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
Turn Out the Lights, the Party's Over

By Jim Ziegler
The Alpha Dawg says goodbye to recordbreaking sales, uncovers the truth behind Trump vs. Ford, seeks justice for criminals in the executive ranks, and throws ‘The Book’ at Cadillac.

The Leads Are Weak

By Jim Ziegler
Did you ever try to cancel a lead provider for poor performance and, all of a sudden, their leads started closing at a crazy percentage? 'Da Man' reveals the ugly truth about the lead provider business.

It's a Nerd Meltdown

By Jim Ziegler

There’s a Vacancy in Mom’s Basement

By Jim Ziegler

Opening Observations

Over the Curb