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1401  -  1450  of  2199

December 2007, Auto Dealer Today - WebXclusive

A BHPH Christmas Carol

By Ryan Linnehan

Ryan Linnehan - Ben had never been a pleasant man, but since Jacob’s passing, he had been even more of a thorn in the side of Bob Cratchit, the collections manager...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Sales Professional Recruiting: The Selection Process

By Michael Rees

Michael Rees - Many dealers like to hire people on the spot (especially salespeople) and let them sink or swim; this is time consuming and expensive. Dealers have to go through the hiring process ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The Glue That Holds It All Together, Special Finance Systems: Part 1

By Greg Goebel

Greg Goebel - I divide “Systems” into four areas that need continual attention, and where loss of focus will quickly cause loss of sales or profits. Those four areas include ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Subletting: The Sequal, Choosing What To Outsource

By Ryan Linnehan

Ryan Linnehan - Focus on the areas your are best at in your operation and leave the rest to trusted experts, even if it means tapping resources outside your company...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Energize Your Dealership And Your Employees: Six Strategic Steps To Take Today

By David Keller, CPA, CFE

David Keller - Walk into your dealership tomorrow and begin to look at it differently. Or better yet, why wait until tomorrow? Walk out the front door right now, get into your vehicle and drive around the block...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Evaluate Your Service Department

By Don Reed

Don Reed - It doesn't matter what the price of gasoline is or what the interest rates are because there will always be opportunities for improvement in dealing with the retail service customer...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Interstate + Internet = Trouble

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - When the dealer and the buyer are in different states, a lot of different things are happening. The business models we have seen range from the safest to the more dangerous, from a legal standpoint...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Consider Every Online Offer Or Interaction A Sales Opportunity

By Rob Chesney

Rob Chesney - Every inquiry on eBay Motors is a potential buyer and therefore a relationship that needs time and care to cultivate. The goal is to build that question or offer, no matter how insulting or low, into an understanding and ultimately a...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Leveling The Playing Field: What F&I Can Do For The Wise Dealer

By Greg Goebel

Greg Goebel - Dealers that are seeing their net profits disappear, simply cannot afford to have underperforming finance and insurance departments. If a store is selling 60 to 70 units per month, struggling to break even and averaging less than ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Know The Five Steps Online Shoppers Take

By Brian Page

Brian Page - Reaching out to the car buyer at each stage exponentially increases the chance your dealership’s name will be remembered, and ultimately contacted by the consumer when they are ready to buy...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Kentucky Toyota Dealer: Cashing-In On eCRM

By Daymond Decker

Daymond Decker - With an effective digital marketing strategy, complete with the right technology, tools and extensive training, McDaniel and the BDC department at Kerry Toyota are giving the competition a run for their money...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Strategies And Tips For Dealing With Difficult Employees

By Mark Benjamin

Mark Benjamin - Management is wise to quickly address a difficult employee, experts say, since such negativism is contagious and can quickly impact the entire office staff.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The Backup Server

By Jeff Smelley

Jeff Smelley - The first solution for a backup server is to buy a system exactly like your production server, providing a simple and quick solution in the event your production server experiences problems.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Who Teaches Compliance To Our Special Finance Team

By Greg Goebel

Greg Goebel - It can be overwhelming when it comes to trying to comply with the dizzying number of laws and regulations that auto dealers are faced with, which often which can be contradictory.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Why It Pays To Cheat: Sage Advice From Waikem Auto Group's Special Finance Department

By Jennifer Rincon

Jennifer Rincon - For two-and-a-half years, the Waikem team copied all the SF knowledge they could find. They listened to Greg Goebel, who advised them that only 20 percent of dealers in special finance ever reach their full potential...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Why Use An Automotive Legal Specialist

By Ron Smith

Ron Smith - Firms that specialize in the auto industry often have extensive access to networks of dealer attorneys throughout the United States, who regularly exchange information about issues and cases facing their clients...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Start Your Tax Planning Early

By David Keller, CPA, CFE

David Keller - Can you believe its almost the end of the year? Start your end-of-the-year tax planning now. Don’t wait until it is too late to make changes to your operations, setup up a new company or hire the extra person you have been talking about...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Just Ask! Then Listen To Better Understand Your Customers' Needs

By Tom Herald

Tom Herald - An effective salesperson must strictly adhere to the Cardinal Rule of Special Finance: Always conduct a thorough needs analysis. It is amazing how much information a customer will provide if we ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The 3 C's For Technicians

By Don Reed

Don Reed - First, I want you to determine the condition of your technicians. To do this, you should start by asking your service director/manager to conduct an assessment of their individual skill levels. This will answer two questions...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Positioning: Raise Your Branding Standard

By Rob Anderson

Rob Anderson - Positioning is the process by which marketers try to create an image or identity in the minds of the target market for the dealership, brand or organization. It is the “relative competitive comparison” a dealership occupies in a ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The CSI Pyramid

By Mauricio Espinosa

Mauricio Espinosa - What is of most interest is that Hispanics typically rank companies very high when responding to communication (such as a telephone call) that is conducted correctly.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The Sublet Debate: That is The Question

By Ryan Linnehan

Ryan Linnehan - There are a lot of related areas to the BHPH business that we could be involved in, and if we had unlimited time and resources, we probably could make more money by doing so...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Managing By The Numbers While Navigating Expansion

By Jennifer Murphy Bloodworth

Jennifer Murphy - Ghazal focuses heavily on each store’s numbers. He receives various reports from each store daily, weekly and monthly and analyzes them to determine how each store is performing, see if any of them need improvement and monitor his...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

How To Respond To Internet Inquiries: Trainers and Directors Disclose Proper Techniques

By John Carroll

John Carroll - Trying to come up with a step-by-step process for Internet sales can be tricky. Some practices may work better than others in your own operation, and picking the best approach for your dealership can make a big difference at the end of...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Share the Season: Tis Time To Give Back

By Greg Goebel

Greg Goebel - There are a lot of people out there that dealers don’t touch directly or indirectly. Many people don’t play on the Little League teams or go to the philharmonic.

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

A Smooth Internet Operation: Peruzzi Toyota Scores with the Right Process in Place

By Jennifer Murphy Bloodworth

Jennifer Murphy - Bill Finocchiaro, president of Peruzzi Toyota in Hatfield, Pa., has been experiencing online success since he expanded his Internet department and adopted new processes for the department. “I knew there was more out there;

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Are Performance-Based Sales Events For You?

By Tim Bailey

Tim Bailey - The buying atmosphere created at these events ... will increase the front and back grosses significantly

Tags: inventory

November 2007, Auto Dealer Today - WebXclusive

Punitive Damages: How Much is Too Much?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The Texas Supreme Court found that Gullo Motors’ fraudulent actions merited exemplary (punitive) damages, but that the $125,000 remittitur exceeded the constitutional limits on exemplary damages...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Eliminating The Box Sale

By Becky Chernek

Becky Chernek - It’s that sneaky system where the sales manager works out deals by getting customers to settle on only a monthly payment. Then, he sends them into the finance manager to close the deal

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Proper Recruiting: Use the Steps To A Sale For A Successful Interview

By Michael Rees

Michael Rees - A lot of applicants will have a resume and will want to save time by not completing all parts of the application. Make it clear to each applicant that you need every part filled out..

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Planning To Avoid Wholesale Losses Keep 'Em Or Cut "Em?

By Randy Barone

Randy Barone - All too often, buyers get distracted by vehicles that they have a “gut feeling” will do well on your lot.

Tags: inventory

November 2007, Auto Dealer Today - WebXclusive

Get Your Share Of The Largest Growth Market Segment

By Greg Goebel

Greg Goebel - While it is reported that the average Beacon score is a 685, banks consider anything below a 720 Beacon or FICO score as non-prime credit. With credit unions the bar is set slightly lower, with 680 being the line at which prime credit begins.

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

The Meter Is Running

By Scott Dreisbach

Scott Dreisbach - Each manufacturer expects dealers to start ordering new products to integrate into their dealership inventories. With this expectation, each dealer must determine how many vehicles will be ...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Marketing and Advertising Your Special Finance Department: Part Two

By Greg Goebel

Greg Goebel - The most cost effective way to advertise is one of the easiest and most overlooked—references given by your existing SF traffic on their credit applications. Finance companies ask for a minimum of six references on credit applications.

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Running With The Big Dogs: Elkin Chrysler Jeep Dodge Leave The Porch

By Daymond Decker

Daymond Decker - So, what happens when you mix old-fashioned, small-town car sales with newfangled technology? The answer is a dealership with increased exposure that translates into more sales and higher profits...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Keep Your Computer In Shape

By Jeff Smelley

Jeff Smelley - Many of us find out computers slowing down and/or having aggravating little problems that conspire to rob our time, patience and productivity. Here are a few common problems and what you can do to fix them, as well as prevent them.

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Think One Deal At A Time

By Tom Herald

Tom Herald - The number of approvals the banks gives, the ability to collect on each loan, and your profits will all increase dramatically if you focus on deal structure before ever ...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

The Worth Of A Technician: Comparing Positions In The Dealership

By Don Reed

Don Reed - Any customer who declines a technician’s recommendation for these needed repairs and/or services should be turned over to the service drive sales manager or service manager for a second review with the customer ...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

Recruiting Salespeople

By Michael Rees

Michael Rees - Why would you hire the wrong people in the first place? Dealers usually do their recruiting reactively instead of proactively. This means they are desperate for “bodies” to at least say hello ...

Tags: BDC

November 2007, Auto Dealer Today - WebXclusive

How the Web was Won: Earnhardt Auto Group Shares The Good, The Great And The Ugly Of Running A Web site

By Jennifer Rincon

Jennifer Rincon - In the last decade, the Earnhardt Auto Group based in Chandler, Ariz. has grown from three franchises to 11 across Arizona and Texas. Around 1994, the first Earnhardt Web site was created...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

GM's Minority Dealership Program: Dealers Receive Support, But Obstacles Outweigh Opportunities

By John Carroll

John Carroll - The Minority Dealer Advisory Council was created because the company established a mission to increase the number of minorities running GM dealerships.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Unfair And Deceptive Practices: Entertainment For Everyone But The Dealer

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - You will recall that the most potent weapon that plaintiffs’ lawyers can bring to bear is a state “unfair and deceptive acts or practices,” or “UDAP”, law. Nearly every state has such a law, and Maryland, my home state, is...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

The Rules Of Rich Media: Keeping Your Customer Engaged

By Jason Ezell

Jason Ezell - Rich Media can greatly enhance the user experience. It captures attention and delivers valuable information to your users. If used properly, Rich Media will increase your leads and help establish user trust...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Seven Rules To Great Hispanic Marketing

By Mauricio Espinosa

Mauricio Espinosa - How you should advertise depends on many factors. What you know is key, and what you don’t know can be hazardous to your business. If you want the long answer, keep reading.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Driving Home Your Dealership Message: Building A Brand Stretches Ad Budget

By John Carroll

John Carroll - Dealers can build some branding equity into every call to action. For Mudd, that’s a jingle or tag phrase with consistent graphics. “That’s your brand, which you use with a buy-now message. You have to sell cars or you don’t have a brand.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

When Ad Campaigns Go Wildly Wrong: Retaining Your Reputation And Customers In The Aftermath

By John Carroll

John Carroll - To make sure you’re completely protected, said Chumney, make sure you have the right legal disclaimers on every piece. Mistakes happen, but because it’s a flub instead of a scam, neither the dealer nor the agency has to pay off...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Driving Customers Through Online Search: How To Optimize Web Sites For Search Engine Marketing

By Rob Chesney

Rob Chesney - In order to increase the odds of consumers selecting your dealership, consider search engine marketing (SEM) and search engine optimization (SEO...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Related Finance Company Considerations: A Difficult Decision That Requires Extensive Review

By David Keller, CPA, CFE

David Keller - Projections should be completed as if you have sold the notes to an RFC so you can review the effect on net income, cash flow, net worth, working capita, and other factors that are important to the operations and health of your dealership...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Surviving Mass Deployment: Uncontrollable Business Swings Are Difficult, But Not Impossible For Budget Car Sales

By Jennifer Murphy Bloodworth

Jennifer Murphy - Recalling the first mass deployment his dealership survived through, Thomas said, “The sales numbers dried up literally overnight, and we weren’t prepared … We didn’t know what to expect; it was devastating.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Taking BHPH Out Of The Stone Age: Technology Changes How We Do Business

By Ryan Linnehan

Ryan Linnehan - When you consider the technology needed to handle each aspect of the sale, delivery and collection process it’s easy to see how having separate software programs to handle each of these areas could have you drowning in technology...

Tags: BDC

Blog

On-the-Point

Jim Ziegler
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb