November 14, 2013
Need to Know

epa_building22 EPA Takes Closer Look at ‘Mileage May Vary’

The Envi­ron­men­tal Pro­tec­tion Agency has made few changes to the way it rates the fuel econ­omy of cars since it began test­ing in 1971 – but that may all be chang­ing in the near future.

Find out what “adjust­ments” the EPA now has in mind. [More]

Bloomberg News
auto_loan_application22 Good News: Loan Balances Up, Delinquencies Down

Accord­ing to its lat­est Exper­ian Auto­mo­tive Finance Mar­ket report, out­stand­ing bal­ances on auto­mo­tive loans have reached an all-time high.

Get the lat­est details on auto loan bal­ances and auto delin­quen­cies. [More]

Wall Street Journal
lincon_mkc_concept22 Ford Excited About Upcoming Lincoln Luxury Crossover

The 2015 Lin­coln MKC promises to be ahead of the pack with new every­thing that will set it off as exclu­sively “Lin­coln” and pin it as a bright shin­ing new star.

Find out what’s on tap for this crossover that will hit dealer lots next sum­mer. [More]

Detroit News

VIDEO: Leasing is on the Upswing

We’re see­ing very high pen­e­tra­tion rates for leas­ing today — and next year lease returns are expected to be 70% higher than this year. So what will hap­pen a cou­ple years down the road?

VIDEO: Time for Some Store Traffic?
  Do Your Sales People Know How To Fish?

Are you sales­peo­ple com­plain­ing that your deal­er­ship doesn’t have any traf­fic? If yes, watch this Paul Potratz video for some great tips on build­ing a great mar­ket­ing strategy.

Click here to read more
BLOG: Automotive Digestibles
  Tell Me What, What It Means, Tell Me Now, & What Do I Do About it?

The Sit­u­a­tion: What do you do with all those Best Prac­tices & How-To arti­cles pub­lished every­where, every­day? Bet­ter ques­tion: can you actu­ally even find them buried in the mag­a­zine (or news­pa­per) copy and then fig­ure out how to imple­ment those new ideas in your dealership?

Here’s what we really need from mag­a­zines and news­pa­pers in order to make those truly help­ful how-to arti­cles come to life so busy peo­ple like YOU can under­stand and act upon them ASAP.

Click here to read more

Dealer Pain Points

hire wire act The High Wire Act — In Parts

Run­ning a parts depart­ment is a lot like per­form­ing a high-wire act. A slip-up on the high wire can be deadly. Slip­ping up in parts will kill your profits.

You need bal­ance — enough of the right parts to meet demand while avoid­ing over­stock issues that can crimp cash flow.

Click to learn more.

top secret Are You the Best-Kept Secret in Town?

The aver­age con­sumer thinks deal­er­ship ser­vices cost more, and that’s usu­ally not true. You’re com­pet­i­tive in a vari­ety of ser­vices but there’s no reward for keep­ing it a secret.

Take steps to improve ser­vice sales.

Click here to learn more.

Hide and Seek Hide and Seek: A Costly Game

Hide and seek is fun when you’re a kid. But it’s no fun and a costly “game” when a part you need is not where it’s sup­posed to be and you’re wast­ing time (read money) look­ing for it. It’s a sign of a sys­tem breakdown.

You need to know how to main­tain inven­tory integrity.

Click here to learn more.

Doing It Right  

Now avail­able on its top-rated con­sumer web­site,, the Kel­ley Blue Book Price Advi­sor fea­tures a new range-based pric­ing lay­out and high­lights dif­fer­en­ti­at­ing aspects of local deal­er­ships, includ­ing con­sumer rat­ings and reviews, new-car spe­cials and inventory.

“Devel­oped specif­i­cally for the needs of the new-car shop­per,’s Price Advi­sor puts a spot­light on trans­parency start­ing with pric­ing, and moves across all aspects of the deal­er­ship,” said Scott Ehlers, vice pres­i­dent of prod­uct for Kel­ley Blue Book.

In addi­tion to receiv­ing a New Car Fair Mar­ket Range, con­sumers can explore local deal­er­ships’ inventory.

Shop­pers ben­e­fit from an improved under­stand­ing of local deal­er­ship ser­vices and ameni­ties, new car spe­cials, deal­er­ship social media feeds, and dealer rat­ings and reviews. The expe­ri­ence also spec­i­fies prox­im­ity to the deal­er­ship based on zip code. 

Read on

Behind the Numbers  

Remar­ket­ing has been chang­ing for the car rental indus­try in recent years – with less vol­ume going through auc­tions and more empha­sis on upstream­ing. Automak­ers are keep­ing fleet sales lim­ited, too.

That’s improv­ing con­di­tions for used vehi­cle prices.

Avis Bud­get Group is show­ing sig­nif­i­cant signs of how car rental com­pa­nies have been rethink­ing their role in the world of used vehi­cle remarketing.

Dur­ing a third quar­ter call, exec­u­tives explained how the car rental com­pany “cas­cades” cars between its Avis, Bud­get, Pay­less, and Zip­car brands for max­i­mum usage.

About half the cars go to auc­tions, and the other half go directly to deal­ers and con­sumers.

Read how car rental com­pa­nies are rethink­ing their strate­gies for rent­ing and remar­ket­ing cars…….

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…

Smart Thinking - Pass It On  
Find Out How eContracting is Gaining Traction

The Sit­u­a­tion:

The per­cent­age of indi­rect auto­mo­bile con­tracts and loans orig­i­nated with eCon­tract­ing rel­a­tive to paper con­tracts is increas­ing each year. This serves as strong proof that lenders and deal­ers are mak­ing the tran­si­tion to eCon­tract­ing as a way to stay com­pet­i­tive in the auto finance mar­ket. How­ever, even with big year-over-year increases in the adop­tion rate, there is still a sub­stan­tial oppor­tu­nity for many more lenders and deal­ers to rec­og­nize the true value that eCon­tract­ing provides.

Make Sure Your Deal­er­ship Is On Board for eContracting

Scott Hen­driks, Senior Prod­uct Man­ager for Fis­erv Auto­mo­tive Lend­ing Solu­tions, cites the advan­tages of using eCon­tract­ing. Drill down fur­ther to dis­cover the advan­tages for your dealership!

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