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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 ...

August 2006, Auto Dealer Today - WebXclusive

Check Out Your Service Department

By Don Reed

Don Reed - To formulate an action plan for improvement, you must first realize that you “can’t manage what you don’t measure.”

August 2006, Auto Dealer Today - WebXclusive

The Aftermarket Vs. The Dealer: How To Compete And Win

By Don Reed

Don Reed - According to the NADA, approximately 21,650 new car dealers generated about $30 billion in labor and parts sales...

August 2006, Auto Dealer Today - WebXclusive

What's A Service Advisor Worth

By Don Reed

Don Reed - Anadvisor must have good communication’s skills and should enjoy dealing with the public...they must dress professionally...

August 2006, Auto Dealer Today - WebXclusive

Now, More Than Ever, It Pays To Be On The Money

By Greg Goebel

Greg Goebel - That means to achieve the benchmark SF front end gross profit, you cannot own the vehicle for more than $11,400...

Tags: inventory

August 2006, Auto Dealer Today - WebXclusive

Finding The Magic!

By Greg Goebel

Greg Goebel - The paths that dealers take differentiate their perspective, which effectively molds their management style...

August 2006, Auto Dealer Today - WebXclusive

How Do You Manage One Of Your Largest Expense Items?

By Greg Goebel

Greg Goebel - The reason for this is usually the fact that without knowing your true traffic count, ... you really can’t spend efficiently.

August 2006, Auto Dealer Today - WebXclusive

Fixed Operations Follow-Up Translates To Increased Profits

By Harlene Doane

Harlene Doane - Without customer interaction, your customers will go elsewhere for service and future sales...

August 2006, Auto Dealer Today - WebXclusive

Expanding - New Markets And Cash

By Harlene Doane

You have an abundance of trades that are reliable vehicles; however they don’t fit finance companies you regularly utilize...

August 2006, Auto Dealer Today - WebXclusive

The Big Picture Of Event Sales

By Harlene Doane

Harlene Doane - Inviting an outside company to your place of business to assist you with a sales event can be risky business if you don’t do your ...

August 2006, Auto Dealer Today - WebXclusive

Diversifying Sales-BHPH Alternative Expanding - New Markets And Cash

By Harlene Doane

Rent-to-Own can combine credit challenged customers with your inventory and create a new profit center...

August 2006, Auto Dealer Today - WebXclusive

Discipline At Work In Virginia Dealership

By Harlene Doane

"No customer was going to come to my lot and hold my payments hostage over a repair that they felt they were entitled to.”

August 2006, Auto Dealer Today - WebXclusive

Your Dealership Backbone - Have You Made It As Strong As It Should Be?

By Harlene Doane

Harlene Doane - The fixed operations side of your dealership, if run efficiently, should support the balance of the dealership...

August 2006, Auto Dealer Today - WebXclusive

Ten Traits Of leadership

By George Dans

George Dans - Leaders stand up in the face of adversaries and face their people with courage, which in French means “strength of heart.”

August 2006, Auto Dealer Today - WebXclusive

How To Find The Right People

By George Dans

George Dans - Your success in your dealership will come down to your people. If you grow your people, you will grow you dealership ...

August 2006, Auto Dealer Today - WebXclusive

Are You A Player Or A Hold Out?

By George Dans

George Dans - Giving your best means that you put your heart into everything you do. You will find a way to accomplish your goals, because you are putting every fiber of what you ...

August 2006, Auto Dealer Today - WebXclusive

How To Get Organized To Sell

By George Dans

George Dans - Finish your day before you start it. Write down your plan in your planner today on what you are going to do tomorrow ...

August 2006, Auto Dealer Today - WebXclusive

Getting Energized

By George Dans

George Dans - With the lack of traffic in the auto industry and the competition getting fierce, the need to improve your selling process and your people is at an all time high ...

August 2006, Auto Dealer Today - WebXclusive

Questioning Your Way To A Sale

By George Dans

George Dans - Too many times we assume we know what the customer’s wants and needs are. They come on to the lot and head right to the prettiest vehicle, and we assume that’s what they want ...

August 2006, Auto Dealer Today - WebXclusive

If You Don't Close, You Lose

By George Dans

George Dans - Isn’t it sad to know that there are salespeople out there that don’t have at least 10 great closes to close their customers? Most salespeople only have a couple of closes ...

August 2006, Auto Dealer Today - WebXclusive

The Floor Closer/Manager: Making a Difference

By George Dans

George Dans - A floor closer is completely different than a desk manager. You have to have a person who is in the trenches with the salesperson. Could it be a desk manager? Maybe it could be both ...

Blog

On-the-Point

Jim Ziegler
All Things Must Pass

By Jim Ziegler
Ziegler mourns the loss of Gregg Allman as Ford and Hyundai shake up their leadership teams and Carvana struggles to stay afloat.

Join the Battle of Jericho

By Jim Ziegler
Ziegler has harsh words for the so-called geniuses behind escalating factory incentives, political support for autonomous vehicles, AutoNation's 'millennial-friendly' pay plan, and the Carvana IPO.

Don't Run, We Are Your Friends!

By Jim Ziegler

The Future Ain't What It's Cracked Up to Be

By Jim Ziegler

Opening Observations

Over the Curb