Auto Dealer Today Issue

October 2015

Cover Story
Merchants Auto Is Winning
By Greg Wells

General Manager Adam Secore’s focus on people, process and product has helped Merchants Auto minimize turnover and increase sales by 89% in four years.

Features

WTF

By G.P. Anderson

Whatever beliefs you and your customers may or may not share, politics and religion have no place in F&I.

The Professional Photo: Wayne Heard

By Toni McQuilken

After nearly 50 years of car sales, Gary Young has built a loyal following and a collection of stories.

Defeating Class Actions the Old-Fashioned Way

By Thomas B. Hudson, Esq.

If the CFPB has its way, pre-dispute arbitration agreements will no longer protect dealers from class-action lawsuits.

Elevate Emotions and Excitement Part 2

By James Mueller and Steve Howard

Mastering certain words, phrases, metaphors and similes will add power to your sales process.

Attention All Data Furnishers

By Richard Hudson

Any entity that feeds a consumer reporting agency is considered a ‘data furnisher’ by the CFPB and must be aware of three credit reporting factors that can’t be overlooked.

Get Emotional David Gesualdo

By David Gesualdo

Industry Summit showcased an unstoppable shift in training and set the stage for the next event.

Prequalify Your Customers Online

By Pete MacInnis

An online, soft-pull prequalification process could help dealers sell more cars faster and satisfy new demands from consumers and regulators.

That Dog Will Bite You!

By Ronald J. Reahard

Written guidelines and a code of conduct will help prevent payment packing from baring its teeth.

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