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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 ...

August 2006, Auto Dealer Today - WebXclusive

2005 Internet Achievement Awards And Rankings

By Greg Goebel

Greg Goebel - The 2005 Internet Dealer of the Year Award once again goes to Dave Smith Motors, of tiny Kellogg, Idaho (population 2,395...

August 2006, Auto Dealer Today - WebXclusive

Executing The Best Job In The Dealership: Dealer Coach

By John Carroll

John Carroll - Emmert sees his biggest task as company coach, urging his people on to their best performance...

August 2006, Auto Dealer Today - WebXclusive

University Ford's Unique Philosophy About Special Finance

By John Carroll

John Carroll - My philosophy is, "This is what I can do, this is what you want and this is what we need to put it together...

August 2006, Auto Dealer Today - WebXclusive

Sales Training For Everyone

By Justin Spath

Justin Spath - It’s about the relationships that the staff develops with the customer. Every good sales manager knows that and every good salesperson does it ...

August 2006, Auto Dealer Today - WebXclusive

Recruiting Is Selling

By Justin Spath

Justin Spath - The difference between advertising and recruiting is evidenced every day ... Dealers use every form of advertising – television, radio, billboards, the Internet and even entire sections in their local paper devoted to automotive advertising. All that advertising is the only thing necessary to

August 2006, Auto Dealer Today - WebXclusive

The Reality of Training

By Jeff Smelley

Jeff Smelley - The key to realizing benefits from training is to apply that training in your daily dealership activity. Managers that have attended seminars should return to the dealership eager to use the information they have learned ...

August 2006, Auto Dealer Today - WebXclusive

Defining Software Support

By Jeff Smelley

Jeff Smelley - Computer system support is a widely varying service ... is your definition the same as your software/hardware provider(s)?

August 2006, Auto Dealer Today - WebXclusive

Big Rewards For Training

By Jeff Smelley

Jeff Smelley - Training for your admin staff will pay big rewards. Lack of training, for administrative people, leads to heavy turnover, poor information and divisive relations between departments and poor controls on key dealership functions.

August 2006, Auto Dealer Today - WebXclusive

Is It Remotely Possible?

By Jeff Smelley

Jeff Smelley - High speed Internet access has made many things available today that were not previously possible. This ability to connect brings valuable remote services to your desktop, but not all methods are equal.

August 2006, Auto Dealer Today - WebXclusive

Perception Or Reality: How Much Do You Really Know About Your Dealership?

By Jeff Smelley

Jeff Smelley - Look around, inspect the details and find out if your perception is in fact your reality. If you are uncomfortable doing such a reality check, hire a consultant. An independent party will not overlook items due to assumptions or preconceived notions.

August 2006, Auto Dealer Today - WebXclusive

Internet Services: How To Protect Yourself

By Jeff Smelley

Jeff Smelley - Web-based services and applications can be a real asset to your dealership. Just be aware of that not all services are equal; nor are all license agreements and that there is no such thing as totally secure.

August 2006, Auto Dealer Today - WebXclusive

We Have Been Trained, But Did We Learn Anything?

By Jeff Smelley

Jeff Smelley - In actuality, two to four performance enhancing ideas should be considered a very successful investment in training ...

August 2006, Auto Dealer Today - WebXclusive

Is Your Most Valuable Asset Insured?

By Jeff Smelley

Jeff Smelley - Do you have a backup of your Information Technology (IT) system? Oftentimes, this question is asked too late, after a disaster has already occurred.

August 2006, Auto Dealer Today - WebXclusive

You May Be Happily Ignorant If...

By Jeff Smelley

Jeff Smelley - Accounting controls, financial statements and informed planning are not typically comfortable areas for dealers, but they cannot be ignored.

August 2006, Auto Dealer Today - WebXclusive

Understanding High Speed Communications

By Jeff Smelley

Jeff Smelley - One of the most confusing decisions a dealership can make is choosing an Internet broadband service. Let’s simplify the decision by looking at price, speed, availability and reliability with respect to your needs.

August 2006, Auto Dealer Today - WebXclusive

Using The Internet To Move Used-Car Inventory

By Rob Chesney

Rob Chesney - As the sales team pushes out the supply of new vehicles, they will likely be taking in used inventory that will perhaps be off-brand...

August 2006, Auto Dealer Today - WebXclusive

Proactive Retention Of Employees; Bonuses And Golden Handcuffing As Retention Options

By Justin Spath

Justin Spath - Retention bonuses provide a monetary, or sometimes non-monetary, benefit to the employee for having stayed with the company past a specified time period, often three months to 12 months. Within those time frames, these can be very ...

August 2006, Auto Dealer Today - WebXclusive

Incentives For Your Non-Sales Staff

By Justin Spath

Justin Spath - The key thing to remember with any form of incentive is that you must tie it to the employees’ performance.

August 2006, Auto Dealer Today - WebXclusive

Exit Interviews Tell All

By Justin Spath

Justin Spath - While some problems may seem minor, all should be taken seriously because if they one person leave...

August 2006, Auto Dealer Today - WebXclusive

Advantages Of Selling Your Receivables v. Holding The Paper

By Harlene Doane

By selling the notes ... dealers receive a discounted amount of the original note and can reinvest it in more inventory...

August 2006, Auto Dealer Today - WebXclusive

Developing A Great Training Program

By Justin Spath

Justin Spath - We are teaching them actions; therefore they need to be performing the actions you are discussing in order to learn them...

August 2006, Auto Dealer Today - WebXclusive

3rd Party Leads: Are They Getting Better Or Are Dealers Getting Better?

By Harlene Doane

Harlene Doane - This question isn’t about the credit of the customer. It is about catching the customer at the right moment...

August 2006, Auto Dealer Today - WebXclusive

Turning Inventory Every Thirty Days

By Seth Ridgeway

Seth Ridgeway - Over the last six months they’ve averaged 250 sales on a lot that carries 300 units, tops...

August 2006, Auto Dealer Today - WebXclusive

Ingredients For Success

By Seth Ridgeway

Seth Ridgeway - Success is based on the fact the dealership can accommodate almost every customer’s financial situation...

August 2006, Auto Dealer Today - WebXclusive

The Smell Of Success

By Seth Ridgeway

Seth Ridgeway - Contact the customer and get the appointment first. Without that appointment, there is no sale...

August 2006, Auto Dealer Today - WebXclusive

Rumor Has It Right In Texas

By Seth Ridgeway

Seth Ridgeway - Reggie Franklin's personal commitment, interpersonal skills and positive demeanor makes everyone around him better...

August 2006, Auto Dealer Today - WebXclusive

Avoiding Analysis By Paralysis In Special Finance

By Seth Ridgeway

Seth Ridgeway - If the customer is declined from the lenders, then they are considered unworthy and contact is never made...

August 2006, Auto Dealer Today - WebXclusive

When Opportunity Knocks, Answer

By Seth Ridgeway

Seth Ridgeway - Our goal is to build rapport, gain trust and make a friend, which separates us from the masses...

August 2006, Auto Dealer Today - WebXclusive

Making A Great Internet Department

By Seth Ridgeway

Seth Ridgeway - “How can we get more customers on the lot?” It was decided that Automax Hyundai, Del City would start an Internet department...

August 2006, Auto Dealer Today - WebXclusive

Challenges Turn To Gold In Special Finance

By Seth Ridgeway

Seth Ridgeway - That last statement personifies Susan Brown. It doesn’t seem to matter where she hangs her hat, positive things happen...

August 2006, Auto Dealer Today - WebXclusive

Figures Never Lie

By Seth Ridgeway

Seth Ridgeway - Half of the dealerships 300+ sales every month are special finance...

August 2006, Auto Dealer Today - WebXclusive

The 11th Commandment For Your Internet Department

By Seth Ridgeway

Seth Ridgeway - The Mitsubishi and Kia stores don’t necessarily sell more cars than ... they are just better at getting Internet customers to the store...

August 2006, Auto Dealer Today - WebXclusive

Old Wine In A New Bottle

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The court’s decision breaks no new ground; it’s mandate for correctly financing negative equity has been the law at the federal level ...

August 2006, Auto Dealer Today - WebXclusive

War Of The Words

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Well, in the battle between car dealers and their various adversaries, the adversaries are trying to pick the vocabulary...

August 2006, Auto Dealer Today - WebXclusive

Understanding Vehicle Finance

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Interested in a helpful training aid that you could use to educate your dealership personnel about one ... selling and financing cars?

August 2006, Auto Dealer Today - WebXclusive

Good Guys Motors Or Snake Pit Motors?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Both Goodguys and Snakepit need a legal compliance program, constant legal training and ethics workshops. But that's all Snakepit has...

August 2006, Auto Dealer Today - WebXclusive

2005 Remininsces

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - It’s hard enough for dealers to get this compliance stuff right without having two sets of documents...

August 2006, Auto Dealer Today - WebXclusive

Declining Warranty Revenues Creates New Profit Opportunities

By Don Reed

Don Reed - Let’s take a look at the aftermarket competition to better understand what dealerships are up against...

August 2006, Auto Dealer Today - WebXclusive

Top Performers Vs. Underachievers

By Don Reed

Don Reed - Underachievers exist due to one of two reasons: 1.) They don’t know how to become “top performers”, or 2.) They don’t want to!...

August 2006, Auto Dealer Today - WebXclusive

Six Ways To Increase Your Service Traffic

By Don Reed

Don Reed - How many days do your customers have to wait to bring in their vehicle for service? ... So your answer has to be one day...

August 2006, Auto Dealer Today - WebXclusive

Service Writers Vs. Service Advisor - Part 2

By Don Reed

Don Reed - "Do my service advisors dress the same as my salespeople?" If the answer is no, then ask yourself why not?...

August 2006, Auto Dealer Today - WebXclusive

Service Writer Vs. Service Advisor

By Don Reed

Don Reed - Let’s take a front end approach to making your Dealership recession proof through maximizing your profits in the back end...

August 2006, Auto Dealer Today - WebXclusive

Coaches Corner

By George Dans

George Dans - Prepare yourself, and know your topic. Be sure to know your first few words. Practice out loud or record yourself ...

August 2006, Auto Dealer Today - WebXclusive

Shocking Facts On Incoming Service Calls

By Don Reed

Don Reed - Eighty-one percent of all your service customer pay labor is coming from the phones...

August 2006, Auto Dealer Today - WebXclusive

Employee Retention Impacts Owner Retention

By Don Reed

Don Reed - For maximum retention, ... insure that they are properly trained to proficiently handle the responsibilities of the job...

August 2006, Auto Dealer Today - WebXclusive

Fixed Operations: Did You Beat last Year's Profits By 40 Percent or More?

By Don Reed

Don Reed - If you answered “No,” then ask yourself “Why not?” Chances are you don’t have an expense problem; more likely, you have a sales problem...

August 2006, Auto Dealer Today - WebXclusive

Performance Based Pay Plans - Service

By Don Reed

Don Reed - Pay them a percentage of everything they sell on every RO they write, customer pay, warranty and internal, parts and labor...

August 2006, Auto Dealer Today - WebXclusive

Fire Them Before You Hire Them

By George Dans

George Dans - Your objective as a dealer or manager is to find the BEST candidate for the job. It’s not settling on someone ...

August 2006, Auto Dealer Today - WebXclusive

Five Faults That Destroy A Team

By George Dans

George Dans ... the problem is that the big cheeses really can’t measure teamwork. So, why worry about something you can’t measure? Most people are far too busy worrying about making the month at all costs ...

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