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August 2006, Auto Dealer Today - WebXclusive

Snakes vs. Spiders: The Truth About Website Traffic

By Maxwell D. Skynard

Maxwell Skynard - Some website companies call their sites optimized, when what they mean is “friendly.” For the record, “friendly” is not “optimized"...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Small Store. Big Online Sales!

By Maxwell D. Skynard

Maxwell Skynard - The Internet leveled the playing field and now consumers often know your rebates, incentives, holdbacks, and invoice costs...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Is Your DMS An Asset To Your Dealership?

By Jeff Smelley

Jeff Smelley - A DMS is an infrastructure investment which, when properly selected, installed and used, will provide the means to manage and grow your business, increase profits, improve employee productivity, provide security and freedom.

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

ASP Software Solutions - Right For You?

By Jeff Smelley

Jeff Smelley - Let’s look at the pros and cons of outsourcing your application hosting versus an internal local/wide area network.

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Eliminating Your Accounting Department

By Jeff Smelley

Jeff Smelley - Outsourcing entails hiring companies that will provide a service you require, better and more economically than you could provide it for yourself...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

You Don't Need a Compliance Program

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The place that every good dealership compliance program has to start is in decent, ethical treatment of the dealership’s customers...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

"Long Arm" Laws and Internet Sales

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - When you sell cars over the Internet without limitation as to who can buy those cars, be prepared to show up in court in any state in the country...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Insurance? What Insurance?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Under the policy, Service Lloyd’s agreed to defend Wink in any lawsuit alleging violations of any federal, state or local truth-in-lending law...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Why Look For Hard Answers When There Are Easy Ones?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - ... federal laws sometimes carve out businesses and commercial transactions as exempt, as do some state laws...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Manage Multiple Listings On eBay Motors

By Rob Chesney

Rob Chesney - eBay Motors can act as a complementary sales channel to move inventory, whether it be off-brand, an older vehicle...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Dealer Credit Insurance Practices Withstand Class Action Challenge

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Many dealers have formed separate insurance companies to permit them to earn commissions on the sale of credit insurance and other products...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Failure To Disclose Damage Costs Dealer A Bundle

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - You have a truck in inventory that you know has been damaged and repaired to an extent requiring you to tell any potential buyer ...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

News Flash - There's No Crime in Ohio <br /> GMAC Shafted by Ohio Attorney General

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Ohio Attorney General just sued GMAC after GMAC reported to the AG that a dealer had defrauded it in connection with the dealer’s sale of leased cars...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Who Leads Your Online Sales Efforts

By Rob Chesney

Rob Chesney - Maximize your sales and cultivate enduring customer relationships...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Who Are The Cops?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - ... who the car dealership sales, credit and lease cops are and what laws they enforce...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Dealer Advertising - An Easy Target

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - ... target of AGs is dealer advertising. It isn’t a coincidence that AGs from several states have zeroed in on dealer advertising...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Underwriting That Won't Send Your Business To The Undertaker

By Ryan Linnehan

Unfortunately many deals are doomed to fail from the moment the loan is approved because of shaky underwriting practices...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Gross Or Interest Revenue BHPH Dealer Choices

By Ryan Linnehan

The BHPH industry is full of potential obstacles that, with the proper presentation can be turned into positive opportunities...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Best Offer Success Found by City Motor Group

By Rob Chesney

Rob Chesney - Recently, with the help of eBay Motors, the Karyanis’ have moved from local sales to national and even international markets...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Marketing "Outside The Box"

By Ryan Linnehan

Don’t fall into the trap of thinking that only new car buyers look for information online...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Lessons From Bumpa

By Ryan Linnehan

It’s the same principle behind putting out balloons and antenna flags, popping the hoods and trunks or turning on all the flashers...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Best Practices Can Boost Sales

By Rob Chesney

Rob Chesney - eBay Motors is a good place to offer trade-ins and vehicles you would otherwise sell through wholesale channels...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Offer Consumers Peace Of Mind And Take Advantage Of eBay Motor's Services

By Rob Chesney

Rob Chesney - A dealer who understands these services and promotes their use can more easily sway buyers to commit to a vehicle purchase...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Profit From Your Architecture - The Sale Goes Home

By Jeff Margaretten

Encourage them to get out of the lounge chair and interact with the facility.

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Profit From Your Architecture

By Jeff Margaretten

Eliminate the opportunity to take the “Short Loop” and entice them with sexy car displays by the front door.

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Climbing Beyond The Buy Here-Pay Here Plateau

By Jim Rhoads

I suggest identifying only those customers who make another purchase while the account is active as “retained” customers...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Vehicle Accessorization: The Key To Selling Success In Today's Competitive Market

By Ellen McKoy

Eye-catching, stylized vehicles give dealers a critical edge over the competition that sells only factory-plain vehicles.

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Profit From Your Architecture - A Buying Environment

By Jeff Margaretten

All customers require a slightly different sales approach tailored to their individual personality and needs.

August 2006, Auto Dealer Today - WebXclusive

What To Do In A Down Market!

By Larry Nathan

Larry Nathan - Wouldn't it be great if you could generate traffic like that without calling it quits or hurting your reputation?

August 2006, Auto Dealer Today - WebXclusive

100 Percent Turnover To F&I - Reality Of Fantasy

By Dave Sipus

Dave Sipus - Our goal is to achieve 100 percent quality turnover at the point of sale. Before defining a quality T.O. ...

August 2006, Auto Dealer Today - WebXclusive

How Are Warranty Claims Impacting Your Bottom Line?

By Gregg Tompkins

Gregg Tompkins - How does your warranty labor rate compare to your customer pay retail rate?

August 2006, Auto Dealer Today - WebXclusive

Beware Of Evergreen

By Donn Wray

Donn Wray - An "evergreen clause" in a contract is an automatic renewal provision. Many service and vendor contracts include "evergreen clauses." Like an evergreen tree, which can be sticky with sap, such clauses are intended to ...

August 2006, Auto Dealer Today - WebXclusive

Best Practices For Internet Success

By Kevin Root

Kevin Root - Providing sufficient contact information so the shopper can take the next step is both...to move the business relationship...

August 2006, Auto Dealer Today - WebXclusive

Internet Commandments

By Kevin Root

Kevin Root - Followup based on the manner preferred by the customer, but be prepared for e-mail to be the dominant first contact method...

August 2006, Auto Dealer Today - WebXclusive

Is Your DMS System Deleting Valuable Data?

By Sandi Jerome

Sandi Jerome - Each month, valuable data is being deleted by your DMS system and you need to create regular monthly reports that will be downloaded to a PC and saved for future analysis.

August 2006, Auto Dealer Today - WebXclusive

Is Your DMS System Ready for Star?

By Sandi Jerome

Sandi Jerome - STAR was organized in May 2001 and has grown to include about 98 percent of the OEM that the 8 major DMS members support. It is a non-profit, auto industry-wide initiative to create voluntary IT standards for how manufacturers, dealers and customers communicate with each other.

August 2006, Auto Dealer Today - WebXclusive

Five Top Questions About System Administrators

By Sandi Jerome

Sandi Jerome - Today, dealerships are a maze of networked computers, factory DCS PCs, third-party software, integrated phone systems, and web sites. Less than 10 percent of dealerships have system administrators, but many are considering hiring one in the next year.

August 2006, Auto Dealer Today - WebXclusive

Twenty Ways To Save On Your Computer System

By Sandi Jerome

Sandi Jerome - Your dealership’s computer system is often the most expensive outside service that you pay monthly. Here are twenty ways to save money on your computer system and get more value for the dollars you are spending.

August 2006, Auto Dealer Today - WebXclusive

Internet Department Grows At Tasca

By John Zieglar

John Zieglar - In an effort to better understand our customers, we always ask ‘How did you begin your research?’...

August 2006, Auto Dealer Today - WebXclusive

What Is Customer Relationship Management (CRM)

By John Zieglar

What does Customer Relationship Management, or CRM, mean to you? Is it signing up with a call center to make customer service calls to all your prospects and service customers? Is it hiring a team of customer service specialists to handle inbound and outbound calls? While dealers may have an infinite number of ways to define CRM and the best strategy ...

August 2006, Auto Dealer Today - WebXclusive

The "Dirty" Word In Your Dealership: Are You Using It?

By Harlene Doane

Harlene Doane - Every department, every system, every process in the dealership requires a commitment from the dealer to succeed.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Pay Plans: An Employee And Employer Evaluation

By Harlene Doane

Harlene Doane - Have you ever wondered if a pay plan fair? The question is: “How do you evaluate your pay plan to determine fair?" A great pay plan has to be fair to the ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Dealer Adds Retail Establishments To Online Sales

By Harlene Doane

Harlene Doane - Advertising cost for online sales runs about $100 per unit, which is much lower than industry averages for conventional sales...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Dealership Excelling With Niche Credit Market

By Harlene Doane

Harlene Doane - The answer is an open Chapter 7 Bankruptcy program that Special Finance Manager Mike Anthony has perfected ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Work Smarter, Not Harder

By Craig Colender

Craig Colendar - When I was working in dealerships, I would write out each salesperson’s previous yearly results, set aggressive goals for the coming year and then apply the math necessary to get the job done: how many phone ups per day, floor ups per day, be-backs etc. I would review the game plan with each salesperson, enthusiastically emphasizing the ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

What A Dealer Needs To Know About Running A Professional Detail/Reconditioning Department

By Bud Abraham

Bud Abraham - "we've always been able to operate the department with little equipment and low paying, entry level people."

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Photographing Vehicles For eBay Listings

By Rob Chesney

Rob Chesney - ...good photographs of a vehicle are critical as they lend credibility and verify product attributes...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Online Programs Make Listing Auction Vehicles A Smooth And Easy Ride

By Rob Chesney

Rob Chesney - eBay Motors’ Preferred Solution Provider program ensures that these tools function correctly with eBay’s software and policies...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Take Control Of Your Dealership This Year

By Jeff Smelley

Jeff Smelley - As you progress into the New Year, how do you intend to improve your business? This is a question every dealer should spend time contemplating. More to the point, thought should be given to this topic regularly.

August 2006, Auto Dealer Today - WebXclusive

Find Lost Profits: Mind Your Dealership's Operation

By Jeff Smelley

Jeff Smelley - Inefficient daily operations in a dealership cost money, REAL MONEY, and unlike a missed sales opportunity, poor dealership operations will continue to cost money until fixed.

Tags: Technology

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