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
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