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
All Things Must Pass

By Jim Ziegler
Ziegler mourns the loss of Gregg Allman as Ford and Hyundai shake up their leadership teams and Carvana struggles to stay afloat.

Join the Battle of Jericho

By Jim Ziegler
Ziegler has harsh words for the so-called geniuses behind escalating factory incentives, political support for autonomous vehicles, AutoNation's 'millennial-friendly' pay plan, and the Carvana IPO.

Don't Run, We Are Your Friends!

By Jim Ziegler

The Future Ain't What It's Cracked Up to Be

By Jim Ziegler

Opening Observations

Over the Curb