Dealers' phones ring again

12:01 am U.S. ET | July 21, 2014
Because of the ubiquitous smart phone, car shoppers are flooding dealerships with phone calls instead of e-mail inquiries. The sudden change in consumer behavior has dealers pushing employees to brush up on an ancient skill: answering the telephone....
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Selling cars today takes a lot of work

12:01 am U.S. ET | Feb. 17, 2014
Once upon a time, selling cars was a fairly straightforward process. Those days are gone forever. Today, there are people from 18 to 80 buying cars, and they all have different needs, which require entirely different sales approaches and processes....
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Sales bonus: $1,000 and you go on vacation

12:01 am U.S. ET | Jan. 27, 2014
A car dealership that makes salespeople go on vacation and throws in $1,000 spending money? That's how Peter Petito, general manager of Hillside Honda in New York, rewards his high performers. When a salesperson sells 20 vehicles a month on average over a 90-day period, the reward is $1,000 and three extra days off....
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Selling cars isn't getting any easier

12:01 am U.S. ET | Sept. 30, 2013
We have had a few people come by and tell us about the new buyers and the new technology that is not only available but necessary in today's marketplace. I am amazed -- no, overwhelmed -- at the choices you have if you want to sell a car at the factory or dealership level. It's not just remarkable; it's staggering....
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How F&I managers can help drive car sales

12:01 am U.S. ET | Sept. 9, 2013
John Ward bounces daily between his two offices at McGeorge Toyota-Scion near Richmond, Va. One office is in the finance and insurance area; the other is in the sales department. Ward is the store's finance director. But he says his role is to help sell cars, too....
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OMG! FYI -- vehicle transactions head toward texting

3:55 pm U.S. ET | Aug. 8, 2013
Several years ago the late Jack Teahen and I wrote a pair of opposing essays about our different car buying experiences....
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Sonic will put name on stores

12:01 am U.S. ET | July 29, 2013
Sonic Automotive Inc. will brand its stores with the Sonic name beginning in 2014. The national branding initiative will accompany Sonic's rollout of a sales approach in which staffers will use iPads to handle vehicle transactions from start to finish, which is linked to Sonic's True Price strategy. The Sonic name will start going up on dealerships at the same time, said Jeff Dyke, executive vice president of operations....
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