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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

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

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