The Dealer Speaks
 
THE DEALER SPEAKS: MICHAEL CANNON, CANNON MOTOR CO., OXFORD, MISS.

Football star's journey from the gridiron to the showroom

12:01 am U.S. ET | Dec. 2, 2013
Michael Cannon, a Memphis State college football standout who dreamed of being a head coach, had just gotten his first big break when the death of his father, a small used-car dealer in Calhoun City, Miss., made him rethink his life's path.... Read More »
 
THE DEALER SPEAKS: DOUG MORELAND

Message to Chrysler: Let dealers handle local marketing

12:01 am U.S. ET | Dec. 2, 2013
The very first car Doug Moreland sold was a Chevrolet Corvair in Reno, Nev., in 1969. It had belonged to the woman who would one day be his wife.... Read More »
THE DEALER SPEAKS: O.C. WELCH, O.C. WELSH FORD-LINCOLN

'All this Bluetooth stuff' is a time-suck for dealerships

12:01 am U.S. ET | June 3, 2013
From the time he started his own car-cleaning and -detailing operation in Savannah, Ga., at age 20, O.C. Welch knew he was going to be a lifer in the car business.... Read More »

THE DEALER SPEAKS: ANDREW DIFEO, HYUNDAI OF ST. AUGUSTINE

Customer data, online tools are key to dealer's strategy

12:01 am U.S. ET | June 3, 2013
Andrew DiFeo opened his own store, Hyundai of St. Augustine, in Florida, in 2008. By focusing on Internet marketing and online reputation- and customer-relationship management, DiFeo has increased average monthly new-vehicle sales from about 50 in the first year to about 115 through April this year.... Read More »

THE DEALER SPEAKS: BRUCE BENDELL, MAJOR CHEVROLET

Brothers run lean to survive in the big city

12:01 am U.S. ET | Sept. 17, 2012
Bruce Bendell, 58, hopes his kids won't follow in his footsteps. He loves the auto industry but says it's getting harder to survive with ever-shrinking profit margins, growing costs and increased competitiveness.... Read More »

THE DEALER SPEAKS: TIM WHITE, WHITE FAMILY DEALERSHIPS

After 98 years on duty, White Group is eager for century No. 2

12:01 am U.S. ET | Sept. 17, 2012
When a public dealership group recently approached Tim White and his brothers about selling several of their stores, the family sat down to consider its future. "We decided we really didn't want to get out of the automotive business," said Tim White, whose grandfather, Hugh White, founded the business. "It's a wonderful base."... Read More »

THE DEALER SPEAKS: CHADWICK MARTIN

A veteran auto dealer at 26: He stepped in, stepped up

12:01 am U.S. ET | March 19, 2012
He grew up the son of a prominent car dealer, but Chadwick Martin had dreams of becoming an entertainment lawyer or an agent. But in 2006, the death of his father, Cornelius, in a motorcycle accident changed everything. At age 26, Martin now leads the company his father founded, Martin Automotive Group, a unit of Martin Management Group of Bowling Green, Ky.... Read More »

THE DEALER SPEAKS: GREG GOODWIN

'Skin in the game' philosophy guides Kuni

12:01 am U.S. ET | March 19, 2012
After acquiring the five-dealership Pioneer Centres group in December, Kuni Automotive foresees its biggest year ever in 2012. Revenues should jump from around $600 million in 2011 to more than $800 million, CEO Greg Goodwin said. "The way business is looking right now, I'm convinced that's very conservative," he said.... Read More »

THE DEALER SPEAKS: ALAN STARLING

Dealer has a fairy-tale career in the shadows of Disney

12:01 am U.S. ET | March 19, 2012
Dealer Alan Starling, 64, thanks Walt Disney for some of his success. His three Florida stores are in the shadow of Disney World. That has created pressure to keep up showroom appearances and customer service.... Read More »

DEALER SPEAKS: CARL SEWELL, SEWELL AUTOMOTIVE COS.

Sewell prospers, looks to grow in Texas luxury market

12:01 am U.S. ET | Sept. 19, 2011
Dealer Carl Sewell of Dallas celebrates his family company's centennial this year. The last few years of the Sewell family's first century in business have been among the industry's most challenging periods. But Sewell Automotive Cos. is prospering, despite losing Hummer, Saab and Pontiac stores. It's a long way from the beginning in 1911 when Carl Sewell Sr.... Read More »

DEALER SPEAKS -- ROB COCHRAN, COCHRAN AUTOMOTIVE

Pittsburgh-area retailer grows despite tough economy

12:01 am U.S. ET | Sept. 19, 2011
Rob Cochran, CEO of #1 Cochran Automotive, has had double-digit growth at his Pittsburgh dealership group the last three years even while the economy slumped. The second-generation car dealer keeps a close watch on critical financials and runs a centralized operation that emphasizes teamwork. He also holds his staff accountable for committing to the company's core values.... Read More »

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How a Texas Toyota store solved used-car-supply challenge

How a Texas Toyota store solved used-car-supply challenge

Mike Shaw Toyota in Corpus Christi, Texas, needed more used cars. But driving 150 miles to the nearest auction was time-consuming and costly. Mon., April 14
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