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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 ...

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...

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