November 7, 2013
Need to Know

autotrader_logo222-300x300 Online Vehicle Pricing Myths Debunked by AutoTrader

New data from debunks the per­va­sive myth that online vehi­cle pric­ing trans­parency erodes value and gross for dealers.

Do deal­ers who price their new vehi­cles below MSRP attract buy­ers? [More]

PR Newswire
walker_arianna22 J.D. Power: Expert Discusses Digital Trends

Com­ing out of the recent J.D. Power Auto­mo­tive Mar­ket­ing Round­table, deal­ers are advised on how dig­i­tal liv­ing does and will con­tinue to affect the auto industry.

Ari­anne Walker dis­cusses dig­i­tal trends and con­sumer vehi­cle shop­ping. [More]

J.D. Power blog
teenage_drivers22 Study Sheds Interesting Light on Teenage Drivers

A new study by the High­way Loss Data Insti­tute explains why teenagers seem to be dri­ving less. Is it a long term cul­tural trend or are there other factors?

Find out the real rea­sons there are less teenage dri­vers on the roads today. [More]

Wall Street Journal

VIDEO: A Trade-In Marketplace With a Guarantee

Juan Flo­res talks about’s trade-in mar­ket­place, and about the guar­an­tee it places on deals.

VIDEO: More Than Technology
  The Desperate Need for a Technology Cure-All

Do dealer man­agers search for a tech­nol­ogy cure? You should know: it’s not all about the tech­nol­ogy. Slow down, look at your prob­lems, and actu­ally develop a strategy.

Click here to read more
VIDEO: Very Good Content
  Delivering Meaningful Content

The rapidly grow­ing use of mobil­ity is caus­ing con­sumers to replace the tra­di­tional PC plat­form with their cell phone. The chal­lenge for the dealer then becomes how to deliver con­tent in mean­ing­ful way that will pro­duce a new car pur­chase experience.

Click here to read more

Dealer Pain Points

Crook Insider Crime: How to Handcuff a Crook

A “trust but ver­ify” pol­icy with employ­ees at your deal­er­ship may save you a lot of money and headaches when it comes to a uniquely Amer­i­can phrase: The Five Fin­ger Dis­count. Act now before the police string up the yel­low crime scene tape at your store.

Click here to learn more.

mechanic Boosting Service Profitability

You ser­vice the vehi­cles you sell. Every­body gets that. But you have the best trained ser­vice tech­ni­cians in town. They can fix any­thing. Why not let them?

Click here to see a video that show­cases a deal­er­ship that uti­lizes its ser­vice techs tal­ent to the max.

pp35_babies Family Leave is for More Than Childbirth

If you thought the Fam­ily Med­ical Leave Act is just for employ­ees who are going to have a baby, think again.

NADA Uni­ver­sity has a course on the sub­ject, and you can click for a video that briefly cov­ers your responsibilities.

Doing It Right  

The belief that adver­tis­ing com­pet­i­tive prices for new vehi­cles online is fuel­ing a race to the bot­tom sim­ply isn’t hold­ing up under ana­lytic scrutiny.

An dig­i­tal audi­ence analy­sis of over 6,605 new vehi­cle sales across 1,000 deal­er­ships showed:

New cars priced below MSRP get 34 per­cent more page views than new cars priced at MSRP
Deal­ers who priced their new vehi­cles below MSRP sold 20 per­cent more new cars than their coun­ter­parts who used MSRP instead
 Buy­ers trav­eled an aver­age of 10 more miles to deal­ers who listed their news cars below, rather than at, MSRP

“Hav­ing an effec­tive pric­ing strat­egy online doesn’t equate to a race to the bottom—it results in win­ning the race to the con­sumer,” said Scott Her­nal­steen, senior direc­tor of enter­prise ana­lyt­ics at

Read on …

Behind the Numbers  

Gen­eral Motors Corp. has stayed away from upping incen­tives on its redesigned 2014 Chevro­let Sil­ver­ado and GMC Sierra pickups.

Gen­eral Motors is not going to enter the dis­count­ing dog­fight, said Chevro­let global brand chief Alan Batey. “Whether we lose a cou­ple of points of mar­ket share in a given month because some­one is liq­ui­dat­ing isn’t our con­cern,” he said.

But how long will that last?

Many Chevro­let and GMC deal­ers think that sales of the pick­ups have been dis­ap­point­ing since the June launch. They’re happy about the crit­i­cal acclaim the refreshed pick­ups have been receiv­ing, but not with sales num­bers. Com­pe­ti­tion has been tough from heav­ily dis­counted Ford F-Series and Dodge Ram pickups.

Learn more about where pick­ups incen­tives have been lately and what GM is hop­ing stay­ing out of price war will do for resale value……

Build a Better Dealership

bad-credit-scoreWhy Should You Care About Five Subprime Auto Loan Predictions?

Just as pay­day lend­ing evolved to bet­ter meet the needs of the under­banked, so will auto lend­ing change to meet the needs of non-prime customers.

That indus­try is large, it’s grow­ing, it’s incred­i­bly frag­mented, it’s inef­fi­cient, it’s lop­sided (the house mostly wins), and it’s one of the largest yet worst con­sumer finan­cial experiences.

New tech­nol­ogy, new busi­ness mod­els and new reg­u­la­tion rep­re­sent an enor­mous oppor­tu­nity for incum­bents and entre­pre­neur­ial thinkers to cre­ate a more effi­cient and more trans­par­ent marketplace.

Here’s what we could see in five years…

dealer_rater_reviews22Are You Driving Customers Into Your Dealership Service Department?

At Issue:

As more and more peo­ple turn to third-party review web­sites to influ­ence their buy­ing habits – includ­ing auto­mo­biles – chances are you’re being over­looked if you are not tak­ing advan­tage of con­sumer reviews, both for sales and service.

Ser­vice Depart­ment Reviews are a Pow­er­ful Way to Pump up Profits!

Ryan Leslie, Direc­tor of Dealer Rep­u­ta­tion Strat­egy at, urges deal­ers to pay atten­tion to the process of cus­tomer reviews – which can make a huge com­pet­i­tive advan­tage. Drill down fur­ther for case stud­ies and tips on build­ing your online reputation.

Smart Thinking - Pass It On  

At Issue:

Female car shop­pers are as impor­tant to your suc­cess as the male demo­graphic. They’re impor­tant indi­vid­u­ally as car buy­ers, and they are pro­foundly impor­tant in influ­enc­ing their partner’s choice of car. Accord­ing to Forbes, women influ­ence 85% of car-buying deci­sions and, in 2012, they pur­chased nearly 40% of both used and new cars.

The key to appeal­ing to today’s female car shop­per is to under­stand that she doesn’t need a dif­fer­ent sales process. Instead, she needs more infor­ma­tion ‒ it’s sim­ply how she operates.

Glenn Pereira, man­ager of indus­try edu­ca­tion at, shares insights on the pref­er­ences of female car shop­pers with deal­ers. Drill down fur­ther to get great mar­ket­ing tips on the female psyche.

A Successful Multi-Device Strategy  

At Issue:

Today’s con­sumers shop from a vari­ety of devices. Cur­rently, over 200 mil­lion con­sumers access media on mul­ti­ple screens monthly. Yet auto deal­ers and man­u­fac­tur­ers have very lit­tle con­trol over how, when or where cus­tomers access their inven­tory and brands.

Where do deal­ers turn for help in keep­ing up with Cus­tomer Trends?

The mobile land­scape is vast and hyper-competitive. Indeed, there’s a cor­re­la­tion between every­day device usage and shop­ping behav­ior, and it’s a trend that will become a way of life with the ever-increasing capa­bil­i­ties of smart­phones and tablets. Drill down fur­ther to find out how can help your deal­er­ship com­pete in the chang­ing marketplace.

Dealer Resources 
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IMN is the digital marketing company that delivers branded newsletters and content for more than 3,000 organizations worldwide, combining custom, vertically-oriented content with advanced publishing technology and services.
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.
Turn-key automotive Internet marketing on one platform.
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