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
It's a Nerd Meltdown

By Jim Ziegler
The Alpha Dawg coaches sales managers through a CRM crash, shares advice for desking deals the old-fashioned way, and explains why AutoNation’s rumored pay plan revision and GM’s thrice-delayed Project Pinnacle are doomed to fail.

There’s a Vacancy in Mom’s Basement

By Jim Ziegler
The Alpha Dawg discovers the cure for Millennial Madness and goes deep on certified pre-owned leasing, the case against Sage Auto Group, and the end of the big publics’ shopping spree.

Objects in the Rearview Mirror

By Jim Ziegler

The Big Talent Drain

By Jim Ziegler

Opening Observations

Over the Curb