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<br /> 2 CLOSE LOOK<br /> Money, dealer ire<br /> behind Carfax suit.<br /> 26 1-PRICE WONDER<br /> Some dealers switch to<br /> no-negotiation selling.<br /> 29SMALL-CAR SALES<br /> Although fuel prices rise,<br /> subcompact deliveries drop.<br /> May 2013<br /> HESTERBERG: “The<br /> GROUP 1'S EARL The big list starts on page 22.<br /> Transformer”<br /> Former Ford executive leaves his mark at dealership chain.<br /> ON PAGE 16.<br /> A PENTON MEDIA PUBLICATION<br /> “Our customers<br /> high five us as<br /> they leave F&I.”<br /> Part of Reynolds Retail Management System…<br /> transforming the way consumers experience your dealership.<br /> reyrey.com/rms | 888.853.2614<br /> © 2013 The Reynolds and Reynolds Company. All rights reserved. 1006517-2 1/13<br /> docuPAD is protected by patents 8,194,045 and 8,228,299<a title="May 2013 page 1" href="http://viewer.zmags.com/publication/779fb169?page=1"> 2 CLOSE LOOK Money, dealer ire </a> <a title="May 2013 page 2" href="http://viewer.zmags.com/publication/779fb169?page=2"> “Our customers high five us as they leave F&I.” </a> <a title="May 2013 page 3" href="http://viewer.zmags.com/publication/779fb169?page=3"> Volume 47, Number 5 May 2013 PROFIT CENT</a> <a title="May 2013 page 4" href="http://viewer.zmags.com/publication/779fb169?page=4"> EDITOR'S FORUM BY STEVE FINLAY We welcome readers</a> <a title="May 2013 page 5" href="http://viewer.zmags.com/publication/779fb169?page=5"> Dealertrack Performance Suite Integrated solut</a> <a title="May 2013 page 6" href="http://viewer.zmags.com/publication/779fb169?page=6"> THE WAY I SEE IT BY JIM ZIEGLER We welcome reader</a> <a title="May 2013 page 7" href="http://viewer.zmags.com/publication/779fb169?page=7"> Tim Deese Progressive Basics Tony Fre</a> <a title="May 2013 page 8" href="http://viewer.zmags.com/publication/779fb169?page=8"> TRENDS Dealership Future No upending changes seen</a> <a title="May 2013 page 9" href="http://viewer.zmags.com/publication/779fb169?page=9"> PREMIUM BRANDS Lincoln's Tough Rival: Ford </a> <a title="May 2013 page 10" href="http://viewer.zmags.com/publication/779fb169?page=10"> WARD'S TOP 500 DEALER PROFILE Kept Heart in</a> <a title="May 2013 page 11" href="http://viewer.zmags.com/publication/779fb169?page=11"> Jim Arrigo Owner President, Arrigo Automotive Gro</a> <a title="May 2013 page 12" href="http://viewer.zmags.com/publication/779fb169?page=12"> WARD'S TOP 500 DEALER PROFILE He now is president</a> <a title="May 2013 page 13" href="http://viewer.zmags.com/publication/779fb169?page=13"> TECHNOLOGY Auto CEO Expresses EV Angst Fiat</a> <a title="May 2013 page 14" href="http://viewer.zmags.com/publication/779fb169?page=14"> FRANCHISES Let Tesla Try Selling Its EVs Many dea</a> <a title="May 2013 page 15" href="http://viewer.zmags.com/publication/779fb169?page=15"> along to dealers. Dealers would need to spend</a> <a title="May 2013 page 16" href="http://viewer.zmags.com/publication/779fb169?page=16"> AUTO SHOWS Which Event Is `BIGGEST'? Variou</a> <a title="May 2013 page 17" href="http://viewer.zmags.com/publication/779fb169?page=17"> pick up.” A knock against the Detroit show ha</a> <a title="May 2013 page 18" href="http://viewer.zmags.com/publication/779fb169?page=18"> MEGADEALERS STRONG, NOT OMNIPOTENT They're all-st</a> <a title="May 2013 page 19" href="http://viewer.zmags.com/publication/779fb169?page=19"> Group 1's Earl Hesterberg: The Transformer Former</a> <a title="May 2013 page 20" href="http://viewer.zmags.com/publication/779fb169?page=20"> Rickel “nailed it” says his boss. blueprint. I</a> <a title="May 2013 page 21" href="http://viewer.zmags.com/publication/779fb169?page=21"> Second- and third-generation megadealers Ed and A</a> <a title="May 2013 page 22" href="http://viewer.zmags.com/publication/779fb169?page=22"> facturer, hiring your own people and setting your</a> <a title="May 2013 page 23" href="http://viewer.zmags.com/publication/779fb169?page=23"> </a> <a title="May 2013 page 24" href="http://viewer.zmags.com/publication/779fb169?page=24"> Rank Megadealer Group Name City ST </a> <a title="May 2013 page 25" href="http://viewer.zmags.com/publication/779fb169?page=25"> Used Retail Revenue Used Retail Units Wholesale R</a> <a title="May 2013 page 26" href="http://viewer.zmags.com/publication/779fb169?page=26"> Rank Megadealer Group Name City ST </a> <a title="May 2013 page 27" href="http://viewer.zmags.com/publication/779fb169?page=27"> Used Retail Revenue Used Retail Units Wholesale R</a> <a title="May 2013 page 28" href="http://viewer.zmags.com/publication/779fb169?page=28"> DEALER MANAGEMENT No-Sticker Dicker Some de</a> <a title="May 2013 page 29" href="http://viewer.zmags.com/publication/779fb169?page=29"> REGISTER NOW FOR THIS FREE WEBINAR! </a> <a title="May 2013 page 30" href="http://viewer.zmags.com/publication/779fb169?page=30"> DEALER MANAGEMENT How to Deal in a Manager </a> <a title="May 2013 page 31" href="http://viewer.zmags.com/publication/779fb169?page=31"> PROFITCENTER: SALES Small-Car Sales Sputter</a> <a title="May 2013 page 32" href="http://viewer.zmags.com/publication/779fb169?page=32"> PROFITCENTER: INTERNET MARKETING Not All Leads Cr</a> <a title="May 2013 page 33" href="http://viewer.zmags.com/publication/779fb169?page=33"> concerned about are the ones that get through fil</a> <a title="May 2013 page 34" href="http://viewer.zmags.com/publication/779fb169?page=34"> PROFITCENTER: FINANCE & INSURANCE Don't Go Down D</a> <a title="May 2013 page 35" href="http://viewer.zmags.com/publication/779fb169?page=35"> PROFITCENTER: FIXED OPERATIONS Let Customers in o</a> <a title="May 2013 page 36" href="http://viewer.zmags.com/publication/779fb169?page=36"> PROFITCENTER: FIXED OPERATIONS Easy Does It</a> <a title="May 2013 page 37" href="http://viewer.zmags.com/publication/779fb169?page=37"> working in conjunction with a store's customer-re</a> <a title="May 2013 page 38" href="http://viewer.zmags.com/publication/779fb169?page=38"> END GAME BY DREW WINTER Fisker, We Hardl</a> <a title="May 2013 page 39" href="http://viewer.zmags.com/publication/779fb169?page=39"> Where will YOU </a> <a title="May 2013 page 40" href="http://viewer.zmags.com/publication/779fb169?page=40"> </a>