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Best regards
Zmags
2 PENNY PINCHERS
Millennials have something
in common with old folks.
4
A PENTON MEDIA PUBLICATION
JIM ZIEGLER
Kind dealers show
their stuff.
27 BLAME THE NEW GUY
Favorite excuses
for non-compliance.
December 2012
SELLING T O
BARGAIN
HUNT ERS
Luk Blackwell and other
dealers go low for Costco
crowd, but say it's worth it.
Page 20
To: Carol Paulsen
From: Ted Jordan
$100 Best Buy® e-Gift Card
Carol: Thanks for participating in
our program. We truly appreciate
your involvement. Please enjoy
this reward — you deserve it!
- Ted
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2 PENNY PINCHERS Millennials have som
To: Carol Paulsen From: Ted Jordan $100 Best Buy®
Volume 46, Number 12 14 Entrants in best-i
EDITOR'S FORUM BY STEVE FINLAY We welcome readers
NEW WAVE iPhone's Siri voice systems can direct
THE WAY I SEE IT BY JIM ZIEGLER We welcome reader
RESIDUAL VALUES Not as Much Muscle `Correction' i
WARD'S TOP 500 DEALER PROFILE Bob Farlow and mana
Ryan LaFontaine Dealer Principal, LaFontaine Auto
WARD'S TOP 500 DEALER PROFILE the customer, our n
Q&A Back to Selling Cars Tammy Darvish is o
Tammy Darvish went from being a dealer to a deale
SANDY AFTERMATH Storm Pattern Analyst who s
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INNOVATIONS Best-Idea Contestants Vie Winne
FACILITIES Model T Dealership Reborn Couple turns
CONFERENCES About 1,000 dealers and digital marke
Proper Data Use Allows Dealers to Know Shoppers E
CONFERENCES However, the ad drove an uptick i
BY SUPPORTING OUR MILITARY, AUTO DEALERS GIVE A W
COVER STORY Tub of Mayo, Side of Beef, 1 Car Deal
handle th
PROFITCENTER: DEALER MANAGEMENT Grade Your Dealer
Dust Off Compliance Programs Federal government r
PROFITCENTER: INTERNET MARKETING Too Much Informa
Well-Done Emails Stir Interest Some dealers good
PROFITCENTER: SALES Three Vital Parts of a Car Sa
PROFITCENTER: FINANCE & INSURANCE Non-Compliance
PROFITCENTER: FINANCE & INSURANCE `This Is
Satisfaction Surveys Irk Dealers Complaints cente
PROFITCENTER: FIXED OPERATIONS Protect Your
RECOVERY Getting Back to Business Aided by
END GAME And It Only Took 31 Years From Wor
TD Auto Finance See what our service can do for