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December 2008, Auto Dealer Today - WebXclusive

An Exercise in Planning and Patience: Purchasing a Franchise is a Drawn Out Affair as Aztec Chevrolet Discovers

By Kimberly Long

Kimberly Long - Buying a dealership, even a small one, can be a complicated experience, even for seasoned business owners. Just ask Luis Aliniz, dealer principal of Aztec Chevrolet Pontiac Buick in Beeville, Texas.

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Business Development Centers: The Most Accountable, Measurable Department

By Glynn Rodean

Glynn Rodean - This position is generally one of an order-taker and is often responsible for fielding complaints. Probably, the CSR you are most familiar with is employed by your cell phone company...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Buying or Selling a Dealership: When to Call in the Experts

By John Carroll

John Carroll - For anyone trying to sell a dealership, nothing beats a combination of financial health and clear potential for new growth. But with the economy in a swoon, demonstrating either of those traits these days is no easy task.

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Is Special Finance Dead? Don’t Confuse Near-Prime Cutbacks with Special Finance

By Greg Goebel

Greg Goebel - Through the first nine months of 2008, the flow of money through securitization has amounted to less than $1.5 billion; through the first five months of 2007, over $12 billion flowed into subprime finance.

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Pigs Get Fat, Hogs Get Slaughtered

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - One surefire way to make sure a court won’t enforce your arbitration agreement is to ask it to do more than get you in front of an arbitrator. I can’t tell you the number of arbitration agreements I’ve seen that indicate...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Five Things You Should Know When Selling on eBay Motors

By Rob Chesney

Rob Chesney - ... dealers are discovering that online used vehicle sales are a direct and efficient way to increase revenue that has been battered by a decrease in new vehicle sales and foot traffic ...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Choose Success: Sales Are As Strong As You Make Them

By Michael Rees

Michael Rees - Are you and your team using the fact that so many people are saying business is bad to tell yourselves: “It’s okay that we’re not doing any better. We can’t help it; it’s just the economy”? ...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

The Advantages of Flash: The Rules Have Changed Over the Years

By Jason Ezell

Jason Ezell - Now that dial-up users are considered ancient and search engines can read Flash content, both major objections have been eliminated ...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Important Things You Must Consider If Buying or Selling A Franchise Dealership

By David Keller, CPA, CFE

David Keller - One of the things you should do before signing the buy-sell is consider what floorplan source you will use for financing the vehicle inventories...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

For Coral Springs Auto Mall, Rough Winds are Just the Beginning

By Jennifer Rincon

Three years ago, Coral Springs Auto Mall lost dozens of valuable units – not to a robbery or economic downfall, but to a group of metal light poles. During Hurricane Wilma in 2005, violent winds caused a number of 25-foot-tall poles to snap from their foundations, toppling sideways and crushing eight or nine cars at a time, every time.

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Youtube Surpasses Yahoo in Number of Searches

By Sean V. Bradley

Sean Bradley - As we know, video—specifically, video search—is powerful, but did you know it was this powerful? Recent statistics from comScore data...

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Enfotrace's GPS Device Offers a Technical Edge

By ADM

Technology can improve a dealer’s business in many ways. One technological tool that has been helping improve collections for some time is the starter interrupt device.

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Maximize Every Lead

By Michael Fishman

Michael Fishman - In a time of economic turbulence, generating showroom traffic is more critical than ever

Tags: BDC

December 2008, Auto Dealer Today - WebXclusive

Four M's of Marketing Techniques

By Raul Vazquez

Raul Vazquez - I’ve often addressed how to maximize your ad dollars, how to get the most from your customer database and how to differentiate yourself from your competition in your customer's mind. All of these issues have a direct impact on your sales...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

If You Can't Track It...

By Harlene Doane

Harlene Doane - The current trend in advertising isn’t about where you spend your ad dollars as much as it is about how you spend your money. According to NCM Twenty Group data, as of June 2008, advertising expenditures are not rising.

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Exceeding Expectations: A Message for Frazzled Finance Managers

By Becky Chernek

Becky Chernek - To often, manager assume they know the reasons customers reject particular products and fail to learn the rationale behind customers' decisions.

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

What Every BDC Needs: Skills, Not Scripts

By Glynn Rodean

Glynn Rodean - If you train on just scripts, you're putting your money (and possibly your ROI) on only seven percent of communication.

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Improve your Collections Instantly

By Ben Donnarumma

Ben Donnarumma - By paying close attention to what is going on, especially when it comes to collections, you can minimize the mistakes being made inside and outside of your company and increase the money you collect...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Top 10 Sales Killers in Special Finance

By Tom Herald

Tom Herald - In special finance, the customer's buying power needs to be determined effectively and discretely long before ever presenting a vehicle.

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Maryland Dealer Improves Leads and CRM with New Web Site

By Daymond Decker

Daymond Decker - As Web sites became popular in the past, it was important to simply “be” on the Web. But today’s Internet user is far more savvy than 10 years ago, and last year it became clear to ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Lessons Learned From the Election

By Joe Turner

Joe Turner - I was reading an article recently about some of the differences in the ways the two campaigns operated during this past election and some things really jumped out at me...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Stop Satisfying Customers

By Paul Rushing

Paul Rushing - Are you placing a lot of emphasis on satisfying customers? Is the only time you hear from your customers when they have a problem after they buy from you? Do you have someone on your staff whose job it is to handle customer complaints and to resolve issues?

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

The Greatest Investment in the World

By Ryan Linnehan

Ryan Linnehan - Most people know the Golden Rule ... But lenders have a different “Golden Rule”: He who has the gold makes the rules! Unfortunately, they are afraid to lend it—even to prime customers!

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Learning from Rock Stars

By Jim Jackson

Jim Jackson - Prior to the conference, I had been asked to speak at the conference before a panel representing four of the most well-known professional speaking bureaus. I arrived at the auditorium for my presentation—it was set up just like

November 2008, Auto Dealer Today - WebXclusive

Laughter Can be the Best Medicine for Building Customer Trust

By John Carroll

John Carroll - About 15 years ago, said Trenary, who runs three dealerships in the St. Louis area, Ben Turec screened a television spot he put together from several years’ worth of bloopers swept up from his ad agency’s cutting room floor. Blown lines, pratfalls, ornery animals; it all ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Marketing Highway - The Express Lane: Taking You to the Top Fast

By Dean Evans

Dean Evans - When it comes to allocating marketing dollars, most dealers have it backwards. Newspaper, television and radio have been such an integral part of their advertising programs for so long that many dealers still place those mediums at the top of...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Marketing Highway - The Toll free Lane: Social Networking

By Paul Rushing

Paul Rushing - Social networking in the automobile industry is starting to take roots and will propel the industry ahead. Social networking is nothing new to anyone who has had an Internet connection for more than 30 days; almost all of our online activities...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Marketing Highway - The Internet Route: Shifting Gears at the Right Time

By Robert M Moore

Robert Moore - ... before jumping on the Internet-charged bandwagon, you should ask yourself, “Do I need more leads, or do I need to do more to improve my performance with the leads I already receive?” ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Law of Unintended Consequences: What the Future May Bring

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The mortgage mess has spilled over into the car arena. The credit markets appear to be temporarily shell shocked and reluctant to assume any risk. Finance companies that lived on the securitization model can’t...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Boost Service and Parts Business with One-on-One Relationships

By Gary Simmons

Gary Simmons - Consider the usual dealership scenario: the sales person sells the vehicle and assumes their job is done. Instead of introducing the customer to the service team, showing them the bay, and explaining that their services are...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

New Car Leads Are not Always New Car Buyers

By Jason Ezell

Jason Ezell - ... of all the traffic (actual visitors) you get to your dealership Web site, 42 percent have not even decided whether to buy a new or pre-owned vehicle ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Cost-Effective Marketing Ideas: Get Your Customers to Promote You

By David Keller, CPA, CFE

David Keller - There are a lot of prior customers we don't think about until they walk through the door again to see us. We have to contact them first. We have to make an effort to be in front of them...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Lead Management Processes: The Backbone of Marketing

By Phil Dupree

Phil DuPree - A four-hour response time is a good target (the average dealer response time is between five and six hours), but the faster the response, the better...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Growth through Targeted Hispanic Marketing

By Rob Anderson

Rob Anderson - The Hispanic market is the only auto-buying market in the country experiencing growth. Have you begun to target Hispanic people whose first (and sometimes only) language is Spanish? If you haven’t, you might be ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Leasing Changes Can Mean New Opportunities for Dealers

By Rob Chesney

Rob Chesney - A growing number of dealers are finding that online used vehicle sales are an efficient and profitable way to increase revenue ...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Independent Dealers Achieve Internet Advertising Success

By Howard Polirer

Howard Polirer - Although independent dealers don’t have all of the Internet advantages of franchise dealers, most are vigilant when new tools are developed that can grow their business. Independent dealers who are advertising on the Internet...

Tags: BDC

November 2008, Auto Dealer Today - WebXclusive

Storybook Service: Piercey Automotive Gets Creative to Keep Customers

By Jennifer Rincon

Jennifer Rincon - The service directors, who are interacting with customers, constantly collect ideas for improvement. The seeds of these ideas, though frequently shared at the monthly meetings, can get choked by a busy schedule.

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Change How You Interact with Service Customers: The Future Depends On It

By David Boyle

David Boyle - Why is it with all the advances in technology and processes, the way we sell service and interact with our customers hasn't changed in decades?...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Ray of Hope

By Greg Goebel

Greg Goebel - As much as I like those phone calls and e-mails, what made me happier was hearing that his business was going great, and that he had three straight excellent months. I was especially happy because ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

The Proper Balance of Technology & People: Keys to Successful Dealer Web Site Chat

By Ted Rubin

Ted Rubin - In addition to qualified, dedicated personnel to man the chat, you also need knowledgeable people to continually analyze the methods that are working best...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Seven Fast Facts: Red Flag Compliance

By Daryl Allegree

Daryl Allegree - While most auto dealers already have systems in place to verify the identity of their finance and lease customers, their current systems may not be in compliance with the new, more elaborate requirements called the “Red Flags” Rule.

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Technology Could Cost You: Three Areas BHPH Dealers Should Review

By Brent Carmichael

Brent Carmichael - Technology touches many facets of the buy here pay here industry. Video surveillance, starter interrupt/GPS and software are the most popular areas for technological discussion in BHPH. These three areas seem to be ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Three Hot Technology Questions: It’s Not Always Black and White

By Harlene Doane

Harlene Doane - For some technology issues, the answers are black and white. There is a right way and a wrong way to approach them. For other issues, there can be a great divide in opinions—even among those who work in the industry. This month, three questions asked by dealers warranted a closer look ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Special Finance Benchmarks Drop as Finance Companies Tighten Programs

By Greg Goebel

Greg Goebel - 2008 has proven to be a tumultuous year in the special finance industry ... Finance companies as a whole have tightened underwriting guidelines, reduced advances, increased fees and raised interest rates.

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

The People Factor - Managing By the Numbers

By Harlene Doane

Harlene Doane - Dealers have started looking closely at employee staffing and productivity in addition to overall dealership gross profits. The current all-dealer (domestic, import and highline) Benchmark departmental gross profit per employee is ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Reasons for BDC Expansion: Evaluating Core Indicators

By Glynn Rodean

Glynn Rodean - A business development center (BDC) is a dynamic entity that needs to be able to expand and contract. When it comes to growth, there are different reasons to expand and several methods of expansion.

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Tough Times Never Last

By Sean V. Bradley

Sean Bradley - Understand that I teach and preach a process that holds excellence in performance as the end goal, and it personally frustrates me when I see dealers, managers, Internet directors and sales consultants making excuses for mediocre results. I hear all kinds of excuses such as ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

Listen to Your Web Site

By Jason Ezell

Jason Ezell - ... 90 percent of everyone out there looking to buy a car goes online at some point to research that purchase, the Internet can give us the most accurate, current and specific facts about shopper trends ...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

What Happens When Your Customer Is Uninsured?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Sometimes it seems like there’s just no end to the ways a dealer can get into a legal jam. That’s really not surprising ... Here’s an example of a dealer’s problems arising from the sale, or non-sale, of credit insurance...

Tags: BDC

October 2008, Auto Dealer Today - WebXclusive

The Fairy Tale of the Sleeping Buy Here Pay Here Dealer

By Charley Pompey

Charley Pompey - Once upon a time, there was a BHPH dealer who fell asleep in his office under the spell of a wicked customer. When this buy here pay here dealer fell asleep, he began to dream that he could sell his cars for anything he wanted to. He and his employees knew the BHPH business and did not need to change the way they did things or educate themselves on the business.

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