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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

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

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