Auto Dealer Today Issue

June 2014

Cover Story
Taking Back Sundays
By Stephanie Forshee

Car dealers in Illinois are the latest group to battle legislators to keep laws banning Sunday sales in place. Now that the FTC has stepped in, the debate is poised to go national.

Features

Cutting Keys

By Kelly Wadlinger

Sales and F&I managers can defuse interdepartmental conflict by walking a mile in their co-workers’ shoes.

The Car Dealer Won? Hawaii's Intermediate Court of Appeals upheld a lower-court ruling that a Honolulu dealer had not made false statements regarding a used car that stopped working eight months after it was sold. 

By Tom Hudson

A Hawaii dealer — and common sense — prevailed in a case brought by an unhappy used-car buyer.

The Car East

By Stephane Babcock

Automakers unveiled a series of head-turning prototypes at the 2014 Beijing International Automotive Exhibition.

Tech Savvy

By ADM Staff

Check out the latest technological solutions for in-store processes and advanced marketing campaigns.

Lead With Commander’s Intent

By Mike Esposito

Empower your staff by making your objectives clear and giving them room to work.

Policies, Profits and Pacifico The move toward flat fees fails to address the scenario of two banks competing for the same contract. F&I managers could be forced to choose between a higher flat for their dealership and a lower APR for their customer.  

By Jim Ganther

By going to flat fees, banks and finance companies may shift regulatory pressure away from themselves — and onto dealers.

How to Close More SF Deals

By Greg Goebel

Special finance expert offers two practical ways underperforming dealers can increase their closing percentage.

Expect Perfection

By Ron Reahard

Successful dealers lead by example. Strive for perfection and expect the same from your sales and finance teams.

Your BDC Pay Plan

By Greg Wells

To properly compensate your business development center, you must set expectations for your manager and agents and design a pay plan that will motivate and reward them.

Your Internet Manager Pay Plan As Internet managers take on more responsibilities, many dealers find it difficult to define their roles. Establishing clear duties and goals is the first step toward a mutually beneficial pay plan. 

By Paul Potratz

Fair compensation for Internet managers starts with a clear definition of their goals and your expectations.

Biweekly Blowup

By David Gesualdo

An FTC probe and an NADA memo inspired a fierce debate and thrust biweekly payment plans into the spotlight.

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