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<br /> 2 PENNY PINCHERS<br /> Millennials have something<br /> in common with old folks.<br /> 4<br /> A PENTON MEDIA PUBLICATION<br /> JIM ZIEGLER<br /> Kind dealers show<br /> their stuff.<br /> 27 BLAME THE NEW GUY<br /> Favorite excuses<br /> for non-compliance.<br /> December 2012<br /> SELLING T O<br /> BARGAIN<br /> HUNT ERS<br /> Luk Blackwell and other<br /> dealers go low for Costco<br /> crowd, but say it's worth it.<br /> Page 20<br /> To: Carol Paulsen<br /> From: Ted Jordan<br /> $100 Best Buy® e-Gift Card<br /> Carol: Thanks for participating in<br /> our program. We truly appreciate<br /> your involvement. Please enjoy<br /> this reward — you deserve it!<br /> - Ted<br /> Introducing Best Buy® e-Gift Cards<br /> Take a moment to make someone's day with Best Buy e-Gift Cards. Just order, add a<br /> personal message and get quick, online delivery. They're redeemable at any Best <a title="December 2012 page 1" href="http://viewer.zmags.com/publication/a019b76a?page=1"> 2 PENNY PINCHERS Millennials have som</a> <a title="December 2012 page 2" href="http://viewer.zmags.com/publication/a019b76a?page=2"> To: Carol Paulsen From: Ted Jordan $100 Best Buy®</a> <a title="December 2012 page 3" href="http://viewer.zmags.com/publication/a019b76a?page=3"> Volume 46, Number 12 14 Entrants in best-i</a> <a title="December 2012 page 4" href="http://viewer.zmags.com/publication/a019b76a?page=4"> EDITOR'S FORUM BY STEVE FINLAY We welcome readers</a> <a title="December 2012 page 5" href="http://viewer.zmags.com/publication/a019b76a?page=5"> NEW WAVE iPhone's Siri voice systems can direct</a> <a title="December 2012 page 6" href="http://viewer.zmags.com/publication/a019b76a?page=6"> THE WAY I SEE IT BY JIM ZIEGLER We welcome reader</a> <a title="December 2012 page 7" href="http://viewer.zmags.com/publication/a019b76a?page=7"> </a> <a title="December 2012 page 8" href="http://viewer.zmags.com/publication/a019b76a?page=8"> RESIDUAL VALUES Not as Much Muscle `Correction' i</a> <a title="December 2012 page 9" href="http://viewer.zmags.com/publication/a019b76a?page=9"> WARD'S TOP 500 DEALER PROFILE Bob Farlow and mana</a> <a title="December 2012 page 10" href="http://viewer.zmags.com/publication/a019b76a?page=10"> Ryan LaFontaine Dealer Principal, LaFontaine Auto</a> <a title="December 2012 page 11" href="http://viewer.zmags.com/publication/a019b76a?page=11"> WARD'S TOP 500 DEALER PROFILE the customer, our n</a> <a title="December 2012 page 12" href="http://viewer.zmags.com/publication/a019b76a?page=12"> Q&A Back to Selling Cars Tammy Darvish is o</a> <a title="December 2012 page 13" href="http://viewer.zmags.com/publication/a019b76a?page=13"> Tammy Darvish went from being a dealer to a deale</a> <a title="December 2012 page 14" href="http://viewer.zmags.com/publication/a019b76a?page=14"> SANDY AFTERMATH Storm Pattern Analyst who s</a> <a title="December 2012 page 15" href="http://viewer.zmags.com/publication/a019b76a?page=15"> >,3*64, ;6;/,5,> ;9<,*(9 4VYL[OHUZL]LU`LHYZ</a> <a title="December 2012 page 16" href="http://viewer.zmags.com/publication/a019b76a?page=16"> INNOVATIONS Best-Idea Contestants Vie Winne</a> <a title="December 2012 page 17" href="http://viewer.zmags.com/publication/a019b76a?page=17"> FACILITIES Model T Dealership Reborn Couple turns</a> <a title="December 2012 page 18" href="http://viewer.zmags.com/publication/a019b76a?page=18"> CONFERENCES About 1,000 dealers and digital marke</a> <a title="December 2012 page 19" href="http://viewer.zmags.com/publication/a019b76a?page=19"> Proper Data Use Allows Dealers to Know Shoppers E</a> <a title="December 2012 page 20" href="http://viewer.zmags.com/publication/a019b76a?page=20"> CONFERENCES However, the ad drove an uptick i</a> <a title="December 2012 page 21" href="http://viewer.zmags.com/publication/a019b76a?page=21"> BY SUPPORTING OUR MILITARY, AUTO DEALERS GIVE A W</a> <a title="December 2012 page 22" href="http://viewer.zmags.com/publication/a019b76a?page=22"> COVER STORY Tub of Mayo, Side of Beef, 1 Car Deal</a> <a title="December 2012 page 23" href="http://viewer.zmags.com/publication/a019b76a?page=23"> handle th</a> <a title="December 2012 page 24" href="http://viewer.zmags.com/publication/a019b76a?page=24"> PROFITCENTER: DEALER MANAGEMENT Grade Your Dealer</a> <a title="December 2012 page 25" href="http://viewer.zmags.com/publication/a019b76a?page=25"> Dust Off Compliance Programs Federal government r</a> <a title="December 2012 page 26" href="http://viewer.zmags.com/publication/a019b76a?page=26"> PROFITCENTER: INTERNET MARKETING Too Much Informa</a> <a title="December 2012 page 27" href="http://viewer.zmags.com/publication/a019b76a?page=27"> Well-Done Emails Stir Interest Some dealers good </a> <a title="December 2012 page 28" href="http://viewer.zmags.com/publication/a019b76a?page=28"> PROFITCENTER: SALES Three Vital Parts of a Car Sa</a> <a title="December 2012 page 29" href="http://viewer.zmags.com/publication/a019b76a?page=29"> PROFITCENTER: FINANCE & INSURANCE Non-Compliance </a> <a title="December 2012 page 30" href="http://viewer.zmags.com/publication/a019b76a?page=30"> PROFITCENTER: FINANCE & INSURANCE `This Is </a> <a title="December 2012 page 31" href="http://viewer.zmags.com/publication/a019b76a?page=31"> Satisfaction Surveys Irk Dealers Complaints cente</a> <a title="December 2012 page 32" href="http://viewer.zmags.com/publication/a019b76a?page=32"> PROFITCENTER: FIXED OPERATIONS Protect Your</a> <a title="December 2012 page 33" href="http://viewer.zmags.com/publication/a019b76a?page=33"> RECOVERY Getting Back to Business Aided by </a> <a title="December 2012 page 34" href="http://viewer.zmags.com/publication/a019b76a?page=34"> END GAME And It Only Took 31 Years From Wor</a> <a title="December 2012 page 35" href="http://viewer.zmags.com/publication/a019b76a?page=35"> TD Auto Finance See what our service can do for </a> <a title="December 2012 page 36" href="http://viewer.zmags.com/publication/a019b76a?page=36"> </a>