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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

September 2006, Auto Dealer Today - WebXclusive

Unlimited Marketplace Selling Cars Via eBay Motors!

By Rob Chesney

Rob Chesney - He started selling vehicles on eBay Motors at the end of May 2000 in an only-on-eBay transaction...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Character Counts

By Sean Wolfington

Sean Wolfington - Not only can you succeed in the car business by living with character and integrity, but ... it is in fact the only way to really succeed ...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

2006 Internet Achievement Awards

By Greg Goebel

Greg Goebel - Every year the Auto Dealer Monthly/AutoDealerDaily.com Internet Achievement Awards has offered increased insight...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

2006 Dealer's Choice Awards

By Alan Parks

It is the second annual recognition of the most highly regarded vendors, suppliers and finance companies in the industry, as named by the end users – the auto dealers.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Keys To Successful Internet Retailing

By Greg Goebel

Greg Goebel - I would contact the lead, sell the value, close the deal, arrange financing and even delivery...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Schomp Automotive Puts One-Price To Work

By John Zieglar

John Zieglar - Our CRC representatives are cross-trained in Honda, BMW and MINI sales and our used car inventory...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Dealership Increases Sales By Using The Web And CRM To Improve Their Business

By John Zieglar

John Zieglar - Using the Internet to make money requires a major shift in how we run our business as well as the right technology partner...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Finding Quality Employees

By Bob Tasca, III

Bob Tasca - Advertise that you offer monthly associate reviews for ongoing support and live up to that promise.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Employee Retention: Lessons Learned

By Bob Tasca, III

Bob Tasca - Every new hire is assigned a mentor who is responsible for helping them on the job for the first 120 days.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Sales, Not So Scary After All!

By Katrina Marie Souder

Katrina Souder - Even when someone comes in for a test drive and doesn’t buy, I send them a thank you card...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

2004 Internet Dealer Of The Year

By Greg Goebel

Greg Goebel - He is also the largest automotive retailer in the country ..., and earned the 2004 Internet Dealer of the Year Award...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Ragsdalecars.com Generates $192,000 Incremental Gross Profit In One Month!

By John Zieglar

John Zieglar - ...we realized having just the best Web site would mean nothing until we could generate traffic to it...

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

A "Separate" Success

By Eric Persons

Eric Persons - After reading several articles about separate versus integrated special finance departments, I felt compelled to share with you our “separate” success story here at Asheville Dodge.

Tags: BDC

September 2006, Auto Dealer Today - WebXclusive

Off The Lot And Onto The Web: Wisconsin Dealer Finds Success Using eBay Motors

By Rob Chesney

Rob Chesney - It’s not like people thumbing through the newspaper picking out maybes. eBay Motors’ buyers know what they want...

Tags: BDC

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

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