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CAR BIZ TODAY
The Official News Source of The Retail Automotive Industry September 2014
ISSUE 7
Entire contents ©2014 Car Biz Today. All Rights Reserved.
CREATING A SALES CULTURE IN YOUR SERVICE DEPARTMENT
A DEALER’S DEALER
Building a sales culture in your service department begins with recruiting. It’s easier to train your staff to sell if they are hired as salespeople. Service advisors aren’t the only people in the service drive who interact with customers. Therefore, all employees should be trained to sell. Jeff Cowan discusses ways to create a sales culture in the service drive.
JEFF COWAN ...see PAGE 30
DO YOU HAVE THE COURAGE TO SUCCEED? ROBERT VAIL DAVID LEWIS ...see PAGE 10
Owner, Vail Auto Group Chairman of the Greater New York Automobile Dealers Association
SELLING TO TOMORROW’S VEHICLE BUYERS
Third-generation car dealer, Robert Vail, has never been content with sitting around waiting for things to happen. For more than 20 years, he has been actively involved in several automotive associations advocating for fellow dealers.
DALE POLLAK
He was recently elected chairman of the Greater New York Automobile Dealers Association, a position in which he
Gregory Vail, Vice President
plans to continue to push for the rights and causes of the franchised new car dealer. Vail believes there has to be a balance between maintaining strong relations with the OEMs, government regulations and the dealer’s ability to make a profit. He hopes to inspire others to stay informed and get active in their associations. ...see PAGE 20
PRSRT STD US POSTAGE PAID Permit No. 1459 Pewaukee, WI
...see PAGE 22
A COMPANY ON THE MOVE
CBT NEWS 5 Concourse Parkway Suite 100 Atlanta, GA 30328
Bryce Veon, President
A complete restructuring of Autosoft has placed the 26-year-old company in a position to take its products and services to the next level, according to Bryce Veon, president. The DMS provider currently serves nearly 2,000 dealerships with more than 30,000 users
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across North America. With a new, but highlyexperienced leadership team, and a beefed up research and development group, Autosoft is bringing new technologically-advanced, yet affordable, products to market. ...see PAGE 12