Auto Dealer Today Issue

February 2014

Cover Story
Ladies' Night: Marketing to Females
By Stephanie Forshee

Reaching highline customers has its challenges, but Lexus of Massapequa’s Rose Cruz has set her sights on an even more focused market: women.


No More Excuses

By Greg Goebel

Your customers are not to blame for your lack of back-end profit on subprime deals. It’s time to stop overselling your inventory and start producing.

Who Can Take Your Place?

By David Keller

Succession planning requires dealers to re-evaluate their business, their successors’ qualifications and their own past decisions — both good and bad.

New Customs

By David Gesualdo

Keeping up with technology requires us to constantly re-evaluate our needs and take no tool for granted.

The Year of the F&I Pro

By Kelly Wadlinger

Award-winning F&I pro challenges her colleagues to make 2014 their best year yet.

Check Your DMS Bill

By Brian Reed

Billing errors for dealership management systems are more common than you may think. Technology expert suggests you check your monthly invoice for erroneous charges related to hardware and software, annual increases and click fees.

What’s New?

By Tariq Kamal

Learn more about the latest products and services to reach the automotive retail and finance marketplace.

Give Yourself a Raise

By Don Reed

Dealers who meet or exceed industry benchmarks in fixed operations all subscribe to the same formula: The right people plus proper training equals record profits.

Objection Handling for Dealers

By Tony Dupaquier

F&I pros are experts at handling objections, which might explain why many are resistant to change. Trainer explains how dealers and GMs can answer five common objections from the finance office.

The Independent Spirit

By Tariq Kamal

Joe McCloskey’s focus on customer service extends through sales, F&I and the service department.

Online Marketing: On the Brink of Innovation

By Stephanie Forshee’s Dave Winslow weighs in on upcoming developments that will change the way dealers connect with customers.

February 2014 Sales Pro: Christine Clabaugh Christine Clabaugh

By Kelsey Nolan

Christine Clabaugh of Honda Marysville is Auto Dealer Monthly's Sales Professional of the Month.

Second-Half Comebacks: Ford, VW and Yelp

By Jim Ziegler

‘Da Man’ charts a course for come-from-behind victories against your competitors, the regulators and unscrupulous review sites.



Jim Ziegler
Stupid Is as Stupid Does

By Jim Ziegler
The Alpha Dawg charts the brief rise and long fall of Johan de Nysschen, the recently departed president of Cadillac and author of the business plan that effectively crowned Lincoln as the new king of American luxury.

They Finally Killed Somebody

By Jim Ziegler
Ziegler believes Uber’s directors should face criminal charges for their role in an Arizona woman’s violent death.

20 Things a GM Must Do Every Week

By Jim Ziegler

All Things Must Pass

By Jim Ziegler

Opening Observations

They Took Cadillac for a Ride

By Tariq Kamal
Hindsight is 20/20, but at least one industry member saw GM’s latest mishap coming a mile away.

Stand Up and Be Counted

By Tariq Kamal
The Dealers’ Choice Awards are the Yelp of vendors and finance sources.

Over the Curb

This Is Us: Dealer Edition

By Jason Heard
Heard knows delegation and outsourcing are the quickest path to a work-life balance.