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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

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

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