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Lindsey Auguste and Dennis Galbraith

Lindsey Auguste and Dennis Galbraith Investigative Reporters

Lindsey Auguste and Dennis Galbraith Blog Posts

Google Cars - What it Means for Dealers, Consumers, and the Industry

Google Cars - What it Means for Dealers, Consumers, and the Industry

Today, ninety percent of all vehicle purchasers begin their shopping experience online. Undoubtedly, online automotive shopping has fundamentally changed t…

Chip Perry Leaving AutoTrader; Schwartz to Take Over

Chip Perry Leaving AutoTrader; Schwartz to Take Over

  Cox Enterprises announced today that Chip Perry will be replaced by Sandy Schwartz as the head of AutoTrader Group, effective May 1. Schwartz will …

TrueCar Bouncing Back?

TrueCar Bouncing Back?

TrueCar came into 2012 with two huge problems, a business model under attack from all directions and a disastrous three-year agreement with Yahoo. Huge s…

Clearing Up the Automotive News Confusion

Clearing Up the Automotive News Confusion

  If you were confused by Vince Bond Junior's front-page article in Automotive News yesterday, New-Age Ads Grab More Auto Ad Bucks, it…

Comparing AutoTrader.com and Cars.com

Comparing AutoTrader.com and Cars.com

Comparing AutoTrader.com and Cars.com Our conclusion to the years old AutoTrader.com and Cars.com comparison debate boils down to one simple word, &q…

The Importance of Human Interaction

The Importance of Human Interaction

  Maritz Research released their New Vehicle Customer Study late last week. The press release made the point that the Salesperson at the dealer…

Being Friendly Sells

Being Friendly Sells

Carwoo launched a new infographic (below) today that is notable for two reasons: 1) it does nothing to sell Carwoo, 2) it provides valuable observat…

Transparency as a Competitive Advantage

Transparency as a Competitive Advantage

“Just get ‘em in!”  Do sales managers really still say that?  Unfortunately, yes.  What’s even more unfortunate th…

Risk vs. Reward of Withholding Information

Risk vs. Reward of Withholding Information

Twenty years ago, dealership sales people held all the cards when it came to customers buying a car.  They knew all the details, all the pricing …

The Rapid Evolution of Chat

The Rapid Evolution of Chat

  Less than five years ago, Dennis was being driven around to various stores who were using this relatively new thing called chat. By the end o…

Breaking News: FTC Cracks Down on Auto Loan Schemes Today

Breaking News: FTC Cracks Down on Auto Loan Schemes Today

We mentioned weeks ago that FTC enforcement of advertising regulations related to auto sales and loans would step up. Today was more evidence of that cra…

Profiting from the Wallets and Passions of Youth

Profiting from the Wallets and Passions of Youth

  There are some things about being young that most people grow out of. Like most of the men of his generation, Dennis does not wear the should…

Free Digital Summit for Dealers at Google Headquarters

Free Digital Summit for Dealers at Google Headquarters

Generally, upcoming events are not something we editorialize on, but the Digital Summit at Mountain View is free, in a unique venue, and aimed at an area…

Greater Dealer Profits Despite Razor Thin Margins

Greater Dealer Profits Despite Razor Thin Margins

Dealers are incredible business owners.  Show me some other business where the owners operate on razor thin margins the way that dealers do and I&rs…

Where Size Matters: A Look at the Top Dealer Groups

Where Size Matters: A Look at the Top Dealer Groups

  Last week, Automotive News released its annual list of the top 125 dealership groups. The publication astutely points out that stores ranked on …

The Feds Are After Car Dealers

The Feds Are After Car Dealers

As Dennis gets ready for his panel presentation at the Consumer Bankers Association next week, an announcement was made regarding the crackdown on ads…

Is Branding Necessary?

Is Branding Necessary?

Our friend, Ed Brooks, turned us onto an article released today in Forbes.  The article points out that a store receiving a great deal of its sit…

Impact of Vendor Integration on Price and Service

Impact of Vendor Integration on Price and Service

In the way of product integration, we’ve found that there are more or less two kinds of approaches: vendors who buy up other companies so they can …

Facebook Refines Targeted Ad Categories to Include "Auto Intender"

Facebook Refines Targeted Ad Categories to Include "Auto Intender"

The world is becoming increasingly more targeted.  Remember when we used to only have 11 channels on the TV and it seemed only every other one actua…

Profitability Through Simplicity

Profitability Through Simplicity

  Most marketing products sold to dealers are participatory. That is to say, what a dealer gets out of them is somewhat dependent upon the non-cas…

How to Profit from Vehicle Dependability

How to Profit from Vehicle Dependability

  Each year, J.D. Power and Associates surveys owners of vehicles three years after they purchased them new, to find how many problems they are ex…

Integration Via New Products: A Look at How Top Companies Are Approaching Integration Through Expansion and Focus

Integration Via New Products: A Look at How Top Companies Are Approaching Integration Through Expansion and Focus

  Through our many interviews at NADA, we uncovered at least three key areas where product integration is and will benefit dealers. One of those t…

The Future of Contacts and the Potential of Video Chat

The Future of Contacts and the Potential of Video Chat

There are five ways shoppers can move from interacting exclusively with interactive touchpoints online to their first human contact with the store. We of…

Online Dealers Bill of Rights

Online Dealers Bill of Rights

  After posting a Bill of Rights document for consumers, CarWoo! set out to create an Online Dealers Bill of Rights.  But the story within th…

Profiting from Product Integration

Profiting from Product Integration

On October 13, 2009, Dennis introduced the spaghetti chart in a keynote presentation at the first ever DrivingSales Executive Summit. As the slide built …

Derived Cost for Calculating Commissions

Derived Cost for Calculating Commissions

One of the more talked about items from Dennis’ presentation at Digital Marketing Strategies Conference yesterday was a proposed change in the way …

The Business Side of Physical, Mental, and Spiritual Health

The Business Side of Physical, Mental, and Spiritual Health

Carrie Hemphill made a bold move in planning the Digital Marketing Strategies Conference. She brought in inspirational speaker and fitness expert Todd Du…

Is the TrueCar Debate Over?

Is the TrueCar Debate Over?

TrueCar announced today through a formal press release that it is making radical changes to the way its product performs for consumers and is sold to dea…

Automotive Social Media: Influence vs. Action

Automotive Social Media: Influence vs. Action

Social media is an incredible platform of influence.  People’s opinions are more influenced by what their friend’s are saying and doing …

TrueCar and Potential Legal Consequences for Dealers

TrueCar and Potential Legal Consequences for Dealers

  The TrueCar controversy continues, this time with state laws.  Board meetings have been called, rulebooks have been pulled out, and investi…

BREAKING NEWS: Group 1 Automotive Drops TrueCar

BREAKING NEWS: Group 1 Automotive Drops TrueCar

  DrivingSales learned tonight that Group 1 Automotive has ordered its 108 dealerships to drop TrueCar. Recent controversy surrounding TrueCar has…

DIgging into the TrueCar Controversy

DIgging into the TrueCar Controversy

  The TrueCar discussions have kicked up a storm of controversy in our industry.  It’s easy to get sucked into the feeding frenzy that …

Cost Per Action Models Change How Marketers Look At Their Vendor Mix

Cost Per Action Models Change How Marketers Look At Their Vendor Mix

  To walk away from any leads opportunity is to leave those leads for your competition. Dealers who don't advertise on AutoTrader.com, Edmunds…

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