Dealer speaks

Dealer Shuman does 'stupid' ads, wins ratings

12:01 am U.S. ET | March 24, 2014
Bob Shuman writes his own 'stupid' radio ads touting transparency and commission-free sales to draw customers to his no-frills Chrysler-Dodge-Jeep-Ram store in Walled Lake, Mich. The lawyer-turned-dealer scoffs at rivals who offer haircuts and teeth whitening. Selling and fixing cars well is 'enough on anybody's plate.'... Read More »


Dealer Ron Rossi's electrifying crusade

12:01 am U.S. ET | March 17, 2014
Honda retailer Ron Rossi has never forgotten what he learned in his family's grocery business in the 1970s: Save money by saving energy. With that in mind, in 2012 he spent more than a million dollars installing solar-paneled canopies on his sales lot in rural Vineland, N.J. According to Honda, he's the nation's first car dealer to go 'electric-grid neutral.' Rossi expects his 'solar system' to produce $2 million in profit over its 25-year lifetime.... Read More »


'Resilient' Fiat dealer Lisa Copeland's rise

12:01 am U.S. ET | Dec. 16, 2013
Lisa Copeland faced adversity as a young woman in the car-selling business. But today she's leading a thriving Fiat franchise in Texas by hiring people with no prior auto experience and employing some of her customers. Copeland's success even prompted a visit from Chrysler CEO Sergio Marchionne and earned her the title of top-selling Fiat dealership in the U.S.... Read More »


Ohio dealer shuns status quo

12:01 am U.S. ET | Dec. 9, 2013
Bernie Moreno defied conventional wisdom and expanded his Ohio dealership group amid the recession while fostering a culture that aims to create a 'place of delight' for consumers. His new $20 million Mercedes store near Cincinnati and its 'technician heaven' service shop are a showcase for his vision.... Read More »



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 »



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 »


Staten Island store rallies after Sandy

12:01 am U.S. ET | Oct. 29, 2013
On Oct. 29, 2012, Superstorm Sandy rendered Manfredi Kia-Mazda-Mitsubishi useless. Seawater spilled into the Staten Island, N.Y., dealership and destroyed more than 100 vehicles. But in the days and months that followed, Manfredi Auto Group employees cleaned up the mess, moved the store and connected with customers through a shared experience: Loss... Read More »


Dealer group rattled, renewed by Superstorm Sandy

12:01 am U.S. ET | Sept. 16, 2013
New Jersey dealer Adam Kraushaar and his employees at the Lester Glenn Auto Group turned “therapists” for each other and the community following Superstorm Sandy last year. They put customers in rental cars until new cars could be sold. And local police officers whose vehicles had been destroyed made their rounds in pickups supplied by Lester Glenn stores.... Read More »


Hyundai store creates a culture from scratch

12:01 am U.S. ET | June 24, 2013
When Andrew DiFeo opened a Hyundai store in St. Augustine, Fla., in 2008, he saw a chance to create a culture. Earlier experiences at Toyota Motor Sales and his New Jersey-rooted family dealership group helped forge three founding principles. Those practices – including aggressively managing his online reputation – have helped spur sharply higher new-car sales. And, as the 37-year-old explains, so has being a little frugal.... Read More »


Dealer O.C. Welch's big-truck turnaround

12:01 am U.S. ET | June 17, 2013
After Mercury's demise, South Carolina Ford-Lincoln dealer O.C. Welch had to find a way to replace lost revenue. He decided to load up on Super Duty pickups – and sell them online. It was a wise bet for this lifelong Ford guy, whose 80-hour workweeks allow him to reveal plenty of trademark traits. Among them, keeping an office on the sales floor, personally selling hundreds of vehicles a year, crusading for America and, lately, stamping out crime.... Read More »



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 »



'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 »


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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, struggled to find good used cars. So it started providing free appraisals to service customers and offered to buy their vehicles on the spot. Mon., April 14
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