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August 2006, Auto Dealer Today - WebXclusive

Becoming A Servant Leader - Part Two

By Adam DeGraide

Adam Degraide - If the journey of Servant Leadership starts in the heart with motivation and intent, it then must travel through another internal domain, that of the head...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Becoming A Servant Leader - Part One

By Adam DeGraide

Adam DeGraide - Servant leadership begins in the heart by seeking to lead for a higher purpose...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

How to Ensure Deals Clear Funding Fast

By Aaron Tankersley

Aaron Tankersley - Use a lender-provided checklist to ensure all the required documents are included ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Direct Mail vs. Internet leads The Real Cost

By Charlie Crowder

Charlie Crowder - Look at Internet leads. Many companies sell them for around $25 per lead. Buy 100 leads, and your CPL is simple.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Keep those Old Insurance Policies Forever

By Donn Wray

Donn Wray - Assume that your property is contaminated with gas that leaked from the underground storage tanks, and will cost $500,000 to clean up. What do you do?

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Don't Confuse Friendship for Business

By Stuart Landsverk

Would I keep an employee who was late to meetings, left early, etc?

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Squeeze The Most Out Of Every Incoming Call

By Tom Azbill

Tom Azbill - A dealership can’t let a month or week go by if one or more members of the BDC are struggling to set appointments...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Used Vehicle Profits - Going, Going, Gone?

By Bruce Thompson

Bruce Thompson - Dealers have a renewed opportunity to generate activity with used vehicle inventory ....

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Tips for Successful Credit Data List Usage

By Shelly Thompson

Shelly Thompson - Individually scored credit-based lists can be a very effective tool for a dealership in generating non-prime and prime leads ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

The Art of Appraising

By Bruce Thompson

Bruce Thompson - The appraiser. The decisions this individual makes can swing a dealership's sales 35 percent or more;...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Don't be Afraid; it's Just a Little Technological Growth

By Bruce Thompson

Bruce Thompson - Many dealers are holding back when it comes to investigating and installing the tools for enhancing operations and sales.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Do I Really Need to Advertise on the Internet, too?

By Todd Swickard

Todd Swickard - “Money for the Internet” is a phrase that can make dealer principals and marketing managers cringe...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Internet Advertising and My Marketing Plan

By Todd Swickard

Todd Swickard - The ad industry would have you believe using eight percent to 10 percent of your marketing budget for Internet marketing is acceptable...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Google your Dealership

By Todd Swickard

Todd Swickard - Go to your computer and try this experiment. Try typing your dealership name in the search area of your Internet browser...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Search Engine Marketing: What's Next

By Todd Swickard

Todd Swickard - ...it may be a new way for effectively cutting some of the advertising and adding accountability to the sales floor...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Are You Ready? Search Engine marketing

By Todd Swickard

Todd Swickard - Make sure that you can find anything that you need at your dealership in less than three clicks from the home page...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Merchandising Your Way To Success On The Internet

By Chip Perry

Chip Perry - The Internet leads more shoppers to the vehicle they purchase than all newspaper classified ads and classified magazine ads combined...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Six Reasons to Buy Internet Marketing in 2006

By Todd Swickard

Todd Swickard - I basically got the same responses that I used to get when selling online classifieds: “This is a fad."

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Training in the dealership: Spotlight on NADA Resources

By Jennifer Rincon

Jennifer Rincon - What does NADA have to offer? “We’ve used NADA for everything,” says Neal Slaten, president of Tipton Ford, Inc. of Nacogdoches, Texas, “from buying their videos for ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Technology And The Safeguards Rule

By Sandi Jerome

Sandi Jerome - There are four things that you must do regarding technology to protect your dealership against a violation of the safeguards rule

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

CRM Success: West Herr Nissan

By Jennifer Rincon

West Herr Auto Group began over 50 years selling Ford vehicles in Hamburg, N.Y. Building on the success of their original 1950 Ford dealership, They have become the largest automotive group in New York, selling 21 brands of vehicles and employing over 1,100 people. With that much activity, they must know something about Customer Relationship Management (CRM).

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Fasten Your Seatbelts Search Engine Marketing Drives More Efficient Sales Process

By Dean Evans

Dean Evans - Dealers can reach a growing Internet audience, and target their ideal set of prospects, in a way that is impossible with traditional media...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Many Dealers Remain Confused About Taxability of Demonstrators

By Rex A Collins

Rex Collins - If the employee provided the use of a demonstrator automobile is not a full-time salesperson, the full exclusion...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Building Trust Using Menus Credibility And Profitability In F&I

By Becky Chernek

Becky Chernek - Continuously review the menu to ensure that only the most important and beneficial products are made available ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

CRM in the Dealership: Is it Hype or Help?

By Terran Lamp

Do you REALLY know everyone who walks through your dealership doors? What about those who never physically visit your dealership, all their hard work, searching and purchase decisions are done over the Internet? Knowing your customer is not only about calling them by name, it is understanding how you can manage ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Search Engine Marketing Buyer's Guide Part 2 Level Of Expertise

By Dean Evans

Dean Evans - Part II will cover key questions to ask regarding the service provider's level of expertise with search marketing...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Cash Is King Cash And Shorter Term Financing Support Profit

By Becky Chernek

Becky Chernek - Vehicle manufacturers, in an attempt to sell more cars while limiting rebates, have been promoting a one-price strategy...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Management

By Rick Boudreau

Rick Boudreau - Management is about leadership: establishing priorities, setting goals, getting things done and making things happen.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Sheehy.com Increases Leads Over 300 Percent in 60 Days

By Sean Wolfington

Sean Wolfington - Sheehy sold an additional 414 cars in one month online while decreasing their advertising costs...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Schomp Automotive Sells 100 Extra Cars in One Month

By Sean Wolfington

Sean Wolfington - Respecting the customer starts with selling according to the needs of the customer and saying goodbye to high-pressure...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Search Engine Marketing Buyers Guide - Part 1 Choosing he Right Provider For Your Dealership

By Dean Evans

Dean Evans - A skilled provider will give you the tools you need to easily measure the success of your program...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Herb Chambers Creates own Regional Online Buying Service

By Sean Wolfington

Sean Wolfington - Herb Chambers began their regional online buying service by creating an e-CRM Business plan to outline their goals...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

What's My Car Worth (Handling Trade-Ins)

By Darin B. George

Darin George - ... the customer will still listen to you and follow you all around the dealership. Because you’re the first sales person that has told them what they have been waiting to hear. They love you ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Dick Hannah Targets Sub Prime to Dominate Market

By Sean Wolfington

Sean Wolfington - Dick Hannah in Portland, Ore., became a dominate force in Internet retailing by rethinking their marketing strategy and recognizing there is a lot of money to be made in special finance online.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

What's Your Best Price, Bottom Line

By Darin B. George

Darin George - If there were a prize for the most asked question in car sales, “What’s your Best Price?” would get it hands down. How you handle this question will determine IF you sell the vehicle and IF you maintain any gross profit ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Courtesy Chevrolet Uses Internet Marketing to Sell an additional 85 units a month

By Sean Wolfington

Sean Wolfington - One of the reasons Courtesy Chevrolet has a lot of success on the Internet is because they have become masters of e-mail marketing...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

How did They Do it? Case Study: Herb Chambers Sells 600 Vehicles Online.

By Sean Wolfington

Sean Wolfington - Herb Chambers drives revenue to service and parts department through e-marketing...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Ask not What your Salespeople can Do for You... <br/>Ask What You Can Do for your Salespeople!

By Sean Wolfington

Sean Wolfington - Many managers are always thinking about what their sales people should be doing for them to sell more cars,to sell more cars ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

When Is Sub Prime Sub Prime?

By Becky Chernek

Becky Chernek - Does your F&I manager automatically ship the loans of sub prime customers away from your primary lender? What is the magic credit score number that triggers this policy ... 620?

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

A Primer On Delinquency

By Chuck Bonanno

I have yet to encounter any dealership whose delinquency rate is substantially different than the delinquency goals of that dealer...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

A Salesperson's Most Valuable Asset

By Dave Anderson

Dave Anderson - You must become a more active marketer and unabashed promoter of your own services. And the key to marketing is repetition ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Think Beyond the Results To The Keys That "Deliver" Internet Sales Success

By Al Amersdorfer

Al Amersdorfer - Professional, personal and financial rewards will only come as the result of a consistently solid best effort...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

What Dealers Need To Know About Automatic Car Washes

By Bud Abraham

Bud Abraham - Keep in mind that some systems will still require labor because they will not wash the vehicle thoroughly or completely.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

New Year's Resolution: Why Can't We All Just Get Along?

By Greg Goebel

Greg Goebel - I have seen all too often situations where a talented F&I manager and an equally talented Special Finance manager are at complete odds, in a winner-take-all situation that would leave the WWF in envy.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Looking For Answers?

By Greg Goebel

Greg Goebel - Most dealerships have a number of profit centers under one roof - used vehicles, service, parts, body, rental, fleet and commercial, and I would be remised to not include Special Finance.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Appraisal Guesswork Gone, Transformed with Proven Results

By Randy Barone

Randy Barone - Buying and selling pre-owned vehicles has never been an exact science. For instance, how much is a trade in really worth?

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Automation Changes Everything

By Randy Barone

Randy Barone - Many dealers have wisely “revisited” the appraisal process at their locations and brought in automated systems.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Used Vehicle Market: Are You Getting Your Fair Share?

By Randy Barone

Randy Barone - Consider this: every few miles, in virtually any direction of a typical new franchise store, there is an independent used vehicle dealership that is selling wholesaled vehicles to customers “lost” by the new vehicle franchise. Basically, independent used vehicle dealerships exist because of ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Optimizing Sales... Just One Click Away

By Randy Barone

Buying on the Internet is a cost-saving, efficient way to buy cars that have guarantees, and well-described condition reports.”

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Four Dealers Drive Success With Special Finance

By John Zieglar

John Zieglar - Apparent differences aside, each of these dealers recognized the wealth of money to be made in special finance...

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