Auto Dealer Today Issue

November 2014

Cover Story
The Big Shake-Up
By Toni McQuilken

Steve Fox refuses to settle for the status quo, and his restless spirit is driving leads, sales and service at Lithia Chrysler Jeep Dodge of Santa Rosa.


Escape From Finance Island

By Jason Heard

F&I pros can use sympathy, efficiency and leadership to break down the barriers between themselves and the sales team.

A Million Reasons to Behave

By Tom Hudson

A Missouri dealer was ordered to pay $1 million in punitive damages to a customer who sued for fraud.

High Visibility

By David Gesualdo

Dealers have the ability and opportunity to redefine their image among U.S. consumers.

We Are the 64% New data proves that a significant number of potential special finance customers will purchase at another dealership — most likely one that has a proven process in place and a team committed to capturing their share of that market. 

By Greg Goebel

New data proves that nearly two-thirds of dealers who serve subprime customers are being outsold by their competitors. Escape the 64% club by committing to special finance and getting your entire team on board.

Top 3 Questions for Your Service Manager

By Fred Fordin

In the service department, a sales-first mentality can only be achieved by crunching the right numbers and ensuring a thorough inspection is performed on every vehicle.

New Tools for Web Conversion Exit intent technology can help dealers capture more leads from their websites by tracking the digital behavior of individual visitors and engaging them just before they leave. 

By Brian Hart

Before you increase your ad spend or invest in a new lead-generation program, consider three proven strategies for capturing more of your website traffic.

Dawn of the Compliance Age

By Jim Ganther

The Great Recession and sweeping regulatory changes created an environment in which only dealers who demand compliance in every aspect of their operations can survive.

Pick Up the Phone!

By Joe Verde

Sales pros must be trained to return every phone call, even when there may be trouble on the other end.

Drive Your Mobile Strategy to Success

By Bob George and Pete Bruhn

Searches initiated on phones and tablets will soon overtake desktop searches. Are you prepared to deliver a relevant experience to mobile users?

13 Keys to BDC Failure

By Greg Wells

Follow this advice to guarantee your business development center is doomed before it launches.



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.