September 27, 2013
Need to Know

german_luxury_cars222 Small Luxury Cars are Selling Big!

Ger­man lux­ury automak­ers BMW, Audi and Mercedes-Benz are dis­cov­er­ing that car shop­pers will pay more for com­pact cars with loads of acces­sories, at the expense of mass-market rivals.

Find out what is dri­ving the mar­ket – even in Europe – these days. [More]

Detroit News
safety_rearview_camera22 Safety Groups Demand Action on Backup-Camera Rule

The U.S. Trans­porta­tion Depart­ment of Trans­porta­tion is two-and-a-half years over­due in issu­ing a man­date for rear vis­i­bil­ity cam­eras, and advo­cacy groups want it passed now.

Find out more about a rul­ing that could save hun­dreds of lives annu­ally. [More]

Bloomberg News
toyota2_camry_22 Could Camry Lose Title as No. 1 Best-Selling Car?

Odds are wors­en­ing that the Toy­ota Camry can keep its title next year as chal­lengers gear up for another run at top­ping the mild-mannered sedan.

Find out more about the chal­lenges fac­ing the Toy­ota Camry as No. 1 U.S. sedan. [More]

Bloomberg News
TODAY: 'Meet and Greet' is now online; 30-40% Sales Increase with Holistic Online Reputation Management; More 
Video news that moves people and ideas

Service Reviews: An Opportunity for Growth

Make it easy for your ser­vice clients to give reviews — and it can bol­ster sales and trust in your dealership’s ser­vice department.

heather-mackinnon-skype Service Reviews: An Opportunity for Growth
HEATHER MACKINNON VP of National Accounts, DealerRater
manson-gregg Plugging the Revenue Holes in Your Service Dept.
GREGG MANSON Field Services, Xtime
dowd-skip The Future of Chat Will Change Car Sales
SKIP DOWD SVP of Automotive Solutions, Contact at Once
VIDEO: Where You Meet Customers Today
  New ‘Meet & Greet’ is Now Online

The cus­tomer first expe­ri­ences your deal­er­ship online, not in your show­room — that means the decision-making process in heav­ily influ­enced by your online reputation…

Click here to watch video
BLOG: Green Auto Market This Week
  GM Takes on Tesla // Making Alt Fuel Vehicle Conferences Work // Sustainability Officers in the Industry

GM CEO Dan Aker­son has been blunt about his company’s agenda with upstart Tesla Motors; Alt­Car Expo is always fun to attend, but why is the audi­ence so thin?; Did you know that there are 19 sus­tain­abil­ity offi­cers work­ing for automak­ers, and 16 at trans­porta­tion com­pa­nies? Read about what one of them is bring­ing to the industry…

Click here to read more

Dealer Pain Points

Free inspections the cure for low service sales Free Inspections: The Cure for Low Service Sales

When peo­ple go to the doctor’s office, they get a free inspec­tion, which some­times results in more tests and reme­dies, and bet­ter health out­comes. Plus, the nec­es­sary addi­tional work increases the doctor’s revenue.

The same process in your ser­vice lane can increase rev­enues and cus­tomer satisfaction.

Click here to learn more.

Whats more valuable aged wine or aged parts What’s More Valuable: Aged Wine or Aged Parts?

The sophis­ti­cated palate appre­ci­ates a finely aged wine. The longer the wine bot­tle sits, the bet­ter the taste and the higher the value. Not so with vehi­cle parts. Age adds dust to parts on the rack and red ink to your bal­ance sheet.

Parts need to be fresh. Find out how to keep them that way.

Click here to learn more.

Invoicing at Internet Speed Invoicing at Internet Speed

It’s get­ting to be the end of the month and you have open ROs that delay billing and slow cash flow. Do you know why? Sludge has built up in your inter­nal processes, cre­at­ing finan­cial inef­fi­cien­cies that cost money.

Find out the key pain points and how to fix them.

Click here to learn more.

Doing It Right  

The Sit­u­a­tion:

Two years ago, Guy Pel­le­grino, dealer prin­ci­pal at Pel­le­grino Auto Sales in Batavia, New York, was chal­lenged by an online neg­a­tive review from a per­son he did not know. He felt defeated by the fact that there was no way to con­tact the reviewer and han­dle the sit­u­a­tion with them per­son­ally, and that it placed his name, and the deal­er­ship in a very bad light.

The Solu­tion:

He decided to start an online rep­u­ta­tion man­age­ment pro­gram and enrolled in the Deal­er­Rater® Cer­ti­fied Dealer Pro­gram.

Now, two years later, the deal­er­ship has built 106 life­time reviews with a very healthy 4.9 star rat­ing out of 5.

This customer-centric approach, teamed with a strong online rep­u­ta­tion man­age­ment strat­egy, has helped boost car sales by 30–40 percent.

Read on!

Behind the Numbers  

There’s a con­sen­sus emerg­ing that prices will be soft­en­ing later this year due to off-lease returns and from other sources – accord­ing to two lead­ing experts on used vehi­cle val­u­a­tion.

The strong used car price envi­ron­ment looks like it will be chang­ing; how­ever, it should be con­sid­ered from a big pic­ture van­tage point – prices might drop but still be fairly high.

And there are other ele­ments of prof­itable used car sales for deal­ers that are hap­pen­ing out there in most markets.

As for right now, used prices are strong – accord­ing to Art Spinella and Jonathan Banks.

Another inter­est­ing devel­op­ment was that Inter­na­tional Auto­mo­tive Remar­keters Alliance’s (IARA) stan­dards com­mit­tee has drafted a tem­plate to help finan­cial insti­tu­tions com­ply with rules being set by the Con­sumer Finan­cial Pro­tec­tion Bureau.

This week’s Used Car Mar­ket Reports tracks some very inter­est­ing remar­ket­ing trends…..

Build a Better Dealership

big-dataThree Big Data Trends Dealers Should Know About

It’s been a sweet year for new and pre-owned vehi­cle sales, loans and leases, sched­uled main­te­nance, and after­mar­ket. Big Data is becom­ing some­thing like the blood­stream for all of it.

It’s built into third-party dig­i­tal mar­ket­ing part­ners, upstream remar­ket­ing chan­nels, and dealer man­age­ment sys­tems.

The trick is bal­anc­ing some­where between “no duh” for tech­nol­ogy processes that are built into every­thing we do today and a “Rubik’s Cube” for man­agers over­whelmed with data sources and fig­ur­ing out what to do with them. Stay­ing cur­rent on the issues is a good way to do it.

Jon LeSage, edi­tor of Used Car Mar­ket Reports, looks at three devel­op­ments that deal­ers should know about Big Data and what ana­lysts are say­ing about it.

yin yangWhat is the Yin Yang of Social Media Marketing?

Noth­ing in the uni­verse is totally Yin or totally Yang. Yin con­tains seeds of Yang and vice versa. Too much of one can weaken and con­sume the other. Your Social mar­ket­ing energy should be spent on mak­ing sure you have a nice bal­ance of Yin Yang.

Here are 4 exam­ples of a Yin Yang imbal­ance in your Social Media mar­ket­ing and what you can do about it:

1. Broad­cast­ing.
Shout­ing mes­sages about your products/services rep­re­sents too much male prin­ci­ple. Add a strat­egy of engage­ment and con­cen­trate on build­ing rela­tion­ships with your con­tent. Evok­ing emo­tions is the key to suc­cess­ful mar­ket­ing. Prac­tice active lis­ten­ing and fos­ter mutual understanding.

Keep read­ing!

Smart Thinking - Pass It On  

At Issue:

For auto­mo­tive deal­ers who want to suc­ceed in today’s com­pet­i­tive mar­ket­place, an online rep­u­ta­tion man­age­ment strat­egy is a necessity.

The Solu­tion:

Deal­er­Rater, the lead­ing car dealer review web­site and auto­mo­tive rep­u­ta­tion man­age­ment pio­neer, has helped thou­sands of deal­ers mon­i­tor, man­age and improve their online rep­u­ta­tion. A joint case study done with Polk pro­vides proof that con­sumer reviews drive auto dealer busi­ness. The case study can be viewed in full at

Key high­lights of the case study reveal how impor­tant an excel­lent online rep­u­ta­tion man­age­ment strat­egy can be. Drill down fur­ther to find out how par­tic­i­pa­tion in DealerRater’s Cer­ti­fied Dealer Pro­gram can man­age and improve your dealership’s online rep­u­ta­tion for max­i­mum dealer profits.

Auction Services Today  

At Issue:

The auto indus­try is chang­ing and grow­ing at a rapid rate – and com­pa­nies like Man­heim, who rep­re­sent the dealer buy­ing expe­ri­ence through their auc­tion ser­vices, are prepar­ing to change and grow with it.

“Over the past year, we’ve made it a pri­or­ity to take a closer look at our oper­a­tions to ensure they deliver on the needs of our cus­tomers today and in the future,” said Man­heim EVP & COO, Janet Barnard. “As our indus­try con­tin­ues to change, we will invest in areas that improve the auc­tion expe­ri­ence for our cus­tomers, as well as drive future busi­ness growth.”

Manheim’s invest­ment in the future includes expanded loca­tions and a dig­i­tal pres­ence to expe­dite and accom­mo­date cus­tomer needs. Drill down fur­ther to get the details on these expanded ser­vices aimed at your dealership.

Dealer Resources 
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vAuto's Provision™ suite of inventory management tools is the auto industry's leading solution to help dealers increase used vehicle sales, profitability and return on investment.
Dataium is the largest aggregator of Internet automotive shopping activity. With its Cloud Intelligence® platform, the company collects, analyzes, and indexes billions of online automotive shopping events from over 20 million active auto shoppers monthly.
NADA University
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Xtime is the leading provider of hosted Customer Relationship Management (CRM) systems for automotive services departments that seek to increase service revenue and customer retention.
Turn-key automotive Internet marketing on one platform.
NextGear Capital
We are the largest independent inventory finance provider for used automobiles providing inventory financing to dealership operations in the areas of Retail, Wholesale, Rental, and Salvage.

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