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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

February 2011, Auto Dealer Today - WebXclusive

Fire! Ready! Aim!

By Greg Goebel

As dealers notice the comeback special finance is making, interest in the topic grows, as evidenced by the increasing number of calls Author and Consultant Greg Goebel has been receiving of late. He outlines some of the important issues dealers should consider before jumping back into special finance.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

2010 Digital Marketing Awards

By Harlene Doane

The Auto Dealer Monthly 2010 Digital Marketing Awards highlight a few of the best dealership websites in the industry, including single-point franchise sites, independent dealer sites, group franchise sites and specialty sites. See who stood out from the pack and why.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Advertising or Promotion

By Mark Dubois

Both advertising and promotion have their place in operating a successful business. Author Mark Dubois explains the difference of each and how they can help a buy here pay here business.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Double Your Internet Sales

By Joe Chura

As a current dealership employee, Joe Chura reflects on how to increase Internet sales and how his perspective on that topic has changed since he went from working for Ford Motor Company to working in the dealership.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Checking Your Blind Spots

By Greg Wells

Busy sales managers have plenty to manage that’s right in front of them, but it’s important to check “blind spots” to uncover hidden profits. Author Greg Wells highlights four blind spots and what you can do to get them out in plain sight.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

7 Keys to Social Media Success

By J.D. Rucker

There's more content on the Internet about social media than just about any other form of marketing, which can make tackling social media confusing. In this article, Author J.D. Rucker provides the 7 Keys to social media success in a succinct and straightforward manner.

Tags: BDC

February 2011, Auto Dealer Today - WebXclusive

Autoline Excels with a Different Dealership Approach

Owner Ryan Corey with his wife, Suzanne, who handles human resources.

By Jennifer Murphy Bloodworth

While constructing his independent dealership Autoline, Dealer Ryan Corey said the idea was for it to be “completely opposite a traditional car dealership.” From the interior decoration and logo to the dealership’s advertising, it’s easy to see his store is unique, and it’s attracting and retaining customers. Since it opened, sales have increased about 400 percent.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

2010 Auto Finance Survey – Special Finance Results

By Greg Goebel

Industry Expert Greg Goebel provides an in-depth look at the Special Finance Segment of the Auto Dealer Monthly 2010 Auto Finance Survey.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

Think Twice About Pricing a Car Based on Credit Quality

By Thomas B. Hudson, Esq.

Thomas B. Hudson - What's a dealer to do in order to avoid an up-close-and-personal meeting with his state's AG? We recommend that dealers prominently price all their cars (as some state laws require). The price is the price, no matter who is buying or how they are paying.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

The Power of A Well-Executed First Call

By Tom Mohr

When a customer submits an Internet lead to a dealership, the first call – if well executed – can result in a sale if followed by solid follow-up processes and a qualified, focused sales consultation.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

The Re-Emergence of Special Finance

"The ultimate goal is to try to build the department so we have all our stores funneling their SF traffic towards the departments." - Dan Hrabovsky, SF   Tri-Star Motors

By Jennifer Murphy Bloodworth

There are dealers who dug in, hung on, expanded and even some who are entering the new era of special finance for the first time. Their perspectives are as varied as their operations, but they all see the potential.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

Keep Your Eye on Your Used Vehicle Department

By David Keller, CPA, CFE

David Keller - As more dealers rely on used vehicle sales since new sales are significantly down from years past, it’s important to keep your eye on used sales as new sales incrementally increase.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

Service Customer Retention is Money in the Bank

By Brice Englert

@utoRevenue General Manager Brice Englert discusses how service customer retention can be improved through having a marketing plan, using a variety of channels and tailoring marketing messages.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

2010 Auto Finance Survey

By Kimberly Long

Details of Auto Dealer Monthly’s 2010 Auto Finance Survey are revealed.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

Move From Transactional to Relational Selling

By Tony Troussov

Tony Troussov - Do your salespeople build meaningful relationships with every customer, or do they treat each customer as a mere transaction? If your answer is transaction, then it’s probably time to provide your sales staff with some customer experience training.

Tags: BDC

January 2011, Auto Dealer Today - WebXclusive

Making it to the Top

By Kirk Manzo

When Erik Weihenmayer, a blind man, climbed Mt. Everest in 2001, the trek was well-planned-out. Every person involved in the expedition had to have clarity of vision (i.e., able to articulate the goal to get Erik to the top). Erik had to have the right team in place, and they had nightly meetings while climbing to the summit. Kirk Manzo compares and relates these key aspects of Erik’s success to successful F&I departments.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

The Equation for Successful BHPH Collections

By Kimberly Long

A number of factors figure into the equation for successful collections. Auto Dealer Monthly spoke to several BHPH professionals for their insights on issues like personnel, training and use of GPS and starter interrupt devices.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Planet Ford: The Mother Ship of the World Class Automotive Organization

By Kimberly Long

Over the last year or so, many dealerships have dialed back their special finance operations or given up on them altogether, but not Planet Ford, a World Class Automotive Organization (WCAO) dealership in Spring, Texas.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Special Finance is Back

By Greg Goebel

Annually, Greg Goebel (special finance expert and consultant) reviews hundreds of dealers’ data from the previous year to provide readers with an in-depth look at the latest special finance benchmarks.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

You Think Selling Cars is Hard?

By Thomas B. Hudson, Esq.

Deceiving and defrauding customers is one easy way to get the attention of your state attorney general. Tom Hudson details how and why one dealership paid big for engaging in illegal practices.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Concentration Counts

By David Keller, CPA, CFE

Managing two aspects of a business at once may seem like it saves you time, but Author David Keller points out that’s not the case in BHPH. Without 100-percent focus on the task of collections, repossessions and delinquency rates will increase dramatically and profitability will decrease quickly.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

The Car Store Moves Beyond BHPH to Encompass Wider Spectrum

Two years ago, the owners of The Car Store further diversified their once BHPH-only business. They added a dual-branded independent service shop and accessories store (dubbed The Car Store Service Center and Auto World, respectively) near the Salisbury, Md., dealership.

By Kimberly Long

At The Car Store, Dealership Owners Greg Johnson and Ed Wilgus have worked to grow their two-store BHPH operation to encompass a wider spectrum of customers. Read on to discover how they moved beyond BHPH and now work with all customers in all credit tiers.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

The Showroom Visit Outcome Call

By Greg Wells

Customers who visit your showroom but don’t buy leave for a number of reasons. Author Greg Wells discusses methods that can help a BDC or dealership get unsold floor traffic back in through effective outbound calls.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Tough Times + Tough Business = Opportunity

By Mark Dubois

Mark Dubois - While the buy here pay here business is a challenge and involves many factors (like compliance, capital and cash flow, to name a few), it’s a business that offers a lot of opportunity to dealers who run their business right.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Creating Professional Dealership Videos on a Budget

By Joe Chura

Internet and e-Marketing Director Joe Chura breaks down what a dealership would need to shoot professional-grade video at a fraction of the cost it would take to hire a third party to produce videos.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Expedited Payment Fees

By Nicole Munro

Before charging an expedited payment fee (or any other servicing fee), consult and consider your state’s laws on the topic. Attorney Nicole Munro explores servicing fees in depth.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Dealership Compliance

By Mike Trabold

Mike Trabold - Dealership compliance is often complicated. Three areas of significant importance for dealers today are worker classification, the federal HIRE act, and the implications of the health care reform act.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

It’s Beginning to Look a Lot Like Christmas

By Brent Carmichael

Brent Carmichael shares some tips with BHPH dealers to get sales and payments in December, typically the most difficult month of the year.

Tags: BDC

December 2010, Auto Dealer Today - WebXclusive

Special Finance Companies Report Surprising Trends

By Greg Goebel

Greg Goebel - The landscape of the special finance market is changing, but this time it’s changing in a way that could benefit dealers. The near-prime customers of today aren’t the same as they used to be. Among near-prime buyers, average interest rates have dropped, the average loan term has grown and average monthly payments have increased. Read on to discover what’s behind these changes and how the rest of the subprime spectrum has changed in the past year.

Tags: BDC

November 2010, Auto Dealer Today - WebXclusive

Credit Leads and Reputation

By J.D. Rucker

J.D. Rucker - Although it’s been contested, buy here pay here dealers can reap rewards of a search engine optimization strategy. A BHPH SEO strategy should be credit-focused and aim to push any negative reviews, complaints and third-party lead-generators that could be taking your business down in the organic search engine results.

Tags: BDC

November 2010, Auto Dealer Today - WebXclusive

How Do You Know if Your Software is Compliant?

By Allen Dobbins

Allen Dobbins - Many dealers have issues with software and its compliance. The unique thing about software and compliance is that they touch virtually every aspect of a business. There are some important steps you can take to safeguard your business when it comes to compliance issues.

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