Article

701  -  750  of  2211

July 2011, Auto Dealer Today - WebXclusive

Six Traits of Top Performers Your F&I Managers Need

By Kirk Manzo

Kirk Manzo, F&I trainer and expert, discusses six traits of top-performing salespeople and F&I managers.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Define Success Metrics to Better Evaluate Data

By Jason Ezell

To properly evaluate data from Internet marketing efforts, industry expert Jason Ezell explains that dealers must first define success metrics for the different types of online marketing.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Building Sales in the Service Department

"Simply having the menu is useless unless [advisors] have the proper words and scripts to use to thoroughly explain it to the customer, build value and ask for the sale ... An inspection is only as good [for upselling] as an advisor's ability to sell the work." - John Widiger, General Manager, John Youngblood Motors

By Kimberly Long

The service department can become a profit machine with the right tools, processes and training. The use of maintenance menus and inspection checklists is a great place to start to focus on effective upselling.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

The Five Most Common Mistakes Made by Dealers in Special Finance

By Greg Goebel

As the special finance market continues its upswing, dealers are making many of the same mistakes over and over. Special Finance Expert Greg Goebel discusses the most commonly repeated mistakes in the most critical areas of special finance.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Reconditioning Options for BHPH Dealers

By Mark Dubois

BHPH dealers have different options when it comes to who reconditions their inventory. Mark Dubois, buy here pay here expert, explains how a BHPH dealer who’s also a new car dealer might handle it versus how a BHPH dealer without an existing service facility might handle BHPH reconditioning.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

The Importance of Continuing Education in the Dealership

By Courtney Cole

Dealer Courtney Cole covers the importance of continuing education for auto dealers and their managers, and why it’s a small price to pay to be the best.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Check State Law Before Charging Fees

By Thomas B. Hudson, Esq.

Attorney Thomas Hudson shares insightful correspondence he had with another lawyer who represents dealers regarding finance charges, TILA, Regulation Z and more.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Jerry Seiner Chevrolet Boasts Robust Wholesale Parts Business

At first glance, Jerry Seiner Chevrolet in Salt Lake City, Utah, looks like most other dealerships. However, behind the scenes is a mammoth parts department that regularly sells between $1.6 and $1.7 million in parts a month, of which about 60 percent is wholesale. To meet demand, the dealership has a warehouse that stocks $3.2 million in parts.

By Kimberly Long

At Jerry Seiner Chevrolet in Salt Lake City, Utah, the parts department has been cultivated to a level of success not seen by many, thanks in no small part to its wholesale operation. The department sells $1.6 to $1.7 million in parts each month.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Who Is Watching the Parts Department?

By David Keller, CPA, CFE

The parts department is the only department in the dealership that can place an order for almost any type of part and never be questioned about it. CPA David Keller explains why dealers should look at their parts departments to see how it’s really being managed.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Optimism Abounds in Fixed Operations

By Don Reed

Fixed operations expert, Don Reed, follows up on his previous article with facts and figures about dealers’ compliance with the Five Rules of Engagement for Service Customers. With dealers reporting more service customers coming in, dealers stand to earn a lot more business if they adhere to the rules 100 percent of the time.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Fixing Your Fixed Ops Online Presence

By Greg Wells

Trainer Greg Wells explains the importance of a dealerships fixed operations department having a presence online. He discusses having a Google Place page, collecting online reviews, having the proper information on the dealership website, potentially offering an online service scheduler, and other options.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Dealers Put Groupon to the Test in Fixed Operations

"[The service manager] thought it was the greatest thing since sliced bread to get close to 100 new customers ... into our service department." - Chris Brown, Dealer Principal   Subaru of Puyallup

By Kimberly Long

Five dealers explain how they used Groupon to drive service and fixed operations traffic.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Spark Immediate Results in Special Finance

By Greg Goebel

Special Finance Expert Greg Goebel chronicles how one dealer group increased its subprime business by focusing on the right inventory for special finance and proper deal structure.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

The Importance of Mobile Websites for Dealerships

By Kimberly Long

Does a dealership really need a website optimized for mobile devices? The short answer is yes. Author Kimberly Long offers perspectives from both dealership personnel and technology providers on the benefits of having a mobile website.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Incorporating QR Codes into Dealership Marketing

By Kimberly Long

QR, or quick response, codes represent fairly new technology, and their potential applications within the dealership are still being explored. Author Kimberly Long presents a brief look at using QR codes in the dealership.

Tags: BDC

June 2011, Auto Dealer Today - WebXclusive

Get Online or Be Left Behind in BHPH

By Brent Carmichael

As a BHPH expert who was once resistant to the Internet, Brent Carmichael explains how important the Internet is for buy here pay here dealers and shares some of the Internet tools BHPH dealers can use to help run their businesses.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Effective Uses of Technology in the Dealership

By Allen Dobbins

Technology expert Allen Dobbins discusses the importance of updating the technology that helps run a dealership to compete in today’s right-now society.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Integrating an Online Service Scheduler

"I can't imagine any drawback to online service scheduling because if a customer can go there any time of day, schedule an appointment accurately and be notified when it's confirmed, then how can that be bad? And it doesn't take any people. Online scheduling is beautiful." - Randy Brobston, Customer Information Center Manager  MileOne Automotive

By Jennifer Murphy Bloodworth

Customers go online for nearly everything, including automotive service. Author Jenny Murphy discusses what dealers should consider when implementing an online service scheduler and looks at how four dealerships have successfully integrated this technology into their fixed operations.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Dealer Practices to be Scrutinized by the FTC and CFPB

By Thomas B. Hudson, Esq.

Industry Attorney Thomas Hudson reports on information about what the Federal Trade Commission (FTC) and the newly-created Consumer Financial Protection Bureau (CFPB) intend to enforce.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Five Ways to Improve Your Website and Double Traffic

By Joe Chura

Joe Chura, Internet and e-marketing director of the Hennessy Ford stores near Chicago, Ill., outlines five free, simple ways dealers can improve their websites.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Prevent Dealership Fraud with Continuous Monitoring

By Brian Shackelford

Author Brian Shackelford explains the difference between continuous auditing and continuous monitoring and discusses the use of continuous monitoring to ensure the effectiveness of internal controls and prevent fraud inside the dealership.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Take Control of Your CRM

"After the sale, [salespeople are] required to follow up and ask for referrals ... and the managers are expected to make sure that the salesmen are doing that." - David Richards, general manager Dream Cars Credit

By Kimberly Long

Author Kimberly Long chronicles how four auto dealers got their customer relationship management efforts under control by implementing new processes, holding employees accountable, and continually tweaking their strategy to stay on track and up to date with technological changes.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Selecting the Best F&I Employees

By Kirk Manzo

F&I expert Kirk Manzo provides interview topics to cover when hiring new F&I managers, as well as other things to consider to ensure successful hiring because the people who work at a dealership determine its future.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Does Your Website Click With Auto Shoppers

By Jason Ezell

Ever looked at a click map of your home page to see which buttons, images, specials, promos, etc. are clicked the most? Internet expert Jason Ezell dissects a sample click map to see the most and least clicked items on a dealer’s home page.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Dealers See Star Power

By Jennifer Murphy Bloodworth

Author Jennifer Murphy discusses the influence of online reviews and presents tips from four companies focused on helping dealers with online reputation management.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Be An Active Member in Your Community

By Gene Daughtry

Gene Daughtry, general manager of Best Ride, Inc challenges dealers to be involved in their communities.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

BMW of Sarasota Incorporates Third-Party Service Loaner Program

By Jennifer Murphy Bloodworth

BMW of Sarasota Incorporates Third-Party Service Loaner Program

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Analyze Current Advertising Before Adding More

By Greg Goebel

Greg Goebel explores the age-old question "What should I spend my advertising dollars on??" His response might surprise some.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

Is There a Message Within Your Message

By Tony Troussov

General manager of a Toyota store, Tony Troussov, offers a step-by-step script for leaving effective voicemails that salespeople can customize and use.

Tags: BDC

May 2011, Auto Dealer Today - WebXclusive

East Coast Honda Targets in-Equity Customers

By Bryan Anderson

Bryan Anderson, Autobase founder, explains how East Coast Honda drove business into the showroom with data mining and targeted marketing.

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

Three CRM Practices to Strengthen Your BHPH Business

By Mark Dubois

Buy here pay here (BHPH) industry expert and consultant Mark Dubois outlines three customer relationship management (CRM) practices for BHPH dealers.

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

Adding Profit Centers to Your Dealership

By David Keller, CPA, CFE

Industry expert, David Keller, discusses two profit centers dealers can add to dealerships to make 2011 a more profitable year—a detail department and a BHPH operation. He also discusses when BHPH dealers should set up a related finance company (RFC).

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

When Customer Relations Become Lawsuits

By Thomas B. Hudson, Esq.

Attorney Thomas Hudson discusses how proactive customer relationship management can potentially avoid sticky legal situations in the future.

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

Five Rules of Service Customer Engagement

By Don Reed

Don Reed - Fixed ops industry expert and trainer Don Reed presents the five rules of engagement service advisors should follow with service customers.

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

Winning Back Consumer Trust in the Service Department

By Brad Simmons

Brad Simmons explains the importance of building trust with service customers and discusses ways service advisors can build trust when presenting upsells to customers.

Tags: BDC

April 2011, Auto Dealer Today - WebXclusive

A Sales Manager’s Five Laws of CRM Use

By Greg Wells

Industry expert and trainer Greg Wells discusses the five laws that sales managers in dealerships with proper customer relationship management (CRM) follow.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Do I Hear a Squeaky Wheel

By Thomas B. Hudson, Esq.

Attorney Thomas Hudson shares one dealer’s reaction to non-compliance in the dealership.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

SWAG, SOP and MSU

By Greg Goebel

For dealers wanting to increase special finance traffic, Greg Goebel, special finance expert, explains how dealers should assess their current special finance traffic to determine how to increase special finance (subprime) traffic and gross.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Tiffany Ford's Yearlong Celebration

Dealer Bob Tiffany (left) stands with Rich Hershey (center) and Jim West, the two gentlemen who helped coordinate the vintage Fords for the showroom each month.

By Jennifer Murphy Bloodworth

Tiffany Ford in Hollister, Calif., celebrated its 100-year anniversary in style, hosting several events throughout 2010 and showcasing a different set of Ford vehicles on the showroom floor each month.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Your People are Important

By Gene Daughtry

Dealer Gene Daughtry discusses the significance of having a motivated and well-functioning team of individuals in your dealership.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

The Best of 2010

The DMS market has a lot of players – big and small – and the DealerTrack DMS stands out for a number of reasons. First, it’s full-featured Web-based software, which eliminates the need for in-house systems that require a fair share of maintenance. Another reason it stands out above competing DMS providers is the customer support that DealerTrack DMS users receive. Based on feedback from dealers, the support for it surpasses other tier-one DMS providers. Also an advantage is ease of inte

By Jennifer Murphy Bloodworth

Dealers partner with a host of product and service providers to effectively run their dealerships. As the past year came to a close, the staff of Auto Dealer Monthly took a look at products and services that positively impacted dealerships in 2010.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Data is The Key to Running a Smarter Business

By Jason Ezell

Industry expert Jason Ezell explains how dealers can more accurately forecast the months ahead because with technology, they can view aggregated and normalized auto shopper data.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

What’s in Store for Your Store

By Brent Carmichael

Buy here pay here industry expert Brent Carmichael discusses what BHPH dealers can expect in 2011 with regards to inventory availability, funding, sales, portfolio performance, underwriting, collections, charge-offs, and compliance.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Planning for the Small Business Health Insurance Credit

By James L. "Butch" Williams

James L. "Butch" Williams, CPA, describes the health insurance credit available to small businesses in depth and even provides an example calculation.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Set and Stay Focused on Stretch Goals

By Courtney Cole

Dealer Courtney Cole outlines how to set and achieve stretch goals for an auto dealership—large goals that are usually a result of meeting a set of smaller goals.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Overcoming the Challenge of Change

By Kirk Manzo

F&I Trainer Kirk Manzo discusses change in dealerships and how to motivate employees to adapt to change.

Tags: BDC

March 2011, Auto Dealer Today - WebXclusive

Proper Planning for Implementing Technology

By Allen Dobbins

Allen Dobbins of AutoStar details some of the pitfalls of implementing technology solutions in business and discusses some of the helpful technologies that emerged in 2010.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Promoting Your Dealership to Create Name Recognition

By David Keller, CPA, CFE

Creating name recognition for your dealership can be accomplished many ways. Author David Keller discusses outside-the-box ways to promote your dealership that will get people in the community talking about you.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Don Wood Automotive Expands Digital Footprint with Online Parts Sales

The sky is the limit for Don Wood Automotive's digital presence. The latest venture for the southeast Ohio dealership group is expanding its e-commerce to include OEMParts123.com, a site that facilitates parts and accessories sales to online buyers from around the country.

By Kimberly Long

In southeast Ohio, the Don Wood Automotive is building a nationwide Web presence for its parts and accessories business. Learn about Dealer Jeff Wood’s strategy to further build his Internet empire, which currently encompasses 39 URLs, and his online parts and accessories business.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Be Careful Around the Bird Dogs

By Thomas B. Hudson, Esq.

The legalities surrounding bird-dog, or referral, programs vary from state to state. Attorney Tom Hudson reminds readers why it’s important to seek legal advice before implementing such programs.

Tags: BDC

Blog

On-the-Point

Jim Ziegler
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
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

By Jim Ziegler

Strangers in the Mall

By Jim Ziegler

Opening Observations

Over the Curb