Article

1451  -  1500  of  2226

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

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

Blog

On-the-Point

Jim Ziegler
It's a Nerd Meltdown

By Jim Ziegler
The Alpha Dawg coaches sales managers through a CRM crash, shares advice for desking deals the old-fashioned way, and explains why AutoNation’s rumored pay plan revision and GM’s thrice-delayed Project Pinnacle are doomed to fail.

There’s a Vacancy in Mom’s Basement

By Jim Ziegler
The Alpha Dawg discovers the cure for Millennial Madness and goes deep on certified pre-owned leasing, the case against Sage Auto Group, and the end of the big publics’ shopping spree.

Objects in the Rearview Mirror

By Jim Ziegler

The Big Talent Drain

By Jim Ziegler

Opening Observations

Over the Curb