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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

June 2012, Auto Dealer Today - WebXclusive

FTC Hammers Dealers on “Upside Down” Ads

By Thomas B. Hudson, Esq.

Attorney Tom Hudson discusses the Federal Trade Commission's recent settlement orders requiring several dealers to stop running ads in which they promise to pay off a consumer's trade-in no matter what the consumer owes on the vehicle.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Structure Your Service BDC to Succeed

By Greg Wells

BDC Expert Greg Wells explains the basics of properly structuring a service BDC to ensure success.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Best Practices for a Compliant Service Department

By Jim Radogna

Compliance Expert Jim Radogna explains how taking a conservative approach when dealing with service customers can help service departments avoid misunderstandings, stay off the legal radar, and increase customer satisfaction.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Service and Parts Profitability

By David Keller, CPA, CFE

Accounting expert David Keller explains how to structure the parts and service departments to accurately track sales and cost activity and increase gross profits.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

BHPH Inventory Makes the Difference

By Gene Daughtry

Best Ride General Manager Gene Daughtry discusses the importance of having the right inventory for your BHPH lot.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Does Your Website Adapt?

By George Nenni

The rapid growth of mobile browsing makes a mobile/tablet presence required for dealers, but the continuous addition of new devices to the market can make it difficult for dealers to keep up. George Nenni explains how adaptive website design can help.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Get Serious About Advertising the Service Department Online

By Ali Amirrezvani

Ali Amirrezvani reveals how dealers can make their service departments more competitive online, even against national service brands.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

New GAP Waiver Rules in Ohio

By Nicole Munro

For many years, Ohio law has left many wondering whether the cost of GAP products can be financed. Attorneys Nicole Munro and Glenn Knirsch discuss the recent passage of a bill in Ohio that at last addresses the uncertainty surrounding the sale of these products.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

The Three Generations of Buy Here Pay Here Dealers

By Alan Mosher

Buy here pay here expert Alan Mosher compares different generations of BHPH and looks at how today’s top operations are preparing to lead the way into the future with generation three.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Renovating and Rebuilding Three Dealers’ Service Departments

By Jennifer Murphy Bloodworth

When upgrading their service departments, dealers must deal with many decisions and challenges like construction, provider selection, manufacturer requirements, and more. Auto Dealer Monthly took a look at the recent upgrade experiences of three dealers.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Why Some Stores Are Always On Top of Their Game

By Courtney Cole

Dealer Courtney Cole examines some common traits of consistently successful dealerships.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Track Fixed Ops Costs for Valuable Information on Your BHPH Business

By Mark Dubois

Mark Dubois discusses why BHPH dealers need to carefully track fixed ops costs regardless of whether they sublet reconditioning and repairs or perform the work in-house.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

Hiring, Paying and Training Special Finance Personnel

By Greg Goebel

Special finance expert Greg Goebel discusses the importance of finding, training and retaining the right personnel for a successful special finance department.

Tags: BDC

June 2012, Auto Dealer Today - WebXclusive

The Four Basic Customer Types

By Brian Barfield

Brian Barfield, founder of Modern Day Selling, looks at four types of customers and offers tips on how to be successful with each.

Tags: BDC

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

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