If you are visually impaired or blind, you can visit the PDF version by Pressing CONTROL + ALT + 4
<br /> DEALER EDITION / DECEMBER 2016<br /> Selling to the SUBPRIME SET<br /> TONY DAVIS, RICK RICART AND HERB<br /> PRANTI SPECIALIZE IN SPECIAL FINANCE.<br /> FORUM: PROFILE:<br /> When they're ready to buy, Former teacher wants her<br /> they're really ready family dealership to get A+<br /> DECEMBER 2016<br /> Volume 48, Number 12<br /> ON THE COVER<br /> SELLING TO THE<br /> SUBPRIME SET 16<br /> Dealership's special financing approach helps<br /> customers buy cars, rebuild credit<br /> BY JIM LEMAN<br /> 2 | DECEMBER 2016<br /> WARDSAUTO<br /> 9 <br /> 12<br /> <br /> 23<br /> PROFILE FIXED END<br /> OPERATIONS GAME<br /> Making Help Timed<br /> the Grade Wanted! Out<br /> Former teacher Good auto mechanics How auto dealers can<br /> wants her family are hard <a title="December 2016 page 1" href="http://viewer.zmags.com/publication/ed70db39?page=1"> DEALER EDITION / DECEMBER 2016 Sell</a> <a title="December 2016 page 2" href="http://viewer.zmags.com/publication/ed70db39?page=2"> DECEMBER 2016 Volume 48, Number 12 </a> <a title="December 2016 page 3" href="http://viewer.zmags.com/publication/ed70db39?page=3"> 9 12 23 PROFILE FIXED </a> <a title="December 2016 page 4" href="http://viewer.zmags.com/publication/ed70db39?page=4"> We welcome readers' feedback, </a> <a title="December 2016 page 5" href="http://viewer.zmags.com/publication/ed70db39?page=5"> Solutions Group, the two brands have been headed </a> <a title="December 2016 page 6" href="http://viewer.zmags.com/publication/ed70db39?page=6"> POWERED BY PENTON WARDS AUTOMOTIVE GROUP </a> <a title="December 2016 page 7" href="http://viewer.zmags.com/publication/ed70db39?page=7"> </a> <a title="December 2016 page 8" href="http://viewer.zmags.com/publication/ed70db39?page=8"> EDITOR'S FORUM they do today. They definitel</a> <a title="December 2016 page 9" href="http://viewer.zmags.com/publication/ed70db39?page=9"> PHOTO COPYRIGHT © iSTOCK/THINKSTOCK Making the G</a> <a title="December 2016 page 10" href="http://viewer.zmags.com/publication/ed70db39?page=10"> DEALER PROFILE </a> <a title="December 2016 page 11" href="http://viewer.zmags.com/publication/ed70db39?page=11"> some because “a phone call often is a first impre</a> <a title="December 2016 page 12" href="http://viewer.zmags.com/publication/ed70db39?page=12"> FIXED OPERATIONS HELP WANTED! Good auto mechan</a> <a title="December 2016 page 13" href="http://viewer.zmags.com/publication/ed70db39?page=13"> ILLUSTRATION COPYRIGHT © MACROVECTOR/iSTOCK/THINK</a> <a title="December 2016 page 14" href="http://viewer.zmags.com/publication/ed70db39?page=14"> FIXED OPERATIONS </a> <a title="December 2016 page 15" href="http://viewer.zmags.com/publication/ed70db39?page=15"> - . 0/* 2.' // -. ❜ ✷✷✷✷✷✷✷✷✷✷✷ ✷✷ ✷✷✱✷✱</a> <a title="December 2016 page 16" href="http://viewer.zmags.com/publication/ed70db39?page=16"> COVER STORY Selling to the Subprime Set Deal</a> <a title="December 2016 page 17" href="http://viewer.zmags.com/publication/ed70db39?page=17"> |17 WARDSAUTO DECEMBER 2016</a> <a title="December 2016 page 18" href="http://viewer.zmags.com/publication/ed70db39?page=18"> COVER STORY </a> <a title="December 2016 page 19" href="http://viewer.zmags.com/publication/ed70db39?page=19"> Ricart Credit Factory's Tony Davis (right), with </a> <a title="December 2016 page 20" href="http://viewer.zmags.com/publication/ed70db39?page=20"> COVER STORY Auto-Loan Rate Shoppers Turning Mo</a> <a title="December 2016 page 21" href="http://viewer.zmags.com/publication/ed70db39?page=21"> score segments. Banks say that violates credit un</a> <a title="December 2016 page 22" href="http://viewer.zmags.com/publication/ed70db39?page=22"> TAP BOX TO READ STORY ONLINE. PROFIT CENTERS </a> <a title="December 2016 page 23" href="http://viewer.zmags.com/publication/ed70db39?page=23"> END GAME By Richard Libin </a> <a title="December 2016 page 24" href="http://viewer.zmags.com/publication/ed70db39?page=24"> END GAME </a> <a title="December 2016 page 25" href="http://viewer.zmags.com/publication/ed70db39?page=25"> Car salespeople should sell three things: the </a>