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
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb