Auto Dealer Today Issue

April 2014

Cover Story
No-Haggle Pricing
By Stephanie Forshee

Ali Ahmed and the sales team at Simpson Buick GMC have shortened the sales process and improved CSI by switching to a no-haggle pricing system. Having weighed the pros and cons, he believes fixed prices could soon become the preferred model for dealers nationwide.

Features

Running Up the Score Dealers take pride in high CSI scores, and rightfully so. But the attitude your salespeople exhibit when asking for positive survey responses should pervade every interaction with every potential customer. 

By Kelly Wadlinger

Focusing on CSI scores leads dealers to forget that potential customers who are turned away from your store will never fill out a survey.

Wanna Buy a Car, Mate?

By Tom Hudson

After a 10-year nap, Rip Van Cardealer awakens to a future in which dealer pricing, financing and reserve are a thing of the past.

Concept Cars

By Stephane Babcock

These four concept cars were designed to push the boundaries of design, fuel efficiency and utility.

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

Buying Into Bankruptcies

By Denny Long

Are you getting your share of the profitable BK market? Direct marketing expert lists the essentials of reaching these motivated, in-market buyers.

The Numbers Behind the Numbers

By Greg Goebel

Data from dealers who are active in special finance yields guidance and several surprises.

Written in Stone

By Ron Reahard

The current political climate is unfriendly toward profitable dealerships and productive F&I departments. The best way to change the conversation is to remind the public that dealers are not just in it for themselves.

Paid Search vs. Display Ads

By Sarah Adamo and Renée Benedetti

Create an effective online marketing campaign by targeting potential customers at different stages of the car-buying process.

Dealers, Dollars and Disparate Impact

By Jim Ganther

The CFPB is employing a broad definition of the word ‘discrimination’ to put the squeeze on dealers, and the NADA has responded. Learn why one compliance expert believes both groups may have gone too far.

DMS 2014+

By Brian Reed

Consumer demand will force DMS technology to accommodate a fully online sales process.

Traded Away

By David Gesualdo

Recent developments prove that, when the chips are down, nothing is sacred.

Blog

On-the-Point

Jim Ziegler
Objects in the Rearview Mirror

By Jim Ziegler
The past is right behind us and the future is coming fast. The Alpha Dawg plots a course for your store’s success and shares advice for Elon Musk, Johan de Nysschen, and pre-owned managers.

The Big Talent Drain

By Jim Ziegler
The Alpha Dawg tackles the shortage of talent in the managerial ranks and reflects on Amazon’s rumored foray into vehicle sales, the imminent used-car correction, Hyundai’s plan for the Genesis brand, and the untimely passing of Tammie LeBleu.

A Faster Horse

By Jim Ziegler

Strangers in the Mall

By Jim Ziegler

Opening Observations

Over the Curb