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Sean V. Bradley Wins The Auto Dealer Live Debate Against Alan Ram, Thanks The Dealers That Voted For Him & Elaborates On His Philosophy

** If you missed the Auto Dealer Live "Thrilla With Villa" Debate with Sean V. Bradley & Alan Ram, then watch the video below:

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3 Part Video Interview with Durran Cage, GSM of Alan Vines Automotive The September 2012 AutoSuccess Cover Story...

You can meet Durran Cage at the upcoming Internet Sales 20 Group in Chicago October 23-25th

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AUDUBON, N.J., Aug. 31, 2012 /PRNewswire/ -- GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group Workshop in ChicagoOctober 23-25th

Sean V. Bradley, Creator and Moderator for the Internet Sales 20 Group, is quoted as saying, "It is an honor to have Durran Cage as Speaker at this year's Internet Sales 20 Group. Durran brings a unique perspective to our community. He started as a Chrysler OEM rep then he got recruited to a dealership as an Internet Director and he took that department from 25 units online to 95 units online. He did such an incredible job in the Internet Department that the Dealer Principal, Mr. Alan Vines promoted him to General Sales Manager of the entire dealership.  I think Dealer Principals, GMs, GSMs, Internet and BDC Directors alike will get a tremendous amount of information and value from Durran's presentation."

The upcoming Internet Sales 20 Group will be held in beautiful downtown Chicago at the Hilton from October 23rd, 24th and 25th.

This is a major industry event with some of the most prestigious companies in the Automotive Sales industry sponsoring the event, such as:

  • Dealix
  • KPA
  • Carsdirect
  • Car-Mercial
  • ReachLocal
  • Autobytel
  • AutoUSA
  • CarChat24
  • Social Dealer
  • AutoSuccess Magazine
  • Cactus Sky
  • Dealer Synergy

Additional Speakers at the Internet Sales 20 Group are:

  • Sean V. Bradley – CEO of Dealer Synergy, Founder of, Creator of the Internet Sales 20 Group, a Certified FranklinCovey Trainer, a proud member of the National Speakers Association (NSA). Sean has spoken to over 80 NADA and NCM 20 Groups. He has also been a top rated NADA convention Speaker 3 years in a row.
  • Bill Finocchiaro – President of Peruzzi Toyota. Bill has built an Internet Sales Department in his dealership that went from 30 units per month online to over 125 units per month online. Bill's Internet Sales department is responsible for over 50% of his entire dealership's business.
  • Robert Wiesman – Sales Consultant at Massey Hyundai. Robert delivers 30+ units per month and has more online visibility than the average dealership. He has literally created his own online business at the level of an entire department.
  • AJ Leblanc – Co-Founder of Car-Mercial. AJ is one of the pioneers of Video Search Engine Optimization and is the leading subject matter expert on the topic.
  • Ralph Paglia – Founder of and www.autocon2012.comRalph Paglia is one of the top Automotive Digital Marketing Experts in the country.
  • JD Rucker – Vice President of Digital Marketing at KPA / TK Carsites. JD is one of the absolute best Social Media experts in the country in any vertical. JD has a special workshop presentation on the subject "Social Signals".
  • Peter "Web Doc" Martin – CEO of Cactus Sky and Former CEO of  Peter is one of the top experts on Email Marketing and Data Mining. Peter has an incredible workshop presentation combining both subjects.
  • Susan Givens – Publisher of AutoSuccess Magazine. As publisher of the #1 Magazine in the Automotive Sales Industry, Susan has access to a tremendous amount of information. Tips, Tactics, Strategies, Secrets, Experts etc... She will be presenting a workshop based on best practices at the Internet Sales 20 Group.
  • Stan Sher – Editor of As well as a speaker for The Greater New York Dealer's Association" Stan is a subject Matter expert on Automotive Internet Sales and Social Media.
  • Fran Taylor – President of Taylor Techniques. Fran is the "Undisputed Prospecting King". Fran Taylor is one of the absolute best Sales and Sales Management Trainers in the country.
  • Karen M. Bradley – President of Dealer Synergy. Karen is a Certified FranklinCovey trainer / facilitator on both the "7 Habits of Highly Effective People" as well as the "5 Choices of Extraordinary Productivity". Karen is a member of the National Speakers Association (NSA).

** The first 20 Dealerships to sign up before September 15th will receive a FREE consulting Package worth $1,500. Package includes:

  • 2 Mystery Shopping Calls (At two different times). The calls will be recorded and graded on a "report card" with the attached MP3 of the call. The calls will be graded on both qualitative and quantitative measures.
  • A thorough assessment of your dealership's Social Media initiatives. We will use analytics and software to evaluate your Social Media visibility and relevancy.
  • A thorough assessment on your dealership's online reputation.
  • A thorough assessment on your dealership's website.
  • A thorough assessment of your dealership's Search Engine Optimization presence and penetration.

** Once all of this data is complied from all 20 different dealerships we will then create a powerful "Internet Sales 20 Group Composite". (Which will be given to the entire 20 group at the workshop".

If you want to register for the Internet Sales 20 Group you can use this registration code DSIS20 to save $500 off Registration.

For more information on the upcoming Internet Sales 20 Group in ChicagoOctober 23rd, 24th and 25th please go to or call 267-319-6776.

Contact is Amanda Melendez

SOURCE Synergized Media

PR Newswire (

GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group in Chicago, October 23-25th

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Durran Cage went from a Chrysler OEM Rep to an Internet Sales Manager... He was delivering 25-27 units per month. They brought in Dealer Synergy and we helped them get to:

  • 95 Units Per Month!
  • 2.3 Million Dollars Gross Profit from Their Annual ONLINE SALES! 
  • Durran Cage, Internet Sales Director gets promoted to GSM of the Dealership!! 

This is such an incredible success story and it couldn't have happened to a better person, a better department or a better dealership.

So, from everyone here at AIS... CONGRATULATIONS!!!

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This past Monday and Tuesday Sean Bradley from Dealer Synergy was in town speaking with Durran (GSM) and I (Internet Director). During one of our interviews Sean asked me to explain my relationship with Durran. I started working for Alan Vines Automotive at the age of 18 as the "photographer" and moved my way to Assistant Internet Director and now Internet Director, always following in the path of Durran Cage. Durran has always focused on rather than just training me on processes and the ins and outs of the dealership, to build myself as a leader through character. Now that I am the Internet Director I am constantly asking Durran for advice on how to be the best. His answer every time -- "what are you doing to better yourself as a person and better those who work under you?" This has always spoken volumes to me as I push forward as an Internet Director. I will try to expound upon the small things he did in another blog.

Another key I have found is to build your dealership's character within the community, asking the question "what separates my dealership from others besides pricing and inventory?" For example we recently sponsored a group in the nationally recognized Relay For Life. Rather than putting ourselves into Relay For Life, which can take up massive amounts of time, we sponsored a group already in the event. Our Relay For Life is massive within the community. By sponsoring a group we had our dealership name on every t-shirt they gave out and had a truck parked at the tent. As a person with a close family member dealing with cancer this not only meant a good amount to me, but it showed the community we care.

Back of shirt - 

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A Tennessee Chrysler, Dodge & Jeep Dealership is Looking To Hit Their OEM Bonus ($50,000 Retro CASH) - Can They Do It? Of Course They Can!

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Got Bad Credit?

Got Bad Credit?

Have you ever heard this before? “Treat people the way you would want to be treated?” Otherwise known as the Golden Rule. Maybe you heard this one; “All people are created equal,” which just so happens to be mentioned by Thomas Jefferson over 2 centuries ago. But these statements are still not enforced 100% of the time in our Dealerships. The problem is that in today’s society and business we continue to do the same things over and over again expecting a different result, sometimes referred to as insanity.

Check out this scenario, (true story) I ask a sales consultant why his sales this month are off, and he responds like the average sales person, “got too much bad credit.” Well I guess he was unaware that West Tennessee and Memphis has been known in the past as the “bankruptcy capital of the world.” The problem here is not the bad credit, the problem here is the sales consultants mind set about a customer with challenged credit. I decided to watch this sales consultant closer, I needed to understand the sales consultants process with challenged credit customers before I could analyze the true problem. After 5 minutes here was my conclusion:


  1. The meet and greet was weak, he saw that the customer had a ‘98 Clunker and immediately brought the customer in for a quick 5-Liner (quick credit application in non-sales terms)
  2. Asked the customer how much money they have for a down payment.
  3. Let the customer go with no Manager T.O. before telling the customer to leave because their pockets were empty. Wow.


But who is to blame here, has the store created a culture to treat all customers the same? Does the sales consultant really understand the process with challenged credit customers? Here is what we do know, the sales consultant already thought in his mind that this customer has bad credit and that he would not sell them a car. The sales person treated them is if they were not important, almost as if that people with challenged credit are not allowed at this dealership unless they fit the banks guidelines. Would this sales consultant have treated his grandmother the same way? Would this sales person have treated a customer that stepped out of 2008 BMW 7 Series with business attire the same way? My guess is probably not, I would guess that the red carpet would have been rolled out for both.


Would you like to know how to sell more cars to people with challenged credit? Follow these easy steps:

  1. Treat the customer as if they had just won the lottery. Roll out the Red Carpet. Make the customer feel as if they are the first customer you have ever worked with, almost as if it is your first day on the job. Thank the customer a minimum of 2 times while doing the meet and greet. Something like this, “Before we get started, ABC Motors and myself would like to thank you for coming in today. We know that you have many choices when it comes to choosing a dealership, and I appreciate you for giving us an opportunity.
  2. Perform a proper need analysis with the customer. Find out they are trying to accomplish by coming into the dealership. What is most important to them? You need to earn there trust here. Explain the process and the proper steps that need to be taken before submitting there information to a lender.
  3. Select a Vehicle that fits within their guidelines.
  4. Provide them a world-class presentation and demonstration.


I will not go through all the steps here, but what I can tell you is that if you perform these first 5 steps on a challenged credit customer the way you would on a customer with an 800+ beacon, the results will be immeasurable. Here is why, regardless if you sell this customer or not, they will tell more people about there experience with you than a customer with excellent credit because typically an excellent credit customer gets the red carpet rolled out 99% of the time. The same with challenged credit customers, they typically get treated poorly the same way at every dealership. Statistics show that when a customer purchases a vehicle someone else in the household or family tree is looking to purchase a car within the next 90-120 days. Well I say the same statement would be made for people that visit a dealership and do not purchase, they know someone in the family, friend, or co-worker that is looking within the next 3 months.


            For example, a customer recently visited our website and submitted an online credit application. Immediately we emailed the customer and then followed up with a phone call. We first thanked the customer for the opportunity, performed a need analysis, explained our dealerships value package, and sold the appointment. Down payment and any other financial questions are not to be mentioned over the phone to our customers. This customer received a confirmation number and came in to meet with me directly. I thanked the customer and performed the steps listed above and assigned the proper “Product Specialists” to go over the features of this vehicle. In short, we were unable to obtain financing for this customer, but she was so enthused about the visit that she referred 2 people to us within 48 hours because of the great experience she received. We sold one of them and the other is still a working prospect. She also just so happens to be employed at the local Y.M.C.A. so as you can imagine she interacts with hundreds upon hundreds of people everyday. She continues to send us business and we continue to work on getting her a vehicle. All this because the Red Carpet was rolled out and we treated her differently than our competition.


Do you have bad credit? Want to sell more customers with challenged credit? Start with the most basic thing, treat the customers the way you would want to be treated and the rest will take care of itself. All customers are created equal.


Durran Cage

Internet Sales Director

Alan Vines Automotive



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