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to a WardsAuto newsletter today!","Get the latest automotive news delivered daily or weekly. With 6 newsletters to choose from, each curated by our Editors, you can decide what matters to you most.","newsletterId","blt9fed09ee18792c0b","SUBSCRIBE","mode","dark","pagination",{"_719":720,"_721":722},"totalCount",387,"currentPage",282,"contents",[725,744,756,764,772,780,793,804,812,825,834,846,855,867,874,882,890,899,907,915,926,937,946,957,966,975,982,992,1002,1012,1024,1032,1042,1054,1066],{"_179":180,"_157":726,"_181":728,"_163":733,"_165":733,"_168":734,"_735":736,"_170":171,"_172":737,"_174":171,"_166":738,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},"WardsAuto logo",[729],{"_54":730,"_185":731,"_187":171,"_732":171},"Darin George","/author/darin-george","role","6-Step Negotiating Process","/financials/6-step-negotiating-process","linkAttrs",{},"May 1, 2011","The salesperson should always start negotiation. Start with a 2% discount at the most. In some cases, used cars for example, you can present the customer with no starting discount. Unless the customer has come in for an advertised special sale, here is a 6-step word track for price negotiations. Step 1 Tell the Customer: I can give you this savings right now. The MSRP is $30,000, minus $300 bringing","articleBodyJsonSummary","normal","paidGating","articleSize","big",{"_179":180,"_157":745,"_181":746,"_163":752,"_165":752,"_168":753,"_735":754,"_170":171,"_172":737,"_174":171,"_166":755,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[747],{"_54":748,"_185":749,"_187":750,"_732":751},"Drew Winter","/author/drew-winter","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt5aef1a95a196ea42/6614eb6ce4987f6bbe76f2d7/Drew_20Winter-cropped2.jpg","Contributing Editor","We Need More Bullets, Not a Magic One","/industry/we-need-more-bullets-not-a-magic-one",{},"OIL IS KNOWN BY MANY NAMES, BUT seldom has it been referred to as the magic bullet that solves the world's energy needs. Petroleum is so energy dense, plentiful and relatively cheap, the industrialized world has become addicted to it. But that does not make it magical. Every price hike, ecological disaster and flare-up in the Middle East reminds us of its drawbacks. Why then must every proponent of",{"_179":180,"_157":757,"_181":758,"_163":760,"_165":760,"_168":761,"_735":762,"_170":171,"_172":737,"_174":171,"_166":763,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[759],{"_54":356,"_185":357,"_187":358,"_732":751},"New Technology Gets Dealership Deals Done Faster","/financials/new-technology-gets-dealership-deals-done-faster",{},"New technology allows auto dealers to reduce deal time by collecting customer information once and streaming it to various staffers involved in a car sale. It's a matter of information flowing efficiency, seamlessly and quickly to all the places it has to go says Stephanie Wilkes, a product manager at ADP, an information-technology provider. Customer information is not repeatedly collected through",{"_179":180,"_157":765,"_181":766,"_163":768,"_165":768,"_168":769,"_735":770,"_170":171,"_172":737,"_174":171,"_166":771,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[767],{"_54":748,"_185":749,"_187":750,"_732":751},"YOUNG DESIGNERS MELD TECHNOLOGY, CONNECTIVITY & NATURE","/financials/young-designers-meld-technology-connectivity-nature",{},"IT IS EVERY AUTO MAKER'S NIGHTMARE: An entire generation of consumers suddenly no longer aspires to own a new car or truck. And some think it may come true. Many observers in mature automotive markets such as Japan, Western Europe and the U.S. believe young people's passion for driving and owning vehicles is waning. Instead, today's teenagers and young adults, known as Generation Y, seem to be more",{"_179":180,"_157":773,"_181":774,"_163":776,"_165":776,"_168":777,"_735":778,"_170":171,"_172":737,"_174":171,"_166":779,"_739":171,"_191":740,"_175":215,"_177":216,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[775],{"_54":356,"_185":357,"_187":358,"_732":751},"In Case They Forgot","/regulatory/in-case-they-forgot",{},"Just in case government forgets what auto dealers do for the economy, Lou Giordano ticks off a few facts at the New York International Auto Show. Giordano, chairman of the 625-member Greater New York Auto Dealers Assn., points out that in metro New York, dealers account for $30 billion a year in revenue, $1.5 billion in taxes, 18% of retail business and 60,000 jobs. I mention this because there has",{"_179":180,"_157":781,"_181":782,"_163":788,"_165":788,"_168":789,"_735":790,"_170":171,"_172":791,"_174":171,"_166":792,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[783],{"_54":784,"_185":785,"_187":786,"_732":787},"John Sousanis","/author/john-sousanis","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt1419652c86a7b387/6614eb962d3623e58f7d9061/John_Sousanis_2011.jpg","Director, Information Content","Devastation in Japan Slows World Vehicle Sales","/financials/devastation-in-japan-slows-world-vehicle-sales",{},"Apr 29, 2011","Auto makers sold 19.9 million vehicles in first-quarter 2011, a 7.5% increase over like-2010, but growth is likely to decline as quake-related production shortfalls trim vehicle inventories worldwide.",{"_179":180,"_157":794,"_181":795,"_163":799,"_165":799,"_168":800,"_735":801,"_170":171,"_172":802,"_174":171,"_166":803,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[796],{"_54":797,"_185":798,"_187":171,"_732":171},"Ward's Staff","/author/ward-s-staff","South Korea Vehicle Sales Up 10.4% in March","/financials/south-korea-vehicle-sales-up-10-4-in-march",{},"Apr 26, 2011","South Korea vehicle sales totaled 144,372 units for March 2011.",{"_179":180,"_157":805,"_181":806,"_163":808,"_165":808,"_168":809,"_735":810,"_170":171,"_172":802,"_174":171,"_166":811,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[807],{"_54":356,"_185":357,"_187":358,"_732":751},"How Car Dealership Staffs Can Work Together","/financials/how-car-dealership-staffs-can-work-together",{},"The way to get everyone working together “without disturbances” is to focus on sales, “the biggest thing in the dealership,” says John Vecchioni.",{"_179":180,"_157":813,"_181":814,"_163":820,"_165":820,"_168":821,"_735":822,"_170":171,"_172":823,"_174":171,"_166":824,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[815],{"_54":816,"_185":817,"_187":818,"_732":819},"Christie Schweinsberg","/author/christie-schweinsberg","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/bltbe90e0fc0d65ab1c/6614eb824a9da392d0fffdba/schweinsberg-christie-blog-headshot.jpg","Senior Editor","Old-fashioned Tuner Designs Must Evolve","/industry/old-fashioned-tuner-designs-must-evolve",{},"Apr 25, 2011","Tuning for tunes should be easier in this age of satellite radio.",{"_179":180,"_157":826,"_181":827,"_163":829,"_165":829,"_168":830,"_735":831,"_170":171,"_172":832,"_174":171,"_166":833,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[828],{"_54":797,"_185":798,"_187":171,"_732":171},"Reporter Notebook: Play It Again, Sam","/industry/reporter-notebook-play-it-again-sam",{},"Apr 21, 2011","Ward’s writers pass along the buzz at this week’s New York International Auto Show.",{"_179":180,"_157":835,"_181":836,"_163":842,"_165":842,"_168":843,"_735":844,"_170":171,"_172":832,"_174":171,"_166":845,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[837],{"_54":838,"_185":839,"_187":840,"_732":841},"Byron Pope","/author/byron-pope","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt629c85bbb1cc6152/6614eb808528ffc56e31bdb8/Byron_Pope_2011_2.jpg","Associate Editor","JLR Readies Massive Product Onslaught","/industry/jlr-readies-massive-product-onslaught",{},"Details about the new vehicles planned are being kept under wraps, but executives hint some models may be in segments JLR currently does not compete in.",{"_179":180,"_157":847,"_181":848,"_163":850,"_165":850,"_168":851,"_735":852,"_170":171,"_172":853,"_174":171,"_166":854,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[849],{"_54":797,"_185":798,"_187":171,"_732":171},"Brazil Vehicle Sales Down 12.2% in March","/financials/brazil-vehicle-sales-down-12-2-in-march",{},"Apr 19, 2011","Brazil vehicle sales totaled 306,171 units for March 2011.",{"_179":180,"_157":856,"_181":857,"_163":862,"_165":862,"_168":863,"_735":864,"_170":171,"_172":865,"_174":171,"_166":866,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[858],{"_54":859,"_185":860,"_187":171,"_732":861},"Mack Chrysler","/author/mack-chrysler","Correspondent","JAMA Takes on Concerns Over Radiation","/industry/jama-takes-on-concerns-over-radiation",{},"Apr 18, 2011","Japan’s auto manufacturers group says radiation levels found in vehicles are not harmful to human health.",{"_179":180,"_157":868,"_181":869,"_163":870,"_165":870,"_168":871,"_735":872,"_170":171,"_172":873,"_174":171,"_166":171,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[],"Treasured Memories from SAE World Congress","/industry/treasured-memories-from-sae-world-congress",{},"Apr 15, 2011",{"_179":180,"_157":875,"_181":876,"_163":878,"_165":878,"_168":879,"_735":880,"_170":171,"_172":873,"_174":171,"_166":881,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[877],{"_54":784,"_185":785,"_187":786,"_732":787},"Uncertainty Could Drag April Sales Below Trend","/financials/uncertainty-could-drag-april-sales-below-trend",{},"Despite the projected setback and likelihood of coming inventory shortages, Ward’s continues to call for 13.2 million light-vehicle sales this year.",{"_179":180,"_157":883,"_181":884,"_163":886,"_165":886,"_168":887,"_735":888,"_170":171,"_172":873,"_174":171,"_166":889,"_739":171,"_191":740,"_175":218,"_177":219,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[885],{"_54":816,"_185":817,"_187":818,"_732":819},"Chinese OEs, Suppliers Face Challenges in U.S.","/suppliers/chinese-oes-suppliers-face-challenges-in-u-s-",{},"Understanding the different ways American workers think, create and manage; competing for talent; and meeting quality demands are some of the main hills Chinese firms must climb.",{"_179":180,"_157":891,"_181":892,"_163":894,"_165":894,"_168":895,"_735":896,"_170":171,"_172":897,"_174":171,"_166":898,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[893],{"_54":797,"_185":798,"_187":171,"_732":171},"Chevy Announces Sonic Accessory Plan","/industry/chevy-announces-sonic-accessory-plan",{},"Apr 14, 2011","Z-Spec offerings include a body-color ground-effects kit, complete with a silver-tip exhaust, contrasting upper and lower grille surrounds and a different-colored mirror cap and roof spoiler.",{"_179":180,"_157":900,"_181":901,"_163":903,"_165":903,"_168":904,"_735":905,"_170":171,"_172":897,"_174":171,"_166":906,"_739":171,"_191":740,"_175":218,"_177":219,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[902],{"_54":816,"_185":817,"_187":818,"_732":819},"U.S. Big-Truck Deliveries Climb for Third Straight Month","/suppliers/u-s-big-truck-deliveries-climb-for-third-straight-month",{},"Through March, sales of medium- and heavy-duty trucks were running 23.0% ahead of year-ago. Both Class 8 and medium-duty segments posted an increase in inventory but a decrease in days’ supply.",{"_179":180,"_157":908,"_181":909,"_163":911,"_165":911,"_168":912,"_735":913,"_170":171,"_172":897,"_174":171,"_166":914,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[910],{"_54":816,"_185":817,"_187":818,"_732":819},"Canadian Big Trucks See 22.2% March Spike","/financials/canadian-big-trucks-see-22-2-march-spike",{},"Classes 5 and 6 posted 80% jumps in sales, while Classes 4 and 7 experienced more modest gains.",{"_179":180,"_157":916,"_181":917,"_163":921,"_165":921,"_168":922,"_735":923,"_170":171,"_172":924,"_174":171,"_166":925,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[918],{"_54":919,"_185":920,"_187":171,"_732":819},"Eric Mayne","/author/eric-mayne","Cult Movie Inspires Theodore’s Uni-Chassis","/industry/cult-movie-inspires-theodore-s-uni-chassis",{},"Apr 13, 2011","“You can slice it and dice it for whatever wheelbase you want,” says Chris Theodore.",{"_179":180,"_157":927,"_181":928,"_163":933,"_165":933,"_168":934,"_735":935,"_170":171,"_172":924,"_174":171,"_166":936,"_739":171,"_191":740,"_175":215,"_177":216,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[929],{"_54":930,"_185":931,"_187":932,"_732":819},"James M. Amend","/author/james-m-amend","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/bltb3084022a85ab800/6614eb9008cc7569dfa6bc29/James_20M.jpg","DOE Loans to Retool Auto Plants Still Alive, Despite Slowdown","/regulatory/doe-loans-to-retool-auto-plants-still-alive-despite-slowdown",{},"DOE Assistant Secretary David Sandalow warns a new national budget trimming spending by $38.5 billion will affect the government’s ability to fund certain energy-efficient and renewable-energy programs.",{"_179":180,"_157":938,"_181":939,"_163":941,"_165":941,"_168":942,"_735":943,"_170":171,"_172":944,"_174":171,"_166":945,"_739":171,"_191":740,"_175":218,"_177":219,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[940],{"_54":838,"_185":839,"_187":840,"_732":841},"CNG Gaining Traction as Gas Prices Rise","/suppliers/cng-gaining-traction-as-gas-prices-rise",{},"Apr 11, 2011","Data provided by BAF, a leading upfitter of CNG vehicles, indicates the U.S. has between 150 and 200 years’ supply of natural gas based on current demand.",{"_179":180,"_157":947,"_181":948,"_163":952,"_165":952,"_168":953,"_735":954,"_170":171,"_172":955,"_174":171,"_166":956,"_739":171,"_191":740,"_175":218,"_177":219,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[949],{"_54":950,"_185":951,"_187":171,"_732":171},"Roger Schreffler and Mack Chrysler","/author/roger-schreffler-and-mack-chrysler","Japanese Auto Industry Driving Toward Recovery","/suppliers/japanese-auto-industry-driving-toward-recovery",{},"Apr 8, 2011","Working around the clock, most auto makers and Tier 1 suppliers will be up and running at half capacity by the middle of April, just one month after the devastating March 11 earthquake and tsunami.",{"_179":180,"_157":958,"_181":959,"_163":961,"_165":961,"_168":962,"_735":963,"_170":171,"_172":964,"_174":171,"_166":965,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[960],{"_54":356,"_185":357,"_187":358,"_732":751},"Look Before You Tweet","/industry/look-before-you-tweet",{},"Apr 4, 2011","Social media has become wildly popular. It’s a great way to reach out to current and potential customers. But it also can be unforgiving.",{"_179":180,"_157":967,"_181":968,"_163":970,"_165":970,"_168":971,"_735":972,"_170":171,"_172":973,"_174":171,"_166":974,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[969],{"_54":356,"_185":357,"_187":358,"_732":751},"New CRM Technology Gets Car Deal Done Faster","/industry/new-crm-technology-gets-car-deal-done-faster",{},"Apr 1, 2011","“It’s a matter of information flowing efficiency, seamlessly and quickly to all the places it has to go” says ADP’s Stephanie Wilkes.",{"_179":180,"_157":976,"_181":977,"_163":978,"_165":978,"_168":979,"_735":980,"_170":171,"_172":973,"_174":171,"_166":981,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[],"Survive to Thrive in Slow Times","/financials/survive-to-thrive-in-slow-times",{},"Thought Leadership Summits will hold back-to-back automotive conferences on customer-centrity and social media June 14-15 in Los Angeles. They are geared for auto executives, dealers, and captive-finance providers. Both events will be at the Ritz-Carlton in Marina del Rey. Now in its seventh year, the theme of the June 14 Automotive Customer Centricity Summit is Survive to Thrive Maximizing Customer",{"_179":180,"_157":983,"_181":984,"_163":988,"_165":988,"_168":989,"_735":990,"_170":171,"_172":973,"_174":171,"_166":991,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[985],{"_54":986,"_185":987,"_187":171,"_732":171},"James Clausen","/author/james-clausen","It Pays to Do Your Own Work","/financials/it-pays-to-do-your-own-work",{},"Sometimes it seems easier to go outside the dealership for an accessory. For instance, if the new-car sales manager wants fancy wheels and tires for a showroom vehicle, why not get those from the tire and wheel shop down the street. What about a major repair on a used car that needs reconditioning? Some used-car managers feel compelled to send out the repair because their shop will charge too much.",{"_179":180,"_157":993,"_181":994,"_163":998,"_165":998,"_168":999,"_735":1000,"_170":171,"_172":973,"_174":171,"_166":1001,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[995],{"_54":996,"_185":997,"_187":171,"_732":171},"Tony Bittick","/author/tony-bittick","John Eagle Dealership Group's Internet Sales Soar","/financials/john-eagle-dealership-group-s-internet-sales-soar",{},"When it comes to dealing cars online, the Texas-based John Eagle Auto Group has one firm playing strategy: Go all in or don't bother at all. While that might not be a prudent when playing Texas Hold-'em poker, it has been a winning plan for the dealership group with two stores on the Ward's e-Dealer 100. We've had the same philosophy all along, about everything we do, says Jim Flint, corporate director-Interactive",{"_179":180,"_157":1003,"_181":1004,"_163":1008,"_165":1008,"_168":1009,"_735":1010,"_170":171,"_172":973,"_174":171,"_166":1011,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1005],{"_54":1006,"_185":1007,"_187":171,"_732":171},"Maureen McDonald","/author/maureen-mcdonald","Social Skills","/financials/social-skills",{},"For many veteran dealers, keeping up with the latest Internet advancements is a steep learning curve. For the younger set at dealerships, it's a way of life. They tweet on Twitter, befriend customers on Facebook, share uploaded YouTube videos and promote locations on FourSquare. For them, multi-functional smartphones always are in hand or at least at hand. Welcome to modern auto retailing where dealerships",{"_179":180,"_157":1013,"_181":1014,"_163":1020,"_165":1020,"_168":1021,"_735":1022,"_170":171,"_172":973,"_174":171,"_166":1023,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1015],{"_54":1016,"_185":1017,"_187":1018,"_732":1019},"Tom Murphy","/author/tom-murphy","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt07736a99244a8087/6614eb6acdd5f76d4bb5d78d/2018_20Tom_20Murphy_20WardsAuto_20-_20large_20resized_0.jpg","Managing Editor","CTS-V Sport Wagon's Positive Spin","/industry/cts-v-sport-wagon-s-positive-spin",{},"ALL WORK AND NO PLAY MAKES JACK a dull boy. These immortal words, typed thousands of times by an isolated caretaker as he goes mad in an old hotel during a blizzard, helped cement Jack Nicholson's stardom in the 1980 thriller, The Shining. The words became particularly relevant to those of us who survived record snowfalls in the upper Midwest. Every day there was more. The shovel became an appendage.",{"_179":180,"_157":1025,"_181":1026,"_163":1028,"_165":1028,"_168":1029,"_735":1030,"_170":171,"_172":973,"_174":171,"_166":1031,"_739":171,"_191":740,"_175":218,"_177":219,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1027],{"_54":1016,"_185":1017,"_187":1018,"_732":1019},"Magna Consolidates Leadership","/suppliers/magna-consolidates-leadership",{},"NORTH AMERICA'S LARGEST AUTOMOTIVE supplier, Magna International, illustrates the importance of steady leadership and a stable balance sheet. While mega-supplier rivals Visteon and Delphi stumbled their way through a deep automotive recession in bankruptcy court and shed most of their North American operations, Canada's Magna weathered the storm with many of its business units intact. Magna restructured",{"_179":180,"_157":1033,"_181":1034,"_163":1038,"_165":1038,"_168":1039,"_735":1040,"_170":171,"_172":973,"_174":171,"_166":1041,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1035],{"_54":1036,"_185":1037,"_187":171,"_732":171},"Tony Noland","/author/tony-noland","Protect Your Gross Profits","/financials/protect-your-gross-profits",{},"How does your total dealership gross compare to a welcomed increase in car-sales volume in this recovery year? Different pressures exert themselves on our profit margins. The Internet has affected our new-vehicle gross and used-vehicle profits in some cases. Unfortunately, in many cases, real or perceived, new-vehicle transaction prices have declined due to the competitive pressures in our local marketplaces.",{"_179":180,"_157":1043,"_181":1044,"_163":1050,"_165":1050,"_168":1051,"_735":1052,"_170":171,"_172":973,"_174":171,"_166":1053,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1045],{"_54":1046,"_185":1047,"_187":1048,"_732":1049},"Richard Libin","/author/richard-libin","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/bltc504a973dde8ab8c/6614eb9d08cc75027ca6bc2d/richard-libin0.jpg","President","Rediscover a Lost Art","/financials/rediscover-a-lost-art",{},"Successful prospectors know that, while there are many approaches, the best methods are in person and by telephone, written communication, e-mail or instant messaging. Personal prospecting should be done all the time. Wherever sales people go, they should always be looking for good prospects. Never forget existing clients. There is as much or even more business to be gained from them as there is from",{"_179":180,"_157":1055,"_181":1056,"_163":1062,"_165":1062,"_168":1063,"_735":1064,"_170":171,"_172":973,"_174":171,"_166":1065,"_739":171,"_191":740,"_175":212,"_177":213,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1057],{"_54":1058,"_185":1059,"_187":1060,"_732":1061},"Adam Armbruster","/author/adam-armbruster","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt4e0929b0a049f362/6614eb6dcc8c3a22f186d373/adam-armbruster-3jpgcropdisplay_0.jpg","Senior Partner","Overhaul Your Ad Plans","/financials/overhaul-your-ad-plans",{},"Two years ago, we shared some thoughts on recession-proofing your dealership. Now it's time to discuss how to recession-recover your advertising plan. Why? What's wrong with your good old plan that you originally designed five years ago? Because there has been more media usage changes in the last five years than during the previous 50. Your customer has moved on when it comes to media usage. According",{"_179":180,"_157":1067,"_181":1068,"_163":1074,"_165":1074,"_168":1075,"_735":1076,"_170":171,"_172":973,"_174":171,"_166":1077,"_739":171,"_191":740,"_175":208,"_177":209,"_189":206,"_741":-5,"_742":743},{"_159":171,"_161":727},[1069],{"_54":1070,"_185":1071,"_187":1072,"_732":1073},"John McElroy","/author/john-mcelroy","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/bltfaef1ef61b02d7c1/6614eb95b8b28082c1c9de21/McElroy_201.jpg","Columnist","I Miss the Good Ol' Days","/industry/i-miss-the-good-ol-days",{},"AUTOMOTIVE JOURNALISM IS NOTHING like it was when I first got into this business. Back then, working for a monthly magazine was a leisurely affair. Today, covering the automotive industry is a nonstop process where your next deadline begins the nano-second you complete the one you're working on. When I first started, my editor would mail out an assignment sheet once a month, giving each editor a couple","sidebarModules",[1080],{"_85":1081,"_1082":1083},"module_link_list","data",{"_1084":1085,"_1086":1087,"_1088":1089,"_1090":171,"_1091":1092,"_529":29,"_1097":1098},"listOption","Dynamic","listTitle","Reports","icon","Document","externalFeed","ctaButton",{"_1093":1094,"_1095":1096},"ctaButtonLink","/documents","ctaButtonText","See all","articles",[1099,1107,1112,1116],{"_179":1089,"_106":1100,"_56":1101,"_1102":29,"_1103":190,"_1104":1105,"_1106":171,"_174":171},"Closing Deals With Embedded Insurance","/finance-insurance/closing-deals-with-embedded-insurance","isExternalLink","readTime","publishedDate","2025-02-06T11:30:00.000Z","eventDate",{"_179":1089,"_106":1108,"_56":1109,"_1102":29,"_1103":1110,"_1104":1111,"_1106":171,"_174":171},"Vehlo’s Service Lane Solutions","/fixed-operations/vehlo-s-service-lane-solutions",3,"2025-02-05T11:45:00.000Z",{"_179":1089,"_106":1113,"_56":1114,"_1102":29,"_1103":1110,"_1104":1115,"_1106":171,"_174":171},"Shifting Gears: What Car Buyers Really Want in 2025","/retail/untitled","2025-02-04T11:30:00.000Z",{"_179":1089,"_106":1117,"_56":1118,"_1102":29,"_1103":1110,"_1104":1119,"_1106":171,"_174":171},"Less is More: How Website Overload Sinks Your Sales","/digital-marketing/less-is-more-how-website-overload-sinks-your-sales","2025-01-31T11:15:00.000Z","metadata",{"_1122":1123,"_1124":1125},"uid","blt43816b1bf2f7a147","aid","241824","schema",[1128],{"_1129":1130,"_1131":1132,"_1133":1134},"@context","https://schema.org","@type","BreadcrumbList","itemListElement",[1135,1139],{"_1131":1136,"_1137":206,"_54":555,"_1138":10},"ListItem","position","item",{"_1131":1136,"_1137":190,"_54":208,"_1138":1140},"https://www.wardsauto.com/industry","seo",{"_1143":1144,"_1145":1146,"_1147":1148,"_1149":29,"_1150":1151,"_13":14},"canonicalUrl","https://www.wardsauto.com/industry?page=282","metaDescription","Explore the latest news and expert commentary on Industry brought to you by the editors of Wards Auto","metaTitle","Industry recent news | Wards Auto","noIndex","imageUrl","https://www.wardsauto.com/assets/wardsauto-B4lJRlWA.ico","topic","pageName","weatherWidgetConfig","actionData","errors"]

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