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August 2011, Auto Dealer Today - WebXclusive

How Dealers Can Harness the Power of Data

By Jennifer Murphy Bloodworth

Data analysis yields valuable information about online auto shoppers that can be used in the development and functioning of a dealership’s sales department. When applied to the decision-making process, dealers can use this data to their advantage both online and offline.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Tracking Your SF Numbers

By Greg Goebel

Special finance expert Greg Goebel explains why two dealers who contacted him were missing SF opportunities and how they can improve their SF operations. He also introduces the Special Finance Profit Analyzer, which dealers can use to see exactly how they stack up next to benchmark SF dealers.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Technology in a BHPH Business

By Mark Dubois

Mark Dubois, BHPH expert and consultant, discusses how technology has affected the following five areas of BHPH: dealer management, inventory, underwriting, collections and asset recovery.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Identify Savings in These Dealership Operations

By David Keller, CPA, CFE

Expert CPA David Keller details seven different areas dealers should review annually to look for possible savings.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Service Customers are Opportunities for Vehicle Sales

By Joseph Clementi

Joseph Clementi, a dealership general manager, explains how a busy day in service can also be a busy day in sales.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Inventory Management is Really a Matter of Choice

By Scott Dreisbach

Scott Dreisbach discusses how technology can help dealers make better inventory management choices more accurately and faster than ever before.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Five Technology Products to Increase Fixed Operations Sales and Profits

By Don Reed

Don Reed, fixed operations expert, discusses five technologically advanced products that will increase dealerships’ fixed operations sales and profits if used properly.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Drive Away Cars Offers Customers a Better BHPH Experience

By Jennifer Murphy Bloodworth

One Virginia buy here pay here dealer shares his story of how he got into the BHPH business over a decade ago and how he strives to provide BHPH customers with a better car-buying experience.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

Five Tips to Increase Leads with Chat

By Greg Wells

Live chat can increase your site’s conversion rate by as much as 50 percent at a relatively low cost, says Greg Wells, industry expert, who also discusses five tips to increase leads and ultimately sales with live chat.

Tags: BDC

August 2011, Auto Dealer Today - WebXclusive

The Secret Behind an Award-Winning Internet Department at Hines Park Lincoln

Hines Park Lincoln of Plymouth, Mich., has been serving Metro Detroit for over 40 years, and the dealership was named FordDirect's Lincoln Internet Dealer of the Year in 2009 and 2010. The dealership relies on a BDC, which was founded in 2004, to properly work Internet leads and set appointments for the sales team.

By Alexandra Barlow

Hines Park Lincoln implemented a business development center in 2004 to better manage Internet leads. The success of that department helped the dealership achieve the title “Lincoln Internet Dealer of the Year” in 2009 and 2010 from FordDirect.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Squeeze Out More Sales with a Squeeze Page

By Greg Goebel

Special Finance Expert Greg Goebel details how and why he changed his opinion of how some dealers are using squeeze pages to generate more leads and sales.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Five Tips for a Stronger Dealership Website

By Allen Dobbins

Technology Expert Allen Dobbins shares five tips for dealers who want a strong Web presense.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Digital Marketing for Dealerships Can Be Frustrating

By Harlene Doane

Dealership Internet directors share what frustrates them the most about digital marketing, including frustrations with websites, vendors and different media.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Ken Shaw Automotive Reaping Rewards with Customer Loyalty Program

In late 2009, the owners of Ken Shaw Automotive decided it was time to implement a customer rewards program, an idea they'd been considering for years. The program was up and running by April 2010, and by April 2011, the dealership had sold about 50 vehicles to customers who applied their rewards points and received a discount.

By Jennifer Murphy Bloodworth

When Ken Shaw Automotive’s rewards program first went live in 2010, Vice President and Co-owner Paul Shaw wasn’t exactly sure what to expect. In the past year the dealership has sold 50 vehicles to customers who redeemed points from the rewards program.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Dealers, Be Prepared to Defend Outside Your State

By Thomas B. Hudson, Esq.

Industry Attorney Tom Hudson outlines how a Georgia auto dealer was sued in Pennsylvania court.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Why Dealers Invest in Digital Marketing

By Jennifer Murphy Bloodworth

Dealers and managers share their insight on several different types of digital marketing along with why digital marketing is important, reasonable expectations for digital marketing, and time and money investments.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Online Marketing for Your Buy Here Pay Here Operation

By Brent Carmichael

Brent Carmichael, BHPH industry expert, covers the best and most cost effective ways to ensure your dealership has an Internet presence.

Tags: BDC

July 2011, Auto Dealer Today - WebXclusive

Make Online Reputation Management a Priority

By Tony Troussov

Tony Troussov, the general manager of Walser Toyota Scion, covers why dealers should monitor and measure their businesses’ online reputations and suggests how a dealership can begin monitoring and growing the number of positive reviews online.

Tags: BDC

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

Blog

On-the-Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

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

Don't Run, We Are Your Friends!

By Jim Ziegler

Opening Observations

Over the Curb