAS79 Trade You for It
GSM makes the case for taking unusual trades and bartering services.

The Showroom News

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‘Father of F&I Menu’ to Hold Court at F&I Think Tank
George Angus, referred to as the ‘Father of F&I Menu,’ will be at Industry Summit’s F&I Think Tank to take attendees down F&I’s memory lane during a special lunchtime address. They will be entertained and enlightened, as this legendary trainer shares the good, the bad, and the ugly of the F&I profession.
New York Attorney General Eric Schneiderman announced that Nissan of New Rochelle will pay $298,000 in restitution and penalties to settle charges relating to the dealership’s “Total Loss Protection” theft-deterrent program. Photo courtesy New York State Office of the Attorney General 'Total Loss Protection' at Center of NY Dealer's $298K Settlement With State AG
The office of New York Attorney General Eric Schneiderman announced that Nissan of New Rochelle will pay $298,211 in restitution, penalties and fees to settle claims the dealership charged hundreds of car buyers thousands of dollars for an ‘unwanted and bogus’ theft-deterrent product.
Industry Summit Extends Early Bird Deadline
Attendees who register by midnight this Friday, Aug. 18, will enjoy a $100 discount on a full-conference pass. Industry Summit is co-located with The Best Training Day Ever and includes F&I Think Tank, the Special Finance Conference, Compliance Summit, and Automotive Compliance Specialist certification by Automotive Compliance Education.
Auto/Mate Unveils New Dealer Texting Engine
Auto/Mate Dealership Systems has launched ‘Texting,’ a new SMS engine built into the company’s DMS and designed to facilitate messaging and improve the customer experience.
Report Forecasts Fewer Per-Store Sales
The latest edition of Urban Science’s Franchise Activity Report predicts a stable dealer network will produce reduced per-store sales following a period of stability.
Dave Anderson to Deliver Industry Summit, Best Training Day Ever Keynote Address
LearnToLead founder and nationally recognized leadership trainer Dave Anderson will deliver the Tuesday afternoon keynote address at this year’s Industry Summit as part of the Best Training Day Ever agenda.
Austin Found: Uber's Loss Was Dealers' Gain
A new study found that 41% of Austin, Texas, residents used their own vehicles when Uber and Lyft left town last year, and 9% bought a vehicle because the ride-hailing services weren’t available.
Lithia Adds $1 Billion Downtown Los Angeles Auto Group
Lithia Motors announced the acquisition of the Downtown Los Angeles Auto Group, a move executives say could add $1 billion in revenue and $0.55 in earnings per share.
Top-Flight F&I Directors Join F&I Think Tank Roster
F&I Think Tank’s ‘The Director’s Chair’ will feature the F&I director for the magazine’s 2016 F&I Dealer of the Year in Tom Andrews, as well as former F&I Pacesetters Dan Mason and Justin Gasman. It will also feature His Madness, Marv Eleazer, as moderator.
Jumpstart: Subcompact SUVs/CUVs Make Gains in First Half of 2017
Analysts with Jumpstart Automotive Media say interest in subcompact utilities outpaced other segments compared to the first half of 2016.