Automotive Sales Training

• "Laugh at Your Customers"
• "Are Your Car Sales Down?"
• "Why Some People Pay More"
• "This Too Shall Change"
• "Know Your Inventory"
• "Are Buyers Liars?"
• "Enthusiasm Sells"
• "Deliver More of the Customers that You Sell"
• "What Dealership Should You Be Working For? "
• "Time for a Change"
• " It's Lonely at the Top"
• "Hunters and Farmers "
• "From Zero to Hero"
• "It all Starts with Your Credibility "
• "Contending With the Fear Factor"
• "Automotive Sales Training"
• "The 8/4/4 Follow Up System"
• "I Got a Price Down the Street"
• "Four Ways to Improve Your Meet & Greet Immediately"
• "What Every Salesperson Should Know About Women Buyers"
• "People Buy Value Not Price!"
• "Eliminate Pre-Qualifying and Watch Your Sales Soar "
• "The Selling Appraisal "
• "How to Create Value in Your Sales Process "
• "Selling Starts With A Great Foundation; Greeting & Rapport"

Automotive Sales Management

• "Critical Information You Can't Afford Not to Know"
• "Appreciate to Motivate"
• "Turning Around Negative Attitudes"
• "The 7 Biggest Mistakes Sales Managers Make"
• "Four Traits of the Great Sales Managers"
• "The 1% Rule of Automotive Advertising"
• "The Sales Manager as a Coach"
• "Turnover is Not a Problem!"
• "Your Sales Management Checklist"
• "Seven Steps For Creating Successful Marketing"
• "Setting Your Goals "
• "Fire Then Before You Hire Them"
• "Five Keys to More Powerful Sales Meetings"
• "Managing Conflict is Essential for Increasing Productivity"
• "The Sales Manager Everyone Hates to Work For "
• "How to Turn Around a Lagging Sales Department"
• "Managing Negative Employees in an Artful Way "
• "Why Training Fails "
• "Cutting Your Throat"
• "Your Role as a Sales Manager "
• "Splitting deals "
• "Don't Underestimate the Value of Sales Training "
• "Praising Your Employees "
• "Where Do You Look for Great Salespeople? "

Automotive Internet Sales

• "Overworked Internet Sales Managers"
• "Crystal Ball"
• "Understanding the 3 Phases of Internet Marketing Growth"
• "A Seamless Online Sale Is it possible on your website?"
• "Has the Internet outgrown the Internet Department?"
• "Dealer Internet spending is on the rise…..How do you know if your Internet Operations are making money?"
• "A Simple Email Marketing Strategy for Independent Dealers"
• "Is There Any Gross in an Internet Deal?"
• “The Two Week Press”
• "Walk a Mile in the Internet Manager's Shoes"
• "Imagine What the Future Will Bring "
• "Long Term Internet Follow-Up, "Relevance and Timing"
• "A Simple Formula for Intenet Success ”
• “ Where Dealers Should Start with Online Marketing ”
• “Just Promoted to Internet Manager? What to do first?”
• “Tips for Hiring the Right Internet Sales Manager”
• "Cutting Edge Startegies Used by Leading Internet Dealers"
• "Soft FICO Hits the E-Dealer Market"
• "Two Blind Hands"
• "Hiring a Profitable Internet Manager 101 "
• "The CAN-Spam Act of 2003 "
• "The Ultimate Car Dealer Website "
• "Soft FICO hits the E-Dealer Market "

Finance and Insurance

• "F&I Express - Station #1 - Gearing Up"
• "Improving Bottom Line In Competitive Marketplace"
• "Dead Or Live, Record Retention And Deal Documentation Is Vital"
• "The Future of Sub-prime Paper"
• "Who Pulls the Credit Bureau?"
• "Dealing with Negative Equity"
• "12 Steps to F&I Succe$$ - Step XII Review / Revise "
• "12 Steps to F&I Succe$$ - Step XI Track Performance"
• "12 Steps to F&I Succe$$ - Step X Follow Up"
• "12 Steps to F&I Succe$$ - Step IX Verify Funding"
• "12 Steps to F&I Succe$$ Step VIII - Funding "
• "12 Steps to F&I Succe$$ Step VII - Document "
• "12 Steps to F&I Succe$$ Step VI - Use a Menu "
• "12 Steps to F&I Succe$$ Step V - Negotiations"
• "12 Steps to F&I Succe$$ Step IV- The Presentation "
• "12 Steps to F&I Succe$$ Step III - Product Cues
• "12 Steps to F&I Succe$$ - Step II - Build Rapport "
• " 12 steps to F & I Success - Step I Meeting and Greeting "
• " How to Get More Deals Approved: Be Prepared!"
• "F & I Leadership"
• "Maximum F&I Profits with Maximum Disclosure "
• "Interview Customer to Raise Sales and Profits "

Automotive Legal Articles

• "Internet Sales - Once is Not Enough for Jurisdiction"
• "What Are You Putting In YOUR Dumpster?"
• 'Recall' Mailer Raises Issues
• " Suit Alleging Dealer Boosted Vehicle Price to Conceal Negative Equity on Trade-in Certified as Class Action"
• "GAP ... Do it Right!"
• "Claims Under NJ Fraud Act Fail Where Car Buyer Could Not Prove Dealership's Actions Caused Him Monetary Loss"
• "Dealer Deemed 'Owner' of Vehicle It Sold to Buyer Involved in Accident"
• State 'Long Arm' Laws and Internet Sales
• Salesman's Statement that He Could Not Get Buyer Into Car She Wanted Was Not Actionable
• Dealer Didn't Have 'Permissible Purpose' To Pull Credit Report After Sale Transaction
• Multiple Contracts, Repossessed Vehicle, But Still No Apparent Legal Violations
• Is Less Than Best Financing Rate 'Adverse Action' That Requires Notice to Customer?
• "Who Owns the Car When the Customer Drives Off the Lot?"
• 'Car Buyer Challenges Discolsure of Etch Product "
• "Understanding Vehicle Finance"
• "Delivery Sheet' Was Binding Contract That Didn't Require Federal or State Financing Disclosures"
• " eBay Car Buyer Sues Dealership Seller for Fraudulent Inducement in 'As Is' Sale "
• " Negative Equity - A Positive Problem "
• "The 'Perfect Storm' of Litigation, Regulation May Require New Contracts "
• "Here Come The Privacy Cops "
• "The Privacy Cops are Here "
• "Dealer Hit With $20,000 Judgement for Not Using Spanish-Language Contract "
• "Public Citizen 'Rip-Off Nation' Report Defames Auto Dealer"
• " The 'Perfect Storm' of Litigation, Regulation May Require New Contracts "

Automotive Staffed Events and Promotions

• "Using Staffed Events Responsibly to Enhance your Bottom Line "
• "Is a Staffed Event Right for My Store?"

Car Salesman - Speak Out Articles

• "What's the Most Challenging Sale?"
• "If They're “Your” Customer Why are They at “My” Desk?"

Automotive Direct Mail Marketing

• "Greetings from all of us at Budget Direct Mail"
• Postal Increase Coming to Your Dealership
• Automotive Direct Mail Marketing

Fixed Operations Articles

• How Service Managers Can Control Financial Statements
• The First Step in the Success of your Dealership: Finding the Right People

• Excel in the Basics