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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

September 2006, Auto Dealer Today - WebXclusive

Technology Evolves Used Vehicle Buying Practices

By Terran Lamp

Terran Lamp - The process of buying used vehicles has evolved slowly over the years, but new technology is now impacting that process.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The ROI For The People Rich Dealership

By Richard Libin

Richard Libin - Being “people broke” is a critical limiting factor for growth as dealers look to expand and acquire additional stores. As many mega-dealers have learned, it takes ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Columnar Pads Or Computerized Accounting

By David Keller, CPA, CFE

David Keller - The independent dealer has many choices when deciding what their accounting department should look like...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Managing Risk In A High Risk Environment

By Bill Jones

Bill Jones - Two that relate more specifically to the relationship between dealers and the financial institutions; credit risk and fraud risk.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

A Spot Delivery Goes Bad

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - If you want to institute a spot delivery procedure that is an invitation to a lawsuit, just follow the following handy-dandy directions...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Its All About Focus

By Greg Goebel

Greg Goebel - The key to making SF simple is often just making it a priority to take advantage of the opportunity SF presents.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Change

By Jim Jackson

Jim Jackson - People... are looking for a new and higher purpose, desiring a new vision and eager to take advantage of change ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Conquering the Fear of Change

By Greg Goebel

Greg Goebel - In your dealership you have to give talented people,...the ability to overcome that fear of doing things differently ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Vehicle Service Contract Reinsurance: Hidden Profits for the Smart Dealer

By Jim Estes

Jim Estes - An area often overlooked as a profit center is vehicle service contract reinsurance (VSC)...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Blocking And Tackling: Getting Back To The Basics with Your Internet Department

By Dan Hankins

Dan Hankins - As in football, athleticism, determination and execution go a long way in making up the difference in your Internet department...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

2004 BHPH Dealer of the Year Maximizes Training and Tools

By Harlene Doane

“We have a seasoned team of 24 commissioned sales people. Our entire staff works hard to assist us in reaching our goals.”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Lifeblood To Your Profitability

By Greg Goebel

Greg Goebel - Whether franchise or independent dealer, whether exotic car dealer or buy-here pay-here, they all depend on the sale of used vehicles to drive their generally significant profits ...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Retention University 101: The Basics To Your Marketing And Retention Plan

By Andrew Wolfe

Andrew Wolfe - Most service managers do not spend time developing marketing and retention plans ... such a plan can play a key factor in their success...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

FordDirect Names Ted Britt Ford as 2005 Internet Dealer of the Year

By John Zieglar

John Zieglar - "The entire management staff is strong supporters of the Internet and Internet department. You have to, to be successful...”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Tasca Increases Profits And Reduces Turnover

By Sean Wolfington

Sean Wolfington - Tasca Automotive Group is well known for their accomplishments in the industry, ... how they achieved their success...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

A Lesson in Success: Internet Retailing at its Best

By Sean Wolfington

Sean Wolfington - The best dealers realize the Internet is not just about selling more cars but also about marketing the entire dealership...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Four Keys to integrity Selling: Part Four

By Sean Wolfington

Sean Wolfington - Social skills are more about asking questions, listening, understanding, having empathy and a genuine desire to serve ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Four Keys to Integrity Selling: Part Three

By Sean Wolfington

Sean Wolfington - Emotional intelligence produces traits like stability, persistence, steadiness, even-tempered control and the ability to deal with rejection ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Four Keys To Integrity Selling: Part Two

By Sean Wolfington

Sean Wolfington - To gain clarity, it helps to ask the following questions: When you say “more,” how many more? ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Four Keys to Integrity Selling: Part One

By Sean Wolfington

Sean Wolfington - High achievement drive can fuel a person’s persistence, and with that comes a dogged determination and a never-give up attitude ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

What Fuels Your Vision?

By Sean Wolfington

Sean Wolfington - All that a person achieves and all that he or she fails to achieve is the direct result of the clarity and the fuel of his or her own thoughts. Fuel comes in two varieties: positive and negative ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Increase Traffic, Sales And Satisfaction With CRC

By Sean Wolfington

Sean Wolfington - Some dealers use their Customer Relationship Center (CRC) to sell an extra 100 to 700 cars a month. Are you among them?...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Retention University 401: Teamwork

By Andrew Wolfe

Andrew Wolfe - To get your entire organization acting like a team, schedule ... sessions for employees to shadow someone from another department...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Retention University 301: Execution

By Andrew Wolfe

Andrew Wolfe - I know you’re thinking this can’t be true, but take a minute to ask your employees what your dealership’s goals are...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Search For Money

By Todd Swickard

Todd Swickard - Search engines want your money; so do search marketers, lead providers and online classifieds...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Do You Have A Hiring Professional?

By Justin Spath

Justin Spath - Dealership can lose scads of money without ever noticing it is in recruiting, interviewing, and hiring of the wrong personnel.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Online Recruiting: Does It Work?

By Justin Spath

Justin Spath -A national survey ... showed that new hires sourced through companies’ Web sites exceeded those through employee referrals ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Shortcomings Of Wireless Networking

By Jeff Smelley

Jeff Smelley - Before you invest in wireless computer access, you should know a few things.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Computer & Technology Buying Guide

By Jeff Smelley

Jeff Smelley - Buying a new computer is a challenge. There is an abundance of information, advertisements and promotions. So, let’s determine what has value and what does not by identifying where your money is best spent.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Three Overlooked Rs Of Achieving Goals

By Harlene Doane

The three R’s-- Review, Revise and Revisit. Regardless of which position you hold in the dealership, these three items apply ...

September 2006, Auto Dealer Today - WebXclusive

Zimbrick's In Madison Define Loving Care Service

By John Carroll

John Carroll - It doesn’t take long for first-timers at Zimbrick’s in Madison, Wisconsin to get the idea that they’re in for a unique experience.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Dave Smith Motors - Still Number One

By John Carroll

John Carroll - It was the fourth straight year at the top of the list for Dave Smith Motors...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Secret Formula To Internet Success: Bob Howard Auto Mall

By John Carroll

John Carroll - The secret of success in an Internet department is process," Shear said. "And that process has to be monitored and measured daily."

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Car Company - Special Finance Dealer Of The Year: It's All About The Attitude

By John Carroll

John Carroll - “Everybody is proud to sell cars and proud to work with The Car Company,” Miller said, putting special emphasis on the pride. “It starts with us putting out the dream.”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Keys to Operating Multiple BHPH Dealerships: Mike Carlson Motor Company

By Greg Goebel

Finding and keeping good employees and then devising and implementing tight checks and balances...

Tags: BDC

Blog

On-the-Point

Jim Ziegler
It's a Nerd Meltdown

By Jim Ziegler
The Alpha Dawg coaches sales managers through a CRM crash, shares advice for desking deals the old-fashioned way, and explains why AutoNation’s rumored pay plan revision and GM’s thrice-delayed Project Pinnacle are doomed to fail.

There’s a Vacancy in Mom’s Basement

By Jim Ziegler
The Alpha Dawg discovers the cure for Millennial Madness and goes deep on certified pre-owned leasing, the case against Sage Auto Group, and the end of the big publics’ shopping spree.

Objects in the Rearview Mirror

By Jim Ziegler

The Big Talent Drain

By Jim Ziegler

Opening Observations

Over the Curb