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On the Point

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)

A Bustle in Your Hedgerow

Da Man lists a few of the hits on the FTC’s latest album, ‘Deceptive Dealer Advertising.’

September 15, 2014

Da Man lists a few of the hits on the FTC’s latest album, ‘Deceptive Dealer Advertising.’

Author: Jim Ziegler | Posted @ Monday, September 15, 2014 9:57 AM | » Comments(1)

Defensive Posture

There are many reasons customers say they need to think about a purchase decision. Da Man says the key is not to treat that response as the customer’s true objection.

August 13, 2014

There are many reasons customers say they need to think about a purchase decision. Da Man says the key is not to treat that response as the customer’s true objection.

Author: Jim Ziegler | Posted @ Wednesday, August 13, 2014 11:55 AM | » Comments(1)

It’s the Relationship, Stupid

New data on what consumers want has Da Man up in arms. Not only does he doubt the source of the data, he believes it’s another example of why dealers need to take back their markets.

July 14, 2014

New data on what consumers want has Da Man up in arms. Not only does he doubt the source of the data, he believes it’s another example of why dealers need to take back their markets.

Author: Jim Ziegler | Posted @ Monday, July 14, 2014 11:13 AM | » Comments(1)

Are We Not Men?

Da Man is reminded of a New Wave band from the 1980s after watching the industry’s newest crop of F&I talent deliver lifeless F&I presentations.

June 2, 2014

Da Man is reminded of a New Wave band from the 1980s after watching the industry’s newest crop of F&I talent deliver lifeless F&I presentations.

Author: Jim Ziegler | Posted @ Monday, June 2, 2014 2:05 PM | » Comments(2)

Show Me the ‘Ups’

After taking a call from an angry dealer, ‘Da Man’ issues another warning to sites that claim to sell customer impressions. He says its time these companies start delivering the ‘ups’ dealers are paying for.

April 4, 2014

After taking a call from an angry dealer, ‘Da Man’ issues another warning to sites that claim to sell customer impressions. He says its time these companies start delivering the ‘ups’ dealers are paying for.

Author: Jim Ziegler | Posted @ Friday, April 4, 2014 1:33 PM | » Comments(2)

The Power of Attraction

‘Da Man’ has become somewhat of a social media evangelist. But it’s not what you can do; it’s what you can find in social media that has him so high on the marketing medium.

March 11, 2014

‘Da Man’ has become somewhat of a social media evangelist. But it’s not what you can do; it’s what you can find in social media that has him so high on the marketing medium.

Author: Jim Ziegler | Posted @ Tuesday, March 11, 2014 9:55 AM | » Comments(0)

Off With Their Heads

The departure of Hyundai’s chief executive didn’t come as a surprise to ‘Da Man.’ That’s because he called it exactly one year ago, but even he admits his prediction didn’t require much foresight.

February 24, 2014

The departure of Hyundai’s chief executive didn’t come as a surprise to ‘Da Man.’ That’s because he called it exactly one year ago, but even he admits his prediction didn’t require much foresight.

Author: Jim Ziegler | Posted @ Monday, February 24, 2014 12:18 PM | » Comments(2)

No Do-Overs

Although there’s no such thing as a do-over in the car business, ‘Da Man’ believes Ford has a real opportunity to correct some recent mishaps — maybe even breathe new life into its Lincoln marque.

February 6, 2014

Although there’s no such thing as a do-over in the car business, ‘Da Man’ believes Ford has a real opportunity to correct some recent mishaps — maybe even breathe new life into its Lincoln marque.

Author: Jim Ziegler | Posted @ Thursday, February 6, 2014 2:52 PM | » Comments(0)

True Concern: Looking Back on TrueCar Controversy

October 22, 2013

‘Da Man’ finds himself blindsided by an FTC investigation long after mending fences with TrueCar and its founder.

Tags: auto dealer, Data, FTC, Jim Ziegler, Scott Painter, TrueCar

Author: Jim Ziegler | Posted @ Tuesday, October 22, 2013 9:32 AM | » Comments(1)

Indestructible, Invincible and Bulletproof

September 26, 2013

Undaunted by adversity, ‘Da Man’ casts further doubt on the buying power of Generation Y and reconsiders his feelings toward subprime customers.

Author: Jim Ziegler | Posted @ Thursday, September 26, 2013 12:34 PM | » Comments(2)

No Time to Hurt

August 7, 2013

‘Da Man’ is in a reflective mood this month. His knees are hurting, but the pain isn’t stopping him from delivering in classic Ziegler fashion.

Tags: flats, goals, markups, sales, traffic

Author: Jim Ziegler | Posted @ Wednesday, August 7, 2013 10:50 AM | » Comments(1)

Data Wars

The ‘Alpha Dawg’ is still on the attack. He continues to tell dealers to reject services like Cars.com, and to stop paying them to take their customers.

July 16, 2013

The Alpha Dawg offers commentary on government scandals, the specter of foreign ownership and ‘Bubba’ Marchionne’s search for new office space.

Tags: Cars.com, Da Man, Data, Elon Musk, General Motors, Jim Ziegler, Tesla

Author: Jim Ziegler | Posted @ Tuesday, July 16, 2013 8:02 AM | » Comments(4)

To Catch a Fox

June 12, 2013

‘Da Man’ doesn’t mince words when he says dealers only have themselves to blame for letting data pirates into their operations. The dealer advocate also offers a three-step test to see if your store is infected.

Tags: Jim Ziegler

Author: Jim Ziegler | Posted @ Wednesday, June 12, 2013 9:22 AM | » Comments(1)

Ball of Confusion

Posing with Rupert Stadler, chairman of AUDI AG, and Uli Hoeness, president of Bayern Munich football team, is Martin Winterkorn, head of Volkswagen AG. Ziegler is a fan of his push to dominate the market by 2018.

May 15, 2013

‘Da Man’ finds his groove and issues another prediction about the fate awaiting several ‘domestic’ car manufacturers.

Tags: China, Ford, General Motors, Jim Ziegler, Kia, On the Point, Prius, Temptations, Teptations, Toyota

Author: Jim Ziegler | Posted @ Wednesday, May 15, 2013 1:51 PM | » Comments(1)

Battle Lines Drawn

‘Da Man’ has his game face on and issues a warning to all vendors requiring DMS connections. He also has a message to dealers: ‘Let’s go to war.’

‘Da Man’ admits the Google Car experiment has him concerned. Pictured above is Google’s executive team, including Eric Schmidt, executive chairman, Larry Page, CEO, and Sergey Brin, co-founder.

April 15, 2013

‘Da Man’ has his game face on and issues a warning to all vendors requiring DMS connections. He also has a message to dealers: ‘Let’s go to war.’

Author: Jim Ziegler | Posted @ Monday, April 15, 2013 10:36 AM | » Comments(2)

Notes from NADA

March 20, 2013

‘Da Man’ is feeling good about the year after his annual visit to the NADA Convention and Expo. He also is feeling good about Ford, but not so much about Carfax.

Author: Jim Ziegler | Posted @ Wednesday, March 20, 2013 1:43 PM | » Comments(1)

One Last Thrill

The unveiling of new car models is less thrilling today than it was back in 1964. ‘Da Man’ spells out why that is and puts retirement rumors to rest.

February 5, 2013

The unveiling of new car models is less thrilling today than it was back in 1964. ‘Da Man’ spells out why that is and puts retirement rumors to rest.

Author: Jim Ziegler | Posted @ Tuesday, February 5, 2013 2:06 PM | » Comments(9)

Stupid Is as Stupid Does

‘Da Man’ sounds off over the dustup between General Motors and an obstinate dealer, then offers his take on a recent workplace study.

January 18, 2013

‘Da Man’ sounds off over the dustup between General Motors and an obstinate dealer, then offers his take on a recent workplace study.

Author: Jim Ziegler | Posted @ Friday, January 18, 2013 10:04 AM | » Comments(6)

Juggling Chainsaws

December 10, 2012

‘Da Man’ juggles a couple of key issues impacting the industry and reminds us that even the best can drop the ball every once in a while.

Author: Jim Ziegler | Posted @ Monday, December 10, 2012 10:05 AM | » Comments(1)

'Tis The Season

The territorial dispute between Japan and China over a group of islands — known as Senkaku in Japanese and Diaoyu in Chinese — has led to rioting and destruction of Japanese property and businesses in China.

November 14, 2012

‘Da Man’ weighs in on Toyota’s most recent recall and those faulty sales figures reported by brands competing in the luxury category.

Tags: BMW, China, Da Man, Japan, Jim Ziegler, Mercedes-Benz, NHTSA, On the Point, Toyota

Author: Jim Ziegler | Posted @ Wednesday, November 14, 2012 10:18 AM | » Comments(0)

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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