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May 2013, Auto Dealer Today - WebXclusive

Removing The Roadblocks

May 2013, Auto Dealer Today - WebXclusive

Facebook Ups the Ante

By Gregory Arroyo

The editor says he’d push the “Like” button on a new feature Facebook is testing. In fact, he believes it could change the face of social media marketing.

Tags: BDC, Editorial Page, facebook marketing, Generation X, Generation Y, generational marketing, Graph Search, internet marketing, social media marketing

May 2013, Auto Dealer Today - WebXclusive

Fundamentally Sound: Don't Forget the Sales Basics

cOURTNEY cOLE IS THE CO-O

By Courtney Cole

Technology can’t change the game on its own. To remain profitable, dealers still have to be focused on the fundamentals.

Tags: a phone call and a call guide., appointment, building referrals, data mining, floorplan rates, role of the sales manager, sales fundamentals, sales skills, using technology

April 2013, Auto Dealer Today - WebXclusive

6 Reasons for a Parts Inspection

David Keller is a partner with the accounting firm ofCliftonLarsonAllen, a Top 10 nationwide accountingfirm with extensive experience in serving new- andused-vehicle retailers, heavy truck and utility traileroutlets, and BHPH dealerships. 

By David Keller, CPA, CFE

Inspecting your parts department will tell you where your inventory — and your money — is going. The magazine’s resident accounting expert shows you what to look for.

Tags: BDC, financial statements, Inventory Management, Operational Efficiencies, Operations, Parts and Service, special order parts, used parts

April 2013, Auto Dealer Today - WebXclusive

Profit Booster: Tapping the Specialty Equipment Market

Pictured is General Manager Larry Hook and the parts department at All American Chrysler Jeep Dodge of Odessa, Texas.

By Paul Chavez

Tapping the $30 million specialty equipment market is no easy task, but two dealers say it’s not impossible. They open up their playbooks to making accessory sales a profitable venture.

Tags: Accessory Market, aftermarket accessories, BDC, customize, GPS Tracking, Parts and Service, Profitability, specialty vehicles, Tire and Wheel

April 2013, Auto Dealer Today - WebXclusive

Pinterest Continues to Interest

By George Nenni

Pinterest is proving to be business-friendly. It recently rolled out a new tool to help businesses measure the effectiveness of their activities on the social media site. Our digital marketing expert offers his thoughts.

Tags: automotive SEO, BDC, internet mark, internet marketing, Pinterest, social media marketing, web marketing

April 2013, Auto Dealer Today - WebXclusive

Battle of the Inbox

By Greg Wells

The magazine’s business development expert says to burn those e-mail templates, then lays out 10 steps to making your e-mail stand out.

Tags: BDC, Email Marketing, how to email, Internet customer

April 2013, Auto Dealer Today - WebXclusive

Dealership Spotlight: George Grubbs III

By ADM

George Grubbs III’s Infiniti dealership is smack in the middle of a major roadwork zone, but he refuses to let the project create detours between him and his customers.

Tags: advertsing campaign, BDC, business management, customer service innovations, dealership profiles, digital marketing, Independent Community Bankers of America, Infinity, internet sales, pintrest, using social media

April 2013, Auto Dealer Today - Cover Story

2013 Dealers' Choice Awards

By ADM Staff

The magazine’s ninth annual Dealers’ Choice Awards featured a tough competition between old favorites and new winners — as well as several brand new categories.

Tags: Awards

April 2013, Auto Dealer Today - Feature

Peer-To-Peer-To-Public

By Mark A. Bross

The FTC's actions against a Georgia dealership offer several lessons for dealers who utilize P2P networks.

Tags: data protection, Federal Trade Commission, Internet, lawsuits, peer-to-peer, PERSONAL IDENTIFICATION INFORMATION

April 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Dekendrick Woodard

Dekendrick Woodard, Holt Chrysler Jeep Dodge

By Stephanie Forshee

Dekendrick Woodard is an Internet sales manager who’s rolling about 28 vehicles per month, and he’s the No. 1 sales producer at Holt Chrysler Jeep Dodge in Arlington, Texas.

Tags: client relations, creating relationships, Customer Service, internet sales, monthly sales, repeat and referral sales, Sales, saturn, top sales associate, top sales producer

April 2013, Auto Dealer Today - Feature

They Don't Care!

Thomas B. Hudson is a partner in a law firm of Hudson Cook LLP.

By Thomas B. Hudson, Esq.

The magazine’s legal eagle doesn’t know where the CFPB is going with its recent actions regarding dealer participation, but there’s one thing he knows for sure.

Tags: Consumer Financial Protection Bureau

April 2013, Auto Dealer Today - Feature

Perception Is Reality

Mark Dubois is the director of BHPH 20 Groups at Performance Inc., a division of ADP Dealer Services. He offers more than 30 years of experience in the automotive industry. 

By Mark Dubois

Taking a customer-first approach to the buy-here, pay-here business can minimize your repossessions and encourage repeat and referral business.

Tags: bhph dealers, building referrals, buy-here, Collections, Customer Satisfaction, Customer Service, Delinquencies, pay-here, reputation management

April 2013, Auto Dealer Today - Feature

Funding Fundamentals

Greg Goebel is the CEO of Used Car University LLC.

By Greg Goebel

Unfunded deals make life difficult for you, your finance companies and your customers. Our special finance expert lays out a foolproof process for quicker funding.

Tags: F&I Process, Finance, finance company, Greg Goebel, loan approval, special finance

April 2013, Auto Dealer Today - Feature

Accessory To Profits

Ali Amirrezvani is the president, CEO and co-founder of DealerOn Inc.

By Ali Amirrezvani

Taking your parts and accessories department online can bring in business from all over the country, but there are several key issues to consider...

Tags: accessories selling, Accessory Market, dealer, Dealership, Google, internet marketing, Online Buying, Service Department, special order parts, web marketing, website

March 2013, Auto Dealer Today - WebXclusive

PPM Driving Retention, Profits

By Daryl K. Tabor

Daryl Tabor looks at how prepaid maintenance plans and courtesy service packages are driving service retention at dealerships.

Tags: BDC, customer loyalty, Customer Retention, DMEautomotive, Fideltiy Warranty Services, Generation Y, MediaTrac, Parts and Service, Prepaid Maintenance, Resource Automotive

March 2013, Auto Dealer Today - WebXclusive

Social Media for Skeptics

By Kelly Wadlinger

Still skeptical about investing in social media? Get started by encouraging positive reviews and more search engine returns.

Tags: BDC, Customer Retention, Facebook, Internet shopper, online reputation management, social media marketing, using social media, web marketing

March 2013, Auto Dealer Today - WebXclusive

Managing By The Numbers

David Keller is a partner with CliftonLarsonAllen, a Top 10 nationwide accounting firm with extensive experience in serving new- and used-vehicle retailers, heavy truck and utility trailer outlets, and BHPH dealerships. Contact him at 314.925.4317. DKeller@AutoDealerMonthly.com

By David Keller, CPA, CFE

A dealership’s financial statement can reveal exactly how it’s perceived in the community. The magazine’s accounting expert identifies the metrics that tell all.

Tags: BDC, Customer Satisfaction, finanacial statements, finance chargebacks, financial statements

March 2013, Auto Dealer Today - WebXclusive

7 Ways to Reduce Ad Waste

By Paul Potratz

The magazine’s digital marketing expert provides a nice primer for getting your digital ad strategy dialed in.

Tags: advertising costs, advertsing campaign, BDC, facebook advertising, internet marketing, mobile marketing, social engagement platform, twitter, web marketing, website

March 2013, Auto Dealer Today - Feature

Construction Delays

By Paul Chavez

George Grubbs III’s Infiniti dealership is smack in the middle of a major roadwork zone, but he refuses to let the project create detours between him and his customers.

Tags: Customer Satisfaction, Customer Service, Infiniti, Marketing, Social Media, Texas

February 2013, Auto Dealer Today - WebXclusive

Going Unconventional

By Daryl K. Tabor

Daryl Tabor explores some of the unconventional strategies dealers are employing to drive traffic into the showroom.

Tags: auto advertising, BDC, creative advertising, Creative Selling, Marketing, mobile marketing, Retail Sales, SBA, Spectrio

February 2013, Auto Dealer Today - WebXclusive

Are Car Dealers Racketeers?

By Thomas B. Hudson, Esq.

The magazine’s legal expert weighs in on a court case involving a consumer’s use of the RICO Act to sue a dealer.

Tags: BDC, Customer Relations, FEDERAL REGULATION, Fraud, lawsuits, RICO act, wire fraud

February 2013, Auto Dealer Today - WebXclusive

A Moving Target

By Ali Amirrezvani

Ali Amerrizvani offers three critical items a dealer must get right in 2013 to succeed online.

Tags: BDC, Google, Market Trend Analysis, online advertising, SEO, web marketing, Web Tools, websites

February 2013, Auto Dealer Today - WebXclusive

10 Must-Follow Advertising Guidelines

By Jim Radogna

Jim Radogna offers 10 insights that will help you navigate the sometimes messy business of advertising.

Tags: Advertising, BDC, compliance, false advertisements, Federal Trade Commission, Fraud, FTC, radio, regulators, television advertising

February 2013, Auto Dealer Today - WebXclusive

Serving Those Who Serve

By Daryl K. Tabor

Daryl Tabor takes a look at one of the largest and loyal customer demographics in the country, and the dealers who go out of their way to serve them.

Tags: BDC, census, department of defense, Discount, Marketing, military, Military Buyers, military loans, public relations, serving those who serve, USAA, Veterans

February 2013, Auto Dealer Today - WebXclusive

The Hybrid Challenge

By Kelly Wadlinger

Kelly Wadlinger takes a look at the hybrid manager, where the roles of sales and F&I are combined.

Tags: BDC, F&I, F&I manager, F&I Products, finanace, Hybrid Vehicle, Industry Summit

February 2013, Auto Dealer Today - WebXclusive

Supporting Fixed Operations

By Don Reed

Don Reed reminds dealers and general managers about the real opportunities that exist for service departments.

Tags: BDC, CSI, fixed operations, profits, Service, Training

February 2013, Auto Dealer Today - Feature

Transition Statement

By Greg Goebel

The magazine’s founder waves goodbye to his brainchild, but not to his readers and fans. Also get the scoop on the Special Finance guru’s new company.

Tags: 2012 Subprime Conference, Auto Dealer Monthly, Bobit Business Media, Dominion’s Interactive Financial Marketing Group, Industry Summit

February 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Chris Eckert

By ADM Staff

“I just love helping people buy cars,” Eckert said of his position at the Chevrolet, Buick and Cadillac dealership.

Tags: client relations, creating relationships, Customer Service, repeat and referral sales, Sales, top sales associate, top sales producer, Vehicle Sales

February 2013, Auto Dealer Today - Feature

To Catch A Customer

By Courtney Cole

The magazine’s from-the-trenches columnist offers a few insights on how to get the most out of your customer communications.

Tags: customer loyalty, Customer Retention, customers, data mining, how to email

February 2013, Auto Dealer Today - Feature

Use It, Or Lose It

By Philip Barras

Technology insider says no dealership should be without a CRM tool — that’s unless your operation closes 100 percent of its customers on the first try.

Tags: Closing Ratios, Creative Selling, CRM, data mining, Marketing, reputation management, social media marketing, Technology

February 2013, Auto Dealer Today - Feature

Fraud? Maybe Not

By Tom Hudson

The magazine's legal expert takes a look at a recent case involving what his lawyer buddies call "common law fraud," and explains why promises made by salespeople can be a tricky affair.

Tags: Carfax, Carfax Report, contracts, court, Deceptive Practices, Fraud, Lawsuit, special finance

February 2013, Auto Dealer Today - Feature

Sales Driver

By Ali Amirrezvani

The magazine's tech expert identifies three keys to driving sales through social media in 2013.

Tags: Customer Reviews, Google, online advertising, online marketing, Social Media, web marketing, Web traffic

February 2013, Auto Dealer Today - Feature

Preparing For Tax Season

By Greg Goebel

It's the best time of the year for special finance- that's if you've planned appropriately. If you haven't, the SF guru provides a checklist you'll need to get your operation primed for tax season.

Tags: Ally Financial, Capital One, chapter 7, Chase Custom, Credit Scores, demographics, Experian, FDIC, GM Financial/Americredit and Santander, Lobel Financial, prime financing, special finance, Subprime, tax refund, Turner Acceptance

February 2013, Auto Dealer Today - Feature

People, Process, Reviews

By Kimberly Long

Harper Auto Square has always lived off of its reputation. So, when it needed to get its good name online, it installed a process for collecting reviews that its sales staffers are motivated to follow.

Tags: Customer Reviews, Customer Service, digital marketing, Google, Internet Leads, online marketing, online reputation management, social media marketing

February 2013, Auto Dealer Today - Feature

A Momentous Occasion

By Daryl K. Tabor

'Momentum' is the theme of NADA's 2013 convention, where dealers will meet to determine how to build on last year's industrywide gains.

Tags: body shop, effects of the recession, Finance, interest rates, Internet, leadership, Leasing, Legal, NADA, NADA Convention and Expo, Parts and Service, Regulations, Sales

February 2013, Auto Dealer Today - Cover Story

Thinking Social

By Daryl K. Tabor

Dealers open up their social media playbooks, and reveal the dangers and challenges of building and maintaining an online reputation.

Tags: DealerRater, Marketing, NADA, ROI, Sales, Social Media, social media marketing

February 2013, Auto Dealer Today - Feature

Selling to Millennials

By Greg Wells

Younger car buyers are an increasingly important group to reach — if you can reach them at all. Learn how Millennials are forcing dealers to rethink their sales and marketing strategies.

Tags: dealer website, Facebook, Generation Y, Millenials, Social Media, Vehicle Sales

February 2013, Auto Dealer Today - Feature

Cash Flow Is Everything

By David Keller, CPA, CFE

The magazine’s resident accounting specialist offers a few ideas on how to generate and maintain cash flow. He also issues a couple of warnings to dealers.

Tags: CASH FLOW, Debt Collection, Floorplan Financing, investment, Profitability

February 2013, Auto Dealer Today - Feature

Auf Wiedersehen

By Harlene Doane

The Editor says farewell to the magazine, but not to the industry. Get the scoop on ADM's new home and team.

Tags: Auto Dealer Monthly

January 2013, Auto Dealer Today - WebXclusive

California to BHPH Dealers: “Get Lost.”

By Thomas B. Hudson, Esq.

The magazine’s legal expert explains why California’s attack on buy-here, pay-here dealers was unwarranted and unneeded.

Tags: Assembly Bill 1534, BDC, BHPH legislation, buy-here-pay-here, California, California Finance Lenders Law, Department of Corporations, Institute for Automotive Service Excellence, legislation, Senate Bill 956

January 2013, Auto Dealer Today - WebXclusive

Facebook Marketing 101

By Paul Potratz

Marketing experts takes a look at Facebook, and provides a primer for brand building on the social media site.

Tags: Advertising, BDC, facebook advertising, facebook marketing, online advertising, online marketing, web marketing

January 2013, Auto Dealer Today - WebXclusive

Thoughts on Managing Inventories

By David Keller, CPA, CFE

CPA David Keller examines why dealers and managers need to make inventory management a top priority if they want to maximize sales opportunities and minimize write-offs and write-downs.

Tags: BDC, CASH FLOW, Inventory Management, used cars

January 2013, Auto Dealer Today - WebXclusive

Reaching the Summit

By Daryl K. Tabor

Get the story from Auto Dealer Monthly’s first-ever CRM Convention, and find out why this new conference is a must-attend in 2013.

Tags: BDC, Consumer Financial Protection Bureau, Creative Selling, CRM Convention, data mining, Industry Summit, relationship management

January 2013, Auto Dealer Today - WebXclusive

Focus on Optimizing Your Website for Better Conversion

By Ali Amirrezvani

Ali Amirrezvani uses the magazine's 100th issue to reflect on the last decade of digital marketing in the automotive retail arena.

Tags: Auto Dealer Monthly, BDC, best practices, Dealer Websites, DealerOn, digital marketing, google analytics, internet marketing, internet sales, OEM, using technology, web marketing, www.crazyegg.com, www.usertesting.com, www.visualweboptimizer.com

January 2013, Auto Dealer Today - WebXclusive

By The Hundreds

By Greg Goebel

Greg Goebel reflects on 100 issues of Auto Dealer Monthly, and recognizes his longstanding team of Harlene Doane and Anna Hildebrandt.

Tags: BDC

January 2013, Auto Dealer Today - WebXclusive

Exercise Caution with Customer Information and Peer-to-Peer Networks

By Mark A. Bross

Attorney Mark Bross examines a recent FTC action involving a dealership's inadvertent disclosue of customers' information over a peer-to-peer network and cautions dealers to assess their own information collection practices.

Tags: BDC, business practices, FTC, GLB Safeguards Rule, Internet, peer-to-peer, PERSONAL IDENTIFICATION INFORMATION, privacy policy

January 2013, Auto Dealer Today - WebXclusive

Special Finance Bootcamp

By Greg Goebel

Special Finance Bootcamp

Tags: BDC, special finance bootcamp

January 2013, Auto Dealer Today - WebXclusive

Own The Phone 3 Day Intensive Training

By Greg Goebel

Own The Phone

Tags: BDC, Own the phones seminar, Sales Training

January 2013, Auto Dealer Today - WebXclusive

GM's Minority Dealership Program: Dealers Receive Support, But Obstacles Outweigh Opportunities Cont'd

By John Carroll

John Carroll - To help them cope, said Cole, minority dealers also gather in a Dealer 20 Group setting twice a year to share ideas.

Tags: 20 Groups, BDC, General Motors, minority dealers

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