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1551  -  1600  of  2279

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

August 2007, Auto Dealer Today - WebXclusive

Five Steps To Structuring Special Finance Deals

By Greg Goebel

Greg Goebel - Gross profit makes the world go ‘round. You can’t spend a “unit,” a “deal,” or any other measurement——it all revolves around the gross. What then, does it take to earn that gross, and what exactly should our target be?...

Tags: BDC

August 2007, Auto Dealer Today - WebXclusive

The Right CRM Tools Make You Money

By John Max Miller

John Max Miller - Most CRM systems do not automate many processes. They require human interaction to manage and implement these processes, while automated processes cost nothing.

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

The Green Pea Phenomenon: Making the Customer Like You

By Erika Cooper

Erika Cooper - The success of green peas never ceases to surprise me. It's amazing that the less you know, the better you do in auto sales ...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

The Hispanic Prospect: Make The Right Call

By Mauricio Espinosa

Mauricio Espinosa - Make sure that every staff member with any form of contact with the public has received multi-cultural training. Record language preferences in your CRM tool ...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Don’t Trash Flash: Search Engine Optimization and Flash - A Winning Combination

By Jason Ezell

Jason Ezell - Flash makes Web sites interesting, attractive and interactive. In today’s market, capturing and keeping your visitors’ attention is increasingly difficult...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Five Vital Steps For Better Deal Structure: Improving The Finance And Insurance Process

By Glenn Roberts

Glen Roberts - Deal structuring was all about trying to maximize profit for the store and getting the deal bought. Often times this meant switching the customer to a cheaper car, getting the customer a co-signer or getting more down payment.

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Online HR Management Systems: Easing The Burden For Small Business Owners

By Carlos Rodriguez

Carlos Rodriguez - Achieving success in any business requires a relentless focus on the basics: the core product or service, customers, distribution channels, competitors and the bottom line.

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

"Yo-Yo" Deals In Finance: I Don't Think So

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The relative rarity of these transactions doesn’t faze the NCLC, or, for that matter, the press. They know a good, catchy (and loaded) headline phrase when they hear one. So, they call every conditional delivery transaction...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Your Pictures Are Worth A Thousand Clicks: An Advanced Lesson In Taking The Best Pictures

By Rob Chesney

Rob Chesney - When staging your photographs, select a site with a neutral background. Be sure that the location is free from visual distractions as well (a solid-color wall or an open area in a parking lot are excellent choices)...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Let’s Get Serious About Service!

By Don Reed

Don Reed - Let’s get serious about service and analyze what the real consequences are of this action. First, do you really believe your service manager will be able to spend the time needed to properly service 18 customers a day?...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Avoiding Serious Down Time: Backing up your Computer System

By Jeff Smelley

Jeff Smelley - How much time would be required to get back to an operational level? Are you sure you have all of your important data copied onto a secure, reliable media for recovery? How often are your backups done?

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Successful Inventory Management: Avoiding Problem Vehicles-Part I

By Ryan Linnehan

Ryan Linnehan - One tool many successful dealers utilize in their efforts to maximize the quality of their inventory is a “Do NOT Buy List.” This is simply putting in writing exactly what vehicles you DO NOT want in your inventory...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Why Direct Mail Makes You Feel Listless

By Rob Anderson

Rob Anderson - Since many of you target customers have less-than-perfect credit, you should first understand that the addresses and phone numbers of “secondary” customers change more often than primary customers.

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

The Internet and Special Finance: The Silver Lining Of Financial Distress

By Daymond Decker

Daymond Decker - The evolution of e-commerce has provided a unique opportunity for dealerships of all sizes to move beyond their traditional restraints and limitations into the realm of digital financing...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Managing Multi-Regional Operations: Stewart Management Group Finds Success in Market Diversification

By John Carroll

John Carroll - Running a dispersed group of dealerships in several states offers some strategic economics in management oversight and technology.

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Follow-Up Skills Everyone Needs

By Will Parquette

Will Parquette - Even if we have done a good job with the customer and covered all of the steps (selection, presentation, demo drive, etc.), averages dictate that about three of every four prospects will leave without buying ...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Telephone Skills: The Art Of Turning Leads Into Dealership Visits

By Greg Goebel

Greg Goebel - The phone call is the desired result of most sub-prime advertising and it is the way that three out of four sub-prime sales begin. The inability to convert initial contacts into dealership visits will easily undermine the most successful...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Court Muffs Ohio Spot Delivery Case

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - In addition to the installment contract, the Pattons signed a “Purchase Spot Delivery Agreement” stating that the Pattons were taking possession of the minivan before approval of financing and that Wyler Eastgate could...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

The Real Risk Of Being Audited: IRS Audit Statistics

By David Keller, CPA, CFE

David Keller - The IRS has stated that it believes tax return accuracy is at one of the lowest points in history. This indicates that they will be trying any and all means available to tighten compliance with the law in whatever manner they can...

Tags: BDC

July 2007, Auto Dealer Today - WebXclusive

Your Repair Order Trends: What You Learn From Them

By Aaron Tankersley

Don Reed - Having a lot of one-item repair orders also tell us that your technicians are not inspecting 100 percent of the vehicles they service, and your advisors are not reviewing the results of the 27-point inspection with 100 percent of your...

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