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.


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.



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.