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Remember Customer Nights?

Customer Nights hosted by auto dealerships have always been around, but recently there seems to be resurgence in their popularity. Many customer loyalty advocates recommend hosting these events as a way to connect with and show appreciation for customers. Learn how to create true loyalty at customer nights. As seen in CBT by Mike Esposito, June 2017.

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5 Tips for a Successful Express Service Lane

Has your dealership implemented an express service lane yet? I say ‘yet’ because more than half of dealerships have experimented with, or are currently operating, express service lanes. Expectations are different. Are you keeping up? As seen in CBT by Ken Rock, April 2017.

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How to Become a Visionary Leader

Dealers who have a clear, bold vision for the future must be willing to take risks and able to get managers, employees and key stakeholders on board. By Mike Esposito. As seen in Auto Dealer Today, July 2016

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Perfecting the F&I Turnover

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales. As seen in F&I and Showroom, by Anna Puzier.

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Will Your Dealership Thrive, or Simply Survive in 2017?

Running a car dealership has been and always will be challenging; but several workforce trends in 2017 will make it even more challenging for dealers who insist on doing "business as usual". As seen in Autosuccess by Mike Esposito.

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Are You Still Handwriting Repair Orders Estimates? Really?

Are the service advisors at your dealership still handwriting repair order (RO) estimates? I’m guessing, based on interactions with many of our customers, that up to 50 percent of dealership service departments still handwrite estimates. If your service department is one of them, your dealership could be losing out on substantial profits. As seen in Autosuccess by Ken Rock.

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The Art of Retention and Recruiting

When ales stagnate, don't just survive: Thrive. As seen in DrivingSales DealerExec Magazine by Mike Esposito.

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4 Benefits of Centralized Accounting

Multistore dealers are using centralized accounting practices to improve consistency, productivity, and customer and partner relationships — and, most importantly, save time and money. As seen in Auto Dealer Today, July 2016.

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What Really Motivates Employees?

The carrot-and-stick approach is losing its appeal as leaders find new ways to encourage productivity. As seen in Auto Dealer Monthly, June 2016.

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How to Score a Product Sale – Months Later

Got customers who are reluctant to open their wallets when they enter the F&I office? Follow up with them months later, after they've had time to adjust to their vehicle payment, suggests Mike Esposito. Dealerships should also use technology to shorten F&I wait times and customize each F&I product menu to the consumer at hand.

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Three Pricing Strategies to Boost Profits in the Parts Department

The good news is it's not only possible, but actually pretty easy to increase profitability in your parts department. All that's required are a few tweaks to price settings in your dealership management system (DMS).

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Put Aside Your Reservations About DMS Auto Dispatch Features

If you enforce the system and prevent cherry picking of jobs, then your service department will operate more efficiently.

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Small Adjustments to Parts Pricing Systems Can Make A Huge Difference in the Department’s Profitability

After a year of automatic matrix-pricing and rounding up to .99, could your gross margin have soared by 50%? As featured in Service Drive Magazine by Ken Rock - August 2015

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What Makes Good Companies Great?

Taking a Long Term View. By Mike Esposito, President & CEO, Auto/Mate Dealership Systems - Spring 2015

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Part 2: Costly Hires

Human resources expert returns for Part 2 of his two-part series on costly hires. This time, he lays out a hiring process designed to weed out unqualified or untrustworthy candidates. As featured in F&I Showroom by Dave Druzynski - January 2015

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Part 1: Costly Hires

Human resources expert lays out the costs of a bad hire in Part 1 of his two-part series on dealership hiring practices. As featured in F&I Showroom by Dave Druzynski - December 2014

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Are You a Leader or a Manager?

Good leaders are great at setting priorities, directing resources, keeping strategies on track, overseeing process accountability and operations. These are all important and necessary skills, but sometimes, the very qualities that make a good leader can naturally create a “top down” leadership style that negatively impacts employee morale, customer service and profits... As featured in Dealer Magazine by Mike Esposito - August 2014

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Right Job, Right Technician, Right Time

Is it time to take another look at Auto Dispatch? As featured in Fixed Ops Magazine by Larry Colson - June 2014

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Lead with Commander's Intent

Empower your staff by making your objectives clear and giving them room to work. As featured in Auto Dealer Monthly - June 2014

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