Recognition Highlights Importance of Diversity in the Automotive Industry

ATLANTA, July 14, 2017 – Cox Automotive, in partnership with the National Association of Minority Automotive Dealers (NAMAD), awarded its Rising Star Award to Wadette H. Bradford, Martin Kia general manager, in recognition of her strong leadership and commitment to the automotive industry and her community.

In nominating Bradford, Amber L. Martin, co-owner, Martin Automotive Group, said:  "Wadette Bradford is an emerging leader as exemplified by her enthusiasm, dedication and passion to contribute excellence to the automotive industry. Her industry knowledge alone is well beyond her years, demonstrating her to be a notable next generation leader." 

Bradford’s work has been instrumental in growing and expanding brand recognition and profit margins for both new and well-established dealerships. As general manager of Martin Kia, Bradford has increased inventory turns, developed innovative digital marketing campaigns and increased service gross profit. 

Nicole Ashe, senior vice president, talent, diversity and culture, Cox Automotive, said:  “On behalf of Cox Automotive and in partnership with NAMAD, I am honored to recognize Wadette for her phenomenal achievements in automotive. Wadette is aspiring to be a franchise dealership owner-operator, and with her enthusiasm and passion for the automotive industry, I am confident that she will achieve that goal.”

One of Bradford’s most significant career achievements was accomplished under the tutelage of her first mentor, Ellenae Fairhurst. Bradford was encouraged to forge an enterprising partnership with Huntsville business leaders where she established a client relationship to secure a multimillion-dollar contract resulting in improved brand recognition and loyalty for Lexus of Huntsville. The contract execution also resulted in record pre-owned gross profit and unit sales. 

“I am honored to be the first woman to receive this prestigious award,” said Bradford. “My role model, Mrs. Ellenae Fairhurst, a Lexus dealer in Alabama, gave me the foundation for my success with my first management job for which I will be eternally grateful. Ms. Amber Martin’s keen business acumen to recognize talent afforded me the opportunity to sharpen my skills as general manager with the Martin Management Group. As we continue to surge forward growing the business, claiming new market share, increasing our support of the community and our profitability, my hope is to inspire other women to join the automotive industry.”

Martin Kia is one of six franchises comprising Martin Autoplex in Bowling Green, Kentucky. Its parent company, Martin Automotive Group, was founded by Cornelius A. Martin in 1985 with the purchase of a single point Oldsmobile Cadillac dealership. The family-owned company operates automotive dealerships across the nation.

Bradford is a member of the Kentucky Auto Dealers Association, the American International Automobile Dealers Association Rising Dealers Network and NAMAD NextGen. In addition, she participates in the Kentucky Auto Dealers Association Lobby Day in Frankfort, Kentucky, to ensure legislators are aware of the issues that affect consumers, dealers and their employees. Bradford also lobbies in Washington D. C. on Capitol Hill with the American International Automobile Dealers Association. She is active in the community where she is a member of the Bowling Green Chamber of Commerce Young Professionals and United Way.

Bradford, a native of Tuskegee, Alabama, graduated from the National Automobile Dealers Association Academy in 2010 at the top of her class after receiving a bachelor’s degree from Alabama A&M and a master’s degree from University of Alabama in Huntsville.

Cox Automotive is donating $5,000 to one of its national diversity partners in Bradford’s honor. She chose National Urban League, a non-profit organization with a mission of empowering African-Americans through economic self-reliance, parity, power and civil rights.

Ashe presented the award at the NAMAD annual meeting awards dinner in Miami on July 13. Bradford was chosen based on nomination criteria including being a NAMAD member under the age of 40 who shows proven leadership qualities in the automotive industry.

About Cox Automotive

Cox Automotive Inc. is transforming the way the world buys, sells and owns cars with industry-leading digital marketing, financial, retail and wholesale solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. Committed to open choice and dedicated to strong partnerships, the Cox Automotive family includes Autotrader®, Dealer.com®, Dealertrack®, Kelley Blue Book®, Manheim®, NextGear Capital®, vAuto®, Xtime® and a host of other brands. The global company has 34,000 team members in more than 200 locations and is partner to more than 40,000 auto dealers, as well as most major automobile manufacturers, while engaging U.S. consumer car buyers with the most recognized media brands in the industry. Cox Automotive is a subsidiary of Cox Enterprises Inc., an Atlanta-based company with revenues exceeding $20 billion and approximately 60,000 employees. Cox Enterprises’ other major operating subsidiaries include Cox Communications and Cox Media Group. For more information about Cox Automotive, visit www.coxautoinc.com.

Contact:

Dara Hailes

Public Relations Manager

470 658 0656

dara.hailes@coxautoinc.com

Finding the right people to work at your dealership can be tricky. You want someone who is going to work hard, be able to accomplish tasks, and fit in with your culture. But maybe we’ve been looking for people who are all really similar, and are thereby missing a really important element. According to research by Dr. Heidi Grant, one of our upcoming DSES speakers, diversity may be a huge factor of success in business.

A piece written in part by Dr. Grant for the Harvard Business Review expands on this idea, explaining, “In numerous studies, diversity — both inherent (e.g., race, gender) and acquired (experience, cultural background) — is associated with business success. For example, a 2009 analysis of 506 companies found that firms with more racial or gender diversity had more sales revenue, more customers, and greater profits. A 2016 analysis of more than 20,000 firms in 91 countries found that companies with more female executives were more profitable. In a 2011 study management teams exhibiting a wider range of educational and work backgrounds produced more-innovative products. These are mere correlations, but laboratory experiments have also shown the direct effect of diversity on team performance. In a 2006 study of mock juries, for example, when black people were added to the jury, white jurors processed the case facts more carefully and deliberated more effectively.”

Here, we’ll dive into the five most important reasons for you to focus more on diversity when you’re hiring.

1. Diverse teams aren’t as easy. It’s simple to understand:we feel like things go more smoothly and that collaboration is easy with people who we are similar to and know. Outsiders cause friction, which makes it seem more difficult to get things done. It’s part of our makeup to believe that if things aren’t easy, they aren’t progressing or working, but that’s not the case. A 2009 study took members of a sorority or fraternity with strong connections and similarities and asked them to solve a “murder mystery” type of puzzle. Toward the end of the experiment, an additional person was added to the group, either from the same sorority/fraternity or from a different one. Groups that had an “outsider” added to their group felt less confident in their solution, but in stark contrast to their feelings, they were much more likely to get the correct answer compared to those with a “similar” team. The reality is that diverse teams produce better content because it’s harder. At your dealership, it may seem that getting a variety of different people to work together may not work, and the reality is that it will be harder, but the end result is worth it!

2. Diversity doesn’t increase conflict as much as you think.  Yes, having diversity and diverse ideas on a team can lead to conflict, but we tend to think there’s a lot more conflict than there actually is. In an MBA study cited by the Harvard Business Review, people were presented with different sets of teams, some with all the same race and others with mixed race, and were asked to rate how well the thought they would get along. Those with diverse teams were seen as more likely to have conflict than those with same-race teams. Here’s what Dr. Grant has to say in her article: “This type of unconscious bias can clearly have a significant impact not only on hiring but also on the ways in which leaders create teams and encourage collaboration.  Without realizing it, they may be reluctant to add diversity to a team or to assign colleagues with different backgrounds to work together, in response to an (overblown) fear of the tension and difficulty that could ensue.” It’s important to be watchful in your hiring decisions; you want to find the right fit for your dealership without taking away potential candidates who could push your teams to improve and think more critically.

3. Diversity means highlighting differences. For many of us, it seems easier to hide our differences to reach common ground when we’re collaborating on a project. It’s not enough to just add diversity to your team; you must evaluate and train everyone on the best ways of ensuring the team can work together. It’s important to find a balance between compromise and highlighting our differences to use them as tools to find new options and success. Research shows that that balance lies between separating values and ideas, since bringing different ideas to the table rather than different values will help reduce conflict, while still enabling the development of different and unique solutions. Celebrating differences helps employees understand their roles better, as well. The Harvard Business Review article elaborates, “One 2009 study looked at support for multiculturalism versus colorblindness in nearly 4,000 employees in 18 work units at a large U.S. health care firm. The more that workers agreed that ‘employees should recognize and celebrate racial and ethnic differences’ and the more they disagreed that ‘employees should downplay their racial and ethnic differences’, the more that minorities in those units reported feeling engaged in their work.” Finding ways to train your teams to highlight different ideas will help you better meet your goals and increase productivity.

4. Facts, facts, facts. Diverse teams are more likely to look at a variety of facts when it comes to solving a problem. Their different backgrounds and understandings help them find an array of facts, rather than focusing on the same ones. They are also more likely to remain objective and reexamine facts, and studies show they may encourage “greater scrutiny” of the actions of the rest of the group, keeping them focused and sharp. Diverse teams are more likely process facts more carefully as well. Considering the perspective of an “outsider” can help businesses as they process problems. This can be hugely beneficial for your dealership as you evaluate issues that may arise and learn to improve your processes.

Striving to find the right fit for your dealership is important, but so is making sure you have the diversity that will help your dealership thrive. Making sure you find people who are going to collaborate well and bring new and different ideas to the table will help your dealership thrive.

CHICAGO, July 13, 2017 -- LotLinx, the leading VIN-specific digital marketing solution for the auto industry, today announced an expansion of their award-winning VS product suite with new CX solutions that enhance and customize the customer experience to generate more high-quality conversions for car dealers. New products include CX - Photo AI, which uses artificial intelligence to boost underperforming ads with optimized stock photos proven to convert shoppers at a higher rate. And CX - Amplified Mobile Pages (AMP), which offers dealers fast loading, mobile-friendly VIN landing pages optimized to drive high-value conversions such as click-to-contact and click-for-price for every car in their inventory. These new products are geared to strengthen VIN-specific consumer engagement and drive more profitable digital advertising campaigns for dealers of every size.

Recently, LotLinx expanded its VIN-specific solutions (VS) for Facebook to include VS - Lead-Enabled Retargeting and continues to roll out advanced product offerings to an industry facing a glut of car inventory. Because today’s online car shoppers are 90% more likely to view an ad that contains an image, and will wait just 3 seconds for a page to load before abandoning, the logical next step for LotLinx was to release the consumer experience-oriented CX suite.  Photo AI was built to create more relevant and visually appealing ads for viewers, as well as detect when ads are running without any image. And as global consumers rely more on smartphones for their shopping, AMP delivers faster, conversion-enhancing pages allowing dealers to make the most out of mobile.

"The auto industry is constantly evolving, particularly with the shift from traditional ad spend to digital campaigns and outreach,” said Len Short, founder of LotLinx. “With these new consumer-oriented products, we’re taking a ‘dealer-first’ approach with solutions specifically designed for dealers who are faced with increased days-on-lot metrics. This is an exciting step forward for our company.”

The LotLinx TURN™ platform, which includes VS and CX product suites, offers dealers digital efficiency with marketing solutions that optimize spend - eliminating waste and increasing inventory turn up to 36%. Since the launch of TURN earlier this year, this fast-moving startup continues to grow and add seasoned marketing personnel to the team, including the recent addition of SVP of Channel Strategy Mark Connor, an auto industry veteran with a history of driving ROI and cost-efficient solutions for dealers nationwide. For more information, visit www.lotlinx.com.
About LotLinx:
LotLinx is an award-winning digital advertising technology company, developed specifically to advantage automotive dealers and the agencies that work with them, up to the OEM level. The LotLinx TURN platform can transform dealer results, dramatically increasing online engagement and net-new shoppers while eliminating digital advertising waste. Founded in 2012 and based in Chicago, LotLinx works with thousands of dealers around the country to reach over 63 million unique car shoppers per month across more than 500 digital properties.

Congratulations to Scott Larrabee who had the top blog in June! Scott's blog, "My Personal Top Ten Quotes For Salespeople" was full of great ideas and quotes on how to keep yourself motivated. We talked with Scott more about how to stay motivated and inspired within the dealership world. Here's what he had to say.

Q: Why is it important for salespeople to find ways to get motivated?

A: I believe to be successful in sales you need a lot of positive energy. You need to be willing to give, give, give and go the extra mile for your customers. In today's marketplace it's way too easy for your customer to go down the road and buy something very similar to what you sell for a similar price. People want an experience when they decide to take the time to visit your dealership. If you are a demotivated salesperson, you are going to sell 6-8 cars a month, make $45,000 -$50,000 a year, work 50 hours a week and hate your life. You'll blame it on the job, tell people how bad selling cars is, but in reality it's usually lack of personal motivation that really did you in. If you are in auto sales, you need to realize you are a business within a business. Your level of personal motivation is going to determine your level and quality of actions, without motivation you will not succeed in this business very long before you burn out, that's why I believe motivation is critical for salespeople to figure out.

Q: Why is it easy to get discouraged with sales?

A: Honestly, I believe there are few factors here but I think a lot of salespeople take rejection personally, and it demotivates them. I think too often salespeople will allow a rejection of an offer affect how they view themselves as a salesperson. It's common to hear a lot more NO's than YES's, especially if you're new to selling. You have to persevere through this part of your career, this is where you "pay your dues" as they say and build your business. I can almost always tell who will make it and who will not by a persons level of motivation when they start, it's amazing how much better the self motivated people are in this business than those who aren't self starters!

Q: What are some tricks you recommend for staying motivated?

A: I find the best way to stay motivated is to WIN! Win in life, go after everything with your best shot, whatever that looks like from day to day. I find if you just hold yourself accountable each day to doing your best for that day, you will be more motivated and have much more success. Some days you will be more motivated than others, but always look to win in your personal life, win with your spiritual life, win with finances, and win in your sales career. I promise when you do this you will be very motivated!

Now here's 3 tips to help you Win in all these areas:

1. Set Goals and Write them Down!

2. Read, Read, Read! (If you don't like to read get then get books on tape or watch video, point is LEARN!!)

3. Be Grateful for what you have, make a list of everything your grateful for and review it often! 

Q: Do you think there's a difference between Inspiration and Motivation, and what is it?

A: I do think there's is a difference between the two, they even have different definitions! I have been inspired to do MANY things in my life. I have had moments of insane creativity hit me where I am thinking so clearly about something I seem to have the whole world all figured out. But often in those same moments, I do absolutely nothing to make that creative thought, that inspiration... a reality. I lacked motivation. Salespeople do this all the time and I believe the ones who have figured out how to take action on these mental stimulations, these inspirations, are the great successes of our industry!

Q: How can you motivate and inspire others on your team?

A: I think the best thing you can do to motivate someone is realize you can't motivate them unless they want to be motivated. We have to motivate ourselves because only we know what truly motivates us. So, what I find effective is help is not to demotivate people, and be a positive contact for them. Encouragement goes a long way to helping people find or simply maintain personal motivation.

Q: How can dealerships have motivation and inspiration in the store every day?

A: Be consistent. Hold salespeople accountable. Offer excellent, daily sales training. Hold meetings that matter. Don't waste time. Don't manage, Lead. Praise more than you criticize. Refuse to tolerate negativity. Be fair. Make sure everyone in the dealerships knows their role, and how it effects the entire process. Set big goals that push the dealership staff to its potential. Encourage self development. Those are just a few ideas...

Q: How can meetings be more motivational?

A: Make them short, to the point, positive, and share success stories. Those things alone would improve 90% of sales meetings on Saturday morning's! 

Q: In the automotive space, who are your top influencers or people you look to for inspiration?

A: Right now I would say Grant Cardone is the top person I follow for inspiration. When I started working for Darling's Auto Group back in 2012 I had never sold cars before in my life. Darling's was a Cardone dealership using and following his system so that was the first time I had ever heard about GC. In May 2016 for my birthday I bought myself The 10X Rule. After reading that book I was hooked on Grant's material and have been since. I even convinced my GM that we needed to up our commitment to training and get our store on board with Cardone On Demand, which we now have. The one thing about GC, he never runs short on inspiration, motivation, or positivity! 

Q: Who would you say is your top mentor or motivator when it comes to sales?

A: The honest answer is a boring one but it's the truth, myself. When it comes to sales I have to find reasons to be motivated and motivate myself. As Zig Ziglar use to say, "motivation is like bathing and eating, neither last that's why it's recommended daily!" I definitely get inspired by people like Mike Davenport who are doing what I do at a whole different level, and that reminds me that there is so much more potential. Reaching for my potential really motivates me, I'm never truly satisfied. I am also very motivated to give my family a great life and to make them proud. Those are great motivators for me! 

Q: Do you think money is the most important motivation at the end of the day?

A: They say a man who says he doesn't need a lot of money will lie about other things too. But no, I don't believe money is the most important. Personally money isn't the motivation for anything I do, but I  think money is important for what it represents. Money represents freedom, and freedom means more time. Time is our most important asset, and it's the only thing you can never get more of. So yes, money is important and it can be very motivating for some, but for most money represents something. Now if I was a sales manager in a car dealership I would want to know what money means to each and every single one of my salespeople so that I could use that personal motivation to fuel them on a regular basis! 

PLANO, Texas, July 6, 2017 /PRNewswire/ -- Toyota Motor North America, Inc. (TMNA) is celebrating the official opening of its new North American headquarters today in Plano, Texas with a gala event to be attended by hundreds of dignitaries, partners and community leaders who will get the first glimpse of Toyota's new corporate campus that reaffirms the company's longstanding commitment to the United States.

"The opening of our new headquarters in Plano is an extraordinary next step in Toyota's 60-year journey in the United States," said Jim Lentz, CEO of Toyota in North America. "With team members from four different companies together in one campus location, we believe this will inspire greater collaboration, innovation, and faster decision making as we turn to and lead the future of mobility, all with an eye on our customers."

Lentz added, "We appreciate the support from President Trump of our continued commitment to investing in the U.S. and sustaining American jobs." Congratulating Toyota on its grand opening, the company received a written statement from the White House, signed by the President. [attached]

Three years ago, Toyota announced its "One Toyota" initiative to create more unified operations in North America, in part, by bringing together its quality engineering, sales, marketing, financial services, and corporate functions in one location.

Since then, the company has invested about $1 billion on the project to build its new corporate campus on 100 acres in Plano and move thousands of team members and their families from California, Kentucky and beyond to North Texas. With construction nearly complete, occupancy began in late spring, and an average of a couple hundred team members per week are moving in, which is expected to continue in phases through December.

Celebrating its 60-year anniversary in the United States this year, Toyota has long been part of America's cultural fabric. Toyota's U.S. commitment includes:

• $23.4 billion in direct investment,
• 10 manufacturing assembly facilities around the country,
• Nearly 1,500 Toyota and Lexus dealerships, and,
• 136,000 direct and dealer employees.

In addition, earlier this year, Toyota said it will spend $10 billion in U.S. capital investments over the next five years, an outlay that includes the construction of its Plano headquarters and improvements to its existing manufacturing facilities.

The company will have jobs for up to 4,000 Toyota team members in Plano. In addition to the employees who chose to relocate, Toyota previously announced that it would hire more than 1,000 new team members from the rich mix of local talent and elsewhere. More than 90 percent of the company's new hires from the past year for positions in Plano have come from the North Texas market. Toyota has already filled more than 75 percent of its open positions.

"The greatest resource we have here in the Lone Star State is our highly-skilled workforce that draws global businesses like Toyota to Texas every day," said Governor Abbott. "The 4,000 jobs added and Toyota's impressive new facility are proof of the remarkable momentum of Texas' continuing economic expansion. I am proud that Toyota is expanding here, and I thank them for their commitment to being an important part of our Texas community."

New Corporate Campus Inspired by One Toyota Vision, with Focus on Sustainability

The new campus supports the company's One Toyota vision with spaces that intentionally create and foster a transparent environment, encourage the fun of discovery, and make Toyota a place where people want to come to collaborate and innovate. Among the seven buildings is a large central courtyard that serves as the literal and symbolic heart of all social and business functions – including dining, fitness, and conferencing facilities.

Additionally, Toyota demonstrates its commitment to sustainability with consideration for the environment as it aims to achieve LEED Platinum certification from the U.S. Green Building Council by offering:

• Exterior landscaping reflects the native habitat, with drought resistant plants
• A Texas-sized 8.79-megawatt array of more than 20,000 solar panels
• A commitment to use only renewable energy, purchasing all electricity not generated by the solar panels from wind generated by Texas farms
• A rainwater harvesting system, up to 400,000 gallons, to use in irrigation

"Our new campus has fun, unexpected, and even playful features that reflect our commitment to be a world-class leader in innovation with state-of-the-art facilities and cutting-edge technologies," said Doug Beebe, general manager of real estate and facilities for Toyota Motor North America. "It also is a great example of Toyota's commitment to environmental sustainability. Because of its architecture, its central location, and the lively, flourishing community around it, we can share ideas and make great things happen here. We are proud of this campus because we have designed it to allow team members to get out of their office space and come together. And, that's really the spirit of One Toyota."

Professionals who led this project include a host of Dallas-based firms: KDC Real Estate Development & Investments to develop and build the campus, architect Corgan Associates to design the campus, and Austin Commercial to manage the construction. Also, commercial real estate firm JLL was the tenant representative. Construction at the campus included the pouring of more than 142,500 yards of concrete, installation of more than 12 acres of glass and enough Texas limestone to equal the weight of 340 Texas-built Toyota Tundra 1794 Edition trucks. At its peak, there were approximately 2,000 workers on site daily, putting in more than five million hours of work on the project.

Campus Opening Marked by Celebration with Local Dignitaries, Celebrities

To mark the occasion of the opening, the company is holding a special celebration for [more than 300 / nearly 350 guests.] Speakers will include Jim Lentz, Plano Mayor Harry LaRosiliere, and other Toyota and other local government representatives.

"We are so pleased to finally welcome all of Toyota's team members to Plano and celebrate the opening of this wonderful new facility," LaRosiliere said. "Toyota has already proven to be a great corporate citizen and neighbor, and we look forward to the continued impact it will have not only on Plano, but on the whole North Texas region."

Guests will be welcomed with a musical performance by the local Plano Symphony, performance by vertical dance group pioneers, Bandaloop; as well as, a fine dining experience from noted celebrity Chef Dean Fearing. Tours of the new campus will also be provided as part of the evening's activities.

About Toyota

Toyota Motor North America, Inc. (TMNA), headquartered in Plano, Texas, brings together Toyota's marketing, sales, engineering and manufacturing arms in North America. It is wholly owned by Toyota Motor Corporation. Toyota (NYSE:TM) has been a part of the cultural fabric in the U.S. and North America for 60 years, and is committed to advancing sustainable, next-generation mobility through our Toyota and Lexus brands. During that time, Toyota has created a tremendous value chain as our teams have contributed to world-class design, engineering, and assembly of more than 33 million cars and trucks in North America, where we operate 14 manufacturing plants (10 in the U.S.) and directly employ more than 46,000 people (more than 36,000 in the U.S.). Our 1,800 North American dealerships (nearly 1,500 in the U.S.) sold almost 2.7 million cars and trucks (2.45 million in the U.S.) in 2016 – and about 85 percent of all Toyota vehicles sold over the past 15 years are still on the road today.  

Toyota partners with community, civic, academic, and governmental organizations to address our society's most pressing mobility challenges. We share company resources and extensive know-how to support non-profits to help expand their ability to assist more people move more places. For more information about Toyota, visit www.toyotanewsroom.com.

Media Contacts 
Aaron Fowles (469-292-1097)
aaron.fowles@toyota.com

Amanda Roark (469-292-2636)
amanda.roark@toyota.com

ARLINGTON, Va. — The Lincoln Continental, the Mercedes-Benz E-Class and the Toyota Avalon come out at the top of a group of six large cars recently evaluated by the Insurance Institute for Highway Safety.

The three cars qualify for TOP SAFETY PICK+, the Institute's highest award. The Tesla Model S, the Chevrolet Impala and the Ford Taurus fall short of any award because they each earn only an acceptable rating in the small overlap front test.

"This group of large cars includes some with stellar ratings, but our small overlap front test remains a hurdle for some vehicles," says David Zuby, IIHS executive vice president and chief research officer.

Vehicles qualify for either the TOP SAFETY PICK or TOP SAFETY PICK+ award if they have good ratings from IIHS in five crashworthiness tests — small overlap front, moderate overlap front, side, roof strength and head restraints — and an available front crash prevention system that earns a superior or advanced rating. To qualify for TOP SAFETY PICK+, a vehicle also must come with good or acceptable headlights.

The 2017 Continental is an all-new vehicle with a revived model name. It replaces the Lincoln MKS. The Continental's optional front crash prevention system earns a superior rating. When equipped with the system, the car avoided collisions in IIHS track tests at 12 mph and 25 mph. The system also has a forward collision warning component that meets National Highway Traffic Safety Administration (NHTSA) criteria.

The Continental's LED projector headlights, an option on the Reserve trim line, earn a good rating, providing ample lighting on a straightaway and most kinds of curves. They can be obtained with high-beam assist, a feature that automatically switches between high beams and low beams, depending on the presence of other vehicles. However, the vehicle is also available with high-intensity discharge (HID) lights that earn a poor rating.

The E-Class was completely redesigned for 2017. It has two different front crash prevention systems, one standard and the other optional. Both earn superior ratings, avoiding collisions in the track tests at both speeds and earning credit for forward collision warning that meets NHTSA criteria.

The E-Class is available with two different headlight systems. One earns a good rating, while the other is acceptable. The good-rated headlights, which come on the E-300 trim when equipped with the Premium II or Premium III package, earn the highest score of any headlights IIHS has rated. The low beams provide enough light on the straightaway and all curves, though they create a bit of glare for oncoming drivers. The high beams provide fair visibility on the left side of the straightaway but good visibility everywhere else. The good-rated headlights also come with high-beam assist.

The Avalon also joins the ranks of the TOP SAFETY PICK+ winners. The car was previously recognized as a TOP SAFETY PICK winner. It fell short of the highest award because it had only marginal and poor headlights available. Toyota improved the aim of the headlights on Avalons built after March. As a result, the Limited and Hybrid Limited trim lines now come with acceptable-rated headlights. Other trims have marginal headlights, but none are poor anymore.

Toyota wasn't the only company to try to boost its car's standing with midyear improvements. The Tesla Model S initially had earned an acceptable rating in the small overlap test, which represents the type of crash that occurs when the front driver-side corner of a vehicle hits a tree or utility pole or collides with another vehicle. The main problem with the performance of the Model S was that the safety belt let the dummy's torso move too far forward, allowing the dummy's head to strike the steering wheel hard through the airbag.

Tesla made changes to the safety belt in vehicles built after January with the intent of reducing the dummy's forward movement. However, when IIHS tested the modified Model S, the same problem occurred, and the rating didn't change.

Although the two tested vehicles had identical structure, the second test resulted in greater intrusion into the driver's space because the left front wheel movement wasn't consistent. Maximum intrusion increased from less than 2 inches to 11 inches in the lower part and to 5 inches at the instrument panel in the second test. The first test resulted in a good rating for structural integrity, while the second test resulted in an acceptable structural rating. The two tests' structural ratings were combined, resulting in acceptable structure and an acceptable rating overall for the Model S.

The greater deformation in the second test also resulted in damage to the left front corner of the battery case. The deformation was limited to an area that didn't contain battery cells in the tested vehicle, so this damage didn't affect the rating. Higher-performance variants of the Model S could have battery cells in this area, but, according to Tesla, they also have different structure. They haven't been tested separately and aren't covered by this rating.

The Model S is only available with headlights that earn a poor rating and hasn't been rated yet for front crash prevention. While automatic braking comes standard, the software for the feature was only recently activated.

Before this round of testing, the Chevrolet Impala hadn't been put through all the Institute's evaluations since it was redesigned in 2014, and it has never been rated for small overlap protection. The 2017 model earns an acceptable rating for small overlap protection and good ratings in the other crashworthiness tests.

In the small overlap crash, the Impala's structure held up reasonably well, with maximum intrusion of 4 inches at the lower door-hinge pillar. The dummy's head hit the front airbag, but then slid off the left side, leaving the head partially unprotected. Measures taken from the dummy indicated a low risk of any significant injuries.

The Impala's optional front crash prevention system earns a superior rating. It avoided a crash in the 12 mph test, while its impact speed was reduced by an average of 10 mph in the 25 mph test. The system meets the NHTSA criteria for forward collision warning.

All the available headlights on the Impala earn a poor rating.

The Taurus is another vehicle that hadn't been tested previously for small overlap protection. Maximum intrusion reached 5 inches at the lower door-hinge pillar. In contrast to the Impala's test, the dummy's movement in the Taurus was well-controlled. However, measures from the dummy indicate that injuries to the left lower leg would be possible in a crash of this severity. The Taurus earns good ratings in the other crashworthiness tests.

For front crash prevention, the Taurus has a basic rating. It has forward collision warning that meets NHTSA criteria but lacks automatic braking.

All the available headlights for the Taurus are rated poor.

I bought a car a little over a year ago, and the salesperson I worked with was absolutely amazing! I worked at the corporate level for a dealership then, but I didn't know the sales staff at the dealership where I went to purchase my car. Here's a few things that made my experience absolutely amazing.

1. He Didn't Push Me. At no point in my transaction did I feel like I was going to lose anything if I didn't decide that very day, I never felt forced or coerced into anything. I was relaxed and comfortable the entire time, and felt like I was in complete control of the transaction.

2. He Made Sure I Understood. He went over everything for me very carefully, not talking to me like I was stupid, but making sure every single number on the sheet and every line item was explained, and that I was clear about what it was for. I didn't feel like he was hiding anything at all!

3. He Worked Quickly. While he didn't rush me, once I had said I was ready to see paperwork, he worked extremely quickly to make sure I wasn't sitting around and waiting for too long. I loved this! I didn't feel like I was wasting my time, there wasn't a back and forth between him and managers haggling over my deal, it was straightforward and fast!

4. He Was Very Friendly. He didn't overwhelm me, but was incredibly friendly and easy to chat with. He made a point to ask me a few questions during time when we weren't talking about the car, and I felt like he really cared about me and my situation. In my view, he wasn't all about selling me a car, but about helping me find a car that would be in my budget and make me happy.

5. He Kept In Touch. It was incredibly easy to get ahold of my salesperson after I left the dealership with the car. The next day I had to straighten some things out about my loan, and he responded almost immediately. He also got in an extra set of keys for me and made sure I had them, and reached out a few weeks later to make sure there wasn't anything wrong with the car. Every time I have gone to the dealership since then for service or a car wash, if he's around he'll come out and say hello and check in.

These are all small, maybe obvious things for many salespeople. But for me buying a car, these little things made all the difference and have made me want to contact my specific salesperson again when I need to buy a new car. I've also sent several friends his direction and they've also been impressed and happy with their experience. These little things can end up making all the difference! 

Hear from Mitch Gallant about his experience in the automotive industry, what he has learned from his time here, and his interesting advice on how to really be successful.

CHICAGO, July 5, 2017 – Cars.com, Inc. (NYSE: CARS) has received a patent from the U.S. Patent and Trademark Office for its Lot Insights technology (Patent No. 9686646), a first-to-market solution that pinpoints key mobile shopping data from consumers actively looking for vehicles on dealer lots nationwide. First introduced in 2015, Lot Insights technology identifies mobile consumers on or near dealership lots to provide valuable insights for automotive advertisers. The patented technology allows for more precise, accurate, location-based consumer data for Cars.com dealer partners.

“While most digital companies are interested in clicks, likes, or impressions, Cars.com is focused on efficiently driving buyers into dealer showrooms,” said Alex Vetter, chief executive officer at Cars.com. “Mobile data intelligence, like Lot Insights, allows us to analyze those consumer behaviors and directly measure how digital activity impacts sales. We have been at the forefront of the mobile revolution in our industry, and this new Lot Insights patent is an example of how Cars.com is leading mobile innovation.”

Using Lot Insights technology, Cars.com created the new On-the-Lot Trends Report by analyzing mobile consumer shopping behavior throughout the month of May to identify the top viewed makes and models by style.

“By mapping and geofencing the perimeter around dealerships with this level of precision, we can better understand today’s shopping trends & behaviors, which is critical to making value-added connections between consumers and dealers.” said Tony Zolla, Cars.com chief product officer.

Here are the top viewed lists for new vehicles searched that appears in the May 2017 report:

Luxury Vehicles:

1. Porsche Panamera

2. Alfa Romeo Giulia

3. Land Rover Range Rover

4. Mercedes-Benz E-Class

5. Porsche Macan

Trucks:

1. Ford F-150

2. Chevrolet Silverado 1500

3. RAM 1500

4. Toyota Tacoma

5. GMC Sierra 1500

Compact Sedan:

1. Honda Civic

2. Hyundai Elantra

3. Volkswagen Jetta

4. Subaru WRX

5. Subaru Impreza

Midsize Sedan:

1. Dodge Charger

2. Honda Accord

3. Toyota Camry

4. Ford Fusion

5. Hyundai Sonata

Fullsize Sedans:

1. Nissan Maxima

2. Chrysler 300

3. Chevrolet SS

4. Chevrolet Impala

5. Ford Taurus

SUVs:

1. Jeep Grand Cherokee

2. Jeep Wrangler

3. Jeep Unlimited

4. Toyota 4Runner

5. Ford Explorer

Luxury SUVs:

1. Land Rover Range Rover

2. Porsche Macan

3. Land Rover Range Rover Sport

4. Audi Q7

5. Porsche Cayenne

About Cars.com

Cars.com is a leading online destination that helps car shoppers and owners navigate every turn of car ownership. A pioneer in automotive classified, the company has evolved into one of the largest digital automotive platforms, connecting consumers with local dealers across the country anytime, anywhere. Through trusted expert content, on-the-lot mobile app features, millions of new and used vehicle listings, a comprehensive set of research tools and the largest database of consumer reviews in the industry, Cars.com helps shoppers buy, sell and service their vehicles. Cars.com companies include DealerRater®, Auto.com, PickupTrucks.comTM and NewCars.com®. The company was founded in 1998 and is headquartered in Chicago. For more information, visit www.Cars.com.

Check out the most popular blogs from last month! 

1.		5 Things Auto Taught Me By Maddy Low Funny quirks about the auto industry all illustrated by memes.
2.		My Personal Top 10 Quotes for Salepeople By Scott Larrabee Top ten most inspirational quotes put together for sales people to get their mindset right.
3.		"Isn't This Acting?" - How Top Salespeople Suceed By Center for Performance Improvement  Learn to adopt certain aspects of the acting profession in your sales career.
4.		"What If I Train Them - and They Leave?  By Center for Performance Improvement Research indicates that employees who are not trained properly will end up costing you a great deal more money than those who are.
5.		Millenial Workers in the Modern Dealership By Sharon Kitzman Millennials now make up the largest share of the American workforce.