The Showroom

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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

Your Salespeople Are Being Outsold

Photo: GettyImages.com/nepstock

By Phillip Hellstrom

Customers are better educated than ever, but that's no excuse for an embarrassing lack of professionalism and product knowledge.

Tags: customer satisfaction, Customer Service, Sales Tactics, sales training

February 2018, Auto Dealer Today - WebXclusive

Hot or Hype? 5 Dealer Trends to Track

By Brent Tally

The industry is changing, but not as fast as the media would have you believe. Learn how alt-fuel vehicles, flex parking, a skilled-labor shortage and digital retailing will affect your facility planning.

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

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.

January 2018, Auto Dealer Today - WebXclusive

4 Ways to Win Customers in 2018

By Gary Galloway

Learn how getting up to speed with voice search and other new marketing trends can help keep traffic flowing as new-vehicle sales plateau.

December 2017, Auto Dealer Today - WebXclusive

Your Dealership in 2018: Resolve to Innovate

By Keith Crerar

Learn how going mobile, rethinking social media, tracking customers, and exploring new apps and sales tools can bring true innovation to your dealership in 2018.

December 2017, Auto Dealer Today - WebXclusive

Hire Introverts to Increase Sales

By Mo Zahabi

Today's car buyers are more interested in resourcefulness than sales pitches, and dealers are hiring sales professionals whose personalities reflect those needs.

Tags: Employee Screening, employees, Hiring

November 2017, Auto Dealer Today - WebXclusive

Find Technology That Supports Your Winning Strategy

By Paul Whitworth

Arm yourself with the three questions every dealer should ask of every technology provider.

November 2017, Auto Dealer Today - Feature

Retention by Design: Driving Growth for Lester Glenn Auto Group

Lester Glenn Auto Group’s group director of fixed operations, Kerry Monica (left), stands with John Perillo, the company’s group director of variable operations. Photos by Matthew Costanzo

By Jim Leman

Kerry Monica and John Perillo invested in a comprehensive retention program that has delivered an additional $274,000 in monthly labor and parts revenue.

Tags: Customer Retention, dealers, parts and service, PPM, ROI

November 2017, Auto Dealer Today - Feature

What Are You Teaching?

Photo courtesy Sony Pictures

By Ronald J. Reahard

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

Tags: Sales Tactics, sales training, training

October 2017, Auto Dealer Today - WebXclusive

Create the Best Reward System for Your Team

By Mike Esposito

Rebuild your dealership's employee-recognition program by offering tangible, personally valuable rewards for a job well done.

September 2017, Auto Dealer Today - Cover Story

How to Calculate Your Parts Turn

Getty Images

By Jill Pastore

Analytics expert helps determine your gross inventory turnover, true turnover, and fill rate.

Tags: controller, dealers, Inventory Management, parts and service

September 2017, Auto Dealer Today - Cover Story

Fixed Ops-timization: Dig Into the Data

New predictive analytics solutions process data to make predictions and strategic recommendations dealers and service managers can use to find efficiencies and reduce waste. Getty Images

By Neetu Seth

Predictive analytics can unlock the information you need to optimize inventory and improve customer loyalty.

Tags: data, fixed ops, parts and service

September 2017, Auto Dealer Today - WebXclusive

How to Get an Unlimited Marketing Budget

By Denny Long

Break out of the budget trap and spend the money you need to generate more leads and sell more vehicles.

August 2017, Auto Dealer Today - WebXclusive

Focus on Fixed Ops: How to Thrive After Peak SAAR

By Jim Roche

When sales plateau, service and parts revenue becomes paramount. Use this three-part plan to optimize your fixed ops revenue.

August 2017, Auto Dealer Today - WebXclusive

Top 5 States for New Dealerships

By Vic Lance

Check out five states NADA Data indicates could be the ideal location for your next dealership.

August 2017, Auto Dealer Today - Feature

The Rise of the Consumer

Getty Images

By G.P. Anderson

G.P. has a plan for dealers whose customers’ product knowledge exceeds that of their sales staff.

Tags: CSI, product knowledge, Sales Tactics

August 2017, Auto Dealer Today - WebXclusive

Are Your Customers Smarter Than Your Salespeople?

By Patrick McMullen

Your sales pros need access to as much vehicle information as their customers do.

July 2017, Auto Dealer Today - Feature

Magnetic Personality

Photo by Dave Holt

By Stephanie Forshee

Former corrections officer Marty Hamm is capturing customers (and sales) at Alexander Chevrolet Buick GMC in Dickson, Tenn.

Tags: Customer Service, Sales Professional of the Month, Vehicle Sales

July 2017, Auto Dealer Today - Feature

How to Become a Visionary Leader

The late Steve Jobs, cofounder and visionary leader of Apple, helped launch the era of the personal computer. Photo courtesy India7 Network

By Mike Esposito

Create and execute a vision for your dealership by solving customer issues, taking risks, remaining open-minded, and getting your employees on board.

Tags: apple, businesses, dealers, Dealership, Elon Musk, Tesla Motors

June 2017, Auto Dealer Today - Feature

Dare to Love Your Factory

Getty Images

By Jason Heard

OEM reps are people too. Heard lists three ways to build a healthy, fulfilling relationship with your factory.

Tags: creating relationships, factory, NADA, OEM

May 2017, Auto Dealer Today - Feature

No More Excuses

By Tariq Kamal

The editor convenes a dealer brain trust to tackle the product knowledge gap.

Tags: dealers, product knowledge, Sales Tactics

May 2017, Auto Dealer Today - Feature

Sink or Swim

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.

By Tariq Kamal

Former educator and oil field worker Cody Finney has survived and thrived at Lone Star Dodge Chrysler Jeep Ram.

Tags: Customer Service, Sales Professional of the Month, Sales Tactics

May 2017, Auto Dealer Today - Feature

Stop Paying to Sell

By Joel Gordon

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.

Tags: employees, sales incentives ideas, sales training

April 2017, Auto Dealer Today - Cover Story

The Ultimate Profit Machine

An ongoing renovation and expansion project will add space and style to New Country BMW’s sales and service operations.

By Tariq Kamal

Job Pimentel brings 30 years of automotive industry success to his new role as GM of New Country BMW in Hartford, Conn.

Tags: BMW, dealers, General Manager, profit

March 2017, Auto Dealer Today - WebXclusive

Data Control and the DMS

By Tariq Kamal

Learn how Mike Esposito changed careers from engineering to auto retail and dealer software.

March 2017, Auto Dealer Today - Feature

Trade You for It

Illustration by ©ISTOCKPHOTO.COM/TARRAS79

By Jason Heard

GSM makes the case for taking unusual trades and bartering services.

Tags: networking, Powersports, trade-in

March 2017, Auto Dealer Today - Feature

You Deserve a Promotion

By Pav Sangha

Break your late-winter sales slump by offering customers a new incentive to buy from your dealership today.

Tags: incentives, Promotions, Sales Tactics

March 2017, Auto Dealer Today - Cover Story

How to Perfect the Walkaround

By Tahmina Hassanein

A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.

Tags: Customer Experience, Sales Tactics, sales training

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

February 2017, Auto Dealer Today - Feature

What's the Downside?

By G.P. Anderson

Unlike new technology, every investment in training is guaranteed to pay off.

Tags: Closing Ratios, gross profit, lead generation, turnover

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

February 2017, Auto Dealer Today - Feature

4 Keys to Moneymaking Videos

By Tim James

Master the elements of content, exposure, and data collection to maximize the potential of your videos.

Tags: Flick Fusion, Video Advertising, Video Marketing

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

December 2016, Auto Dealer Today - Feature

No Challenge Too Great

Tracy Heid

By Stephanie Forshee

In the third act of an action-packed professional life, Tracy Heid is thriving as a salesperson at Wisconsin’s Mad City Mitsubishi.

Tags: Promotions, Sales Performance, Sales Professional of the Month

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

Owning It

By David Gesualdo

The publisher joins the ranks of the Jeep enthusiasts and rediscovers the auto industry’s entrepreneurial spirit.

Tags: Accessory Market, entrepreneur, Jeep

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

September 2016, Auto Dealer Today - Feature

Dealership Family Values

By Jason Heard

General sales manager offers three tips for treating employees like family — without all the drama.

Tags: employee retention, employees, Family

August 2016, F&I and Showroom - WebXclusive

Magazine Offers Details on Compliance Summit Program

By Tariq Kamal

Scheduled for Aug. 29-30, Compliance Summit is designed to deliver a crash course in federal regulations and enforcement action to help dealers, agents and industry execs build sustainable sales and F&I processes without sacrificing productivity and profitability.

Tags: ARMD resource Group, CNA National, Compli, compliance, Compliance Summit, Dealer Compliance Consultants, EFG Companies, F&I Express, gvo3 & Associates, Mosaic Compliance Consultants, NFADA, Reynolds & Reynolds, The Warranty Group, Total Dealer Compliance, UDS

July 2016, Auto Dealer Today - Feature

The Boiling Point

David Gesualdo

By David Gesualdo

The Dealers’ Choice Awards reflect the will of the voters and the temperature of the industry.

Tags: Awards, Dealers Choice Award

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

How to Improve Your Recon Turn

By Dennis McGinn

Dealers are using time-to-market to improve reconditioning processes, reduce costs, and maximize profits on used-vehicle sales.

Tags: inventory, Rapid Recon, used vehicles

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

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