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February 2008, Auto Dealer Today - WebXclusive

When Can You Accept Over-Spending?

By Greg Goebel

Greg Goebel - So, I will say it. There are times when I believe it is OK to overspend your ad budget.

Tags: BDC

February 2008, Auto Dealer Today - WebXclusive

Finely Honed System Success at World Hyundai

By Jennifer Rincon

It’s tough to be a player in the auto retail business, especially when your dealership is flanked by large auto malls nearby and is 30 miles from Chicago. Then try putting yourself last in the lineup at Matteson Auto Mall of Illinois, the largest campus-style auto mall in the United States, with very little foot traffic...

Tags: BDC

February 2008, Auto Dealer Today - WebXclusive

Shades of Ed Sullivan

By Greg Goebel

Greg Goebel - “We’ve got a really big shhhoooow for you…” Certainly, that same exclamation should be used for the 2008 NADA Convention set to take place in San Francisco in early February.

Tags: BDC

February 2008, Auto Dealer Today - WebXclusive

Web-host Selection: Sometimes You Have to Reevaluate Your Priorities

By Craig Criswell

Craig Criswell - The purpose of the site is to make buying that next vehicle easier. It must attract and engage the ever-growing number of people doing research online for their next vehicle purchase...

Tags: BDC

February 2008, Auto Dealer Today - WebXclusive

Creating E-mail Policies At Work

By Mark Benjamin

Mark Benjamin - Many small-business owners are not fully aware of their legal rights when it comes to monitoring their employees’ e-mails and fear that the company may be breaching privacy laws by reading their staff’s e-mail correspondence.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Five Steps to World-Class Customer Service

By Tom Herald

Tom Herald - Creating a great customer experience is both incredibly simple and the hardest thing you'll ever do. There is nothing magic or mysterious about it, but you have to turn your mind inside-out.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Web Site Upgrade Engages Shoppers: Schumacher Auto Group Sees Results

By Daymond Decker

Daymond Decker - At Schumacher, the main strategy for bringing customers to their Web site used to be traditional advertising, especially print, but now they are doing less traditional advertising and bringing more people directly to the site through...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Sisters Take The Reins At Oldest Transportation Company: Hare Chevrolet Makes Way For The Sixth Generation

By John Carroll

John Carrol - It hasn’t all been smooth sailing. A few years ago, the family bought two area stores and later sold the underperforming Chrysler/Jeep location. Cole chalks it up to experience...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Focusing On Fixed Ops: Crest Cadillac Thrives On Southern Hospitality

By Jennifer Murphy Bloodworth

Jennifer Murphy - The customer is taken to the private office of one of the four the service consultants/advisers who usually spend between seven and 10 minutes with each customer to understand the customer’s concerns.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Your Succession Plan: The Factory Influences Your Decision

By Ron Smith

Ron Smith - Many succession planning decisions will be governed by not only the factory sales and service agreement (“Franchise Agreement”), but also by appropriate provisions of state franchise statutes...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Don’t Lose Your Mettle When Moving The Metal In A Down Market

By Rob Anderson

Rob Anderson - Consumers have grown cautious and the economy has slowed, but opportunities still abound for dealers. These opportunities are created by less competition amongst retailers in the marketplace.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Gain Traction With Online Listing Option

By Rob Chesney

Rob Chesney - Vehicle purchase protection is provided by eBay Motors to passenger vehicle buyers who complete their purchase on the site to protect against cases of outright fraud ...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Public Citizens Arbitration: Report Misses The Mark

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The foundation of the report is Public Citizen’s claim, based on its study of nearly 34,000 collection cases, arbitrators found in favor of businesses in 94 percent of the arbitration proceedings...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Training Your Service Customers: Pays Big Dividends

By Don Reed

Don Reed - Starting today, ask each of your advisors what maintenance is required by your respective manufacturer. I’m betting they don’t know. If that is the case, then require them to read the warranty book and they will find the words...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Buy-Sell Agreement Structure: Smart Decisions for Tax Purposes

By David Keller, CPA, CFE

David Keller - The buyer should always review any and all existing leases of the dealer to verify which leases must be assumed through purchase...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Integrated Automated Training To Reduce Compliance Risks

By Raj Sundaram

Raj Sundaram - To help mitigate risks, your dealership must do more than have compliance policies in place, it must also enforce them.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

The Dreaded "R" Word

By Greg Goebel

Greg Goebel - Over the past 24 to 30 months, the new retail sales volume for domestics has been reduced by 20 to 30 percent, and in some markets the reduction is over 50 percent.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Protecting Your Money The Low-Tech Way

By Jeff Smelley

Jeff Smelley - In what’s transitioning to a cashless banking environment, you must carefully inspect credit card authorizations, electronic funds transfers and payment authorizations.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Hitting The Bulls-Eye: Effectively Targeting Your Market

By Rob Anderson

Rob Anderson - Bull’s-eye marketing is about locating your best prospects ... You can start mapping by looking at your key marketing and support materials, then comparing them to those of your closest competitors.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

The CSI Pyramid Part II: Retention

By Mauricio Espinosa

Mauricio Espinosa - At many businesses, we found first-time customers usually give good-to-excellent ranking scores. However, as time and experiences continue, the results deteriorate.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Full-Spectrum Finance: Providing What the Customer Needs

By Tom Herald

Tom Herald - In order to direct a customer away from specific vehicles, bypass price, ask for significant down payments and still structure profitable deals, you must have a program to sell. In special finance, this program is ...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Florida Dealer Weathers The Elements: Pompano Honda Sets Records

By Daymond Decker

Daymond Decker - According to statistics provided by Honda, 80 percent of typical Honda buyers first turn to the Internet to conduct online research...

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Sales Skyrocket With Hispanic Market Focus: R&R Auto Sales Thrives In Orland, Calif.

By John Carroll

John Carroll - It's all part of reaching out, letting the Hispanic community know, in a myriad of small and large ways, they'll be welcome when it comes time to buy a vehicle.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Advertising: Spending Those Dollars Weekly

By Kris Wright

Kris Wright - Dealers often spend advertising dollars without tracking the “true” productivity of each medium. Since the market is more competitive than ever, we have to compete to have the most effective advertising mediums as well.

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

2008 Special Finance Hall of Fame Awards to be Presented at the 2008 Special Finance Convention

By Greg Goebel

2008 SFC

Tags: BDC

January 2008, Auto Dealer Today - WebXclusive

Run Your Own Marathon: Eleven Steps To Reaching The Finish Line

By Greg Goebel

Greg Goebel - Every journey begins with a first step. I believe that first step is being Inspired to Set Your Goal. You have to be inspired to achieve something that you have never accomplished.

January 2008, Auto Dealer Today - WebXclusive

NADA's Razzle Dazzle Convention: Profitability Heads to the Bay

By John Carroll

John Carroll - ... while hosting dozens of workshops each day over the 4-day event to better prepare dealers for what’s shaping up as one of the most challenging years the auto retail business has seen in decades.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

The Waiting Game In F&I: How Punte Hills Toyota Keeps The Customer Engaged

By Jennifer Rincon

Jennifer Rincon - However, most customers are not impressed with legal savvy. They simply want to buy a car and get on with their day. This leads the F&I team back to the first question: time. “Time is absolutely of essence to us,” said Hakes.

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

Automotive Wage Compliance In The Dealership: Minimum Wage Law Does Apply

By Justin Spath

Justin Spath - The FLSA is the federal law that details standards for the basic minimum wage and overtime pay. It covers employers who have ...

Tags: BDC

December 2007, Auto Dealer Today - WebXclusive

How To Play By The Rules On eBay Motors

By Rob Chesney

Rob Chesney - To build a solid reputation online, begin by providing every detail you have available regarding vehicles you have listed. For example, take pictures of a vehicle from all angles, including any dents, scratches or other imperfections...

Tags: BDC

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

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