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
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.