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
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.