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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

August 2006, Auto Dealer Today - WebXclusive

What Exactly Is DMS?

By Jeff Smelley

Jeff Smelley - DMS stands for Dealer Management System ... a system yielding quantifiable, reliable and timely information to the dealer

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

"He Said, She Said," Or Why We Build Courthouses

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The motion is usually based on the dealer’s claim that the car buyer has failed to state sufficient facts to make out a viable claim...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

The "Consumer Wins" Argument For Starter Interrupt Devices

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - dealers and finance companies operating in the sub prime arena believe that the use of starter interrupt devices is a good thing...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Advertising & Marketing: Is It Rocket Science?

By Dan Henderson

Dan Henderson - There is a difference between advertising and marketing. Advertising is used to create awareness where marketing is the selling of goods and products. In the car business we should always be marketing.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Polk Debate Settled

By Brian Hudson

Brian Hudson - What the situation cried out for was for guidance from someone or some body that actually knew something about TILA and Reg. Z...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Welcome To The Gramm-Leach-Bliley Privacy Act

By Keith E Whann

Keith Whann - “financial products and services” includes the financial institution’s evaluation of information collected in connection ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Overlooked Profit Potential

By Kevin Day

Kevin Day - When was the last time you sent your people to a training course or had a professional trainer come to your store? I would recommend an ongoing training program in place that utilizes the menu process. In today’s society our finance department must not only make money, but must also

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

What's Your Game Plan?

By Jim Jensen

Jim Jensen - Our lives are complicated by things that concern us, but sometimes those are things that we have very little or no control over, such as geopolitical events or business closings ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

F&I Manager Or Clerk?

By Bryan Goudy

Bryan Goudy - The F&I office ... it has changed forever the way automobile dealers sell their accessories and aftermarket products.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Asking For The Sale

By Darin B. George

Darin George - Never forget how you felt when you bought your first car. The emotional intensity level of the customer is at its highest, and how we proceed will determine if we sell the vehicle ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Its all Psychology

By Darin B. George

Darin George - Never write down the first or second number the customer says because it will give them hope ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Dealing With The Price Shopper

By Darin B. George

Darin George - Giving a customer our best price to shop around with can be done by the receptionist or a salesperson with a heart beat ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Negotiating And Increasing Gross Profit - Part One

By Darin B. George

Darin George - There is an old saying in the car business...“the customers that pay more are your best and happiest customers for life”.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Understanding Your Customer

By Darin B. George

Darin George - Your customers have already made the decision to look and possibly purchase a new vehicle when they enter your dealership...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Customer Follow-Up

By Darin B. George

Darin George - There is an old saying; the easiest customer to sell to is one that you have already sold to. The sold customer follow-up is the single-most important aspect for long term success of a sales representative and the dealership they work for ...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Dealer Turns To eBay Motors As His Only Resource

By Sean St. Clair

Sean St. Clair - “eBay Motors is the best tool on the planet to sell the volume of cars that we do,” Reyes said...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Government Agency Becomes A Top-eBay Seller

By Sean St. Clair

Sean St. Clair - Today, the surplus property agency’s presence on eBay Motors has become so extensive that they sold 1,809 units in 2003...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

The Process Says It All

By Kevin Day

Kevin Day - Having a system for each department in your dealership that flows to other departments is the key.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Recontracting After A Spot Delivery Transaction: What Are The Rules?

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - The customer has signed on the dotted line, but now you can’t find a company willing to buy the retail installment sales agreement ... What rules apply?

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

New "Best Offer" Feature On eBay Motors

By Rob Chesney

Rob Chesney - Through Best Offer, vehicles sell more rapidly, as this option eliminates the need to wait days for an auction to end...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Hollywood - Fact Or Fiction?

By Kevin Day

Kevin Day - The Hollywood portrayal of a car salesperson is a fast-talking, bow tie wearing person in a cheap suit that knows more closes than a door. This portrayal is easy for a lot of us involved in the business to shrug off. However, what if we took the time to really analyze what people think about us …

Tags: Experts

August 2006, Auto Dealer Today - WebXclusive

Year End Tax Planning Ideas For Dealers And Their Dealership

By Rex A Collins

Rex Collins - The IRS is allowing dealers to treat these payments as “trade discounts” for tax purposes...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

IRS: Heavy-Duty Pickups May Be Tractors

By Rex A Collins

Rex Collins - In August 2004, the IRS decided that heavy-duty pickups such as the Ford 400 and 500 series vehicles ... might be tractors.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Is A Related Finance Company Right For You?

By Rex A Collins

Such companies serve many valid business purposes and were utilized before any tax advantage scheme was offered.

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

The FTC's Safeguards Rule And Combating Identity Theft

By Rex A Collins

Rex Collins - Credit applications can be sold for between $30 and $60, and depending on the quality of the applicant, as much as $500...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Connecticut Dealer Sues In Virginia Over Internet Sale

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - One of the costs of doing business over the Internet may be that the dealer finds that he or she is subject to suit in the buyer’s home state...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Beau Townsend Ford Drives Sales with Key Personnel and Three Sites

By John Carroll

John Carroll - Promotional materials were adapted to include a dot-com in every ad and to let people know that the dealership never closed...

Tags: Technology

August 2006, Auto Dealer Today - WebXclusive

Protect Your Dealership From Electronic Intruders

By Jeff Smelley

Jeff Smelley - Viruses, “Trojan horses,” worms and spyware cause immeasurable harm and most often without your knowledge until it’s too late.

Tags: special finance, Technology

August 2006, Auto Dealer Today - WebXclusive

Have A Game Plan - Stick With It

By Harlene Doane

Harlene Doane - Most processes fail when those involved aren’t committed to seeing it done correctly...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Car Dealers And Terrorism - What Are The Rules?

By Thomas B. Hudson, Esq.

Elena Lovoy - The USA PATRIOT Act contained several requirements that affected dealers. Some provisions are in force now – others have ...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Sucker Pricing

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - With the exception of limits on the rate of finance charge in financing transactions imposed by most states ...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Only Working Leads From Your OEM? You're Missing Half Your Customers

By Dean Evans

Dean Evans - Many online car buyers simply feel more comfortable submitting leads at third party sites...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

The Right Internet Lead Mix: OEM.com, DealersOwn.com, and Third Party Providers

By Dean Evans

Dean Evans - "Local dealers succeed to the degree that they have top-of-mind awareness in their respective communities..."

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Arbitration Patrol

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - From where we sit, dealers win a lot more of these challenges than they lose, and when they lose, it’s usually because they deserve to lose...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Salesman's Experience Motivates Jury

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - ... a salesman’s experience should have alerted him to the fact that the car had suffered extensive previous damage?

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Dealer's Mail Campaign Results In $250,000 Settlement

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - It seems the mail campaign targeted consumers who had filed for bankruptcy without first getting the consumers’ permission...

Tags: special finance

August 2006, Auto Dealer Today - WebXclusive

Federal Court Decision Muddles "Prescreening" Requirements

By Thomas B. Hudson, Esq.

Thomas B. Hudson, Esq. - Creditors cannot ask credit reporting agencies to review their files and identify likely customers for them – or to “prescreen”...

Tags: special finance

Blog

On-the-Point

Jim Ziegler
Objects in the Rearview Mirror

By Jim Ziegler
The past is right behind us and the future is coming fast. The Alpha Dawg plots a course for your store’s success and shares advice for Elon Musk, Johan de Nysschen, and pre-owned managers.

The Big Talent Drain

By Jim Ziegler
The Alpha Dawg tackles the shortage of talent in the managerial ranks and reflects on Amazon’s rumored foray into vehicle sales, the imminent used-car correction, Hyundai’s plan for the Genesis brand, and the untimely passing of Tammie LeBleu.

A Faster Horse

By Jim Ziegler

Strangers in the Mall

By Jim Ziegler

Opening Observations

Over the Curb