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September 2018, Auto Dealer Today - WebXclusive

You Need a Game Plan for a Flat Market

By Pedram Faed

Stay competitive in a flat market by refocusing on the fundamentals of new-inventory management, forecasting, and tracking.

September 2018, Auto Dealer Today - WebXclusive

Is Your Sales Team Calling Audibles?

By Phillip Hellstrom

Follow the example of the NFL’s most successful franchises to put your showroom sales squad into playoff contention.

September 2018, Auto Dealer Today - WebXclusive

Your Social Media Service Audit

By Leonard Buchholz

Conduct a three-step audit of comments and ratings to learn how your service department is perceived by customers and which issues need immediately attention.

August 2018, Auto Dealer Today - Feature

Win the War for Dealership Talent

By Candy Lucey

Recruit more effectively and equip new sales pros for lasting success in your showroom.

August 2018, Auto Dealer Today - Feature

Your CRM Is Leaking Leads

By Steven Barnett

Consistently convert your most actionable leads by plugging the holes in your CRM before your next sale goes down the drain.

August 2018, Auto Dealer Today - WebXclusive

Empowerment Plus Training Equals Success

By Melissa Maldonado

Close the motivation gap by backing your sales and F&I training programs with clear objectives for success and a culture of empowerment.

August 2018, Auto Dealer Today - Feature

Save Our Summer Sale!

By Jason Heard

Heard has the five-step plan you need to salvage your slow summer sales season before the clock strikes midnight on Labor Day.

August 2018, Auto Dealer Today - Feature

6 Ways to Fix Your Loaner Program

By Scot Eisenfelder

Turn a profit killer into a profit generator with a proven, six-step process that reduces costs and improves retention.

August 2018, Auto Dealer Today - WebXclusive

Clean Up Your Service Department: Part 2

By Leonard Buchholz

Unsafe facilities, untrained workers, and a permissive corporate culture can lead to accidents, injuries, and lawsuits.

August 2018, Auto Dealer Today - WebXclusive

3 Ways to Close Your Next Sale

By Joe Verde

Is your timing off? Top trainer comes to the rescue with three proven steps you can take to improve your showroom communication skills and execute the perfect close.

August 2018, Auto Dealer Today - Cover Story

Dealer Principal as Big Brother

By Jim Ganther

Dealers who undertake electronic surveillance of employees’ emails and phone calls must be aware of state consent requirements and tread carefully to avoid violating a maze of federal laws.

August 2018, Auto Dealer Today - WebXclusive

Clean Up Your Service Department: Part 1

By Leonard Buchholz

Use of personal safety gear and proper disposal and recycling of waste and parts should be the first two items on every dealer’s service department cleanup checklist.

August 2018, Auto Dealer Today - WebXclusive

How to Get Retail Rate for Warranty Parts

By Frank O’Brien

Pending legislation in California, Colorado, Iowa, and Minnesota will add to the list of states that grant dealers the right to be reimbursed at the retail rate for warranty parts.

August 2018, Auto Dealer Today - Feature

Don't Say We Didn't Warn You

By Thomas B. Hudson, Esq.

Hudson details a Connecticut lawsuit that confirmed as-is vehicle sales are subject to the UCC’s implied warranties rule.

July 2018, Auto Dealer Today - WebXclusive

Opinion: Dealers Must Prepare for Trump Tariffs

By Gary Brooks

Dealers and manufacturers have a major stake in the outcome of the Trump administration’s new tariffs, starting with the pricing of vehicles and parts.

July 2018, Auto Dealer Today - WebXclusive

Sales Training With the Greek Philosophers

Photo by Sting via Wikimedia Commons

By Phillip Hellstrom

How would the ancient world’s greatest minds train your sales team? Join Socrates, Plato, and Aristotle to build a training curriculum focused on communication, processes, and productivity.

July 2018, Auto Dealer Today - WebXclusive

Requiring Buyers to Buy Service Contracts? Read This.

By Thomas B. Hudson, Esq.

Learn how generic retail installment contracts and insufficient disclosures can turn a legal transaction into a costly violation of TILA, Reg Z, or your state’s finance charge rules.

June 2018, Auto Dealer Today - WebXclusive

4 Ways to Attract and Keep Millennials

By Phillip Hellstrom

Erase the showroom stigma by making your dealership the workplace of choice for motivated and purpose-driven millennials.

June 2018, Auto Dealer Today - WebXclusive

Stop Wasting Your Service Manager’s Time

By Leonard Buchholz

If you asked your service manager to list every daily task they complete, you might be embarrassed. Focus their work hours on profit-building and watch your fixed ops revenue soar.

June 2018, Auto Dealer Today - WebXclusive

Your 7 Fixed Ops Profit Areas

By Leonard Buchholz

Use this seven-point checklist to find lost fixed ops revenue and guarantee every sold customer will return to your dealership for maintenance and repairs.

June 2018, Auto Dealer Today - WebXclusive

3 Ways Smart Dealers Manage Inventory

By Mo Zahabi

Dealer software expert lists three steps you can take today to improve the way your inventory is sourced, cataloged, and appraised.

May 2018, Auto Dealer Today - WebXclusive

Snatching Defeat From the Jaws of Victory

By Thomas B. Hudson, Esq.

Some states, including Minnesota, permit ‘as is’ sales with no written warranty and an exclusion of implied warranties. No state, including Minnesota, permits fraud.

May 2018, Auto Dealer Today - WebXclusive

How to Handle the Dreaded Termination Meeting

By Kynzie Sims

Clear communication, an ironclad process, and managerial teamwork can make firing dealership employees easier and reduce the risk of wrongful termination lawsuits.

May 2018, Auto Dealer Today - WebXclusive

5 Ways Dealer Tech Has Failed Us

By Phillip Hellstrom

Critical thinking, sales and F&I training, and customer satisfaction are just a few victims of the wave of technology that has completely engulfed many auto dealerships.

May 2018, Auto Dealer Today - Feature

Sales Pro of the Month: Tony Makes It Easy

By Tariq Kamal

Sales Pro of the Month Tony Ortega regularly reaches the 30-car mark at Mercedes-Benz of Plano (Texas).

May 2018, Auto Dealer Today - Feature

Arbitration Agreements: Not Always Good All the Time

By Thomas B. Hudson, Esq.

Hudson explains why arbitration agreements are no substitute for frond-end compliance.

May 2018, Auto Dealer Today - Feature

How to Hire a Security Consultant

By Jon Kromroy

Former GM says the best way to secure your property and inventory is to find a true pro — not a camera salesman — to lock them down.

May 2018, Auto Dealer Today - Feature

3 Ways to Save on Shop Supplies

By Leonard Buchholz

Follow this simple, three-step process to get a handle on your necessities and reduce or eliminate overspend.

May 2018, Auto Dealer Today - Feature

Take Your Service Marketing to Another Level

By Scot Eisenfelder

Actionable data, predictive analytics, and marketing automation are the new keys to fixed ops success. Service marketing expert has a simple plan dealers can use to leverage all three.

May 2018, Auto Dealer Today - Cover Story

Technology Can Compel Compliance

By Jim Ganther

New and widely available tools can help auto dealers automate parts of the sales and F&I process while preventing errors and deterring fraud.

May 2018, Auto Dealer Today - WebXclusive

4 Ways to Boost Your Car Count

By Leonard Buchholz

Smart dealers run smart shops. Get more vehicles in and out of your service bays by improving your capacity, efficiency, productivity, and scheduling.

May 2018, Auto Dealer Today - WebXclusive

How Not to Respond to a Harassment Claim

By Kynzie Sims

When sexual harassment claims arise, dealers must respond appropriately — not by treating bad behavior as a joke or an enduring showroom tradition.

April 2018, Auto Dealer Today - WebXclusive

Sales Pro of the Month: On the Right Path

By Tariq Kamal

Joel White is off to a fast start at Seymour Ford Lincoln in Jackson, Mich.

April 2018, Auto Dealer Today - WebXclusive

Who’s Afraid of the Electric Inventory?

By Tariq Kamal

ChannelNet’s Paula Tompkins wants dealers to modernize their sales and customer service processes before disruptive vehicle technology forces their hand.

April 2018, Auto Dealer Today - WebXclusive

Usher in a New Era of Vehicle Sales

By Peyman Rashid

It’s not too late to bring your dealership up to speed with the changing habits of car buyers. Indiana dealer Peyman Rashid has a three-step plan.

April 2018, Auto Dealer Today - WebXclusive

3 Ways to Empower Dealership Workers

By Candy Lucey

Learn how dealers and other customer-centric business owners are empowering staff to promote loyalty and improve CSI.

April 2018, Auto Dealer Today - WebXclusive

3 Elements of Service Customer Satisfaction

By Jim Roche

Reaching the next level of fixed ops requires dealers to consider and value their service customers’ implicit, explicit, and latent expectations.

April 2018, Auto Dealer Today - WebXclusive

Leasing Automation Is the Answer

By Richard Frunzi

MUSA Auto Finance’s Richard Frunzi encourages dealers to automate the leasing process to their own benefit and that of their customers.

April 2018, Auto Dealer Today - WebXclusive

6 Ways to Win Tech-Savvy Used-Car Buyers

By Patrick McMullen

Get more demos and close more deals with these six simple ideas for adapting your sales process to reward the efforts of online used-car customers.

April 2018, Auto Dealer Today - WebXclusive

Q&A: Service Does Not Equal Sales

By Tariq Kamal

Assuming every service customer will remain blindly loyal to the dealership is a mistake that costs unwitting dealers countless sales.

March 2018, Auto Dealer Today - WebXclusive

One-On-One With Future Automotive's Steve Pleau

By Tariq Kamal

Newly minted Ford Dealership Hall of Fame member Steve Pleau reflects on his nearly 50-year career and describes his surprise induction.

March 2018, Auto Dealer Today - WebXclusive

4 Action Steps for Bold Dealers

By Leonard Buchholz

Managers, staff, and customers all benefit from true leadership. Follow these four action steps to uncover and correct the broken processes that are holding you back.

March 2018, Auto Dealer Today - WebXclusive

The Problem Child: Rein in Your Service Staff

By Leonard Buchholz

Whether underperforming service advisors don’t know how to hit their goals or simply refuse, dealers must be prepared to take forceful action.

March 2018, Auto Dealer Today - WebXclusive

It’s a Process: How BPM Benefits Dealers

By Mark Holenstein

Omnichannel systems are backed by business process management, which works behind the scenes to manage the components of online and instore sales.

March 2018, Auto Dealer Today - WebXclusive

March Madness: How to Coach Your Rookies

By Phillip Hellstrom

Give green peas a fair chance at success by playing to their strengths, building trust in the process, adjusting when needed, and allowing them to close deals.

March 2018, Auto Dealer Today - WebXclusive

Q&A: Your Smell Affects Your Sales

By Tariq Kamal

Aromachologist Farah Abassi creates custom scents that energize car buyers and complement their dealerships’ brands, décor, and demographics.

March 2018, Auto Dealer Today - Feature

Will Somebody Please Get That?

By Jason Heard

Phone skills are severely lacking in dealerships today, but one GM has a plan you can use to be sure every caller gets the right answer.

March 2018, Auto Dealer Today - Feature

A Dealer Win, and a Couple of Lessons

By Thomas B. Hudson, Esq.

Hudson recounts the inspiring tale of a dealer who prevailed in a lawsuit in the consumer-friendly state of Maryland.

March 2018, Auto Dealer Today - WebXclusive

Status Checks Save Service Customers

By Leonard Buchholz

Use this five-step plan to improve your status check process, prove you value your customers’ time, and keep them coming back to your shop.

March 2018, Auto Dealer Today - WebXclusive

Treat Your Customers With Consideration

By Thomas B. Hudson, Esq.

Consideration is both an admirable trait and a legal term. Hudson explains how one Tennessee dealer prevailed when a car buyer objected to arbitration.

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Blog

On-the-Point

Jim Ziegler
Stupid Is as Stupid Does

By Jim Ziegler
The Alpha Dawg charts the brief rise and long fall of Johan de Nysschen, the recently departed president of Cadillac and author of the business plan that effectively crowned Lincoln as the new king of American luxury.

They Finally Killed Somebody

By Jim Ziegler
Ziegler believes Uber’s directors should face criminal charges for their role in an Arizona woman’s violent death.

20 Things a GM Must Do Every Week

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All Things Must Pass

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Opening Observations

They Took Cadillac for a Ride

By Tariq Kamal
Hindsight is 20/20, but at least one industry member saw GM’s latest mishap coming a mile away.

Stand Up and Be Counted

By Tariq Kamal
The Dealers’ Choice Awards are the Yelp of vendors and finance sources.

Over the Curb

This Is Us: Dealer Edition

By Jason Heard
Heard knows delegation and outsourcing are the quickest path to a work-life balance.