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.... Read More »



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.... Read More »



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.... Read More »


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.... Read More »



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.... Read More »


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.... Read More »



Store's sales pitch: 'We speak your language'

12:01 am U.S. ET | July 1, 2013
Nine of Don Hicks' 150 employees at Shortline Subaru in Aurora, Colo., speak one or more languages besides English. Hiring bilingual employees is a key goal for Hicks. He plans to increase his bilingual sales force by hiring one bilingual employee every four to five months, depending on the market's needs.... Read More »


Seattle startup Tred brings the test drive to the customer

7:30 am U.S. ET | June 19, 2013
With the help of a new online service, Seattle-area car shoppers can test drive vehicles without setting foot in a dealership.... Read More »



Like race for MVP, call centers pit old school, modernists

12:01 am U.S. ET | June 17, 2013
When we asked readers last month whether the business development center is obsolete, you'd have thought we had asked something as monumental as who should be Major League Baseball's MVP. Traditionalists argued for the BDC, reasoning that golden-tongued showroom stars couldn't use that magic on the phone or Internet. Modernists said no.... Read More »



Are car salespeople, journalists all that different?

4:49 pm U.S. ET | May 8, 2013
A strange thing happened to me here at the Digital Dealer Conference. I've concluded I could be a car salesman.... Read More »


Latest digital edition
Digital Edition Archive
Table of Contents
 Automotive News
Special Report
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
» Watch the Video
News by Brand

Rocket Fuel