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August 2006, Auto Dealer Today - WebXclusive

The Eighth Essential Element: Systems - Tying it all Together

By Greg Goebel

Greg Goebel - As I have stated all along, Special Finance is not rocket science. I don’t know of any area...

August 2006, Auto Dealer Today - WebXclusive

The Seventh Element: What You Don't Know Can Get You Into Trouble!

By Greg Goebel

Greg Goebel - Compliance is not a subject that anyone really wants to hear or read about - until they need it – which is generally too late...

August 2006, Auto Dealer Today - WebXclusive

Service Commitment At McBride Cheverolet

By John Carroll

John Carroll - Brian McBride always thought he could figure out a way to make the service department at Bill McBride Chevrolet Subaru in Plattsburgh, N.Y. run better...

August 2006, Auto Dealer Today - WebXclusive

The Sixth Essential Element: Advertising and Marketing - Getting Them in the Door

By Greg Goebel

Greg Goebel - With the benchmark front-end gross being $2597, that would mean approximately $260 per SF unit sold...

August 2006, Auto Dealer Today - WebXclusive

The Fifth Essential Element: Structuring the Deal

By Greg Goebel

Greg Goebel - ...step in the Special Finance sales process is to be able to identify the SF customer at the onset of the sale...

August 2006, Auto Dealer Today - WebXclusive

The Fourth Essential Element: Lenders - Your Partners In Special Finance

By Greg Goebel

Greg Goebel - Are you a franchise store or an independent?...In any case, you have to have the lenders...

August 2006, Auto Dealer Today - WebXclusive

The Third Essential Element: Special Finance Department Personnel<br/>You Can't Do It Without Good People

By Greg Goebel

Greg Goebel - First, let’s look at sourcing new Special Finance sales people. Where do we look for them?...

August 2006, Auto Dealer Today - WebXclusive

The Second Essential Element: The Importance Of Inventory

By Greg Goebel

Greg Goebel - I will address the fact that people often bristle when I state that I believe that inventory is more important than personnel...

August 2006, Auto Dealer Today - WebXclusive

The First Essential Element: Commitment<br/> The Foundation Of The Special Finance Department

By Greg Goebel

Greg Goebel - It is also something that is identified as a component for success in virtually every other department in the dealership...

August 2006, Auto Dealer Today - WebXclusive

Marketing Campaigns

By John Carroll

Another successful incentive includes a three-day, 300-mile money back guarantee, with no questions asked on returned vehicles.

August 2006, Auto Dealer Today - WebXclusive

The Debate Continues: Separate Versus Blended Special Finance

By John Carroll

John Carroll - Sub prime credit customers wind up in the wrong sales process, being shown vehicles they can’t possibly afford...

August 2006, Auto Dealer Today - WebXclusive

Changing With The Times

By John Carroll

Today, Stepanek carries about 75 to 80 vehicles and sells about 40 cars a month...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Bankruptcy Law Changes Boom Or Bust?Special Finance Landscape To Change

By John Carroll

John Carroll - In the first three months of 2005, according to the U.S. Bankruptcy Court, 401,149 people filed for bankruptcy...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Is Your Web Site Provider A Search Engine Optimization Expert

By Ali Amirrezvani

Ali Amirrezvani - Should one go with a provider that out sources this important process or with one that has built their platform...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

PMS: Positive Mental State

By Maxwell D. Skynard

Maxwell Skynard - Your emotions follow your thoughts so if you want to keep a positive mental attitude keep your thoughts in the right place...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Prove It Or Lose It!

By Maxwell D. Skynard

Maxwell Skynard - You and I know that a successful Internet/BDC manager is a linchpin holding many (seemingly unrelated) processes together...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Generate More Leads With Interactive Online Advertising

By Ali Amirrezvani

Ali Amirrezvani - proven and effective e-marketing techniques combined with an interactive Web site to produce outstanding results...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

When No Means Know Using Online Tools to Overcome Objections

By Maxwell D. Skynard

Maxwell Skynard - In fact, some vendors can even automate these multi-media presentations as part of your regular follow-up routine...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Don't Let Software Make You Soft Lessons from "Babe"

By Maxwell D. Skynard

Maxwell Skynard - Next time you have to spend two hours on hold with your IT guy, let your teammate take your calls instead of sending them to voicemail...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Rich Media: Do You Need To Tone It Down?

By Ali Amirrezvani

Ali Amirrezvani - If used properly, rich media can be a highly engaging and visually active way to interest your customer...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Lead Management: A Weapon You Can't Live Without

By Maxwell D. Skynard

Maxwell Skynard - By contrast, a good lead management system will automatically reply immediately with customer - and model - specific e-mails...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

B-Back Sauce: Keep Your Customer Hungry

By Maxwell D. Skynard

Maxwell Skynard - According to a recent study Domestic dealerships convert less than 25 percent of their new car customers into “customer pay” service customers...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Dr. Frankenstein's Business Development Department

By Maxwell D. Skynard

Maxwell Skynard - If you have a flashy site, but it doesn’t convert visitors to prospects, if you have a hard to use ILM/CRM, if you aren’t making money but you’re spending a lot on “cool” technology...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Effectively Utilizing Incentives To Capture Leads

By Ali Amirrezvani

Ali Amirrezvani - The main reason incentives work is basic human nature; we like receiving free things...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

More Time For Crunches: A Look At New Technology

By Maxwell D. Skynard

Maxwell Skynard - Use dated inventory to fuel your promotions. Technology can now allow you to apply business rules to your new and pre-owned inventories...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Youth Look Online To Accessorize And Customize Vehicles

By Rob Chesney

Rob Chesney - Today’s youth are looking to personalize everything, especially their cars and trucks. This customization trend bodes well for dealers, especially online...

Tags: Education

August 2006, Auto Dealer Today - WebXclusive

Online Tools Generate Higher Profitability And Consumer Confidence

By Rob Chesney

Rob Chesney - Advanced tools make online vehicle sales easy and rewarding for dealers...

Tags: Education

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

Blog

On-the-Point

Jim Ziegler
It's a Nerd Meltdown

By Jim Ziegler
The Alpha Dawg coaches sales managers through a CRM crash, shares advice for desking deals the old-fashioned way, and explains why AutoNation’s rumored pay plan revision and GM’s thrice-delayed Project Pinnacle are doomed to fail.

There’s a Vacancy in Mom’s Basement

By Jim Ziegler
The Alpha Dawg discovers the cure for Millennial Madness and goes deep on certified pre-owned leasing, the case against Sage Auto Group, and the end of the big publics’ shopping spree.

Objects in the Rearview Mirror

By Jim Ziegler

The Big Talent Drain

By Jim Ziegler

Opening Observations

Over the Curb