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On the Point

Stop Flushing Those Ad Dollars

‘Da Man’ delivers a marketing plan that produces Google and social media leads and reduces your dependency on underperforming lead providers.

February 10, 2017

‘Da Man’ delivers a marketing plan that produces Google and social media leads and reduces your dependency on underperforming lead providers.

Tags: digital advertising, Dynamic Product Ads, Facebook, Google AdWords, SEM, SEO

Author: Jim Ziegler | Posted @ Friday, February 10, 2017 3:18 PM | » Comments(1)

CPO: Are You In or Out?

Da Man believes CPO leasing will be the hot ticket in 2017, especially now that vehicle OEMs and private companies have muddied the CPO waters.

December 27, 2016

Da Man believes CPO leasing will be the hot ticket in 2017, especially now that vehicle OEMs and private companies have muddied the CPO waters.

Tags: CPO, Leasing, Used Cars

Author: Jim Ziegler | Posted @ Tuesday, December 27, 2016 12:04 PM | » Comments(2)

Fasten Those Seatbelts

With a major slowdown imminent, Da Man says it’s time to ditch those new-age theories and get back to the basics.

December 6, 2016

With a major slowdown imminent, Da Man says it’s time to ditch those new-age theories and get back to the basics.

Tags: F&I , November, technology, Vehicle Sales

Author: Jim Ziegler | Posted @ Tuesday, December 6, 2016 3:07 PM | » Comments(0)

Harry's in a Slump

Da Man shares how a simple technique he picked up as a newbie car salesman 40 years ago can still reel them in.

November 4, 2016

Da Man shares how a simple technique he picked up as a newbie car salesman 40 years ago can still reel them in.

Tags: F&I Techniques, F&I training, Slumps

Author: Jim Ziegler | Posted @ Friday, November 4, 2016 12:11 PM | » Comments(0)

Time to Pay the Piper

Da Man has a message for dealers enchanted by the promises of these new-age tech solutions and theories: Get ready to pay the piper.

October 4, 2016

Da Man has a message for dealers enchanted by the promises of these new-age tech solutions and theories: Get ready to pay the piper.

Tags: digital retailing, hiring, online F&I, technology

Author: Jim Ziegler | Posted @ Tuesday, October 4, 2016 2:23 PM | » Comments(0)

Habits of Highly Paid Sales Professionals

‘Da Man’ says that going from eight cars a month to 30 starts with shaking off the ‘nut mentality’ and committing to your trade.

August 8, 2016

‘Da Man’ says that going from eight cars a month to 30 starts with shaking off the ‘nut mentality’ and committing to your trade.

Tags: Pay Plans, Sales Performance, Sales Training

Author: Jim Ziegler | Posted @ Monday, August 8, 2016 3:50 PM | » Comments(0)

To Lease or Not to Lease

Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.

July 5, 2016

Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.

Tags: Close, Leases, Management, training

Author: Jim Ziegler | Posted @ Tuesday, July 5, 2016 11:01 AM | » Comments(3)

The Lead-Gen Death Throes

'Da Man' wonders if the lead-generation business is gasping its last, wheezy breath.

May 6, 2016

'Da Man' wonders if the lead-generation business is gasping its last, wheezy breath.

Tags: Autobytel, Autotrader, Carfax, CarGurus, Cars.com, Edmunds, Lead Generation, TrueCar

Author: Jim Ziegler | Posted @ Friday, May 6, 2016 10:45 AM | » Comments(4)

Solving the Dealership-Life Imbalance

Brutal work schedules lead to spousal pressure and high turnover. Da Man has a solution you can implement today.

April 6, 2016

Brutal work schedules lead to spousal pressure and high turnover. Da Man has a solution you can implement today.

Tags: Dealership, Scheduling , Work-Life Balance

Author: Jim Ziegler | Posted @ Wednesday, April 6, 2016 3:52 PM | » Comments(4)

Killing F&I

‘Da Man’ uncovers the hidden motivations behind vendors who advise dealers to let their sales team handle F&I duties.

March 29, 2016

‘Da Man’ uncovers the hidden motivations behind vendors who advise dealers to let their sales team handle F&I duties.

Tags: Customer Experience, F&I , Online Profitability

Author: Jim Ziegler | Posted @ Tuesday, March 29, 2016 11:20 AM | » Comments(13)

Preventing Sales Manager Burnout

Da Man has a few choice words for sales managers who’ve lost the thrill of the position, and his message applies to anyone who fears their career has stalled.

March 4, 2016

Da Man has a few choice words for sales managers who’ve lost the thrill of the position, and his message applies to anyone who fears their career has stalled.

Author: Jim Ziegler | Posted @ Friday, March 4, 2016 10:34 AM | » Comments(0)

10 Ways to Improve Gross Profit

Da Man says if your grosses suck, it's your own darn fault. He lays out 10 ways to make sure they don't.

February 5, 2016

Da Man says if your grosses suck, it's your own darn fault. He lays out 10 ways to make sure they don't.

Tags: Certified Pre-Owned, Leases, Payment Buyers

Author: Jim Ziegler | Posted @ Friday, February 5, 2016 11:03 AM | » Comments(1)

The Cover-Up

Da Man suspects General Motors’ multi-million dollar recall settlement won’t be the last the industry hears of manufacturers hiding defects that could potentially harm customers.

January 19, 2016

Da Man suspects General Motors’ multi-million dollar recall settlement won’t be the last the industry hears of manufacturers hiding defects that could potentially harm customers.

Author: Jim Ziegler | Posted @ Tuesday, January 19, 2016 9:32 AM | » Comments(0)

Prospect Holding On Line One

‘Da Man’ returns with a reality check for dealers who have never considered what happens when a customer calls their store.

November 13, 2015

‘Da Man’ returns with a reality check for dealers who have never considered what happens when a customer calls their store.

Tags: Sales Manager, salesperson, , service director

Author: Jim Ziegler | Posted @ Friday, November 13, 2015 4:29 PM | » Comments(0)

500-Car Pileup

Da Man ponders a future where all cars are driverless — and prone to hackers. He calls on automakers to get serious about securing their vehicles.

September 18, 2015

Da Man ponders a future where all cars are driverless — and prone to hackers. He calls on automakers to get serious about securing their vehicles.

Author: Jim Ziegler | Posted @ Friday, September 18, 2015 9:56 AM | » Comments(0)

Taking on Water

Da Man has a warning for dealerships that play those stair-step incentive games: Don’t get caught in the never-ending cycle of phantom profits.

August 5, 2015

Da Man has a warning for dealerships that play those stair-step incentive games: Don’t get caught in the never-ending cycle of phantom profits.

Author: Jim Ziegler | Posted @ Wednesday, August 5, 2015 4:22 PM | » Comments(3)

A GM’s Checklist for Profitability

Da Man offers a checklist of tools and processes every general manager or dealer must have. He also has a message for those who think the road to the sale is dead.

July 6, 2015

Da Man offers a checklist of tools and processes every general manager or dealer must have. He also has a message for those who think the road to the sale is dead.

Author: Jim Ziegler | Posted @ Monday, July 6, 2015 1:45 PM | » Comments(0)

Packing Heat

Da Man says he still receives questions about how much ‘leg’ sales needs to leave in a deal for the F&I manager. His answer: Don’t even think about it.

June 1, 2015

Da Man says he still receives questions about how much ‘leg’ sales needs to leave in a deal for the F&I manager. His answer: Don’t even think about it.

Author: Jim Ziegler | Posted @ Monday, June 1, 2015 11:43 AM | » Comments(2)

Showroom Showdown

Every great Western had a great villain, but Da Man says not every dealership needs a Lee Van Cleef sitting in the finance office.

May 1, 2015

Every great Western had a great villain, but Da Man says not every dealership needs a Lee Van Cleef sitting in the finance office.

Author: Jim Ziegler | Posted @ Friday, May 1, 2015 1:52 PM | » Comments(0)

A Battle Rages

The war of words between the CFPB and a Congressional Committee this past March conjures up an old Bob Dylan tune for Da Man, who offers his take on what the bureau is really after.

April 3, 2015

The war of words between the CFPB and a Congressional Committee this past March conjures up an old Bob Dylan tune for Da Man, who offers his take on what the bureau is really after.

Author: Jim Ziegler | Posted @ Friday, April 3, 2015 10:31 AM | » Comments(0)

A Dying Breed

‘Da Man’ is impressed with all the latest technology entering the F&I office, but he wonders if the push to update the experience could lead to the extinction of the F&I closer.

March 9, 2015

‘Da Man’ is impressed with all the latest technology entering the F&I office, but he wonders if the push to update the experience could lead to the extinction of the F&I closer.

Author: Jim Ziegler | Posted @ Monday, March 9, 2015 4:44 PM | » Comments(3)

Don’t Fear the Money

Da Man has a message for F&I pros who dread their bosses’ return from their 20 Group meeting.

February 6, 2015

Da Man has a message for F&I pros who dread their bosses’ return from their 20 Group meeting.

Author: Jim Ziegler | Posted @ Friday, February 6, 2015 10:25 AM | » Comments(2)

Stepping Up Your Game

Instead of resorting to name calling, Da Man says dealers and their sales teams could learn a lot from sales event companies.

January 21, 2015

Instead of resorting to name calling, Da Man says dealers and their sales teams could learn a lot from sales event companies.

Author: Jim Ziegler | Posted @ Wednesday, January 21, 2015 9:38 AM | » Comments(0)

Haters Will Hate

Da Man doesn’t believe customer satisfaction drives repeat business, but he does believe it drives a dealership’s ability to capture today’s Internet shopper.

December 17, 2014

Da Man doesn’t believe customer satisfaction drives repeat business, but he does believe it drives a dealership’s ability to capture today’s Internet shopper.

Author: Jim Ziegler | Posted @ Wednesday, December 17, 2014 3:26 PM | » Comments(1)

Achieving the Big Numbers

Da Man says there are four ways to increase profit by $100,000 a month overnight, but each one requires two critical elements to make it happen.

November 7, 2014

Da Man says there are four ways to increase profit by $100,000 a month overnight, but each one requires two critical elements to make it happen.

Author: Jim Ziegler | Posted @ Friday, November 7, 2014 9:48 AM | » Comments(0)

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Author Bio

Jim Ziegler

President & CEO of Ziegler SuperSystems

Jim 'Da Man' Ziegler joined the magazine in 2011 to deliver his On-the-Point message about the car business to dealer principals and store managers. He'll offer strategy advice on everything from sales and F&I to marketing in the digital age. Catch him every month at www.fi-magazine.com.

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