Article

501  -  550  of  2212

October 2012, Auto Dealer Today - WebXclusive

No Silver Bullet Solution to Finding Affordable Vehicle Inventory

By Mark Dubois

Mark Dubois talks about finding affordable vehicle inventory in the buy here pay here (BHPH) industry. Mark discusses networking, advertising, and recycling inventory as a way to keep your vehicle inventory costs low.

Tags: BDC, bhph, bhph dealers, buyer network, Inventory Management, NIADA, used-vehicle values, Wholesale

October 2012, Auto Dealer Today - WebXclusive

Don’t Forget to Tell Your Inventory Story

By Jim Radogna

Jim Radogna, President of Dealer Compliance Consultants, discusses what vehicle conditions and history reports you should disclose to your customers. Jim also talks about how to determine if the vehicle you're selling should be classified as new or used.

Tags: Auction, AutoCheck, BDC, Carfax, Customer Satisfaction, Disclosures, Federal Trade Commission, Inventory Management, inventory merchandising, lawsuits, unwinding a deal, vehicle history report

October 2012, Auto Dealer Today - WebXclusive

Got eBay? It’s Not as Difficult as You Think

By Greg Wells

Business development expert Greg Wells looks at the reasons some dealers still avoid eBay and how the auction site can be extrememly beneficial when it comes to marketing inventory.

Tags: BDC, ebay, inventory merchandising, Online Marketing

October 2012, Auto Dealer Today - WebXclusive

Structuring the Win-Win-Win Deal

By Greg Goebel

Special finance expert Greg Goebel details how to structure a deal that maximizes the dealership's profit opportunity while still making winners of the customer and the finance company.

Tags: BDC, Deal Structuring, Dealer Software, Desking, Finance, Inventory Management, ProMax Online, Qualifying Buyers, Software, special finance, special finance win win, Technology

October 2012, Auto Dealer Today - WebXclusive

Think Future Customer Service Now

By Brad Nierenberg

While customer service is necessary to close the sale, it is even more important in building loyalty and retention. Author Brad Nierenberg offers five ideas to help dealers develop customer service that goes above and beyond consumer expectations.

Tags: BDC, customer loyalty, Customer Retention, Customer Service, Facebook, social media marketing

October 2012, Auto Dealer Today - WebXclusive

Preparing Multiple Contracts?

By Thomas B. Hudson, Esq.

Attorney Tom Hudson discusses why the practice of writing multiple contracts on the same deal is bad news and can cause dealers to run afoul of the federal Truth in Lending Act.

Tags: BDC, Compliance, contracts, Disclosures, retail installment contracts, Truth in Lending Act

October 2012, Auto Dealer Today - WebXclusive

Creating the Simple-minded Customer

By Brian Barfield

Brian Barfield, founder of Modern Day Selling, closes out his series on the four basic customer types by focusing on the main goal: creating the simple-minded customer.

Tags: BDC, customer profiles, Customer Service, customer types, needs-analysis questions, Sales Training, simple minded customer

October 2012, Auto Dealer Today - WebXclusive

Service and Parts – More Gross or Less Expense To Obtain Profitability?

By David Keller, CPA, CFE

Author and CPA Dave Keller examines the best way to increase profitability in the parts and service departments.

Tags: BDC, improving your service department, increasing sales, labor to parts ratio, Parts and Service, Profitability, selling service, technician training

October 2012, Auto Dealer Today - WebXclusive

Ten Characteristics of BHPH Customers

By Alan Mosher

BHPH expert Alan Mosher looks at 10 key traits exhibited by most buy here pay here customers and what it all means for BHPH dealers.

Tags: BDC, best practices, bhph customer profile

October 2012, Auto Dealer Today - WebXclusive

Best Practices to Market Used Inventory Online

By Ali Amirrezvani

Technology expert Ali Amirrezvani offers a number of tips for effectively marketing your used inventory online.

Tags: BDC, best practices, DealerOn, Google, Inventory Management, inventory merchandising, M.A.S.T.E.R., Online Marketing, used car sales, web marketing

September 2012, Auto Dealer Today - WebXclusive

Trendy is Nice, But Don’t Forget the Basics of CRM

By Philip Barras

New CRM technology is great but by itself is not enough for success in customer relationship management. Author Philip Barras discusses the importance of strong CRM processes with an emphasis on the basics.

Tags: BDC, CRM, CRM data usage, Customer Retention, Sales Training, Software, Technology

September 2012, Auto Dealer Today - WebXclusive

Overcoming Used Vehicle Acquisition Challenges

By Jennifer Murphy Bloodworth

Four dealers from across the country shared with Auto Dealer Monthly their insights on today’s market and some of their strategies for overcoming the inevitable challenges of used vehicle acquisition.

Tags: Auction, Auction Genius, BDC, lease return, Off-Lease Vehicles, Online Buying, used car acquisition, used car values, used cars

September 2012, Auto Dealer Today - WebXclusive

Influence is The Key to Cooperation

By Kirk Manzo

Author Kirk Manzo discusses how developing relationships and becoming a more influential person can positively impact all aspects of a dealer's operation, from departmental cooperation to customer relations.

Tags: BDC, Customer Interview, F&I Menu Presentation, F&I sales, networking, relationship management, reputation management, sales department turnover

September 2012, Auto Dealer Today - WebXclusive

Same is Lame

By Courtney Cole

How can you give customers a reason to choose your dealership over the other dealerships in the surrounding area? Courtney Cole, co-owner of Hare Chevrolet, looks at three areas where dealers can differentiate themselves from the competition.

Tags: advertsing campaign, BDC, branding, Credit Scores, Customer Experience, dealership marketing, Marketing, possitive attitude, professional presentation, Sales Training, special finance

September 2012, Auto Dealer Today - WebXclusive

Express Auto Emphasizes the R in CRM

At Express Auto, a five-store BHPH operation based in Kalamazoo, Mich., follow-up is the most important aspect of CRM. Management wants to cultivate relationships with all customers who submit leads because many of them are weeks or months away from buying.

By Kimberly Long

Customer relationship management can be particularly challenging for buy here pay here dealers. Express Auto has tackled this challenge by focusing on building relationships with its customers through mutual trust and respect.

Tags: BDC, bhph, CRM, CSI, Customer Experience, Customer Relations, Customer Satisfaction, data mining, demographics, Email Marketing, follow up, Love It or Return It, repeat and referral sales, reputation management, text marketing

September 2012, Auto Dealer Today - WebXclusive

Does My Butt Look Fat In These Jeans?

By Paul Potratz

Advertising and marketing expert Paul Potratz explains how shopping for jeans is like shopping for a car and walks through each step of the process, relating it to how car shoppers come into contact with dealerships online and in person.

Tags: BDC, Car Shopping, Customer Experience, Customer Service, inventory merchandising, professional presentation, Training

September 2012, Auto Dealer Today - WebXclusive

2012 Independent Dealers of the Year

Since 2006, Auto Dealer Monthly has annually recognized the Top 50 Independent Dealers, making this the seventh consecutive year for the awards. The Top 50, as well as the 2012 Independent Dealer of the Year, have been selected based on sales figures submitted by independent dealers all over the country. Auto Dealer Monthly and SiriusXM Satellite Radio, corporate sponsor of this year’s awards, are honored to recognize the excellent efforts of the Top 50 Independent Dealers of 2012. Si

By ADM

Since 2006, Auto Dealer Monthly has annually recognized the Top 50 Independent Dealers. Auto Dealer Monthly and SiriusXM Satellite Radio, sponsor of this year’s awards, are honored to recognize the excellent efforts of the Top 50 Independent Dealers of 2012 as well as the 2012 Independent Dealers of the Year.

Tags: Auction Direct USA, BDC, Dealer of the Year, independent dealer of the year, Independent Dealerships, National Independent Automobile Dealers Associatio

September 2012, Auto Dealer Today - WebXclusive

Since When is Selling a Bad Thing?

By Don Reed

Service expert Don Reed has observed that dealers are reluctant to push for greater sales in fixed ops. Here he looks at the cost of that reluctance.

Tags: BDC, HPRO, increasing sales, Operational Efficiencies, Sales Tactics, Sales Training, selling service, special finance, vehicle service products

September 2012, Auto Dealer Today - WebXclusive

Check Mate: Selling an Analytical Customer

By Brian Barfield

Author Brian Barfield discusses a few things to keep in mind when trying to sell an analytical customer.

Tags: BDC, Customer Interview, product knowledge, sales skills, Sales Tactics, Sales Training

September 2012, Auto Dealer Today - WebXclusive

How a Helium Tank Could Help Your Special Finance Department

By Greg Goebel

Perhaps the most important step in the special finance sales process is to identify the SF customer at the onset of the sale, before they are shown a vehicle. Special Finance Expert Greg Goebel offers details about this crucial process.

Tags: BDC, credit application, credit questions, Credit Scores, Customer Interview, demographics, special finanance

August 2012, Auto Dealer Today - WebXclusive

You Should Not Be in the BHPH Business If …

By Thomas B. Hudson, Esq.

A few words of caution from attorney Tom Hudson: if you fit any of these descriptions, you shouldn't be in the BHPH business.

Tags: BDC, bhph, Compliance, Consumer Financial Protection Bureau, lawsuits, retail installment contracts

August 2012, Auto Dealer Today - WebXclusive

Be Ready For Fraud

By David Keller, CPA, CFE

CPA and certified fraud examiner David Keller goes over several measures dealers can take to protect their dealerships from internal theft and fraud.

Tags: accounting concerns, BDC, check-kiting scheme, computer security, employee theft, Fraud, How Auto Dealers Manage and Mitigate Security and

August 2012, Auto Dealer Today - WebXclusive

UCCC Extraterritoriality - But it’s a Minnesota Contract!

By Nicole Munro

If a finance company buys retail installment contracts from auto dealers in its home state, what happens when a consumer named in one of those contracts moves to a state with different laws from the company’s home state? Attorney Nikki Munro discusses a recent case that poses that very question.

Tags: BDC, Credit Acceptance Corp., default rates, lawsuits, Repossessions, retail installment contracts, Wisconsin

August 2012, Auto Dealer Today - WebXclusive

Mobilize Your Dealership

By Ali Amirrezvani

Technology expert Ali Amirrezvani looks at the rising popularity of mobile devices and smartphones and the impact of this trend on dealerships.

Tags: automotive SEO, BDC, Google, Mobile Applications, Mobile Marketing, mobile solutions, mobile website optimization, online advertising, search engine optimization, selling service, using technology, web marketing

August 2012, Auto Dealer Today - WebXclusive

Is Your Information Safeguards Plan Keeping Up With Technology?

By Jim Radogna

Dealerships have become more technologically advanced since the federal Safeguards Rule was first enacted. Compliance expert Jim Radogna presents some tips to help dealers ensure their information safeguards policy keeps pace with today's technology.

Tags: BDC, Compliance, Consumer Financial Protection Bureau, consumer protection, federal lawsuit, FTC, law suits, non-compliance, PERSONAL IDENTIFICATION INFORMATION, privacy policy, privacy violations, Safeguards Rule

August 2012, Auto Dealer Today - WebXclusive

Finding the Right Balance in CRM at Germain BMW of Naples

In Naples, Fla., the management staff at Germain BMW recently took on the task of better managing phone traffic. The answer was enlisting a call monitoring company, hiring a customer relations manager to handle some BDC-type functions and improving processes.

By Kimberly Long

At Germain BMW of Naples, the store’s customer relationship management strategy was built around maintaining the balance between handling leads efficiently and maintaining a personal touch.

Tags: a phone call and a call guide., BDC, CallRevu, CRM, Customer Relations, customer relations manager, Customer Retention, data mining, follow up, Internet Leads, repeat customers or referrals, Sales Training, Software, Technology

August 2012, Auto Dealer Today - WebXclusive

Video Killed the Email Star

By Greg Wells

Business development expert Greg Wells discusses how dealers can leverage video to enhance their online presence, wow customers and tap the creativity of employees.

Tags: Advertising, BDC, creating the wow factor, how to videos, Online Marketing, search engine optimization, testimonials, Video Advertising, YouTube

August 2012, Auto Dealer Today - WebXclusive

The Many Uses of Mobile Apps

By Jennifer Murphy Bloodworth

Opportunities abound for dealers to harness the power of the mobile app as a means of connecting with customers and for aiding day-to-day operations. Auto Dealer Monthly takes a look at some of the providers serving the mobile space.

Tags: Android, AutoMotion TV, BDC, DealerBug, dealership mobile website, Digital Marketing, Mobile Applications, Mobile Marketing, mobile websites, online advertising, using social media

August 2012, Auto Dealer Today - WebXclusive

QR Codes Explained

By Mark Dubois

Industry expert Mark Dubois explains what QR (quick response) codes are and how they can be utilized by BHPH dealers.

Tags: BDC, bhph dealers, Online Marketing, Promotions, QR codes, Web Tools

August 2012, Auto Dealer Today - WebXclusive

Technology Has Transformed Dealerships

By Joseph Clementi

Author and dealership general manager Joseph Clementi reflects on the numerous ways in which technology has impacted all parts of the dealership.

Tags: ACV, BDC, CRM, CSI, DMS, inventory, SEM, SEO, Technology, using technology, vin scanning

August 2012, Auto Dealer Today - WebXclusive

The Sales Process Starts With a Dial Tone

By Greg Goebel

Phone contact is essential for sales succes in special finance. Greg Goebel outlines a six-step plan for successfully handling SF phone leads.

Tags: a phone call and a call guide., adverse action letter, BDC, how to sell over the phone, Sales Process, Sales Training, telephone sales, tracking calls

August 2012, Auto Dealer Today - WebXclusive

My Compliance Lawyer is Crazy

By Nicole Munro

Attorney Nicole Munro explains why dealers must be prepared if the Consumer Financial Protection Bureau comes knocking on their door and looks at some the the CFPB's recent enforcement actions.

Tags: BDC

August 2012, Auto Dealer Today - WebXclusive

Old Tactics Don’t Work for a New Generation

By Kelly Wadlinger

Millennials constitute one of the most sought-after buying demographics in the market, but dealing with this generation requires a slight change of tactics. Author (and millennial) Kelly Wadlinger offers a few hints for dealers on selling to her generation of buyers.

Tags: BDC

August 2012, Auto Dealer Today - WebXclusive

Swimming with the Sharks: Selling a Demanding Customer

By Brian Barfield

Brian Barfield, founder of Modern Day Selling, offers some advice on how to deal with and sell a demanding customer.

Tags: BDC

August 2012, Auto Dealer Today - WebXclusive

FTC’s Complaint Report

By Thomas B. Hudson, Esq.

The FTC has made a lot of noise about looking into car dealers and their reportedly abusive practices, but what percentage of consumer complaints are actually about car dealers? Attorney Tom Hudson takes a closer look.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Experiential Marketing Builds Relationships from Pre-sale to Post-sale

By Brad Nierenberg

Author Brad Nierenberg discusses what experiential marketing is and what it can do for your dealership.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

The Lenders Are Back

By David Keller, CPA, CFE

Accountant Dave Keller explains how to adjust accounting practices to make things work more smoothly with your lender.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Don’t Undervalue Paid Search

By Ali Amirrezvani

Technology expert Ali Amirrezvani explains why dealers need to incorporate paid search into their advertising budget.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Training and Attitude Are the Keys to a Smoothly-Run BHPH Operation

By Gene Daughtry

Gene Daughtry, general manager of BHPH operation Best Ride, discusses how a manager directly affects the attitide and motivation of his employees.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

The Most Important Collections Tool

By Alan Mosher

Buy here pay here expert Alan Mosher explains why the credit application is the most important collections tool for a BHPH dealer.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Achieving Four Percent Net-to-Sales

By Robert E. Lee

A financial road map can help you achieve four percent net-to-sales, but only if your key players understand and participate in the plan. Author Robert E. Lee discusses the importance of making sure your managers follow the directions to achieve this goal.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Social Media Guidelines for Dealerships

By Kimberly Long

Even if your dealership hasn't officially embraced it, social media is too big to ignore. Here's what you need to know to address the proper use of social media by both the dealership and individual employees and determine what your policies should be.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Resources to Help You Formulate a Social Media Policy

By Kimberly Long

Here are a few of the resources available online to help dealers formulate a social media policy.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Everything You Ought To Know About TV Advertising

By Paul Potratz

Paul Potratz examines how the Internet has changed the way television programming is consumed and what that means for dealers and TV advertising.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Suggested Daily Tasks of Fixed Ops Managers

By Don Reed

The most important part of a manager’s day is to manage the performance of their employees. Don Reed suggests some daily tasks for a fixed ops manager that can positively affect the performance of his team.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Special Finance Companies: Navigating the Changing Seas of Auto Finance

By Greg Goebel

Special Finance Expert Greg Goebel offers dealers some advice on how to better use the finance companies they have on board and suggests a few market segments that might deserve a second look.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Selling a Guarded Customer

By Brian Barfield

Author Brian Barfield delves further into the four basic customer types with some tips for selling the guarded customer.

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Will Technology Be the Demise of the Used Car Manager?

By Mike Johnson

Author Mike Johnson discusses how inventory management technology can help a dealership's used vehicle operation be more competitive. But will it mean the end of the used car manager?

Tags: BDC

July 2012, Auto Dealer Today - WebXclusive

Fixed Ops Goes From Life Preserver to Profit Powerhouse at Lupient Chevrolet

In 2009, Lupient Chevrolet received notice that General Motors was revoking its franchise. Instead of winding down its new-car operation, management forged ahead by purchasing new vehicles from other GM dealers to resell, and the dealership ramped up business in service to help stay afloat. Ultimately, the dealership's franchise was reinstated, and the service department is now a profit powerhouse.

By Kimberly Long

When Lupient Chevrolet received notice in 2009 that General Motors was revoking its franchise, the dealership ramped up business in service to help stay afloat. Ultimately, the dealership's franchise was reinstated, and the service department is now a profit powerhouse.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Cash Balance Plans Offer Tax Deferrals for Auto Dealers

By Jay Parrish

Author Jay Parrish examines how cash balance plans can benefit auto dealers.

Tags: BDC

Blog

On-the-Point

Jim Ziegler
Fasten Those Seatbelts

By Jim Ziegler
With a major slowdown imminent, Da Man says it’s time to ditch those new-age theories and get back to the basics.

Objects in the Rearview Mirror

By Jim Ziegler
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

By Jim Ziegler

A Faster Horse

By Jim Ziegler

Opening Observations

Over the Curb