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May 2012, Auto Dealer Today - WebXclusive

Wars and Rumors of Wars

By Thomas B. Hudson, Esq.

Attorney Tom Hudson addresses a few of the rumors that have been circulating about potential actions of the new federal Consumer Financial Protection Bureau.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Why Do You Have Inactive Service Customers?

By Don Reed

Currently dealers are getting only about 16 percent of the parts and service market. With the average age of a vehicle today at 10.8 years, it is imperative that dealers get those vehicles back into their service departments. Don Reed examines the dilemma of inactive service customers.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Tracking The New Year - Part Two

By David Keller, CPA, CFE

Following up on his previous article exploring ways dealers can better track accounting transactions, accountant David Keller discusses various income statement accounts and what dealers can do to make their lives much easier.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Making Big Moves at Audi Dallas and Goodson Acura

Until recently, Audi Dallas was known as University Park Audi. A name change is problematic for managing a dealership's online presence. To avoid losing search engine rankings for the University Park Audi website, the dealership kept the old domain active with a separate site and purchased an additional domain for Audi Dallas.

By Kimberly Long

Moving a dealership is certainly never easy, but it can be an even bigger problem to move it online. And, what happens when you also change the name of a dealership? Oscar Vanderkooij, IT director for Goodson Acura and Audi Dallas in Dallas, Texas, recently faced both of these situations.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Make Sure Your Advertising Will Pass Muster in Your State

By Jim Radogna

The primary responsibility for truthful and non-deceptive advertising rests with the dealer, not outside vendors or agencies. Jim Radogna offers several examples of advertising rules dealers should pay close attention to.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

CRM Tools and Dealer Controlled Financing

By Alan Mosher

BHPH Expert Alan Mosher discusses managing interaction with with both prospective and existing customers in the BHPH and LHPH business.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Making the Most of Your Time with Online Tools

By Jennifer Murphy Bloodworth

Many savvy dealers use a host of online tools to help improve efficiency in various areas. Auto Dealer Monthly took a closer look at an array of online tools that can help dealers make the most of their valuable time.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Make Your Website a Destination

By Joseph Clementi

Your dealership website should be a destination and not a pass-through page. Joseph Clementi, general manager of University Honda, looks at three essential elements of website management to helps dealers with their conversion rates.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Pinterest - The New Kid On The Block

By Paul Potratz

Advertising and Marketing Expert Paul Potratz looks at how dealerships can utilize and benefit from Pinterest, one of the latest social media platforms to catch on.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Promotion Is More Work Than Just Advertising

By Gene Daughtry

Marketing is about who you are, why you’re different and how you deliver that message. Best Ride General Manager Gene Daughtry reminds dealers of the need to get involved and be visible in the community as part of marketing their operation.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Prepare F&I Employees to Reach Their Potential

By Kirk Manzo

The need to have both the right people and the right process in place is most glaring in your F&I department. F&I Expert Kirk Manzo discusses the importance of defining your F&I process and monitoring the activities of your F&I team.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

New River Auto Mall’s Centralized BDC

In Hardeeville, S.C., the New River Auto Mall's centralized BDC is housed in the Hilton Head Chrysler Jeep Dodge Ram store and handles all the business development efforts for the auto mall's nine rooftops and 15 franchises.

By Kimberly Long

In less than two years, New River Auto Mall has gone from not having a business development center to having a BDC that works over 1,300 leads each month and is responsible for between 30 and 50 percent of total dealership sales each month.

Tags: BDC

May 2012, Auto Dealer Today - WebXclusive

Inventory – The Lifeblood of Your Special Finance Department

By Greg Goebel

Special Finance Expert Greg Goebel explains why having the proper inventory is crucial to the success of a special finance department.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Dealer Financing, Pricing Discretion and Class Action Lawsuits

By Thomas B. Hudson, Esq.

Attorney Tom Hudson discusses a recent court decision in the housing finance area that could be useful in the auto financing arena as well.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Ten Must-Haves for a CRM Tool

By Greg Wells

Industry expert and trainer Greg Wells discusses several important features to look for when choosing a CRM tool.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Tracking The New Year

By David Keller, CPA, CFE

Accountant David Keller explores some ways dealers can better track accounting transactions to aid in their year-end comparison and analysis process.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Arbitration Remains in the Spotlight – Even Outside of the Ninth Circuit

By Nicole Munro

The Consumer Financial Protection Bureau recently began a public inquiry into how consumers and financial services companies are affected by arbitration and arbitration clauses. Attorneys Nicole Munro and Latif Zaman of Hudson Cook look at how some state courts are finding ways to invalidate arbitration provisions.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Effective Lead-Response Processes

By Ali Amirrezvani

Technology Expert Ali Amirrezvani discusses one of the most important aspects of customer relationship management today: website lead response time.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

The Sales Process in BHPH is Underwriting

By Gene Daughtry

Gene Daughtry, general manager of Best Ride, duscusses the huge role of underwriting in the BHPH sales process.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Transitioning to Social CRM in your Dealership

So, how does social fit within your CRM efforts? CRM is about managing your relationships with customers you have done business with in some manner. If you are going to tackle social within your CRM efforts, understand you are focusing on your current customer database, not fishing for new customers. Why Incorporate SCRM

By Harlene Doane

Online communication has shifted the dealership-to-customer relationship. In the future, to keep up, dealers will have to transition from traditional CRM systems and processes to social customer relationship management (SCRM).

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Simple Ways to Tie Social and CRM Together

By Harlene Doane

Here are few simple suggestions to help incorporate social media into your customer relationship management efforts.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

The Anatomy of an Effective Facebook Post

By Seth Lieberman

Seth Lieberman, CEO of Pangea Media/SnapApp, reveals seven things to think about when crafting a Facebook post for your business.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

22 Ways to Go Green in Your Dealership

By Jennifer Murphy Bloodworth

“Go green.” It sounds easy enough, but where do you start? Auto Dealer Monthly has compiled 22 ways dealers can go green.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Are You Ready to Make the Commitment?

By Greg Goebel

Success in special finance cannot be achieved without total commitment. Special Finance Expert Greg Goebel discusses three areas that can affect a dealer's level of commitment: capital, conflict and fear.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

Capitol Auto Group Upgrades to Greener Pastures

The new, more eco-friendly Capitol Toyota store (shown here) in Salem, Oregon, opened in August 2011. Next door, the auto group's new Chevrolet/Cadillac store is still under construction and is expected to be open for business by May of this year.

By Kimberly Long

Many business owners don’t link the idea of environmentalism with cost-efficiency; instead they consider going green an expense, seldom looking at long-term savings. Capitol Auto Group is changing those ideas.

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

One Roof is One Very Big Profit Opportunity

By Courtney Cole

Considering the acquisition of another rooftop? Before you decide, Dealer Courtney Cole poses the question: Are you taking full advantage of all the existing profit opportunities in your current dealership?

Tags: BDC

April 2012, Auto Dealer Today - WebXclusive

CRM in BHPH Helps Grow Portfolios

By Mark Dubois

BHPH Expert Mark Dubois discusses why developing an effective CRM program is so vital to success in a BHPH business.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

When “As Is” Doesn’t Mean “As Is”

By Thomas B. Hudson, Esq.

Attorney Tom Hudson examines an appellate case in which the term “as is” did not protect the dealer from allegations of fraud and violation of the Michigan Consumer Protection Act.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

An Enemy Called Average

By Don Reed

For the dealer who wants to thrive and not just survive in this very competitive industry, every department in the dealership must be a profit center. Don Reed discusses the need for dealers to elevate not only their service departments but their entire dealerships beyond average.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

How to Get the Most from Training Events

By Jennifer Murphy Bloodworth

In the automotive retail industry, ongoing training is a necessity, especially with the accelerated rate of change fostered by technology and government regulations. Auto Dealer Monthly looks at the advantages and disadvantages of different types of training and how dealers can get the most out of training events.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

You Are Only As Good As Your Numbers

By David Keller, CPA, CFE

Accounting expert Dave Keller discusses the necessity of reviewing and analyzing last year's financial statements to improve a dealership's results in 2012.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Automatic Payment Plans – Good vs. Evil

By Alan Mosher

BHPH Expert Alan Mosher debates the pros and cons of automatic payment plans.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Standardized, Centralized Used Vehicle Operations Pays Off For Morrie’s Automotive Group

Through October of 2011, Morrie's Automotive Group was averaging slightly more than 800 used vehicle sales per month across all eight stores. Much of this success is a result of the group spending the last few years retooling its used vehicle operations to increase efficiency and inventory turn.

By Kimberly Long

Towards the end of 2008, Morrie’s Automotive Group began managing its eight-store used vehicle inventory with a more centralized approach and implemented standardized processes. The group realized a 50 percent growth in used vehicle sales volume in 2010 over 2009, and further growth in 2011.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Compliance in the Digital Age

By Jim Radogna

The growth of digital marketing, social media and online reputation management has invited new regulations and created additional legal challenges for dealers. Compliance Expert Jim Radogna looks at six areas that dealers should pay close attention to in 2012.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Surviving the Worst Recession in History

By Gene Daughtry

Gene Daughtry, general manager of Best Ride, reflects on surviving the worst recession since the Great Depression.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Opportunities for Improvement in F&I in 2012

By Kirk Manzo

F&I Expert Kirk Manzo explains how a proper turnover and the right mix of products can help to increase sales in the F&I office.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Smooth Fixed Operations at Sanderson Ford

Due to its immense success, the parts department at Sanderson Ford has won several awards. Here, the parts management team holds up two awards for selling Ford Power Stroke Diesel parts, one for achieving the $2 Million Club and the other for volume and growth. Pictured from left to right: Parts Manager Dave Beard, Assistant Parts Manager Sindi Barnes, and General Manager of Parts Operations and Truck/RV Center Stan Wibben.

By Jennifer Murphy Bloodworth

Sanderson Ford currently sells about $2.3 million in parts a month, so having an efficient and smooth-running operation is vital. Of course, a parts operation doesn’t grow to be this size overnight.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

What Does Your Dealership Smell Like?

By Paul Potratz

Using an aroma in a showroom can create an impression with a shopper and can in fact create an emotional connection. Advertising and Marketing Expert Paul Potratz discusses the merits of scent marketing.

Tags: BDC

March 2012, Auto Dealer Today - WebXclusive

Excel in Credit Tiers 3 and 4

By Greg Goebel

The toughest deals to put together are those for special finance customers in Credit Tiers 3 and 4. Special Finance Expert Greg Goebel discusses the importance of having the right inventory to make those deals work.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Motor Vehicle Leases and the Military

By Nicole Munro

Attorneys Nicole Munro and Peter Cockrell of Hudson Cook discuss the Servicemembers Civil Relief Act (SCRA) as it pertains to leasing vehicles to military servicemembers or dependents of military servicemembers.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Top 5 Web Analytics To Monitor

By Jennifer Murphy Bloodworth

Technology allows dealers to easily track Web analytics but it’s easy to get overwhelmed. Which analytics are the most important? Dave Winslow, the intelligence chief at Dealer.com, shared with Auto Dealer Monthly the top five Web analytics dealers should monitor.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Excelling in Today’s Digital World

Video Usage VSEO  /  Congressional VW Mazda

By ADM

This year’s Digital Marketing Awards are all about how dealers are creatively using digital marketing to get an edge and stand out from competitors online.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Faking Dealership Reviews Online Leads to Trouble

By Thomas B. Hudson, Esq.

Attorney Tom Hudson discusses an enforcement action against a Florida dealership dealing with, among other things, the dealership’s alleged practice of posting false reviews of the dealership online.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Dealers Get Creative with Event Marketing

By Kimberly Long

From beach parties and singing contests to celebrities and exotic animals, anything goes when it comes to event marketing. Here's a look at three dealers who not only achieved good results with their events but also had a lot of fun in the process.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Finding the Customer Who Doesn’t Want To Be Found

By Gene Daughtry

Best Ride General Manager Gene Daughtry discusses skip-tracing and reveals the methods he uses to track down customers who don't want to be found.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

More Than Fun and Games at Charlotte Honda Volkswagen

At Charlotte Honda Volkswagen in Port Charlotte, Fla., General Manager Josh Nacht is all business when it comes to driving traffic and sales. When he took the reins at the dealership in January 2010, the store was averaging 86 sales per month and in danger of losing a franchise. Nacht overhauled the dealership, and today, it averages between 275 and 300 vehicle sales per month.

By Kimberly Long

At Charlotte Honda VW in Port Charlotte, Fla., the dealership received a complete overhaul and a new marketing strategy, and it has since tripled sales.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Increase Fixed Ops Traffic by 20 Percent

By Don Reed

By outlining a fixed operations marketing plan with daily, monthly and quarterly plans, industry expert Don Reed explains how dealers can realize a 20-percent increase in fixed operations traffic.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Measure Your Marketing From Inception to ROI

By Joseph Clementi

Advertising for dealerships has always been a highly debated topic. Joseph Clementi, a dealership general manager, discusses the importance of measuring the effectiveness of a dealership's marketing efforts.

Tags: BDC

February 2012, Auto Dealer Today - WebXclusive

Review of Year-End Tax and Financial Statement Preparation

By David Keller, CPA, CFE

Year-end at an automotive dealership is undoubtedly the most stressful time the accounting office experiences. Accountant David Keller discusses measures dealers can take to lessen the stress at year-end and prepare for their CPA’s year-end fieldwork.

Tags: BDC

January 2012, Auto Dealer Today - WebXclusive

CFPB in Production, Directed by Richard Cordray

By Nicole Munro

With leadership in place, over 700 employees and bulletproof funding, the Consumer Financial Protection Bureau is moving full speed ahead. Attorney Nicole Munro discusses the CFPB's potential reach and how it could impact dealers.

Tags: BDC

Blog

On-the-Point

Jim Ziegler
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb