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October 2007, Auto Dealer Today - WebXclusive

The Marketing Funnel

By Rob Anderson

Rob Anderson - Before you begin to pour customers into your funnel and lead them through, there are certain things you must define first. This will set you—and your customers—on the right path from the start. Define who you are and what you’re all about.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Alaskan Dealer Uses Internet To Sell 100 Units

By Daymond Decker

Daymond Decker - The decision was made to integrate AuroraMotors.com into other advertising media and to utilize Search Engine Optimization and advanced Search Marketing campaigns to drive the home-bound Alaskans to the dealership’s new virtual showroom...

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Compliance And Disclosure Priorities: Crystal Motor Car Company Has Rigid Policies In Place

By Jennifer Rincon

Jennifer Rincon - For F&I ethics, candidates are given the Regulation Z/Truth in Lending booklets from the Federal Reserve and educated on which sections apply to the automotive industry

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

Rent-To-Own Pays Off On The Bayou: Independent Dealer Successfully Switches Business Plan

By Jennifer Murphy Bloodworth

Jennifer Muprhy - The first and perhaps the most striking difference is that the dealer maintains ownership of a rented vehicle until the end of the rental term. Then, and only then, does the renter acquire ownership.

Tags: BDC

October 2007, Auto Dealer Today - WebXclusive

F&I Findings for 2007: Profitable Processes In The Finance Office

By John Carroll

John Carroll - “The key is to get the customer to come back for the first maintenance stop and get [the customer] in and out in an hour,” said Arden, who’s father put him to work at Downs Ford in Toms River, N.J., 30 years ago.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Why I Should Buy From You: Writing Good Ad Copy

By Tom Herald

Tom Herald - If you’re not one of the top three dealers in your market that people think of when they want a car, then your branding needs help. They won’t remember you...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Pay For Performance: Change Is Necessary - Sometimes

By Michael Rees

Michael Rees - If you want to get the most out of your sales team, you have to motivate them with compensation ...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Climb, Confess, Comply: What To Do When You Get Into Trouble With A Customer

By Will Parquette

Will Parquette - New or inexperienced salespeople may at some point “paint themselves into a corner” with a customer by making a mistake and not knowing how to correct it or where to go for help.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

You Can't Score "Wow"

By Greg Goebel

Greg Goebel - One inherent problem is that the numbers can be deceiving because they don’t measure people that don’t buy from you ...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Your Identity Theft Program: Comply Or Risk Fines

By Lisa Asbell

Lisa Asbell - If you have a data breach and a customer suffers losses (or even worse, if multiple customers suffer losses), you can be held responsible for those damages along with federal and state fines...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

New Wireless Options On The Horizon

By Jeff Smelley

Jeff Smelley - Early next year the FCC is scheduled to auction additional airwave space to wireless providers. In so doing, Kevin Martin, chairman of the FCC, proposes to remove the restraints which cell phone providers have enjoyed for years.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Dancing with the Cars: Don't Allow a Premium to Become a Promotion

By Rob Anderson

Rob Anderson - Think about your presence in the marketplace. What does it say about your dealership? Are you all about: price, warranty, service pre-owned or a combination of these and many others? You have to be “about” something.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Lot Rot Ruins Profits: Four Tips To Achieving The Perfect Turn

By Ryan Linnehan

Ryan Linnehan - Did you ever notice how if you put a car on the lot fully reconditioned and then review that same car after it has sat out there for 60 days, it seems to need to be reconditioned all over again?

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Service Expansion in Sin City: Norm Baker Motor Company Planned to Succeed

By Jennifer Murphy Bloodworth

Jennifer Murphy - Purchasing the proper equipment, a vital component of success for any service department, is an expensive investment for dealers...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Pick Your Legal Battles Wisely: Sometimes It Doesn't Pay to Fight

By Thomas B. Hudson, Esq.

Thomas B. Husdon, Esq. - The estimated cost to disassemble the engine was $1,500. Van Eman believed that C.A.R.S. had no intention of honoring the limited warranty and would continue to demand additional tear down and diagnosis until...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Lead and Motivate: Skills That Can Be Taught

By Mauricio Espinosa

Mauricio Espinosa - I’ve seen plenty of managers that are great at managing resources, planning and generating strategies, but when their results are analyzed, they fall short.

September 2007, Auto Dealer Today - WebXclusive

Marketing and Advertising Your Special Finance Department: Part One

By Greg Goebel

Greg Goebel - Efficient marketing is achieved in automotive retail when the total numbers of customer opportunities equals the maximum number that the sales team can properly handle.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Car Sales Accounting

By David Keller, CPA, CFE

David Keller - Accounting for the different types of car deals generated from your F&I programs is important if you want to completely understand your business operations and the resulting effective gross profits...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

The Cure For Losing Customers

By Don Reed

Don Reed - Total vehicles in use are at their highest levels in history totaling over 244 million. So, with a record number of vehicles on the road with a median age of 7 or more years, why isn’t the new car dealer thriving in the retail service and parts business?...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Point, Click, Sale: Building an Online Dealership to Reach More Customers

By Rob Chesney

Rob Chesney - The ability to market and sell vehicles online is becoming more critical every day. Below are a few best practices from dealers using eBay Motors to help your dealership make the leap online...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Tap Into Sub Prime Sales

By Mark O'Neil

Mark O'Neil - Not just any customer is the right candidate for your sub prime program. This type of loan can be uncertain; it takes staff training, a solid software partner and a skilled eye to determine whether the benefits outweigh the risks.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Lets Talk About Price: Properly Handling The Important Question

By Tom Herald

Tom Herald - Whenever customers ask the price of a vehicle they are only requesting information, and this question is the first line of dialogue. A salesperson that cannot effectively answer the question is ...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Cross-Training To Customization: Clever Strategies Keep Anderson Of Lincoln In Tune With Customers

By Jennifer Rincon

Jennifer Rincon - The ability to adjust and revise back-end business practices has kept Anderson of Lincoln, Neb. ahead of the curve for some time, both in profits and customer service.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

The Value Of The Accessory Market

By Jennifer Murphy Bloodworth

Jennifer Murphy - The OEM accessory market, according to Marketing Worldwide Corporation, is an estimated $182 billion market and is expected to be a $200 billion dollar market by the end of this year...

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Challenges in the Finance Office

By Becky Chernek

Becky Chernek - Proper use of the menu means that these managers can present 100 percent of their products to 100 percent of their customers 100 percent of the time.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

Brand Your Business

By Tom Herald

Newspaper advertising is expensive and ineffective at branding your business. It is absolutely amazing how much money is wasted on newspaper ads, by car dealers who use it religiously, every week.

Tags: BDC

September 2007, Auto Dealer Today - WebXclusive

High Productivity

By Kevin Day

Every dealership needs to focus on employee satisfaction and support, as a means to reduce costly turnover and increase productivity. The revolving door for sales personnel must stop.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

The Rate of Change

By Tom Herald

“If the rate of change on the outside exceeds the rate of change on the inside, the end is near.” Change is inevitable and it’s going to happen no matter what.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

On The Road To Success: The Walser Way

By Daymond Decker

Daymond Decker - In this highly competitive industry, top-performing dealers capitalize on innovative search marketing strategies to ensure that their Web site appears ahead of the competition on the most popular searches...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Why Have A 60-Day Used Vehicle Turn Policy

By Michael Rees

Michael Rees - Let’s take the average priced vehicle over 60 days old. When it came in to stock at ABC Motors, it was valued at $13,000...After 90 days, it is worth maybe 90 percent, just $11,700 ...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Who's To Blame When Sales Goals Aren't Met

By Mauricio Espinosa

Mauricio Espinosa - According to definition, we can say that Organizational Performance is how to measure efficiently and effectively the resources of the organization that are used to satisfy customers and achieve the organizational goals.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Efficient Solutions Help Close Gaps in Consumers’ Car Shopping Experience

By Chip Perry

Chip Perry - Over the last few years, consumers have increasingly adopted broadband Internet access, which has opened the door for Web sites to provide more sophisticated services...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

The Cost Of Data Vulnerability

By Jeff Smelley

Jeff Smelley - Data access is a matter of providing each employee with availability of the information and resources required to perform their jobs optimally while blocking unfettered access to other information which may be sensitive in nature.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Reducing Employment Litigation Risks

By Carlos Rodriguez

Carlos Rodriguez - The best solution for employers today is to purchase comprehensive employment practices liability insurance (EPLI), which covers a business against potential liability losses such as sexual harassment, discrimination and wrongful termination.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Advertising In The Real World

By Rob Anderson

Rob Anderson - With television advertising, there are three main types of advertising campaigns. The first is branded by the manufacturer, these leads however have not decided to purchase from your dealership.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Boost your Online Listings: Online Tools Make Listing, Selling Vehicles Easier

By Rob Chesney

Rob Chesney - A subscription based service, called eBay Motors Local Market, was recently introduced that allows dealers to upload as many vehicles as desired and make them available to buyers within a 100-mile radius...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Don't Sell It If You Haven't Read It

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Just as any good car salesperson will know the mechanical and performance specifications of the vehicles, the salesperson should know the characteristics, terms and conditions of the financing, leasing and related services.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Successful Inventory Management: Acquiring Profitable Vehicles

By Ryan Linnehan

Ryan Linnehan - When BHPH was in its infancy, we were dealing with full-sized sedans and station wagons. Nowadays, it translates to minivans and SUVs, yet the principle remains the same...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Structuring A Service And Parts Department

By David Keller, CPA, CFE

Dave Keller - Gross-profit percentages are very important if you want to show a profit in the service and parts departments. You should set your goals to achieve 70 percent for labor and 40 percent for parts...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Survive or Thrive: It’s Your Service Choice

By Don Reed

Don Reed - If new unit sales are down, of course F&I gross profits are also down. When new unit sales go down by 30 percent or more, there is a direct negative effect on service and parts revenue because of fewer PDIs and declining warranty repairs...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Three Independent Dealers Carve Out Niche

By Jennifer Murphy Bloodworth

Jennifer Murphy - Successfully carving out a niche can take years—even decades. For three independent dealers, differentiating themselves from the stereotypical car lot and focusing on a specific niche has paid off.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

What Service Experts Really Want

By John Carroll

John Carroll - To get a better understanding of what dealers should be doing in the service lane, Auto Dealer Monthly asked Reed and several other top consultants in the business to list their top recommendations to dealers...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Dealer puts Faith in GM and Succeeds

By John Carroll

John Carroll - About that time, he picked up a copy of Hispanic Business magazine and read about one of the dealers who had completed the minority dealer development program run by Chrysler.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

2007 Special Finance Convention

By Greg Goebel

Have you registered for the 2007 Special Finance Convention? Visit the Convention web site at www.2007sfconvention.com or call us at 888-490-0303 to Register Today.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Balloon Engineering: I Wish They Had Taught This at Purdue

By Greg Goebel

Greg Goebel - The credit status of the customer should already be established, and once the customer arrives at the dealership the sales process is already set...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Accountability In The Ranks: Measuring Performance Goals

By Michael Rees

Michael Rees - Let everyone know exactly what you expect of them (full job description, including expectations of performance). Make sure they have the tools to do what you expect of them (training, support etc.)...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Memo To The Chrysler Group: Shame On You!

By Greg Goebel

Greg Goebel - On April 3rd, the Chrysler Group issued a memo to dealers stating as of July 1, 2007 Chrysler dealers who fail to meet 50 percent of their monthly sales quotas will be barred from the Chrysler’s factory auctions.

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Houston Dealer Strikes It Big: Internet Division Sells Additional 100 Units Per Month

By Daymond Decker

Daymond Decker - To gain the systematic processes and controls necessary to operate effectively and efficiently, David Taylor contracted with a technology consultant with automotive digital marketing credentials and proven results...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Event Sale Contracts: What You Need To Know

By David Keller, CPA, CFE

David Keller - Most agreements promise to bring individuals to your dealership for a desk person, F&I manager and a closer during the sale. Usually, the length of the contract is for the sale period...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

Advertise During Economic Downturns: Opportunity For Expanding Your Market Share

By Rob Anderson

Rob Anderson - This lead to four years of solid growth prior to rising interest rates and gasoline prices over the past 12 months, so let’s take a page from the manufacturers’ playbook.

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