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May 2014, Auto Dealer Today - Feature

Concept Cars

By Stephane Babcock

These prototypes were designed to push the boundaries of design, fuel efficiency and utility.

May 2014, Auto Dealer Today - Feature

Dealmakers

By ADM Staff

Discover new tools and services designed to keep your store connected, informed and efficient.

May 2014, Auto Dealer Today - Feature

Greg Miller: Undercover Boss

BEFORE

By Tariq Kamal

Larry H. Miller Group’s Greg Miller recounts the experience behind his appearance on CBS’s “Undercover Boss.”

May 2014, Auto Dealer Today - Feature

Refinancing Dealer Credit

Facility upgrades and renovations are underway at dealerships across the nation. An improving economy and low interest rates have prompted many dealers to consider refinancing. 

By David Keller

Low interest rates are driving dealers back to their banks and finance companies to discuss refinancing floorplans, mortgages and lines of credit. Accounting expert offers advice for preparing your case and deciding between fixed and variable rates.

May 2014, Auto Dealer Today - Feature

How Not to Get a Deal Bought

By Greg Goebel

After waiting two months for a slam-dunk loan approval, the special finance guru has newfound sympathy for the struggles of subprime car buyers.

May 2014, Auto Dealer Today - Feature

How to Build Trust Online

By Dan Flora

Earning the trust of the car-buying public requires consistency in pricing, inventory and your dealership’s brand.

May 2014, Auto Dealer Today - Feature

5 Critical CRM Tasks

Today’s CRM systems can display your most critical action items and give you an up-to-the-minute look at your progress with current customers.

By Brian Skutta

Dealer software expert lists five ways your customer relationship management system can drive new sales and service visits.

May 2014, Auto Dealer Today - Feature

How To Find The Right DMS

Dealers who own multiple rooftops often manage a shared inventory and accounting office. Your DMS should be optimized to reflect the needs of your operation. 

By Sharon Kitzman

Expert lays out a three-step plan for dealers who are considering a DMS conversion.

May 2014, Auto Dealer Today - Feature

Your BDC Profit Center

Why limit your BDC team’s potential? Skilled agents can generate sales and service opportunities by taking on new assignments such as showroom outcome calls and database marketing. 

By Greg Wells

To convert your BDC from a loss-prevention department to a true profit center, you must think beyond phone and Internet leads and challenge your reps to take on new tasks.

May 2014, Auto Dealer Today - Cover Story

The Path To Victory

Sales managers Graham Fernandez, Clark Osborne, and Jim Hitchcock, Olesnavage and Finance Manager Andrew Hamilton-Torrey work together to keep the dealership running at peak efficiency. 

By Kelsey Nolan

With hard work, determination, and a passion for learning honed by his years in the classroom and on the football field at the University of Michigan, Jason Olesnvage has risen to the rank of general manager at Victory Automotive.

May 2014, Auto Dealer Today - Feature

Financial Peril

By David Gesualdo

The publisher is astonished to learn he is not alone in his struggles to close a prime-credit home loan.

April 2014, Auto Dealer Today - Feature

Running Up the Score

Dealers take pride in high CSI scores, and rightfully so. But the attitude your salespeople exhibit when asking for positive survey responses should pervade every interaction with every potential customer. 

By Kelly Wadlinger

Focusing on CSI scores leads dealers to forget that potential customers who are turned away from your store will never fill out a survey.

April 2014, Auto Dealer Today - Feature

Wanna Buy a Car, Mate?

By Tom Hudson

After a 10-year nap, Rip Van Cardealer awakens to a future in which dealer pricing, financing and reserve are a thing of the past.

April 2014, Auto Dealer Today - Feature

Concept Cars

By Stephane Babcock

These four concept cars were designed to push the boundaries of design, fuel efficiency and utility.

April 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

April 2014, Auto Dealer Today - Feature

Buying Into Bankruptcies

By Denny Long

Are you getting your share of the profitable BK market? Direct marketing expert lists the essentials of reaching these motivated, in-market buyers.

April 2014, Auto Dealer Today - Feature

The Numbers Behind the Numbers

By Greg Goebel

Data from dealers who are active in special finance yields guidance and several surprises.

April 2014, Auto Dealer Today - Feature

Written in Stone

By Ron Reahard

The current political climate is unfriendly toward profitable dealerships and productive F&I departments. The best way to change the conversation is to remind the public that dealers are not just in it for themselves.

April 2014, Auto Dealer Today - Feature

Paid Search vs. Display Ads

By Sarah Adamo and Renée Benedetti

Create an effective online marketing campaign by targeting potential customers at different stages of the car-buying process.

April 2014, Auto Dealer Today - Feature

Dealers, Dollars and Disparate Impact

By Jim Ganther

The CFPB is employing a broad definition of the word ‘discrimination’ to put the squeeze on dealers, and the NADA has responded. Learn why one compliance expert believes both groups may have gone too far.

April 2014, Auto Dealer Today - Feature

DMS 2014+

By Brian Reed

Consumer demand will force DMS technology to accommodate a fully online sales process.

April 2014, Auto Dealer Today - Cover Story

No-Haggle Pricing

Simpson Buick GMC has enjoyed increased volume and CSI scores since switching to fixed prices — as well as a drop in average gross profit. “I’d rather take a skinny deal than no deal,” says sales manager Ali Ahmed. 

By Stephanie Forshee

Ali Ahmed and the sales team at Simpson Buick GMC have shortened the sales process and improved CSI by switching to a no-haggle pricing system. Having weighed the pros and cons, he believes fixed prices could soon become the preferred model for dealers nationwide.

April 2014, Auto Dealer Today - Feature

Traded Away

By David Gesualdo

Recent developments prove that, when the chips are down, nothing is sacred.

April 2014, Auto Dealer Today - WebXclusive

Sales Professional of the Month: Brian Read

By Kelsey Nolan

Before he joined Cumberland, Md.-based Timbrook Auto Outlet, Brian Read worked as a pontoon boat driver. The experience, he says, continues to shape the way he interacts with his customers.

March 2014, Auto Dealer Today - Feature

Who’s in Charge Here?

By Jason Heard

Veteran sales manager says dealers who demonstrated leadership during the Great Recession may have to re-establish themselves as the decision-makers at their stores.

March 2014, Auto Dealer Today - Feature

The Temple of Snakes and Other Critters

There are certain federal and state laws and regulations that require dealers to include in their documents certain precise, mandated language. No wiggle room. No tinkering.

By Tom Hudson

The magazine’s legal eagle can’t help but shout a warning to dealers who tinker with language in their retail installment sales contracts.

March 2014, Auto Dealer Today - Feature

Concept Cars

By Ed Bobit and Tariq Kamal

Check out four sporty new prototypes from Volkswagen, Volvo, Toyota and ... Kia?

March 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

March 2014, Auto Dealer Today - Feature

NADA 2014

By ADM Staff

Learn more about some of the products and services on display at the 2014 NADA Convention & Expo.

March 2014, Auto Dealer Today - Feature

What’s in Their Wallets?

Having customers swipe their own credit cards is one of several steps you can take to help safeguard their personal data — and your dealership. 

By Chad DeKing

Your customers trust you with their credit card numbers. Expert lays out a plan to safeguard their information and protect your store in the event of a Target-style data breach.

March 2014, Auto Dealer Today - Feature

The Great A/B Experiment

By Adam Dennis

Google is taking a ‘multi-armed bandit’ approach to A/B experimentation. Expert says dealers can take advantage by rethinking their own website testing methods.

March 2014, Auto Dealer Today - Feature

Outsmart the Lead Goblin

By Harlene Doane

You can keep the Lead Goblin at bay by crosschecking every lead delivered to your CRM.

March 2014, Auto Dealer Today - Feature

Goebel Sees Big Year Ahead

By Greg Goebel

Special finance guru expects 2014 to be a banner year for dealers who serve the subprime auto finance market.

March 2014, Auto Dealer Today - Feature

Dealing With Eternal Life

By Ron Reahard

The CFPB remains determined to put the squeeze on dealers, and there’s no sign of the agency going away. F&I trainer says it’s time to put your house in order before rate markup meets its maker.

March 2014, Auto Dealer Today - Feature

The Numbers Game

By Stephanie Forshee

Data sharing is turning out to be a double-edged sword. Dealers can market to a more targeted audience, but they have to go to great lengths to secure their customers’ personal information.

March 2014, Auto Dealer Today - Feature

Breaking New Ground

By Stephanie Forshee

Experts at this year’s NADA convention offered the inside scoop on the hottest dealer marketing channels for 2014.

March 2014, Auto Dealer Today - Feature

Data Drives Profits

By Allan Stejskal

Utilize your DMS’s built-in reporting capabilities to efficiently manage inventory, sales, service and parts.

March 2014, Auto Dealer Today - Feature

Data Games

By David Gesualdo

NADA 2014 brought the battles and brinksmanship over big data into sharp focus.

February 2014, Auto Dealer Today - Feature

March 2014 Sales Pro: Steven Bishop

By Kelsey Nolan

Steven Bishop was nearing the completion of a 24-year enlistment in the U.S. Air Force and looking for his next challenge. An active churchgoer, he was approached by a fellow parishioner who happened to be the mother of Roger Scholfield, owner of Scholfield Honda in Wichita, Kan. She said he had a “million-dollar smile” and suggested he try his hand at auto retail. He met Scholfield and, three days and a handshake later, he joined the team.

February 2014, Auto Dealer Today - Feature

No More Excuses

By Greg Goebel

Your customers are not to blame for your lack of back-end profit on subprime deals. It’s time to stop overselling your inventory and start producing.

February 2014, Auto Dealer Today - Feature

Who Can Take Your Place?

By David Keller

Succession planning requires dealers to re-evaluate their business, their successors’ qualifications and their own past decisions — both good and bad.

February 2014, Auto Dealer Today - Feature

New Customs

By David Gesualdo

Keeping up with technology requires us to constantly re-evaluate our needs and take no tool for granted.

February 2014, Auto Dealer Today - Feature

The Year of the F&I Pro

By Kelly Wadlinger

Award-winning F&I pro challenges her colleagues to make 2014 their best year yet.

February 2014, Auto Dealer Today - Feature

Check Your DMS Bill

By Brian Reed

Billing errors for dealership management systems are more common than you may think. Technology expert suggests you check your monthly invoice for erroneous charges related to hardware and software, annual increases and click fees.

February 2014, Auto Dealer Today - Feature

What’s New?

By Tariq Kamal

Learn more about the latest products and services to reach the automotive retail and finance marketplace.

February 2014, Auto Dealer Today - Feature

Give Yourself a Raise

By Don Reed

Dealers who meet or exceed industry benchmarks in fixed operations all subscribe to the same formula: The right people plus proper training equals record profits.

February 2014, Auto Dealer Today - Feature

Objection Handling for Dealers

By Tony Dupaquier

F&I pros are experts at handling objections, which might explain why many are resistant to change. Trainer explains how dealers and GMs can answer five common objections from the finance office.

February 2014, Auto Dealer Today - Feature

The Independent Spirit

By Tariq Kamal

Joe McCloskey’s focus on customer service extends through sales, F&I and the service department.

February 2014, Auto Dealer Today - Cover Story

Ladies' Night: Marketing to Females

By Stephanie Forshee

Reaching highline customers has its challenges, but Lexus of Massapequa’s Rose Cruz has set her sights on an even more focused market: women.

Tags: Car Buyers, car dealer, Car Shopping, females, Lexus, Lexus of Massapequa, Marketing, Rose Cruz, Stephanie Forshee

February 2014, Auto Dealer Today - Feature

Online Marketing: On the Brink of Innovation

By Stephanie Forshee

Dealer.com’s Dave Winslow weighs in on upcoming developments that will change the way dealers connect with customers.

Tags: Advertising, Dave Winslow, Dealer.com, digital marketing, Facebook, Google, Mobile, Social Media, Yelp

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