Dealer speaks

Ford dealer Kenley calls every car buyer

12:01 am U.S. ET | June 23, 2014
Making personal thank you calls to "every single sales customer" and practicing a soft-sell approach are some ways Utah dealer Jewel Lee Kenley ensures her Ford store stands out – even if it means being known as "a little bit laid back." Her strategies are helping to create loyal buyers....
Read More »


Dealer Daniel Hodges: 'We are so different now'

12:01 am U.S. ET | June 16, 2014
A shift to no-haggle pricing has sparked a cultural overhaul at the Duval family of dealerships in Jacksonville, part of the Scott-McRae Group. The purchase time is shorter. The stores have no general managers. And Sunday is a day off. One of many payoffs: happier customers....
Read More »



Bouncing back in 'a different world' of car sales

12:01 am U.S. ET | June 2, 2014
Florida dealer George Nahas, the 2002 Time Quality Dealer Award winner, lost two General Motors franchises: Oldsmobile in 2004 and Saturn five years later. Nahas, the current treasurer of the National Automobile Dealers Association, is running for the vice chairman's post....
Read More »



Dealership group invests for 'nice, exciting, fun' stores

12:01 am U.S. ET | June 2, 2014
Merit Earl Fields was sales manager at Cadillac before becoming a Cadillac dealer on Chicago's North Shore in 1971. After his son, John Fields, quit a career as a contract-law attorney to join the car business, the duo began adding franchises: BMW, Saab, American Motors and more....
Read More »


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 »


Special Report
Fewer bosses, Disney savvy, $2 idea lift stores

Fewer bosses, Disney savvy, $2 idea lift stores

A Chrysler Group dealership chain is stripping away layers of management to sell cars faster. A Chevrolet-Cadillac store is enchanting customers through Disney training. Mon., July 21
» Watch the Video
News by Brand

Rocket Fuel