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October 2006, Auto Dealer Today - WebXclusive

Educate Yourself!

By Michael Kinnear

Michael Kinnear - Do you know a BHPH customer profile when you see one? Some characteristics might be: ...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Till Payoff Do Us Part Part Two The Best Time to Do Collections

By Ryan Linnehan

Ryan Linnehan - Most BHPH dealers understand that the way a deal is structured from the beginning can set a deal up for failure or success...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Retention University 601: It’s Time To Ask For A Raise

By Andrew Wolfe

Andrew Wolfe - ...a customer that comes back to your store for vehicle service is 17 times more likely to buy his next vehicle from your dealership?...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Increased Service Absorption Rule #2

By Don Reed

Don Reed - This means that you would have to add one hour per Customer Pay repair order (your sales would have to increase 67 percent)...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Using the Awful “T” Word

By Greg Goebel

Greg Goebel - There I go again using that awful “T” word. Training: The thing everyone needs, but few seem able to find time to deliver.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Selling The Alternative: Keeping: Up With Consumer Demand For Fuel Efficiency

By Rob Chesney

Rob Chesney - ...eBay Motors has added a “Fuel Type” attribute as an item specific that can be seen in vehicle listings...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Dealership Adds Lead Alert - Response Times Double

By Jennifer Murphy Bloodworth

Jennifer Murphy - Within 15 minutes ... a Microsoft Alert e-mail and text message notifying him of the lead...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Step Up To Web 2.0

By Tim Madel

Tim Madel - Web 2.0 revolves around participation, information that is alive and wide distribution of the data...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Does Your Engine Need An Overhaul? Choosing Your Qualified Mechanic

By John Zieglar

John Zieglar - The single most important factor when choosing and developing a strategy is selecting a partner that possesses solid automotive credentials...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Finance And Technology: The DealerTrack Approach

By Harlene Doane

Harlene Doane - These products were also designed to integrate with the dealership Dealer Management System (DMS)...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

The Almost Perfect Dealership

By David Keller, CPA, CFE

David Keller - It also means you must have first set goals for every person in your dealership, including yourself, to achieve the perfect dealership environment...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Finance and Technology: The RouteOne Approach

By Harlene Doane

Harlene Doane - “The system was designed to accommodate the dealers’ work flow, not to impede or change it,” said Brad Rogers ...

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Systematically Approaching F&I Koons Tysons Chevrolet Chrysler

By John Carroll

As new product sales are added, F&I expands the length of the contract rather than bump the monthly payment rate.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Welcome FIOS, Yet Another Internet Choice.

By Jeff Smelley

Jeff Smelley - Broadband choices have expanded yet again. Verizon has introduced FIOS, Fiber Optic Service, boasting speeds up to 50 mbps to compete with existing cable Internet services. This new product is well worth looking at if you are shopping for Internet service.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Web-Based Menu Applications Increasing F&I Sales, CSI And Compliance

By Stephen Donaghy

Stephen Donaghy - Dealers ultimately have happier customers who appreciate the time savings and professional presentation.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

What Technology Do You Need For HR Today?

By Justin Spath

Justin Spath - Technology moves by leaps and bounds and most businesses, including automotive dealerships, are struggling to keep up.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Dispelling DMS Myths

By Jeff Smelley

Jeff Smelley - F&I software by itself does not constitute a Dealership Management System (DMS), despite many claims to the contrary.

Tags: BDC

October 2006, Auto Dealer Today - WebXclusive

Bad Apples In Your Apple Bin? What’s A Dealer To Do?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Specifically, the dealer was accused of using his laptop computer to generate false ... documents about a buyer's income...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Are You Ready For Web 2.0?

By Tim Madel

Tim Madel - The best dealer Web sites are visually stunning, have numerous calls to action, provide visitors with the necessary...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Fighting The Frustrations Of Faulty Funding

By Greg Goebel

Greg Goebel - The average funding time for SF deals, starting from the time the vehicle crosses the curb until the collected funds are available in your checking account, is 14 days ... The target should be seven days ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Rise And Fall Of Profit Centers

By Tim Randall

Tim Randall - If it isn’t making money for you, it should be called a “loss center.” Loss centers must be avoided to ensure the health of a dealership.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

RickCase.com Uses e-Commerce To Double Sales

By John Zieglar

John Zieglar - Their site, along with very good SEO, now enables them to increase leads and sales...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The 360 Second Difference

By Greg Goebel

Greg Goebel - What happens if a dealership was to increase their average hours per repair order by six minutes per ticket?...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Invest In Your Future Today

By Greg Goebel

There wasn’t a single graduate I spoke with that indicated, even remotely, that they looked forward to a career in the automotive industry ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

"Till Payoff Do Us Part"

By Ryan Linnehan

Ryan Linnehan - When assessing the customer’s ability to pay, don’t neglect to find out how many people are in the household...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Car Buyers Bill Of Rights

By Kevin Kellerman

Kevin Kellerman - If the customer decides to purchase this option, they have the right to return the vehicle within two business days after the delivery of the vehicle...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Story Your Financial Statements Tell

By Jeff Smelley

Jeff Smelley - The importance you place on record keeping and financial reporting impacts the ... decisions made as a result of them...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Let's Get Something Done

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Pick up your buyers order and the retail installment sales agreements you use, and follow along...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Eliminate Chaos In Accounting

By David Keller, CPA, CFE

Daivd Keller - However, it is necessary to follow essential procedures that are in the best interest of your dealership, so paperwork can be properly completed...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Developing An Online Recruiting Presence: Part Two

By Justin Spath

Justin Spath - Set-up the employment page of your dealership Web site to address the what; tone, content, and design.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Retention University 501: Other People's Money

By Andrew Wolfe

Andrew Wolfe - Along with allocations for advertising, marketing and general brand recognition, manufacturers and other suppliers allocate...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Put Your Service Department In Overdrive: Technology and Great Customer Skills Work Hand-In-Hand

By Jennifer Rincon

Jennifer Rincon - The same, cherished sales training used in the showroom should be the model you follow in training service employees...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Investing in the Future of Service: United Auto Group Raises the Bar

By Harlene Doane

Harlene Doane - The combination of investing in areas of the dealership with the largest margins ... are driving the increase in revenue...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Increased Service Absorption: Rule #1

By Don Reed

Don Reed - The opportunities for retail gross profit improvement exist in every dealership. Let’s call these opportunities the RULES...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

CRM Product Review

By Harlene Doane

To conduct the review, more than 10 CRM providers were asked to participate in an open, honest evaluation of their product...

September 2006, Auto Dealer Today - WebXclusive

Diving into Your Static Pool

By Ryan Linnehan

Static pool analysis takes the loans written for a set period and track the results of those loans to their conclusion...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Retention University 201: Non-traditional Advertising

By Andrew Wolfe

Andrew Wolfe - By taking a totally different look at advertising you can have higher retention rates with lower out of pocket expenses...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Improving Employee Satisfaction Improves Customer Satisfaction

By Erik Stuttz

Erik Stuttz - Know more about recruiting the right people or creating a hiring, orientation and training process that ensures they stay.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Keeping The Personal Touch In Auto Financing

By Marc Starkey

Marc Starkey - In the age of automated phone systems, the relationship between dealer and their finance company has never been more important.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Sales Lessons from the Paperboy

By Tim Randall

Tim Randall - Another important lesson learned ... is the most important of my lessons: lead referrals. I built my little newspaper empire by increasing sales through referrals.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Do You Need A Boxing Coach?

By Timothy Nobles

Timothy Nobles - SEO focuses on making your dealership as popular and relevant as possible for car buyers....

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Risk Assessment - Technology Can Help

By Mark Rankin

Mark Rankin - Contemporary software provides a score on each vehicle, helping you make the best “buy or sell” decision.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Navigating Through The Maze Of Retail Indirect Marketing

By Alan Parks

Having a solid block of finance sources not only makes the difference between delivering a vehicle or not ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Spotlight on the Sheehy Auto Stores: The Marketing Strategy

By John Zieglar

John Zieglar - Not many dealers are able to increase their leads by more than 200 percent in just two months and even fewer are able...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Time To Review Your Portfolio Of Lenders

By Bruce Newmark

Bruce Newmark... deals that a dealer could not finance tallied up at the end of the month to see how much actual gross profit was lost.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

City Auto Sales -- 2006 Pre-Owned Internet Retailer of the Year -- Committed to the Online Automotive Shopper

By Jennifer Rincon

Jennifer Rincon - An increase in Internet sales of almost 35 percent in 2005 earned City Auto Sales the ... 2006 Pre-Owned Internet Retailer Award...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Do You Have A "BHAG"?

By Don Reed

Don Reed - ...BHAG, short for Big Hairy Audacious Goal. This BHAG then creates the vision for the company and its managers and employees...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Why Credit Unions Are A Credible Partner For Dealerships

By Jerry Neemann

Jerry Neemann - Credit unions provide to their dealer partners include immediate loan decision and fast funding, ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Internet & The Retail Environment

By Pat Moran

Pat Moran - In 2005, approximately 70 percent of buying decisions were influenced by information gathered ... via the Internet...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Today's Auto Finance Market

By Gary Lorenz

Gary Lorenz - Several companies now operate, to some degree or another, all the way from super prime to subprime.

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