Auto Dealer Today Issue

December 2014

Cover Story
Lead Generator or Time Waster?
By Rich Moore

Early experiments with social media have left many dealers wondering whether they should continue to invest time and money in the platform and how to quantify the return on investment.

Features

The Dealer's Choice Awards Presentation Randy Crisorio (left), president and CEO of United Development Systems Inc. and Jeff Jagoe, senior vice president of agency operations for IAS, celebrate their companies’ Diamond Award wins for F&I Training and F&I Products. 

By Auto Dealer Monthly Staff

For the first time, representatives of companies honored in the annual Dealers’ Choice Awards were invited to accept their awards in person at Industry Summit.

Turn Dealbreakers into Dealmakers Photo: istockphoto.com/yingyang

By Greg Goebel

The art of selling additional cash down payments takes on added importance during the holiday season.

Jump-Start Your Dealership Photo: istockphoto.com/Matt_Brown

By David Keller, CPA, CFE

Challenging yourself to rethink every phase of your operation can yield actionable results — and more efficient accounting.

Detective Work Photo: istockphoto.com/Vladimir Floyd

By Steve Fox

Are your investments working for you? Dealers who fail to test automated systems risk losing precious capital.

Be Careful What You Demand Discovering the unique needs of each customer is key to selling protection products and, like any skill, F&I professionals must practice it every day, on every deal, to be proficient. 

By Ronald J. Reahard

Dealers who insist on higher production must be sure they aren't pressuring their F&I professionals into cutting corners.

The 100% Rule David Gesualdo, Auto Dealer Monthly Publisher

By David Gesualdo

Your process for total compliance and F&I sales should be designed to meet a common goal.

Write Your Legislator

By Thomas B. Hudson, Esq.

A California case illustrates the value of the “cure” statutes that protect dealers in some states.

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