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January 2007, Auto Dealer Today - WebXclusive

Avoiding The Year End Rush

By David Keller, CPA, CFE

Dave Keller - The office staff should focus on reconciling all balance sheet and some income statement general ledger accounts to ensure the balances are accurate.

Tags: BDC

January 2007, Auto Dealer Today - WebXclusive

Employee Turnover And Cost

By Justin Spath

Justin Spath - The most common way to determine the costs of poor hiring is to look at the employment turnover at your dealership ...

Tags: BDC

January 2007, Auto Dealer Today - WebXclusive

The Value of Vehicle Displays

By Todd Stoney

Todd Stoney - Manufacturers have spent millions helping dealers improve brand image at the store level.

Tags: BDC

January 2007, Auto Dealer Today - WebXclusive

Increasing Service Absorption Rule #3

By Don Reed

Don Reed - Let’s take a look at your most recent financial statement. Determine your average new and used vehicle unit sales per month...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Are BDCs for BHPH A-OK?

By Ryan Linnehan

Having a BDC allows you to centralize, which ultimately results in more control...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

The Arsenal Of Internet Tools At Ted Britt Automotive

By Jennifer Rincon

Jennifer Rincon - A bulletin board, tacked with daily appointments, motivates everyone to stay on task...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Before You Peddle Disability Insurance

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq - Parker and Konopinski sued Klaben and Progressive alleging, among other things, negligence and fraudulent misrepresentation...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Aftermarket Accessories: Where Stock Ends And Custom Begins

By Karen Steckler

“It’s an ever changing industry, and the easiest way to describe it is that it’s a fashion business,” said Churchill.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Can Of Nuts Theory

By Tim Randall

Tim Randall - Think of a Special Finance Internet lead provider as a “can of nuts” distributor. Typically the type of nuts you purchase depends on your taste and budget.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

There Are No Excuses

By Dan Henderson

Dan Henderson - I’ve often taken the lock down approach to marketing a special finance department.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Extend The Life Of Your PC

By Jeff Smelley

Jeff Smelley - Over time, your computer has taken on many more tasks than you may realize. With long-term repeated use, your PC must work harder to produce the same results that it did fresh out of the box.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Keys Of Customer Service

By Jeff Smelley

Jeff Smelley - Customer service is the key to earning trust and loyalty from your customer, so they will repeatedly spend their valuable dollars with your business... Achieving these goals is not difficult or eminently rewarding, but it requires ...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Reflections while Rafting

By Ryan Linnehan

We have talked before about the industry experts, state and national conventions, and trade publications available...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Smart Dealers Find Profit In Special Finance

By Mark O'Neil

Mark O'Neil - Savvy dealers take advantage of profit management tools to match the customer’s maximum monthly payment with all available vehicles, increasing the chances of finding one the customer will want.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Orientation Is Essential

By Justin Spath

Justin Spath - Were you expected to know what to do already? Were you thrown into a job with a pat on the back and instructions to “have fun?”

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Increased Service Absorption Rule #2 - Final

By Don Reed

Don Reed - I supplied three rules to follow that would provide the basis for generating additional retail gross profit in your service and parts departments...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Accounting For Special Finance And BHPH Differences

By David Keller, CPA, CFE

David Keller - Most software programs also permit the printing of any of the available financial statements at any time during the month...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Do Customer's Need Training

By Tommy Webb

Tommy Webb - Are dealers taking any course of action directed toward making their customers more aware of the features of their specific vehicles...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

The Complexities Of The Simplest Business

By Mike Moore

You might also want to conduct weekly collections meetings and do some role playing on the above situations...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

The Ultimate Goal of Search Engine Marketing

By Tim Madel

Tim Madel - More and more dealers see the value of using a provider to help keep up the constant monitoring and optimization of keywords and search terms.

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

BHPH Dealer Finds Gold In Arizona

By Cheri Faith Spicer

So, here was the plan: buy a few cars, fix them up and sell them to pay his tuition...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

A Measure For Success: Is Your Dealership In The Car Business Or The Customer Business?

By John Zieglar

John Zieglar - Getting visitors to your site is one thing, but developing trust-based, long-term relationships with customers requires more than just a great Web site...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

When The Fastball Isn’t Working, It’s Time For The Curveball . .

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Thomas Colunga bought a car from Sonic Automotive and financed the purchase by entering into a retail installment sales contract...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Your Part In Online Sales: Parts & Accessories Find New Homes Online

By Rob Chesney

Rob Chesney - Dealers are finding real success listing closeouts, overstocks, returns, scratch-and-dents and large wholesale lots online...

Tags: BDC

December 2006, Auto Dealer Today - WebXclusive

Blending The Special Finance And BHPH Sales Floor: Three Dealers Share Their Keys To Success

By John Carroll

In order to keep his customers – and meet his ambitious plans to grow the business – he switched over to a blended sales floor three years ago...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Selling Never Stops! Increasing your Personal Market Share through Outside Prospecting.

By Will Parquette

Will Parquette - Many of your off-duty activities and personal relationships can provide business opportunities, if you’re prepared. Today’s competitive marketplace makes it very difficult ...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Donald Craig Mazda Suzuki: Sales Process and BDC Work Hand in Hand

By Jennifer Rincon

Jennifer Rincon - The Donald Craig Mazda Suzuki BDC team is a high-powered apex to getting the customer inside the showroom. The center is staffed with 15 people, all of whom process a total of about 2,500 leads per month, many of which are sub prime.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Effects Of The New Bankruptcy Law: Twelve Months Past The Reform

By Chris Lewis

Chris Lewis - Many experts predict that the levels will return to “normal” but will not drop ... they may not file bankruptcy, but their accounts will still be charged off.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Choosing Which Pool to Swim In

By Greg Goebel

Greg Goebel - Regarding department structure, much has to do with which ‘pool’ of customers the dealership wishes to swim in. Three pools exist for most dealerships initially.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Profits and Leadership vs. Greed and Ego

By Greg Goebel

I have seen that “worst” in some dealerships, as well as industry companies serving dealers (or more appropriately preying on them).

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Don't Mess With Momma's Recipe

By George Dans

George Dans - Remember one thing. There is a perfect recipe for success; it’s like your momma’s favorite meal, no matter how many times she makes it, it’s always the same, isn’t it? ...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Bank and Finance Companies Recognized: 3rd Annual Auto Finance Company Survey

By Alan Parks

To be considered in place of a captive, an auto finance company must have a broad spectrum of products ...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Customer Service And Training: New Vehicle Lead Providers Stack Up

By Harlene Doane

Harlene Doane - Every dealer has a certain level of expectations when working with lead providers, and all services bought are measured against...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

The Well-Oiled Business Machine

By Greg Goebel

Greg Goebel - Generally they are looking to hire someone to get it running “right” again. The problem is it was never really running “right.”

November 2006, Auto Dealer Today - WebXclusive

Off To The Races: Dealer Balances Dealership With Racing

By John Carroll

John Carroll - His first big decision was to shut down the collision repair operations he had originally been given to run in order to expand the service group...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Till Payoff Do Us Part Part Three Collections Before Delivery

By Ryan Linnehan

Ryan Linnehan - A strong call sheet is also something that you’ll never have a better opportunity to get than before the customer leaves with the car...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

My Line In The Sand

By Greg Goebel

Greg Goebel - Some have asked me, “Do we ever really need to draw a line in the sand?” Well, yes, no and sometimes. Flip a coin. It really depends on the structure of either your department or your selling process.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Fine Tuning Your Engine: Building An Effective Search Engine Marketing Stratagy

By John Zieglar

John Zieglar - An effective, well-tuned online strategy will dramatically increase traffic to your dealership and overhaul sales...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

2006 Survey Indicates Profits Up In F&I Departments

By Alan Parks

With more and more consumers driving with negative equity in their vehicles, Guaranteed Asset Protection coverage continues to grow in popularity among dealers.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Selling The Alternative: Building An Online Dealership To Reach More Customers

By Rob Chesney

Rob Chesney - The Internet allows consumers to search a vast selection of vehicles, read reviews, access reports, compare prices and look for deals...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Where There’s Smoke, There’s Fire ... Or Not.

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - ... which did not admit any wrongdoing, said Wednesday it settled the lawsuit to avoid the cost of protracted litigation...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Let's Talk Advertising

By Tim Randall

Tim Randall - Another form of advertising used to market a specific demographic for products and services is mailers...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Search Budget: How Much Is Enough?

By Todd Swickard

Todd Swickard - When considering overall online budget, the rule of thumb seems to be a 10 percent allocation of the total advertising budget...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Increasing Service Absorption Rule #2 - Continued

By Don Reed

Don Reed - So, whether the vehicle was a trade-in at your store, purchased at the auction or bought off the street or from a wholesaler, it belonged to a customer...

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Build A Better Employment Ad

By Justin Spath

Justin Spath - So much effort is put into advertising for the automobiles we are selling, while so little is often put into recruiting a new employee.

Tags: BDC

November 2006, Auto Dealer Today - WebXclusive

Dirty Dozen Phone Tips To More Sales

By George Dans

George Dans - I can tell you one thing; you will never surpass average without mastering great telephone skills. It’s impossible, unless you want to become a lot lizard ...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Getting Your Act Together - All The Pieces

By David Keller, CPA, CFE

David Keller - Having an under capitalized dealership will not allow you to grow at the right speed, and you will “crash.”...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

The Box Is Dead: Get Creative With Your Seach Engine Marketing

By Tim Madel

Tim Madel - Every click is potentially a new customer. So, why not make creative ads that really appeal to potential buyers...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Drive More Profit On Every Deal With Integrated Technology

By Vince Passione

Vince Passione - The various partners that you now depend upon have migrated their products and services to Internet platforms. Also referred to as ASPs or "application service providers," these new systems offer a consistent platform for conducting business which will give you the opportunity to create an integrated workflow between departments.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

A Smile, A Handshake And A Thank-You.

By Greg Goebel

A smile, a handshake and a sincere thank you. How simple does it get? Didn’t we learn this in kindergarten?

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