Auto Dealer Today Issue

December 2015

Cover Story
Building an Online Empire
By Toni McQuilken

Toni Anne Fardette has taken Atlantic Auto Group’s BDC and digital marketing campaigns to the next level.

Features

When Is It Safe to Assume?

By Steve Fox

GM explains why some assumptions are par for the course and others can cost you business.

A Good Fit

By David Gesualdo

Digital marketing is attracting increasing numbers of bright young minds to the automotive industry.

The Recordbreaker Photo: Toni McQuilken

By Toni McQuilken

Brandon (Fla.) Ford's Ricardo Liburd snagged the December 2015 Sales Pro title, thanks to his brainpower, social skills and boundless energy.

Vicarious Liability

By Thomas B. Hudson, Esq.

When is a dealership liable for its customer’s negligence?

Pull That Trigger

By Denny Long

Trigger leads are an effective way to capture in-market car buyers who may have been turned down for financing at another store.

Open-Source Selling

By Ronald J. Reahard

Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer’s research and offering additional third-party resources.

4 Reasons Why Your Offline Strategy Matters Online

By Daniel Kim and John Possumato

Dealers are finding digital marketing success by relying on the lessons learned from successful brick-and-mortar sales.

Blog

On-the-Point

Jim Ziegler
Turn Out the Lights, the Party's Over

By Jim Ziegler
The Alpha Dawg says goodbye to recordbreaking sales, uncovers the truth behind Trump vs. Ford, seeks justice for criminals in the executive ranks, and throws ‘The Book’ at Cadillac.

The Leads Are Weak

By Jim Ziegler
Did you ever try to cancel a lead provider for poor performance and, all of a sudden, their leads started closing at a crazy percentage? 'Da Man' reveals the ugly truth about the lead provider business.

It's a Nerd Meltdown

By Jim Ziegler

There’s a Vacancy in Mom’s Basement

By Jim Ziegler

Opening Observations

Over the Curb