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September 2006, Auto Dealer Today - WebXclusive

Monitoring Your F&I Income To Achieve Maximum Net Income

By David Keller, CPA, CFE

David Keller - To minimize potential chargebacks, it pays to research which vendor has the best terms...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Fishing For Additional Vehicle Sales

By David Keller, CPA, CFE

David Keller - Decide what you want to sell and whom you want to sell to. What is their average age? Are they married?...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Basics Of Customer Relationship Management

By David Keller, CPA, CFE

David Keller - How do you know which type of CRM product or service to use for your dealership?

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Accounting Compliance For F&I Products

By David Keller, CPA, CFE

David Keller - When reviewing procedures of a F & I department, we find that many dealers are not checking that the proper receivable is recorded...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Buy Here Pay Here (BHPH) <br/>Accounting And Tax Review

By David Keller, CPA, CFE

David Keller - You can prepare combined financial statements if required for banking or other purposes without jeopardizing your RFC sale transaction...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Computer Record Retention

By David Keller, CPA, CFE

David Keller - Your people attempt to print a list of customers and sales data as requested...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Computer Data Backups And Insurance

By David Keller, CPA, CFE

David Keller - The first thing the owners did was call the individual who was responsible for the tape backup the night before...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

going to the videotape

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq - First, if the F&I process wasn’t perfect, the videotape would record the imperfections and the tape would become ... Exhibit 1...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Consumer Unsuccessfully Challenges Enforceability Of Arbitration Agreement

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - “There has to be separate consideration – apart from the consideration supporting the contract of sale – to support the agreement to arbitrate.”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Who Buys Under A 475 Score?

By Dan Henderson

Dan henderson - One of the questions asked by many in Special Finance that even I ask is “Who is buying that paper under a 475 score without a big discount?” The answer ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

More than a State of Mind

By Greg Goebel

Greg Goebel - “Gross is just a state of mind!” That is a common phrase that dealership management has heard preached and had proven time and time again throughout the years. Often indeed, it is just a matter of ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Are You A Special Finance "Manager"?

By Greg Goebel

Greg Goebel - What the Special Finance Manager really needs is to have their role defined, to be expected to manage, and be trained and empowered to do so.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Red Mccombs Breaks Through In 2005!

By Terran Lamp

Terran Lamp - Internet sales now account for almost 28 percent of McCombs sales, up from six percent just three years ago...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Jim Coleman Honda Puts The Customer First

By Terran Lamp

Jim Coleman Honda is the youngest addition to the Coleman family. A part of Jim Coleman Toyota, Cadillac and Infinity, the Honda site has 28 sales people and averages 2500 new car sales and 1000 used car sales a year. In addition, the dealership averages 80 Internet sales per month. Jim Coleman Honda has made an impressive entrance into the Honda Market by claiming the President’s Award during the last four out of five years. So what is the motivating philosophy

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Germain Motor Company Uses The Internet As Tool For Success

By Terran Lamp

Terran Lamp - The e-Commerce department at Germain sells over 200 cars per month and is responsible for generating over 15 percent of total sales monthly...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Dimmitt Luxury Motorcars Specializes By Making Vehicles Personal

By Terran Lamp

One of key ingredients to the Dimmitt success is the menu of accessories customers are given to enhance their new purchase.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Johnny's Truck And Auto & Johnny's Suzuki: Changing The Face Of The Automotive Market

By Terran Lamp

Terran Lamp - One of the highlights of Johnny’s Truck and Auto and Johnny’s Suzuki is the tremendous job Dangerfield has done in Special Finance. “We have a completely different system in our showroom,” explains Dangerfield. The system involves ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Internet Becomes Important Source Of Sub Prime Customers For Dealers

By Harlene Doane

Harlene Doane - The myth was that people with sub prime credit just weren’t on the Internet – that they didn’t have computers or the sense to use them...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

New Hampshire Dealer Builds Business On eBay Motors

By Rob Chesney

Rob Chesney - Hobsen said his company rarely sells a car from a walk-in customer, and eBay has transformed ... ability to move product...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

To Train Or Not To... Is That Really A Question?

By Dan Henderson

Dan Henderson - ... We stare at the low closing ratios, the low demos, low write up percentages and then try to decide whether or not our staff needs more training or if they need to be fired ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

2004 Pre-Owned Dealer Of The Year Dick Hannah Honda

By Greg Goebel

Greg Goebel - A consistent Internet sales process is required to achieve such a lofty sales volume...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

A Gorges and Unique Mix for Used Profitability!

By Greg Goebel

Their Buy Here Pay Here operation, which at one time bulged to nearly $15 million in outstanding balances ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Measuring Return On Investments In Customer Relationship Management

By Harlene Doane

Harlene Doane - Is it really possible to measure your Return on Investment (ROI) in a CRM initiative, or is the hype just mumbo-jumbo without substance from the companies selling the CRM products? It is important to answer the ROI question once and for all.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Increasing The Odds Of CRM Success

By Harlene Doane

Harlene Doane - One way to address dealership commitment is by requiring all key management personnel to be committed and involved in the CRM process from the beginning. Once you have commitment in place, then you can address the other issues that will ensure success.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Russ Darrow Group Propelled to #1 Rank with Mazda via Special Finance

By Greg Goebel

Greg Goebel - The Russ Darrow Group, headquartered in Milwaukee, WI, holds 12 franchises in 13 different locations in east-central Wisconsin.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Following Customers To The Internet

By Rob Chesney

Rob Chesney - ... nearly four of every ten automotive minutes are now spent on eBay Motors...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Have you Checked your Contracts in Transit Today?

By Becky Chernek

Becky Chernek - Errors and omissions in contracts in transit are costing dealers thousands in unearned profits every month.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Fearless Predictions for 2006

By Ryan Linnehan

Even though there may be increased competition, there will always be a place for the best run BHPH dealerships...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

To BDC Or Not To BDC? Improving Response Times

By Harlene Doane

Harlene Doane - If you have spoken with the customer and set an appointment the customer is far less likely to continue shopping...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Advanced Potography Tips

By Rob Chesney

Rob Chesney - Make sure you provide a full exterior view of the vehicle, with four separate pictures to capture the front, back and sides...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Factors In Setting Up An Account On eBay Motors

By Rob Chesney

Rob Chesney - Incorporate the same logo, colors and graphic style in your listings that you use in your marketing materials...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Inside The World Of Wholesale Auto Dealers

By John Carroll

"the ability to be able to have a working relationship with a lot of dealers. Thinking long-term, that’s probably the key."

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Putting The Sizzle In Online Sales

By John Carroll

John Carroll - "When someone is online, they do have a choice," says Rosenthal, so forget bad cars with high miles and ugly colors...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

DriveTime 93 Used Car Stores And Counting CEO Ray Fidel Named 2006 Independent Retailer Of The Year

By John Carroll

He fully expects to hit right around the 60,000-vehicle mark -- a pace that easily qualifies the company as a market leader...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Recruiting Service Advisors - Make It Easy For Candidates

By Rick Boudreau

Rick Boudreau - When placing your ad, include the name of the dealership, the personality of the position, contact person, phone number,...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Establishing Credibility To Increase Online Leads And Sales

By Ali Amirrezvani

Ali Amierrezvani - Web sites hosted on free servers are not taken seriously; customers will take their business elsewhere...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Search Engine Marketing: Make It Work For You

By Ali Amirrezvani

Ali Amirrezvani - A well-rounded online marketing plan should include more than just one technique...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Industry Leaders Cite Important Areas of Focus For a Stronger 2006

By Harlene Doane

They will continue looking under any rock to find profit opportunities for their other profit centers.

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Hiring Success Based on Skill-Based Interviewing

By Justin Spath

Justin Spath - Require a candidate to explain how they have reacted in the past and how they would react in the future to common situations that may occur ...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

What Great Leaders Do

By Sean Wolfington

Leaders set higher standard values... they model those values themselves and use charismatic methods to attract people.

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Oops! Someone is Sleeping

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - I’ve frequently have to point out to people in the car business that the Truth in Lending Act doesn’t apply to many credit transactions...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Buy Here Pay Here Pay Plans that Produce!

By Jim Rhoads

A BHPH pay plan that is weighted too heavily on sales gross is downright dangerous...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Realizing Dreams - Growing and BHPH Operations

By John Carroll

He compares his management strategy to the old carnival routine where performers race around spinning plates on a stick...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Expensive Theft Schemes in Dealerships

By Rex A Collins

Rex Collins - Internal theft is big business. It is estimated that the cost to each employer is $9 per day per employee...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Warranty Audits: Keeping your Dirty Dozen Clean

By Rex A Collins

Rex Collins - Dealers should remember that a technician is supposed to perform the appropriate documentation, not a service advisor.

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Writing Descriptions for Online Listings

By Rob Chesney

Rob Chesney - ...an essential compliment to the photographs in your listing is the written description of the vehicle...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

Building your Reputation Online

By Rob Chesney

Rob Chesney - The Internet, can be used to build a unique personality and a positive reputation for a company...

Tags: inventory

September 2006, Auto Dealer Today - WebXclusive

E-Contracting Is Here To Stay

By Becky Chernek

Becky Chernek - The approval process and the funding of the deal are completed so quickly that consumers can get into and out ... with less aggravation.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

eBay Motors Selling Tips

By Rob Chesney

Rob Chesney - Have questions about or need tips for selling automobiles on eBay Motors?...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Today Is The Day

By Adam DeGraide

Adam DeGraide - One of the secrets to truly having a lasting positive effect on people is to first value yourself. It has been said that you cannot give what you do not have, and that is definitely true...

Tags: inventory

Blog

On-the-Point

Jim Ziegler
A Faster Horse

By Jim Ziegler
The Alpha Dawg wonders where the demand for driverless vehicles is coming from and has good news and bad news — but mostly bad news — for Fiat Chrysler and Cadillac dealers.

Strangers in the Mall

By Jim Ziegler
The Alpha Dawg makes new friends, stands up for Cadillac dealers, charts the rise of the independent lots, and reconsiders free trade agreements.

You Can’t Handle the Truth

By Jim Ziegler

Watch Out for Grizzlies

By Jim Ziegler

Opening Observations

Over the Curb