Auto Dealer Today Issue

January 2014

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.

Features

Training and Retraining: Increase Production

By Rick McCormick

How hungry are your sales and finance teams? Top trainer says the path to increased production is paved by leadership, accountability and proper compensation.

Special Finance: When the Wheels Fall Off Aging inventory is a symptom of slow sales. Dealers who excel in special finance have learned to stock the type of units that customers and finance companies demand.

By Greg Goebel

Special finance guru weighs in to help troubleshoot your underperforming department.

What’s Your ‘One Thing’?

By Courtney Cole

This year’s NADA convention gives each dealer the chance to ask what he or she needs to drive their business forward in the year ahead.

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.

Regulators' Expectations: The Onus of Compliance

By David Robertson

AFIP founder offers eight answers to the question every dealer in America is asking: What do regulators expect of me?

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.

Blog

On-the-Point

Jim Ziegler
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb