Auto Dealer Today Issue

September 2015

Cover Story
Internet Leads Are Phone Leads
By Sean V. Bradley

Relying on email alone will not lead to confirmed appointments or sales.

Features

No Guidance David Gesualdo

By David Gesualdo

Self-governance by providers may be the best way to protect the sale of F&I products.

Wrestling With Inventory

By Steve Fox

Taking control of your inventory requires bravery, strategy and commitment.

What’s Up, Chevy Dude? Photo: Caitlin Davenport

By Toni McQuilken

Mike Davenport’s alter ego helps him find customers and make sales.

More Appraisals, More Trade-Ins

By Bill Mokry

The more appraisals you conduct, the more opportunities you have to capture trades and the benefits that come with them.

The Firing Line Courtesy NBC Universal

By Paul Hatcher

Terminating an employee is always hard, but if they have been properly recruited and trained, the decision can be easy.

The Case of the Invisible Waiver

By Thomas B. Hudson, Esq.

If the waivers intended to protect your dealership aren’t clearly visible, they might as well not be there.

The Art of Connectivity Customer service is greatly enhanced by the ability to access vehicle information from anywhere on the property, and even more so when that information can be shared between locations. 

By Jim Rogers

Dealers are using unified communications to improve customer service and drive sales.

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