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September 2006, Auto Dealer Today - WebXclusive

Wheel City Auto Sales Named 2003 BHPH Dealer of the Year

By Greg Goebel

Greg Goebel - By the numbers, Wheel City Auto Sales retails about 120 units per month, 90 via BHPH and another 30 via special finance, a market they entered in late 2002.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Seven Golden Nuggets

By Kyle Miller

Kyle Miller - When the modern consumer steps into your showroom two things are certain: one, they would rather be sitting in the dentist chair than dealing with a car salesman and two, under no circumstance are they buying a car today, period ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Veteran Auto Dealer Enjoys Retirement Selling From His Laptop On eBay Motors

By Rob Chesney

Rob Chesney - “What started out as listing a couple of vehicles per week as a test quickly turned into sales of 10 to 15 vehicles per week...”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Florida Dealer Sells Exclusively On eBay Motors

By Rob Chesney

Rob Chesney - Today, eBay Motors is all Lunn knows. Car Club USA, located in Hollywood, Fla., currently sells almost all ... eBay Motors...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Value Pricing Why It's Not Win-Win

By Stuart Landsverk

Stuart Landsverk - How do dealerships win when the manufacturer effectively cuts your margin to one to two percent of the vehicle invoice? ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Team Building: Putting The Right People On The Bus!

By Stuart Landsverk

Stuart Landsverk - ... you only get one chance at a first impression, so it was important to get things as right as possible the first time.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Appraising For Profit

By Stuart Landsverk

Stuart Landsverk - ... You need to be a big success in the used car business to make a store net out. There are plenty of new car dealers who are used car dealers by default ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Beau Townsend Ford Unlocks Key To Success

By Terran Lamp

Terran Lamp - Townsend’s professional attitude and commitment to his customers are evident throughout the entire sales process...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Sport Mitsubishi Makes Financing Special

By Terran Lamp

Terran Lamp - Switching from one business model to another can sometimes pay big dividends. Jay Mealey, General Manager of Sport Mitsubishi explains how big, “When we changed our business model, we went from making ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Service With A Smile: Building A New Service Department

By Terran Lamp

Terran Lamp - “Figuring out how people wanted to be treated and what needs to be done played a huge role in structuring and fixing the service department...”

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Schumacher Mercedes-Benz Thinks Big

By Terran Lamp

For the past five years, Schumacher European, Ltd has ranked number one in Ranking Arizona: The best of Arizona Business. The dealership was also recognized for its achievement in sales and service with the “Best of the Best” award ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Napleton Automotive In Cyberspace Internet Is Catalyst To Record Growth

By Terran Lamp

Terran Lamp - Today the Napleton family owns and operates 54 franchises in five different states...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

The Internet And Its Effects On Accounting Departments

By David Keller, CPA, CFE

David Keller - The internet has improved the speed at which data can be exchanged between dealers and those that they wish to communicate with...

Tags: BDC

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

Blog

On-the-Point

Jim Ziegler
Fasten Those Seatbelts

By Jim Ziegler
With a major slowdown imminent, Da Man says it’s time to ditch those new-age theories and get back to the basics.

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

A Faster Horse

By Jim Ziegler

Opening Observations

Over the Curb