Auto Dealer Today Issue

May 2016

Cover Story
The Ratings Giant
By Tariq Kamal

Allen Turner credits his Hyundai store's 2016 Dealer of the Year award to a customer-first sales and service philosophy that has generated more than 1,000 positive reviews on DealerRater.

Features

React, Adapt, Win David Gesualdo

By David Gesualdo

This month’s dealer profile is proof that adaptability breeds success.

Take Me to Your Leader

By G.P. Anderson

How do you handle unhappy guests who want to speak to the boss?

Fair Play

By Stephanie Forshee

Scott Kemp has been one of Crippen Auto Mall’s top two salespeople every month for more than 15 years, and the secret to his success is simpler than you might think.

Zombie Arbitration Agreements

By Thomas B. Hudson, Esq.

A Georgia case proves the wisdom of a periodic review of your dealership’s forms.

How PPM Drives Retention Properly designed and presented maintenance programs help auto dealers engage customers throughout the ownership cycle.

By Ryan Williams

With rock-solid processes and measurable goals, prepaid maintenance programs can help dealers keep more car buyers coming back and create limitless service and sales opportunities.

Your Culture Is Causing Stomachaches

By Harlene Doane

Just when you think you have your dealership culture figured out, something causes that familiar pain in your gut to return. Operations expert shares advice for avoiding upset stomachs in the workplace.

The Why of F&I In the finance office, products that fit the needs of the customer, their vehicle and your market offer real value and drive real profits. 

By Ronald J. Reahard

Justifying the existence of the F&I department requires dealers to take a hard look at the value it offers to customers and its effect on the sales process.

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