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August 2006, Auto Dealer Today - WebXclusive

Christopher's Dodge World: Changing the Way the World Buys Cars

By John Zieglar

John Zieglar - www.CDodge.com has enabled the dealership to increase sales volume from 20 to 30 vehicles per month to 138 sales on one month...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Paragon Honda/Acura Sells 214 Extra Cars Online

By John Zieglar

John Zieglar - Not only did the dealership increase their Internet sales from 20 to 214, but they also increased their overall sales by over...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Fifth Generation Looks to Internet to Increase Sales

By John Zieglar

John Zieglar - Your website is really a marketing center for your dealership and the right CRM tool will automatically do most of the follow up...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Tasca Increases Profit and Reduces Turnover

By John Zieglar

John Zieglar - Whether you’re successfully adding franchises to your dealer group or tightening your belt in an effort to remain...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Sheehy's Web Marketing Plan Pays Big Dividends

By John Zieglar

John Zieglar - How many dealers can show they’ve increased leads by more than 230 percent in just two months?...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

New Web Site Sparks Floor Traffic

By John Zieglar

John Zieglar - Using training programs and a solid “playbook” for his dealership, ... is on track to see increased profits...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Building Your Lender Base

By Dan Henderson

Dan henderson - Let’s talk about the lenders who are not score driven but credit driven for a second.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Guarding Your Reputation - Just Do It!

By Dan Henderson

Dan Henderson - There is never any one deal worth your career or your reputation. I don’t care how big the gross profit or whose friend the customer is. Ruin your reputation, and soon the only question you will have to ask is ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Your Best Friend - Your Service Department

By Dan Henderson

Dan Henderson - Have you ever stopped to consider how many car deals are waiting for your special finance department on the service drive

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Two Axioms Serve As Special Finance Department Foundation

By Greg Goebel

Greg Goebel - They see a desirable vehicle, at a monthly payment they know they can afford, which leads them to you...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

The Simple Secrets To A Banner New Year

By Greg Goebel

Greg Goebel - Regardless of the market, dealers that stay focused on their business by proactively planning, rather than...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Back To The Basics: The Eight Elements Of Success

By Greg Goebel

Greg Goebel - If your department possesses these elements, it will most likely always excel...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Achieving Greatness

By Greg Goebel

Greg Goebel - Do the people that you have genuinely enjoy coming to work everyday? Do they enjoy the rest of the team?...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Chewing Gum And The Special Finance Department

By Greg Goebel

Greg Goebel - Then again, which is worse? To pay to train someone and have them leave, or to not train someone and have them stay?...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Focused On The Phone!

By Greg Goebel

Greg Goebel - The phone call is the way that three out of four sub-prime sales begin...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

The Future Is Now!

By Greg Goebel

Greg Goebel - Three things remain important ... Time, the outbound call, and the ability to work the deal with “typical” Special Finance processes...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Gap Insurance: Win-Win Situation

By Greg Goebel

Greg Goebel - GAP, is relatively inexpensive coverage that still yields significant dealer profits,...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

The Train Wreck

By Greg Goebel

Greg Goebel - The wreck actually occurred when the customer was greeted at the dealership and was worked as a prime credit deal from the start...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

"The Sky Is Falling, The Sky Is Falling!" Or Is It?

By Greg Goebel

Greg Goebel - The lending landscape has certainly become more challenging over the last few months in the Special Finance industry, with lenders’ programs tightening and discounts growing. At the same time, the market of applicants with sub-500s Beacon scores seems to have grown exponentially. Is the sky really finally falling on the Special Finance industry?

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Show Me The Money

By Greg Goebel

Greg Goebel - With checklists...you don’t accidentally mis-contract, or forget to get references, proof of residence or sundry other items...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Outside The Box

By Greg Goebel

Greg Goebel - A fresh and rejuvenated F&I manager will make up for the few missed opportunities the day or two he was outside the box ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

This One Is For You!

By Greg Goebel

Greg Goebel - All you have to do is to know your lender’s programs, be able to use your guide books and use some discipline...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

From My E-Mail Inbox....

By Greg Goebel

Greg Goebel - One sales person can handle on average 80 to 100 new leads per month effectively...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Fast Funding Must Become The Culture Within Dealership

By Greg Goebel

Greg Goebel - A mass of delivered but unfunded contracts will cause pressure and stress for the Special Finance manager...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

The Art Of Comp Plans

By Greg Goebel

Greg Goebel - A comp plan that is designed even one percent too heavy can turn into $20,000 per year net income reduction ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Have You Made The Commitment?

By Greg Goebel

Greg Goebel - There are eight key components in making a Special Finance Department successful: commitment...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Do Your Customers And Sales People Collide?

By Greg Goebel

Greg Goebel - One of the biggest causes for this is the “us versus them” mindset that tends to permeate many dealerships...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Backwards Can Be Better

By Greg Goebel

Greg Goebel - For dealerships that have Special Finance departments, this is a process that is a common, everyday occurrence...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Are You A Winner?

By Greg Goebel

Greg Goebel - “A person that gives 100 percent of their effort in the preparation for and during their performance of a task.”

August 2006, Auto Dealer Today - WebXclusive

What Happens When The Wheels Fall Off?

By Greg Goebel

Greg Goebel - No matter what the size of the dealership, seldom has sufficient cross training occurred so that a person can...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

What Does Tomorrow Hold

By Greg Goebel

Greg Goebel - The question is what happens then? What happens if it is you, or a key person, that is suddenly taken out of your operation?...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Special Finance Desking Software: To Automate Or Not-To-Automate, That Is The Question!

By Greg Goebel

Greg Goebel - Dealers have the option to track their customers from the initial dealership contact all the way through the business cycle...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

New Year's Resolutions

By Greg Goebel

Greg Goebel - By now, anyone with any tenure in the retail automobile industry knows that the business is always changing...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Scam Artst Twist: It's Not Just For Dealers Anymore

By Harlene Doane

Anyone can be a target, criminals aren’t choosey ...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Overcoming Most Dealerships' Biggest Obstacle In Special Finance

By Greg Goebel

Greg Goebel - Unfortunately, more than half of the buyers walking into most showrooms have credit problems...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Seven Sure Methods To Eliminating Aged Inventory

By Harlene Doane

Harlene Doane - Instead of putting large spiffs on ancient units, put an ongoing bonus on aging units.

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Surprises Abound In New Mexico

By Harlene Doane

Harlene Doane - Between the two used vehicle operations, they stock about 20-25 vehicles per lot. That is barely a 15 day supply...

August 2006, Auto Dealer Today - WebXclusive

The Best The Net Has To Offer Dealers

By Rob Chesney

Rob Chesney - One simple fact: the Internet is giving automotive consumers the control and the power that they’ve never had in the past...

August 2006, Auto Dealer Today - WebXclusive

Rich Media Hits Automotive Space

By Ali Amirrezvani

Ali Amirrezvani - Rich Media can be defined as any marketing solution that uses streaming audio, video and interactive elements to deliver a message that cuts through other marketing messages...

August 2006, Auto Dealer Today - WebXclusive

The Right Product For The Right Customer At The Right Time

By Ali Amirrezvani

Ali Amirrezani - Matrix marketing systems are a highly effective way to increase a dealership’s business, but they can be confusing at first...

August 2006, Auto Dealer Today - WebXclusive

The Hiccups

By Greg Goebel

Greg Goebel - Depending on the operation’s financial strength they can truly wind up being nothing more than that—all the way to an aneurism ...

August 2006, Auto Dealer Today - WebXclusive

To Much Of A Good Thing Can Be Really Bad

By Greg Goebel

Greg Goebel - Dealers often get blinded by the increase in units, or increase in gross profits. Those increases are only a small part...

August 2006, Auto Dealer Today - WebXclusive

The Most Important Part Of CRM Tools

By Greg Goebel

I can scarcely think of a situation where the addition of a CRM tool would not be a welcome and needed addition

August 2006, Auto Dealer Today - WebXclusive

A Leader In Service

By John Carroll

John Carroll - And maintaining that regional reputation for craft and upscale caring has turned out to be the best CRM tool he has...

August 2006, Auto Dealer Today - WebXclusive

The More Things Change, The More They Stay The Same

By Greg Goebel

Greg Goebel - You can have the best lead providers, the best Web site and the best CRM tools, but ... will most likely buy somewhere else...

August 2006, Auto Dealer Today - WebXclusive

Lessons In Special Finance Growth

By John Carroll

John Carroll - The money you make from a customer with bad credit is just as good as the money you earn from good credit buyers...

August 2006, Auto Dealer Today - WebXclusive

NCUA Battles With Credit Unions Over Sub-Prime Loans <br />Centrix Financial And Dealers Suffer Consequences

By Greg Goebel

Greg Goebel - On July 25, 2005, Centrix Financial’s CEO, Robert E. Sutton issued a letter to all of its dealer partners. ... The letter stated " ... Centrix will be, for a short period of time, capping the amount of loans it places with credit unions.”

August 2006, Auto Dealer Today - WebXclusive

Beating The Holiday Blues

By Greg Goebel

I admit there were times when I did not look forward to the inevitable slow down that often took place right before Christmas.

August 2006, Auto Dealer Today - WebXclusive

The Impact Of The New Bankruptcy Code On Special Finance

By Greg Goebel

Greg Goebel - The bankruptcy reform should benefit special finance sales? In the short term, it certainly stands to reason, yes.

August 2006, Auto Dealer Today - WebXclusive

Green Balloon Or Red Balloon?

By Greg Goebel

Greg Goebel - Is it better to have a separate, specialized sub-prime department which handles all SF customers ... Or is it better to have a blended floor where every sales person works with any type of customer ...

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