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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

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

Blog

On-the-Point

Jim Ziegler
Objects in the Rearview Mirror

By Jim Ziegler
The past is right behind us and the future is coming fast. The Alpha Dawg plots a course for your store’s success and shares advice for Elon Musk, Johan de Nysschen, and pre-owned managers.

The Big Talent Drain

By Jim Ziegler
The Alpha Dawg tackles the shortage of talent in the managerial ranks and reflects on Amazon’s rumored foray into vehicle sales, the imminent used-car correction, Hyundai’s plan for the Genesis brand, and the untimely passing of Tammie LeBleu.

A Faster Horse

By Jim Ziegler

Strangers in the Mall

By Jim Ziegler

Opening Observations

Over the Curb