Forensic scientist at work. Crime scene.
Forensic scientist at work. Crime scene.

Who Killed Cadillac?

General Motors Chairman and CEO Mary Barra, and GM Executive Vice President Product Development Mark Reuss talk with students and tour the EcoCAR3 Challenge garage Friday, May 19, 2017 at the GM Milford Proving Ground in Milford, Michigan. (Photo by Steve Fecht for General Motors)

I am greatly saddened as I sit here pouring my thoughts into my keyboard. I’ve written numerous articles through the years detailing the fall of Cadillac, an American luxury icon. A voice inside my head keeps screaming, “Why?”

I am about to rant an outpouring of my personal opinions, emotions, and perceptions as I have done so many times in years past. It isn’t always negative. I have owned nine Escalades and seven Chevrolet Corvettes. I was a cheerleader for the brand. And I still love General Motors; I am just enraged by their management.

When Mary Barra was appointed chairman and CEO of GM, I was ecstatic that they had selected a woman for that position. Four years later, I am scratching my head and saying, “Yes, but not that one.”

Uh-oh! The angel on my right shoulder just said, “Ziegler, are you nuts? Talking bad about Mary Barra is sort of like slapping Mother Teresa.” And now the devil on my left shoulder is saying, “Go ahead, big boy. You never backed down from the truth before.”

Wonder which angel I’ll listen to before I send this article to the editor? Since it’s only one man’s opinion, and I might be wrong, I’ll just go with my gut.

Read the whole article here on AutoDealerToday.

Never Argue With Stupid People

How is Carvana drawing investors with a losing proposition? The Alpha Dawg blames short sellers and the shortsighted.

As Mark Twain once said, “Never argue with stupid people. They will drag you down to their level and then beat you with experience.” In recent years, the retail car business has been invaded, infiltrated, and infested by armies of idiots, fools, and disreputable vendors, as well as a seedy assorted collection of outright criminals. The one thing they all seem to have in common is a cloak of self-righteousness. They market themselves as the defenders of consumers who have long been abused by evil car dealers.

The buzzwords, battle cry, and new-age mantra all promise a better car-buying experience. The plot below the surface has become increasingly transparent.

The master plan is to put you out of business. They are convinced they can do the entire transaction online and eliminate dealers — if only the laws were changed and assuming consumers will cooperate. Luckily, in at least one high-profile case, it ain’t gonna happen.

No Partner of Mine

I always crack up when companies that are working feverishly to steal your customers and resell your data refer to themselves as “dealer partners.” The same technology that some vendors claim proves “attribution” also leaves a trail of what they do with your data, including to whom it is sold.

Read the whole article here on AutoDealerMonthly.

Robbery in Progress. Somebody Call the Police!

Ziegler blames the ongoing theft of your customers’ personal, private information by nefarious marketers in part on factory co-op programs, which limit dealer choice and vendor competition.

Let me begin by pointing out the fact that I was writing and speaking about the corruption in the factory executive ranks long before it came to light. Let me also point out that literally no one else was piping up about it, and I was attacked for doing so. But, as it has many times in the past, history bore me out as new information came to light. I was totally vindicated and the accuracy of what I wrote was verified.

I begin with that because it is most certainly going to happen again. This time, it’s an “Emperor’s New Clothes” type of situation: Everybody can see the dude, and we all know he isn’t wearing a stitch, but nobody’s got the balls to say it.

I am talking about the manufacturers’ co-op marketing programs and their relationships with the companies that administer them.

When Factories Don’t Co-operate

At best, this is a story about weak management, manufacturer executive incompetence at the highest levels, and incredibly stupid decisions. Factories are pounding dealers with an iron fist to control which vendors they use and cover the associated costs. I might be wrong. But I seriously doubt it.

Read the whole article here on AutoDealerMonthly.

How Can Geeks Be This Bad at Math?

Those of you who have followed my speeches, blogs, social media posts, and articles over the last 25 years know there are two things I really enjoy: The first is crowing about predictions I’ve made when the rest of the industry was going the other way. The second is manufacturers and vendors out for making stupid decisions.

In this issue, I get to do both.

Told You So

Last year, I wrote an article called “Bound to Fail” for the May 2018 issue of F&I and Showroom. To summarize, I said subscription car programs were going to die a miserable death. The main reason? Math.

The manufacturers have all made the same moronic miscalculation to chase those mythological millennials. They even convinced numerous dealerships to push their chips in. Jeff Wyler Dealerships in Cincinnati made a major commitment to make subscriptions work, as did the multistate Germain Automotive Group.


Read the whole article here on AutoDealerMonthly.

Internet Battle Plan, Teach at the Beach Part 4, Clearwater Beach Florida, March 4th and 5th

50771849_10156002768048365_2145402487236984832_nSee 20 top experts on stage, every aspect of Internet and Technology Sales and Marketing, Phone Skills, BDC Skills, Video Response Experts, SEO/SEM/,Website Conversion, Artificial Intelligence Marketing, Social Media/Facebook Marketing, Google Adwords, Phone Skills, Conversion. The Best Event of its kind.

Early Bird Tickets only $250 a student, Dealers and GMs attend Free. Early Bird ends January 25th, act Now. Highly discounted Hotel rooms. Lunch and Breakfast included, with cocktail reception Outside by the Pool first night, open bar and great food with a live Band.

SignUp Now on the Website, or call Jim (770) 851-2803

Internet Battle Plan, Teach at the Beach Part 4, Clearwater Beach, Florida , March 4th and 5th.



The Dawg Sort of Promised to Debbie Ziegler that He Wasn’t Ever Going to Do This Again…. BUT, there is a really HUGE NEED to get this information recorded on Video to Share With Dealers and Managers for Years into the Future.

SO! JUST THIS ONE LAST TIME… Ziegler will perform his famous unequaled


December 12th, Tampa, Florida at IPD Headquarters, 3104 Cherry Palm Dr Suite 230, Tampa, FL 33619


How to Hire,Motivate and Keep Qualified Sales People
Consistent Sales Processes
Setting up your Selling System
The Primary Duties of a Sales Manager
How to Hire, Fire, Train and Promote
DESKING A DEAL: How to “Desk” the Deal
How to Present the Figures
How to use and measure your CRM
How to Setup and Inspirational and Educational Meetings
Integrating internet, social media, video, and technology
High-profit customer-friendly negotiation techniques
How to Measure the Sales Effort
Sales Contests That Really Work
How to hold a High Average Profitability
How to take a T.O (Customer Introduction Turnover)

PLUS Dozens of Highly Effective Closes that Work
Highly Effective Desking using customer-friendly persuasion and finesse word tracts and processes

Compliance: How to Avoid Litigation Issues

For Dealers and Managers: Of all the positions in the front-end operation of the modern retail automobile dealership, the sales manager’s roll is the most crucial to the success of failure of the dealership.

Here’s the Link to Sign Up Here CLICK HERE:

Without the sale of an automobile nothing else would happen. There would not be any cars to finance or repair. There would not be any customers to follow-up or any paperwork to process. Every job in the dealership, including the dealer, depends on the ability of the sales manager and the efforts of his/her department.

More than ever, the sales manager in a retail automobile dealership has to be a highly trained professional with the ability to control and supervise the entire sales effort. The person in this position must be intelligent and able to think quickly on their feet; a course filled with word tracts, highly effective closes, and things to say to the customer.

In truth, the better sales managers are the coaches who send in the plays to the sales people who are on the front lines. It takes planning and organization as well as discipline to build this unified team.

The Best Sales Manager Training there is … ever was…. and ever will be

Jim Ziegler’s real-world knowledge and experience is the reason this course is superior! The word tracts and real-world examples will teach your Sales Managers how to take control of the selling process and raise profitability.

Here’s the Link to Sign Up Here CLICK HERE

The reason this class is so reasonably priced is because we’re videoing the entire seminar for resale on The Auto Dealer University Platform. Attendees may advertently or inadvertently appear on the video. 1000s of people have paid $1500 to attend this course.


$795 a student

One-Day December 12th

9:00 AM – 4:00 PM

Breaks and Lunch Provided

Each Attendee receives a workbook

Numerous Reasonable Hotels in the area Just an Uber Away

Taught Personally by James A. Ziegler, The Alpha Dawg

Here’s the Link to Sign Up Here CLICK HERE!

December 12th, Tampa, Florida at IPD Headquarters, 3104 Cherry Palm Dr Suite 230, Tampa, FL 33619

Stupid Is as Stupid Does

M-ADTQ318-OnthePoint-Ziegler-de-Nysschen-Johan-webWhen young Forrest Gump first met Jenny, sitting side-by-side in the school bus, she asked him, “Are you stupid or something?” To which Forrest replied, “Mama says stupid is as stupid does.” I wonder what Jenny would have said if she had met little Alan Batey on the school bus — or, for that matter, any of the top executives at General Motors who were involved in hiring Johan de Nysschen to head up Cadillac.

Of course, in a bubble of arrogance, supported by an inbred culture, these people think they’re brilliant. It reminds me of the words of Belgian humorist Philippe Geluck: “When you are dead, you don’t know that you are dead. It is difficult only for the others. It is the same when you are stupid.”

In June, GM finally parted ways with our boy Johan, but only after he singlehandedly destroyed the last remaining shreds of a great brand that was already on the ropes. Cadillac still has a faint heartbeat, but its directors are all standing around its deathbed, holding defibrillator paddles and praying their luxury division won’t flatline.

Read the whole article here on AutoDealerToday.