December 19, 2013
Need to Know

auto-dealership Six in Sixty — Dec. 19, 2013

Auto Loan Debt is Now at Record Levels

  • Car buy­ers rack­ing up auto loan debt to finance vehi­cle purchases
  • Aver­age auto loan bal­ance will about $18K per bor­rower in 2014
  • Con­sumer have fewer finan­cial options so going to straight loans

Video Ads Test on Face­book Seek Con­sumer Connection

  • Long awaited video ads finally intro­duced on Face­book this week
  • Video ads are sched­uled to start play­ing automatically

Car Insur­ance Pre­mi­ums Jump 62% After First Accident

  • Cal­i­for­nia dri­vers pay big­ger insur­ance pre­mium for accidents
  • Pre­mi­ums increase aver­age of 62% after first acci­dent, com­pared w/ 38% for U.S. average

Vul­ture Tort Law Lawyers Look Next to Dri­ver­less Car Suits

  • Expe­ri­ence & court deci­sions in Toy­ota cases to move to dri­ver­less cars
  • Tort lawyers hir­ing so called soft­ware experts to testify

Sales­peo­ple Using Tablets Gain High­est Cus­tomer Satisfaction

  •  Cus­tomer sat­is­fac­tion high­est when auto sales­per­son is using tablet
  • Helps main­tain con­sis­tency in the sales process & pro­vide information

Retar­get­ing Ads are Work­ing  to Sell Cars to Tai­lored Audiences

  • Users are “re-targeted” with ads for prod­ucts pre­vi­ously browsed online
  • Retar­get­ing expected to spread and impinge on con­sumer privacy

Be the Smartest Per­son in the Room: get more in-depth (but still fast) run­down of the above-mentioned sto­ries RIGHT HERE.


VIDEO: Lighting Up Your Dealership

The lights and light­ing in your deal­er­ship can make a big dif­fer­ence in how your deal­er­ship is per­ceived, what peo­ple think when dri­ving by, and ulti­mately how you present your vehi­cles, the deal­er­ship, and your loca­tion in general.

Start with a light­ing audit and learn about color ren­der­ing, light­ing opti­miza­tion, and blan­ket­ing can opti­mize vehi­cle selec­tion and profitability.

BLOG: Green Auto Market
  Bob Lutz on Mary Barra, Goodbye to Billy Jack, and the ABCs of NGVs

Ex-vice chair­man and Chevy Volt guru Bob Lutz had some, um, inter­est­ing things to say about the first ever woman CEO at GM. Also, strange con­fes­sions from a pre­vi­ous “Billy Jack” fan and on other “eco-heroes” from days gone by. Plus a few top­i­cal issues to keep you informed on what’s up with nat­ural gas vehicles.

VIDEO: The Hard Facts
  Do You See the Value in Further Education?

Should You Get an MBA? There are many ways to value Grad­u­ate edu­ca­tion, and one the best things you can learn is how much more there always will be to learn!

Dealer Pain Points

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.

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.

Doing It Right  

Why the name change? Auto­mo­tive Train­ing Solu­tions, a mem­ber­ship orga­ni­za­tion of over 300 cor­po­ra­tions and pro­fes­sion­als ded­i­cated to fos­ter­ing the devel­op­ment of auto­mo­tive pro­fes­sion­als, has announced that the orga­ni­za­tion has changed its name to Auto­mo­tive Resource Net­work (ARN).

At the same time, ARN unveiled a new iden­tity and redesigned Web site at The new site promi­nently fea­tures the organization’s focus on inno­v­a­tive pro­grams to pro­vide resources and cre­ate busi­ness solutions.

What the Founder had to say: The new orga­ni­za­tion name and web­site will serve as the enhanced brand and refined image to be used in con­junc­tion with all of its activ­i­ties, prod­ucts, and ser­vices. “We are very excited about the intro­duc­tion of our new orga­ni­za­tion name.  We believe the name ARN allows us to bet­ter rep­re­sent our busi­ness as we intro­duce new ser­vices.”  said Hanan Bedri, Founder & Exec­u­tive Direc­tor. “The new name is directly related to our promise to pro­vide auto­mo­tive pro­fes­sion­als with resources and tools to drive auto­mo­tive excellence.”

READ MORE about this unique organization.


Build a Better Dealership

Gary MayDealers Gain Digital Marketing & Sales Training Edge with IM@CS-Dealer Authority Combo

The Sit­u­a­tion for Deal­ers: Prin­ci­pals & Gen­eral Man­agers are real­iz­ing that it is now pos­si­ble to gen­er­ate increased results from their dig­i­tal mar­ket­ing and sales train­ing. How­ever, the selec­tion of the “right” con­sul­tancy com­pany is what can make a big dif­fer­ence in results.

At the same time, fre­quently deal­ers have had to find another con­sul­tancy sup­port­ing com­pany in order to also bring per­son­al­ized search, social, and con­tent mar­ket­ing ser­vices to go with their dig­i­tal mar­ket­ing efforts.

The Solu­tion Just Hap­pened: Gary May, founder and pres­i­dent of Inter­ac­tive Mar­ket­ing and Con­sult­ing Ser­vices (IM@CS) has joined forces with JD Rucker, founder of Dealer Author­ity and for­merly of KPA/TK Car­sites, to offer unpar­al­leled prod­ucts and ser­vices to auto­mo­bile deal­ers, man­u­fac­tur­ers and ser­vice providers.

“This is an amaz­ing first step in a long-term part­ner­ship between IM@CS and Dealer Author­ity,” Rucker said. “Gary and his team are true trend­set­ters in the indus­try and I believe that the com­bined strate­gies will make all IM@CS clients head and shoul­ders above their competitors.

How to find out why these two indus­try experts can make things happen:

Com­pa­nies inter­ested in gen­er­at­ing increased results from their dig­i­tal mar­ket­ing and sales train­ing in 2014 can reach IM@CS at (310) 377‑6481 or to arrange for ini­tial con­sul­ta­tion meet­ings as well as dis­cuss ser­vices and costs. READ MORE

Behind the Numbers  

For nearly four years, David Strick­land has headed up the National High­way Traf­fic Safety Admin­is­tra­tion. That’s over now, as Strick­land just announced his departure.

For automaker and deal­ers, that’s bound to bring up mixed feel­ings – glad to see his com­mit­ment to advanced tech­nolo­gies going inside cars and glad to see him leave with his strong-armed approach to deal­ing with info­tain­ment and dis­tracted driving.

Strick­land and NHTSA have left a full plate for the next admin­is­tra­tor. There’s been a lot of recalls under Strickland’s guid­ance and the Tesla Motors bat­tery fire inves­ti­ga­tion is still being car­ried out.

He wants to con­nected cars that can increase dri­ver safety and not take their atten­tion away from what’s on the road.

Find out more about Strickland’s impact on automak­ers and some of the opin­ions expressed about him – includ­ing that of the Alliance of Auto­mo­bile Manufacturers.

Dealer Resources 
Looking for the Best Leads in the business?
Helping dealers manage their reputation.
OneCommand deploys leading-edge communications technology proven to increase response rates, drive traffic, and lower marketing costs.
Partnering with alone gives your inventory unparalleled online exposure.
Fiserv offerings address every step of the automotive lending process.
Thrifty Car Sales
Find out what Thrifty Car Sales Franchise Opportunities can do for you.
AutoUSA Internet Sales Solutions brings the best-in-class tools to increase Internet sales and lower costs for automotive dealerships.
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.
NADA University
One Source, Endless Possibilities, 24/7.

If you find that you received this newsletter by mistake or wish to unsubscribe to this publication, please click here to unsubscribe from the mailing list.

ADVERTISE WITH US - Contact AIN Media Publisher Chuck Parker at or (310) 265-2225 to learn more.