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March 2013, Auto Dealer Today - Feature

Construction Delays

By Paul Chavez

George Grubbs III’s Infiniti dealership is smack in the middle of a major roadwork zone, but he refuses to let the project create detours between him and his customers.

Tags: customer satisfaction, Customer Service, Infiniti, marketing, social media, Texas

February 2013, Auto Dealer Today - WebXclusive

Going Unconventional

By Daryl K. Tabor

Daryl Tabor explores some of the unconventional strategies dealers are employing to drive traffic into the showroom.

Tags: auto advertising, BDC, creative advertising, Creative Selling, marketing, Mobile Marketing, Retail Sales, SBA, Spectrio

February 2013, Auto Dealer Today - WebXclusive

Are Car Dealers Racketeers?

By Thomas B. Hudson, Esq.

The magazine’s legal expert weighs in on a court case involving a consumer’s use of the RICO Act to sue a dealer.

Tags: BDC, Customer Relations, FEDERAL REGULATION, fraud, lawsuits, RICO act, wire fraud

February 2013, Auto Dealer Today - WebXclusive

A Moving Target

By Ali Amirrezvani

Ali Amerrizvani offers three critical items a dealer must get right in 2013 to succeed online.

Tags: BDC, Google, Market Trend Analysis, online advertising, SEO, web marketing, Web Tools, websites

February 2013, Auto Dealer Today - WebXclusive

10 Must-Follow Advertising Guidelines

By Jim Radogna

Jim Radogna offers 10 insights that will help you navigate the sometimes messy business of advertising.

Tags: advertising, BDC, compliance, false advertisements, Federal Trade Commission, fraud, FTC, radio, Regulators, television advertising

February 2013, Auto Dealer Today - WebXclusive

Serving Those Who Serve

By Daryl K. Tabor

Daryl Tabor takes a look at one of the largest and loyal customer demographics in the country, and the dealers who go out of their way to serve them.

Tags: BDC, census, department of defense, Discount, marketing, military, Military Buyers, military loans, public relations, serving those who serve, USAA, Veterans

February 2013, Auto Dealer Today - WebXclusive

The Hybrid Challenge

By Kelly Wadlinger

Kelly Wadlinger takes a look at the hybrid manager, where the roles of sales and F&I are combined.

Tags: BDC, F&I, F&I manager, F&I products, finanace, Hybrid Vehicle, Industry Summit

February 2013, Auto Dealer Today - WebXclusive

Supporting Fixed Operations

By Don Reed

Don Reed reminds dealers and general managers about the real opportunities that exist for service departments.

Tags: BDC, CSI, fixed operations, profits, Service, training

February 2013, Auto Dealer Today - Feature

Transition Statement

By Greg Goebel

The magazine’s founder waves goodbye to his brainchild, but not to his readers and fans. Also get the scoop on the Special Finance guru’s new company.

Tags: 2012 Subprime Conference, Auto Dealer Monthly, Bobit Business Media, Dominion’s Interactive Financial Marketing Group, Industry Summit

February 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Chris Eckert

By ADM Staff

“I just love helping people buy cars,” Eckert said of his position at the Chevrolet, Buick and Cadillac dealership.

Tags: client relations, creating relationships, Customer Service, repeat and referral sales, sales, top sales associate, top sales producer, Vehicle Sales

February 2013, Auto Dealer Today - Feature

To Catch A Customer

By Courtney Cole

The magazine’s from-the-trenches columnist offers a few insights on how to get the most out of your customer communications.

Tags: Customer Loyalty, Customer Retention, customers, data mining, how to email

February 2013, Auto Dealer Today - Feature

Use It, Or Lose It

By Philip Barras

Technology insider says no dealership should be without a CRM tool — that’s unless your operation closes 100 percent of its customers on the first try.

Tags: Closing Ratios, Creative Selling, CRM, data mining, marketing, reputation management, social media marketing, technology

February 2013, Auto Dealer Today - Feature

Fraud? Maybe Not

By Tom Hudson

The magazine's legal expert takes a look at a recent case involving what his lawyer buddies call "common law fraud," and explains why promises made by salespeople can be a tricky affair.

Tags: Carfax, Carfax Report, contracts, court, Deceptive Practices, fraud, Lawsuit, special finance

February 2013, Auto Dealer Today - Feature

Sales Driver

By Ali Amirrezvani

The magazine's tech expert identifies three keys to driving sales through social media in 2013.

Tags: Customer Reviews, Google, online advertising, Online Marketing, social media, web marketing, Web traffic

February 2013, Auto Dealer Today - Feature

Preparing For Tax Season

By Greg Goebel

It's the best time of the year for special finance- that's if you've planned appropriately. If you haven't, the SF guru provides a checklist you'll need to get your operation primed for tax season.

Tags: Ally Financial, Capital One, chapter 7, Chase Custom, Credit Scores, demographics, Experian, FDIC, GM Financial/Americredit and Santander, Lobel Financial, prime financing, special finance, subprime, tax refund, Turner Acceptance

February 2013, Auto Dealer Today - Feature

People, Process, Reviews

By Kimberly Long

Harper Auto Square has always lived off of its reputation. So, when it needed to get its good name online, it installed a process for collecting reviews that its sales staffers are motivated to follow.

Tags: Customer Reviews, Customer Service, digital marketing, Google, Internet Leads, Online Marketing, online reputation management, social media marketing

February 2013, Auto Dealer Today - Feature

A Momentous Occasion

By Daryl K. Tabor

'Momentum' is the theme of NADA's 2013 convention, where dealers will meet to determine how to build on last year's industrywide gains.

Tags: body shop, effects of the recession, Finance, interest rates, Internet, leadership, leasing, Legal, NADA, NADA Convention and Expo, Parts and Service, Regulations, sales

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

Blog

On-the-Point

Jim Ziegler
All Things Must Pass

By Jim Ziegler
Ziegler mourns the loss of Gregg Allman as Ford and Hyundai shake up their leadership teams and Carvana struggles to stay afloat.

Join the Battle of Jericho

By Jim Ziegler
Ziegler has harsh words for the so-called geniuses behind escalating factory incentives, political support for autonomous vehicles, AutoNation's 'millennial-friendly' pay plan, and the Carvana IPO.

Don't Run, We Are Your Friends!

By Jim Ziegler

The Future Ain't What It's Cracked Up to Be

By Jim Ziegler

Opening Observations

Over the Curb