December 18, 2013
Need to Know

auto-dealership Six in Sixty — Dec. 18, 2013

Auc­tion Net­work Sets Best Prac­tices & Comm Stan­dards for 2014

  • Sees increase in auc­tion vol­ume in 2014 due to lease returns
  • Has Tech­nol­ogy, Social Media, and Events committees

Are You Afraid Your Car is Going to Be Hacked?

  • Car hack­ing has become obses­sion of Congress
  • Indus­try needs to take prob­lem more seriously

Europe Car Sales Expected to increase Slightly, Pric­ing Weak

  • Small sales rise expected for Novem­ber numbers
  • Pric­ing a prob­lem for most Euro­pean OEMs, and mas­sive over­pro­duc­tion persists

X by Wire Makes Con­sumers Fear­ful of Run­away cars

  • Elec­tronic impulse fea­ture designed in cars
  • Promise to make cars safer, lighter & eas­ier to build
  • Brak­ing sys­tems that make inat­ten­tive dri­vers safer

Cold Weather Cre­ates High Demand for SUV’s, Trucks

  • SUVs and trucks are scarce in cold areas
  • Boston & Chicago have high demand for SUVs

Dig­i­tal Media Tak­ing Share of Global Ad Mar­ket from TV

  • TV about to lose no. 1 posi­tion in Global Ad Volume

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


VIDEO: You Have to Think Quick with Mobile

Mobile users are always look­ing to use their apps with bet­ter fea­tures and func­tion­al­ity. To achieve this, you have to release mobile prod­ucts quickly to stay ahead of consumers.

VIDEO: Used Car Sales Today
  Normal Depreciation Rates Returning

His­tor­i­cal data is great to have for loans — but com­bin­ing that data with fore­casted future val­ues or resid­u­als is even more powerful.

BLOG: Automotive Digestibles
  Have Dealers Had Enough of New Mouse Traps, Evangelical Trainers, Etc.?

The Sit­u­a­tion: Have you had enough? In lis­ten­ing, infor­mally sur­vey­ing, and observ­ing what is hap­pen­ing with dealer adop­tion of ven­dor sys­tems, sales pitches, mag­a­zine mar­ket­ing, and con­stant con­fer­enc­ing – not to men­tion how-to arti­cles by eager con­sul­tants, train­ers, and hun­dreds of sales­peo­ple – one can begin to con­clude that dealer man­age­ment & their team are “maxed” out on the appli­ca­tion of tech­nol­ogy sys­tems, overnight trans­for­ma­tion of their sales teams and the day-to-day man­age­ment of a typ­i­cal deal­er­ship in general.

Dealer Pain Points

autorepairman_1_13_2009-8_14_am Process Makes Perfect

Prac­tice makes per­fect, but even the best peo­ple will deliver spotty results unless they’re fol­low­ing a well-defined process.

In the ser­vice depart­ment, get­ting the process off to a good start is crit­i­cal to a prof­itable end­ing.

Click to learn more.

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.

underperforming service advisors Underperforming Service Advisors

Ser­vice advi­sors can have a huge impact on the bot­tom line if they’re trained to make orders, not just take them.

Suc­cess can depend on ask­ing the right questions.

Click to learn more.

Behind the Numbers  

Ever heard of “frack­ing”? Shale gas and oil shale reserves had been packed into hard, dense deposits, and hydraulic frac­tur­ing (frack­ing) offers an effec­tive method to extract nat­ural gas and oil. It’s been deliv­er­ing a lot of cheap nat­ural gas to the US and help­ing keep oil prices down.

Frack­ing is bring­ing a lot of big busi­ness oppor­tu­ni­ties and polit­i­cal bat­tles in sev­eral states.

Devon Energy Corp. made a $6 bil­lion acqui­si­tion – the largest for this year in the oil and gas indus­try; Devon has played an instru­men­tal role in bring­ing more nat­ural gas to Amer­ica and keep­ing the prices down.

Cal­i­for­nia Gov. Jerry Brown is get­ting heck­led by envi­ron­men­tal­ists for per­mit­ting frack­ing in the state after sign­ing a bill into law this fall that will over­see frack­ing operations.

OPEC’s power over oil prices is dimin­ish­ing. With huge growth in US shale and Cana­dian oil sup­ply, ana­lysts think there will be a siz­able boost to global output.

Read more about the role of frack­ing and North Amer­i­can oil and gas reserves in fuel sup­ply and prices.


Build a Better Dealership

auto_dealerships22Dealer Alert: OEMs Making Management, Design, Pricing & Product Moves

Here is the Sit­u­a­tion as seen by your Dealer Digest Daily Press Corps:

Pickup up the Busi­ness sec­tion of the WSJ, Finan­cial Times, your strug­gling home town news­pa­per, or even Auto­mo­tive News– or go online –and you will see arti­cles and announce­ments in almost every daily issue about an OEM mak­ing some major change in some as aspect of their mar­ket pres­ence or orga­ni­za­tional structure..

Some Exam­ples of head­lines and fea­tured arti­cles in just the last week:

  • Nis­san Pins Hopes on a Man­age­ment Trio
  • Daim­ler Open to China Stake Sale
  • Mar­chionne Gains Room to Maneuver
  • VW Poised to rein in costs after sales growth stalls
  • Rolls-Royce & Mini Look into Mak­ing SUVs
  • Hyundai Bets on Gen­e­sis in Lux­ury Path

What does this mean to you & your deal­er­ship? READ MORE about how all these news devel­op­ments might impact your deal­er­ship, its sales, and prof­its – and maybe your job.

NADA 2014  
Where to Go & What to See

There are 159 work­shop ses­sions being offered at the con­ven­tion this year! Work­shops are led by NADA Uni­ver­sity approved experts and guar­an­tee that you will go back to your deal­er­ship with inno­v­a­tive ideas and new prac­tices. Here are sam­ples that may inter­est you:

1. Ladies and Gen­tle­men: Meet Your Customer

Not all car shop­pers are cre­ated equal! The Auto­Trader pre­sen­ter will iden­tify 6 dif­fer­ent types of car shop­pers and demon­strate how deal­ers who deliver tai­lored shop­ping expe­ri­ences – com­bined with appro­pri­ate trig­gers, online mer­chan­dis­ing, and com­mu­ni­ca­tion – can cre­ate game-changing shop­per engage­ment, ulti­mately lead­ing to sales.

Alan Smith,, Atlanta, GA

2. Online Reviews Drive Sales and Service

You need an online rep­u­ta­tion that enhances the public’s opin­ion of your deal­er­ship and its employ­ees, which in turn will drive more sales. Deal­ers cap­i­tal­iz­ing on their rep­u­ta­tion have put a strong offense in place when it comes to online reviews and instilled a review-based cul­ture across sales and ser­vice depart­ments. Rely­ing on actual deal­er­ship exam­ples and real-life expe­ri­ences, the Deal­er­Rater pre­sen­ter will high­light var­i­ous dealer tech­niques, tools, and inte­grated mar­ket­ing approaches for ensur­ing rep­u­ta­tion ROI for both your deal­er­ship and employees.

Heather MacK­in­non, Deal­er­Rater, Waltham, MA
Jeff King, Bozard Ford Lin­coln, St. Augus­tine, FL

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