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February 2013, Auto Dealer Today - Cover Story

Thinking Social

By Daryl K. Tabor

Dealers open up their social media playbooks, and reveal the dangers and challenges of building and maintaining an online reputation.

Tags: DealerRater, Marketing, NADA, ROI, Sales, Social Media, social media marketing

February 2013, Auto Dealer Today - Feature

Selling to Millennials

By Greg Wells

Younger car buyers are an increasingly important group to reach — if you can reach them at all. Learn how Millennials are forcing dealers to rethink their sales and marketing strategies.

Tags: dealer website, Facebook, Generation Y, Millenials, Social Media, Vehicle Sales

February 2013, Auto Dealer Today - Feature

Cash Flow Is Everything

By David Keller, CPA, CFE

The magazine’s resident accounting specialist offers a few ideas on how to generate and maintain cash flow. He also issues a couple of warnings to dealers.

Tags: CASH FLOW, Debt Collection, Floorplan Financing, Investment, Profitability

February 2013, Auto Dealer Today - Feature

Auf Wiedersehen

By Harlene Doane

The Editor says farewell to the magazine, but not to the industry. Get the scoop on ADM's new home and team.

Tags: Auto Dealer Monthly

January 2013, Auto Dealer Today - WebXclusive

California to BHPH Dealers: “Get Lost.”

By Thomas B. Hudson, Esq.

The magazine’s legal expert explains why California’s attack on buy-here, pay-here dealers was unwarranted and unneeded.

Tags: Assembly Bill 1534, BDC, BHPH legislation, buy-here-pay-here, California, California Finance Lenders Law, Department of Corporations, Institute for Automotive Service Excellence, legislation, Senate Bill 956

January 2013, Auto Dealer Today - WebXclusive

Facebook Marketing 101

By Paul Potratz

Marketing experts takes a look at Facebook, and provides a primer for brand building on the social media site.

Tags: Advertising, BDC, facebook advertising, facebook marketing, online advertising, Online Marketing, web marketing

January 2013, Auto Dealer Today - WebXclusive

Thoughts on Managing Inventories

By David Keller, CPA, CFE

CPA David Keller examines why dealers and managers need to make inventory management a top priority if they want to maximize sales opportunities and minimize write-offs and write-downs.

Tags: BDC, CASH FLOW, Inventory Management, used cars

January 2013, Auto Dealer Today - WebXclusive

Reaching the Summit

By Daryl K. Tabor

Get the story from Auto Dealer Monthly’s first-ever CRM Convention, and find out why this new conference is a must-attend in 2013.

Tags: BDC, Consumer Financial Protection Bureau, Creative Selling, CRM Convention, data mining, Industry Summit, relationship management

January 2013, Auto Dealer Today - WebXclusive

Focus on Optimizing Your Website for Better Conversion

By Ali Amirrezvani

Ali Amirrezvani uses the magazine's 100th issue to reflect on the last decade of digital marketing in the automotive retail arena.

Tags: Auto Dealer Monthly, BDC, best practices, Dealer Websites, DealerOn, Digital Marketing, google analytics, internet marketing, internet sales, OEM, using technology, web marketing, www.crazyegg.com, www.usertesting.com, www.visualweboptimizer.com

January 2013, Auto Dealer Today - WebXclusive

By The Hundreds

By Greg Goebel

Greg Goebel reflects on 100 issues of Auto Dealer Monthly, and recognizes his longstanding team of Harlene Doane and Anna Hildebrandt.

Tags: BDC

January 2013, Auto Dealer Today - WebXclusive

Exercise Caution with Customer Information and Peer-to-Peer Networks

By Mark A. Bross

Attorney Mark Bross examines a recent FTC action involving a dealership's inadvertent disclosue of customers' information over a peer-to-peer network and cautions dealers to assess their own information collection practices.

Tags: BDC, business practices, FTC, GLB Safeguards Rule, Internet, peer-to-peer, PERSONAL IDENTIFICATION INFORMATION, privacy policy

January 2013, Auto Dealer Today - WebXclusive

Special Finance Bootcamp

By Greg Goebel

Special Finance Bootcamp

Tags: BDC, special finance bootcamp

January 2013, Auto Dealer Today - WebXclusive

Own The Phone 3 Day Intensive Training

By Greg Goebel

Own The Phone

Tags: BDC, Own the phones seminar, Sales Training

January 2013, Auto Dealer Today - WebXclusive

GM's Minority Dealership Program: Dealers Receive Support, But Obstacles Outweigh Opportunities Cont'd

By John Carroll

John Carroll - To help them cope, said Cole, minority dealers also gather in a Dealer 20 Group setting twice a year to share ideas.

Tags: 20 Groups, BDC, General Motors, minority dealers

January 2013, Auto Dealer Today - WebXclusive

GM's Minority Dealership Program: Dealers Receive Support, But Obstacles Outweigh Opportunities Cont'd

By John Carroll

John Carroll - The advisory council also works closely with the GM Minority Dealers Association, a separate national organization.

Tags: BDC, minority dealers

January 2013, Auto Dealer Today - WebXclusive

Related Finance Company Considerations: A Difficult Decision That Requires Extensive Review Cont'd

By David Keller, CPA, CFE

David Keller - You should review all the legal implications with an attorney who is familiar with the BHPH and RFC industry to ensure your paperwork and other related documents comply with all regulations and laws...

Tags: BDC, bhph dealers, Dealer's Guide to Compliant Paperwork, Regulations, special finance

January 2013, Auto Dealer Today - WebXclusive

Rent-To-Own Pays Off On The Bayou: Independent Dealer Successfully Switches Business Plan Cont'd

By Jennifer Murphy Bloodworth

Jennifer Muprhy - The flip-side of the dealer maintaining ownership of rented vehicles is that renters can return the vehicle to the dealer at any time for any reason and leave debt free, as long as the vehicle is in good condition.

Tags: Auction, BDC, bhph, contingent liability coverage, rent to own, renters insurance

January 2013, Auto Dealer Today - WebXclusive

Prescription For "Wholesale Pain" Cont'd

By Scott Dreisbach

Scott Dreisbach - Your stocking guide needs to be based on actual sales rate, not forecasts. This “ideal” stocking guide number should then be compared on a daily basis to the actual availability for each category and model year.

Tags: ACV, BDC, CARMAX, demographics, Inventory Management, used days' supply, Wholesale

January 2013, Auto Dealer Today - WebXclusive

Managing Multi-Regional Operations: Stewart Management Group Finds Success in Market Diversification Cont'd

By John Carroll

John Carroll -The same is also true for advertising. In Birmingham, they stick strictly with TV. In Tampa, it’s newspapers. In Jacksonville, it takes a combination of both. It all depends on what is successful in the marketplace.

Tags: Advertising, BDC, communication networks, multi-regional operations, newspaper advertising, radio ads, Technology, telecom, television advertising

January 2013, Auto Dealer Today - WebXclusive

The New Employee You Just Hired Committed Bank Fraud: The Value Of Background Checks Cont'd

By Carlos Rodriguez

Carlos Rodriguez - Now that background checks are more common, job seekers are recognizing the importance of taking steps to ensure that information in the public domain is correct and presents them in an appropriate light.

Tags: background Checks, bank fraud, BDC, Credit Report, DMV, employees, personnel

January 2013, Auto Dealer Today - WebXclusive

Franchise Options For The Independent Dealer<br>A Look At Payless And Thrifty Car Sales Cont'd

By John Carroll

John Carroll - To stay in the fold, dealers in both groups have a set of standards to maintain. The appearance of the lot has to retain a franchise look with specs on signage. Payless requires a paved lot, no dirt or gravel.

Tags: BDC, Franchised Dealerships, Independent Dealerships, reputation management

January 2013, Auto Dealer Today - WebXclusive

Franchise Options For The Independent Dealer<br>A Look At Payless And Thrifty Car Sales Cont'd

By John Carroll

John Carroll - “After the brand, it’s undoubtedly dealer support,” added Harley about the benefits of a franchise deal. “If you’re the prospect and you become the franchisee, we don’t say ‘Good luck. Send us a check every month.’”

Tags: BDC

December 2012, Auto Dealer Today - WebXclusive

How to Accelerate Your BHPH Performance Results

By Mark Dubois

Author Mark Dubois looks at the top three solutions that have helped dealers rapidly accelerate their BHPH performance results.

Tags: BDC, best practices, bhph, bhph dealers, business management, Collections, Hiring, Regulations, Training

December 2012, Auto Dealer Today - WebXclusive

Battles Loom Ahead for Automotive Domain Names

By George Nenni

Author George Nenni looks at a recent major change in the world of Internet domain names.

Tags: BDC, Dealer Websites, Digital Marketing, domain names, gTLDs, ICANN, OEM, web marketing

December 2012, Auto Dealer Today - WebXclusive

Harmless Horseplay is not a Harassment Defense

By Jim Radogna

Author Jim Radogna discusses the alarming numbers of harassment and discrimination lawsuits being filed against car dealerships.

Tags: BDC, discrimination, EEOC, employees, employment, Equal Employment Opportunity Commission, harassment, labor laws, lawsuits, privacy policy

December 2012, Auto Dealer Today - WebXclusive

What You're Thinking Is Really Gross

By Alan Ram

Alan Ram of Proactive Training Solutions discusses how dealers can increase their gross profit.

Tags: BDC, CRM, Customer Satisfaction, gross profit, Profitability, Sales Training, sell the vallue, Training

December 2012, Auto Dealer Today - WebXclusive

The Evolution of CRM

By Daryl K. Tabor

CRM technology has transformed the way cars are sold. Author Daryl Tabor looks at how CRM has changed over the years and incorporated emerging tools like social networking and mobile devices.

Tags: BDC, consumer loyalty, CRM, CRM data usage, customer loyalty, Customer Retention, demographics, Digital Marketing, Dominion Dealer Solutions, Marketing, mobility, Relationship Marketing, target marketing, Technology

December 2012, Auto Dealer Today - WebXclusive

Free Legal Advice on the Internet

By Thomas B. Hudson, Esq.

Attorney Tom Hudson explains why relying on the Internet for legal research and compliance is no substitute for the advice of a qualified legal professional.

Tags: BDC, Compliance, Consumer Financial Protection Bureau, consumer protection, federal lawsuit, Federal Trade Commission, Legal, Regulations, retail installment contracts

December 2012, Auto Dealer Today - WebXclusive

5 Questions Auto Dealers Should Ask Before Buying a Digital Sign

By David Warns

Author David Warns points out some advantages of utilizing digital signs for dealerships and offers a few questions dealers should ask before making such an investment.

Tags: Advertising, BDC, branding, Compliance, digital signage, Online Marketing, Regulations, Service, signage

December 2012, Auto Dealer Today - WebXclusive

How to Improve Your Accounting Department

By David Keller, CPA, CFE

CPA David Keller takes a closer look at the importance and responsibilities of an often-forgotten part of the dealership, the accounting department.

Tags: accounting concerns, BDC, common paperwork problems, morale, Parts and Service, Service

December 2012, Auto Dealer Today - WebXclusive

Who is Responsible for Making Your CRM Perform

By Philip Barras

Philip Barras, VP of dealer services for Dominion Dealer Solutions, examines how accountability can help dealers get the most from their CRM product.

Tags: apple, BDC, CRM, CRM data usage, data mining, efficiency, microsoft, using technology

December 2012, Auto Dealer Today - WebXclusive

Are You Considering F&I in Your Digital Marketing Decisions?

By Ali Amirrezvani

Ali Amirrezvani, president and CEO of DealerOn, discusses changes dealers can make to their digital marketing strategy to include an under-served segment online, F&I.

Tags: automotive SEO, BDC, CAPTCHA code, credit application, F&I, NADA, Online Marketing, search engine optimization, special finance, web marketing, Web Tools, WordPress

December 2012, Auto Dealer Today - WebXclusive

Influencing the Shopper

By Brad Nierenberg

Brad Nierenberg, president of RedPeg Marketing, looks at how consumers use social media throughout their purchasing cycle and what it means for auto dealers.

Tags: BDC, customer loyalty, Facebook, Radio Sales Today, sales funnel, social media marketing

November 2012, Auto Dealer Today - WebXclusive

BDC Spells Success at Mike Anderson Chevrolet

By Kimberly Long

Kimberly Long talks about the great success Mike Anderson Chevrolet has had with the perfect business development center (BDC) and customer relationship management (CRM) system. Kimberly points out the different BDC strategies that worked and how you can implement them at your dealership.

Tags: Autobytel, autos.com, AutoTrader.com, BDC, Cars.com, CRM, dealership management system, Internet Leads, internet sales, Lead Generation, lead management, Online Marketing, social media marketing

November 2012, Auto Dealer Today - WebXclusive

Have You Ever Wondered Why Visitors to Your Website Are Not Converting?

By Paul Potratz

Expert Paul Potratz explains exactly how to setup your marketing strategy to make your website conversions skyrocket and your advertising cost per lead decrease. Potratz discusses how to use new technology such as heat mapping, eye-tracking and multi-funnel channels to provide important & actionable information.

Tags: BDC, Dealer Websites, digital media, lead conversion, Video Advertising, web marketing, websites

November 2012, Auto Dealer Today - WebXclusive

Training in the F&I Office

By Kimberly Long

Auto Dealer Monthly editor Kimberly Long explains where dealerships should focus their F&I training efforts. From engaging the customer and creating interest to decreasing customer wait time, Kimberly points out the important parts of F&I training.

Tags: BDC, Compliance, Customer Satisfaction, dealer management system, F&I department, F&I Presentation, F&I products, F&I Training, Objection Handling, Relationship Marketing, Systems Integration

November 2012, Auto Dealer Today - WebXclusive

When You Must Issue an Adverse Action Notice

By David Missimer

Expert David Missimer, Vice President and General Counsel of Automotive Compliance Consultants, clearly spells out the conditions under which auto dealers must provide an adverse action notice. Missimer explains exactly what dealers must know and when you must issue an Adverse Action Notice under the Fair Credit Reporting Act (FCRA).

Tags: Adverse Action Notice, court, Equal Credit Opportunity Act (ECOA), Fair Credit Reporting Act, FEDERAL REGULATION, FTC, lawsuits, Regulations

November 2012, Auto Dealer Today - WebXclusive

In Search of Silver Bullets

By Greg Goebel

Greg Goebel, president and CEO of Auto Dealer Monthly, discusses how your special finance department can increase their amount of 'good' leads. Through 5 easy steps from tracking your traffic to setting up a budget, Greg outlines the perfect plan to increase your special finance departments' leads immediately.

Tags: Advertising, advertising copy, BDC, Compliance, Customer Reviews, deal tracking, dealer review, F&I department, lead conversion, Lead Generation, lead management, special finance

November 2012, Auto Dealer Today - WebXclusive

Digital Marketing Dos and Don'ts

By Amy Peck

The one constant with digital marketing is that it changes… constantly. The challenge for car dealerships is keeping up with the ways in which digital marketing can help them discover and engage consumers, and turn

Tags: BDC, Digital Marketing, Edison Research, Facebook, google+, online advertising, SEO, twitter, Yahoo! Autos, Yelp, YouTube

November 2012, Auto Dealer Today - WebXclusive

The Primary Mission of a Service Advisor

By Don Reed

Expert Don Reed, CEO of Fixed Ops Solutions, points out that the primary mission of a service advisor is to ensure that every customer is driving a safe and reliable vehicle. Reed also teaches you exactly how to accomplish your mission from building customer relationships to holding everyone accountable to the mission.

Tags: BDC, Customer Relations, Customer Retention, improving your service department, repeat customers or referrals, Service Department, Training, Vehicle Maintenance

November 2012, Auto Dealer Today - WebXclusive

Customer Engagement: Your Key to Increasing Product Acceptance

By Kirk Manzo

Kirk Manzo, president of The Manzo Group, identifies the key to increasing product acceptance among your customers. Manzo talks about how to update your presentation of information to increase customer engagement & experience.

Tags: auto finance, BDC, F&I Presentation, F&I Process, F&I products, finance product, Sales Training, technology solutions, using technology

November 2012, Auto Dealer Today - WebXclusive

CRM: The Well-oiled Dealership Machine.

By Alex Snyder

Expert Alex Snyder discusses how the most important technology at any dealership is the one that promotes process: the CRM (Customer Relationship Management) software. Snyder believes CRM systems and software can provide you with great customer data and help you take care of the most important part of the crm process: follow-up.

Tags: BDC, Bridging the Internet Sales Gap, CRM, CRM data usage, data mining, Dealer Software, repeat and referral sales

November 2012, Auto Dealer Today - WebXclusive

What to Look for When Choosing a Pay-Per-Click Advertising Company

By Derek West

Derek West outlines seven things that great pay per click management companies have in common. Every dealer needs to make sure they are investing in the right platform with the right company.

Tags: advertsing campaign, BDC, Dealer Websites, google analytics, Online Marketing, pay-per-click advertising, web marketing, Web Tools

November 2012, Auto Dealer Today - WebXclusive

It’s Not Just Fortune that Favors the Bold

By Kelly Wadlinger

Kelly Wadlinger dicusses how she deals with inventory management in the digital age. Kelly has interesting views on how to stay ahead of your competitors with bold moves and full capacity inventory.

Tags: auction sales, BDC, business management, dealer factory relations, Inventory Management, manufacturer incentives

November 2012, Auto Dealer Today - WebXclusive

Uncommon Sense

By Thomas B. Hudson, Esq.

Legal expert Thomas Hudson points out the important of a "integration clause" to preclude the buyer from later claiming the dealer orally promised to include in the deal the sun, the moon and the stars.

Tags: Arbitration, BDC, contracts, Deceptive Practices, Fraud, integration clause, lawsuits, MVSFA

November 2012, Auto Dealer Today - WebXclusive

Internal Control Concerns Over Electronic Funds Transfers (EFT) and Automated Clearinghouse (ACH) Payments

By David Keller, CPA, CFE

Expert David Keller discusses the importance of security systems and internal control when processing Electronic Fund Transfers (EFT) and Automated Clearinghouse (ACH) payments.

Tags: accounting concerns, ach transactions, automated clearing house, banking, BDC, CASH FLOW, computer security, Electronic Transactions, Fraud, online security

November 2012, Auto Dealer Today - WebXclusive

Applying a “Back to Basics” Philosophy to Your CRM

By Philip Barras

Expert Philip Barras of Dominion Dealer Solutions discusses how to ramp up sales through the use of your dealership's database. Phil lays out a list of the best CRM practices to energize your database, from using electronic logging systems to conducting a regularly-scheduled save-a-deal review.

Tags: BDC, client relations, CRM, CRM data usage, data mining, Digital Marketing, Email Marketing, Marketing, post sale follow up, Sales Process, Software, Technology

October 2012, Auto Dealer Today - WebXclusive

Effectively Manage Inventory with Digital Marketing Strategies

By Ali Amirrezvani

Expert, Ali Amirrezvani of DealerOn, discusses how to use digital marketing strategies to effectively manage and accelerate the turn rate of your inventory. Ali teaches you how to harness the power of your website to help move both your new and old inventory.

Tags: BDC, dealer management system, internet marketing, Inventory Management, Marketing, Pricing, Promotions, Used-Vehicle Sales, website marketing best practices

October 2012, Auto Dealer Today - WebXclusive

Used-Car Success for the Small Franchise

By Jennifer Murphy Bloodworth

Jennifer Murphy of Auto Dealer Monthly takes a look at how a small used car franchise, Napa Ford, was successful through the use of inventory management tools and online car auctions.

Tags: BDC, dealership management systems, Franchised Dealerships, Inventory Management, Marketing, process, small businesses, used car dealer

October 2012, Auto Dealer Today - WebXclusive

Strengths and Weaknesses of Inventory Management Processes

By Kimberly Long

Kimberly Long, editor at Auto Dealer Monthly, discusses how to tackle your inventory management process to make your dealership successful. Kimberly compares different management techniques ranging from inventory management tools to use of technology to help your dealership maximize it's ROI.

Tags: accountability, BDC, business tools, dealer management system, Inventory Management, Online, special finance, Technology, used car profitability, Used Car Rule, vAuto, Vehicle Appraisal

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The past is right behind us and the future is coming fast. The Alpha Dawg plots a course for your store’s success and shares advice for Elon Musk, Johan de Nysschen, and pre-owned managers.

The Big Talent Drain

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The Alpha Dawg tackles the shortage of talent in the managerial ranks and reflects on Amazon’s rumored foray into vehicle sales, the imminent used-car correction, Hyundai’s plan for the Genesis brand, and the untimely passing of Tammie LeBleu.

A Faster Horse

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