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June 2018, Auto Dealer Today - WebXclusive

Your 7 Fixed Ops Profit Areas

By Leonard Buchholz

Use this seven-point checklist to find lost fixed ops revenue and guarantee every sold customer will return to your dealership for maintenance and repairs.

June 2018, Auto Dealer Today - WebXclusive

3 Ways Smart Dealers Manage Inventory

By Mo Zahabi

Dealer software expert lists three steps you can take today to improve the way your inventory is sourced, cataloged, and appraised.

May 2018, Auto Dealer Today - WebXclusive

Snatching Defeat From the Jaws of Victory

By Thomas B. Hudson, Esq.

Some states, including Minnesota, permit ‘as is’ sales with no written warranty and an exclusion of implied warranties. No state, including Minnesota, permits fraud.

May 2018, Auto Dealer Today - WebXclusive

How to Handle the Dreaded Termination Meeting

By Kynzie Sims

Clear communication, an ironclad process, and managerial teamwork can make firing dealership employees easier and reduce the risk of wrongful termination lawsuits.

May 2018, Auto Dealer Today - WebXclusive

5 Ways Dealer Tech Has Failed Us

By Phillip Hellstrom

Critical thinking, sales and F&I training, and customer satisfaction are just a few victims of the wave of technology that has completely engulfed many auto dealerships.

May 2018, Auto Dealer Today - Feature

Sales Pro of the Month: Tony Makes It Easy

By Tariq Kamal

Sales Pro of the Month Tony Ortega regularly reaches the 30-car mark at Mercedes-Benz of Plano (Texas).

May 2018, Auto Dealer Today - Feature

Arbitration Agreements: Not Always Good All the Time

By Thomas B. Hudson, Esq.

Hudson explains why arbitration agreements are no substitute for frond-end compliance.

May 2018, Auto Dealer Today - Feature

How to Hire a Security Consultant

By Jon Kromroy

Former GM says the best way to secure your property and inventory is to find a true pro — not a camera salesman — to lock them down.

May 2018, Auto Dealer Today - Feature

3 Ways to Save on Shop Supplies

By Leonard Buchholz

Follow this simple, three-step process to get a handle on your necessities and reduce or eliminate overspend.

May 2018, Auto Dealer Today - Feature

Take Your Service Marketing to Another Level

By Scot Eisenfelder

Actionable data, predictive analytics, and marketing automation are the new keys to fixed ops success. Service marketing expert has a simple plan dealers can use to leverage all three.

May 2018, Auto Dealer Today - Cover Story

Technology Can Compel Compliance

By Jim Ganther

New and widely available tools can help auto dealers automate parts of the sales and F&I process while preventing errors and deterring fraud.

May 2018, Auto Dealer Today - WebXclusive

4 Ways to Boost Your Car Count

By Leonard Buchholz

Smart dealers run smart shops. Get more vehicles in and out of your service bays by improving your capacity, efficiency, productivity, and scheduling.

May 2018, Auto Dealer Today - WebXclusive

How Not to Respond to a Harassment Claim

By Kynzie Sims

When sexual harassment claims arise, dealers must respond appropriately — not by treating bad behavior as a joke or an enduring showroom tradition.

April 2018, Auto Dealer Today - WebXclusive

Who’s Afraid of the Electric Inventory?

By Tariq Kamal

ChannelNet’s Paula Tompkins wants dealers to modernize their sales and customer service processes before disruptive vehicle technology forces their hand.

April 2018, Auto Dealer Today - WebXclusive

Usher in a New Era of Vehicle Sales

By Peyman Rashid

It’s not too late to bring your dealership up to speed with the changing habits of car buyers. Indiana dealer Peyman Rashid has a three-step plan.

April 2018, Auto Dealer Today - WebXclusive

3 Ways to Empower Dealership Workers

By Candy Lucey

Learn how dealers and other customer-centric business owners are empowering staff to promote loyalty and improve CSI.

April 2018, Auto Dealer Today - WebXclusive

3 Elements of Service Customer Satisfaction

By Jim Roche

Reaching the next level of fixed ops requires dealers to consider and value their service customers’ implicit, explicit, and latent expectations.

April 2018, Auto Dealer Today - WebXclusive

Leasing Automation Is the Answer

By Richard Frunzi

MUSA Auto Finance’s Richard Frunzi encourages dealers to automate the leasing process to their own benefit and that of their customers.

April 2018, Auto Dealer Today - WebXclusive

6 Ways to Win Tech-Savvy Used-Car Buyers

By Patrick McMullen

Get more demos and close more deals with these six simple ideas for adapting your sales process to reward the efforts of online used-car customers.

April 2018, Auto Dealer Today - WebXclusive

Q&A: Service Does Not Equal Sales

By Tariq Kamal

Assuming every service customer will remain blindly loyal to the dealership is a mistake that costs unwitting dealers countless sales.

March 2018, Auto Dealer Today - WebXclusive

One-On-One With Future Automotive's Steve Pleau

By Tariq Kamal

Newly minted Ford Dealership Hall of Fame member Steve Pleau reflects on his nearly 50-year career and describes his surprise induction.

March 2018, Auto Dealer Today - WebXclusive

4 Action Steps for Bold Dealers

By Leonard Buchholz

Managers, staff, and customers all benefit from true leadership. Follow these four action steps to uncover and correct the broken processes that are holding you back.

March 2018, Auto Dealer Today - WebXclusive

The Problem Child: Rein in Your Service Staff

By Leonard Buchholz

Whether underperforming service advisors don’t know how to hit their goals or simply refuse, dealers must be prepared to take forceful action.

March 2018, Auto Dealer Today - WebXclusive

It’s a Process: How BPM Benefits Dealers

By Mark Holenstein

Omnichannel systems are backed by business process management, which works behind the scenes to manage the components of online and instore sales.

March 2018, Auto Dealer Today - WebXclusive

March Madness: How to Coach Your Rookies

By Phillip Hellstrom

Give green peas a fair chance at success by playing to their strengths, building trust in the process, adjusting when needed, and allowing them to close deals.

March 2018, Auto Dealer Today - WebXclusive

Q&A: Your Smell Affects Your Sales

By Tariq Kamal

Aromachologist Farah Abassi creates custom scents that energize car buyers and complement their dealerships’ brands, décor, and demographics.

March 2018, Auto Dealer Today - Feature

Will Somebody Please Get That?

By Jason Heard

Phone skills are severely lacking in dealerships today, but one GM has a plan you can use to be sure every caller gets the right answer.

March 2018, Auto Dealer Today - Feature

A Dealer Win, and a Couple of Lessons

By Thomas B. Hudson, Esq.

Hudson recounts the inspiring tale of a dealer who prevailed in a lawsuit in the consumer-friendly state of Maryland.

February 2018, Auto Dealer Today - WebXclusive

Q&A: Fix Your Hiring Process and Reduce Turnover

By Tariq Kamal

Dealership hiring expert Scott Brinkman shares strategies and insights you can use to attract and retain quality applicants to build a highly qualified, diverse and productive workforce.

February 2018, Auto Dealer Today - Feature

Your Salespeople Are Being Outsold

By Phillip Hellstrom

Customers are better educated than ever, but that's no excuse for an embarrassing lack of professionalism and product knowledge.

Tags: customer satisfaction, Customer Service, Sales Tactics, sales training

February 2018, Auto Dealer Today - Feature

3 Challenges Dealers Face in 2018

President Donald Trump’s first year in office was marked by soaring stock prices and a series of international incidents, leading to uncertain economic prospects in 2018. Photo by Gage Skidmore via Flickr

By Bill Wittenmyer

Big data, the economic and political landscape, and reputation management lead the list of pressing concerns for dealers heading into the new year.

Tags: Amazon.com, data, Donald Trump, economy, online reputation management

February 2018, Auto Dealer Today - WebXclusive

Luther Automotive Targets HLV Customers

By Michael Murphey

Minnesota’s Luther Automotive Group is targeting high lifetime value customers to boost sales and drive revenue in the service department.

January 2018, Auto Dealer Today - WebXclusive

NLRB General Counsel Throws Dealers a Lifeline

By Dave Druzynski

President Trump’s pick for Labor Board general counsel just swung the pendulum back to an employer-friendly stance. Human resources expert weighs in.

Tags: employees, human resources, National Labor Relations Board, social media

January 2018, Auto Dealer Today - WebXclusive

How to Achieve Compliance Confidence

By Jay Seirmarco

Got three minutes? Read this three-part briefing on the agencies, topics and resources you need to know to avoid compliance issues in 2018.

January 2018, Auto Dealer Today - WebXclusive

Is Health Care Killing Your Profits?

By Steve Kelly

Open enrollment isn’t the only time to evaluate health care. Employee medical costs can have a major impact on your dealership’s bottom line, year-round.

January 2018, Auto Dealer Today - WebXclusive

How to Create a Killer Value Proposition

By Bill Wittenmyer

Create a competitive edge by discovering your dealership’s unique value proposition and sharing it with every prospective customer who visits your website.

January 2018, Auto Dealer Today - WebXclusive

6 Reasons Email Marketing Is Big Again

By Dean Martin

Looking for a new marketing channel in 2018? Take another look at email, a somewhat forgotten medium that offers a long list of compelling benefits.

November 2017, Auto Dealer Today - Feature

Can I Call Them or What?

In September, New York Attorney General Eric T. Schneiderman announced that Nissan of New Rochelle would pay $298,000 to settle charges of selling a bogus anti-theft product. Photo courtesy New York State Office of the Attorney General

By Thomas B. Hudson, Esq.

Hudson’s warning of a coming crackdown on dealer fraud came too late for Nissan of New Rochelle and Sansone Hyundai.

Tags: dealers, fraud, Regulations

November 2017, Auto Dealer Today - Feature

How to Escape the Tech Crunch

By Carl Bennett

The dealership of the future will run on seamless technology platforms that eliminate the need for standalone solutions.

Tags: dealers, Sales Tactics, technology

November 2017, Auto Dealer Today - Feature

3 Things you Need to Know About AI

Getty Images

By Matt Muilenburg

Forward-thinking dealers are leveraging the limitless power of artificial intelligence to boost sales and service revenue.

Tags: digital marketing, Information Technology, Sales Tactics, technology

November 2017, Auto Dealer Today - Feature

Retention by Design: Driving Growth for Lester Glenn Auto Group

Lester Glenn Auto Group’s group director of fixed operations, Kerry Monica (left), stands with John Perillo, the company’s group director of variable operations. Photos by Matthew Costanzo

By Jim Leman

Kerry Monica and John Perillo invested in a comprehensive retention program that has delivered an additional $274,000 in monthly labor and parts revenue.

Tags: Customer Retention, dealers, parts and service, PPM, ROI

November 2017, Auto Dealer Today - Feature

What Are You Teaching?

Photo courtesy Sony Pictures

By Ronald J. Reahard

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

Tags: Sales Tactics, sales training, training

November 2017, Auto Dealer Today - Cover Story

Health Care Reform From the Dealer Perspective

By James S. Ganther, Esq.

The Trump administration has shifted its focus to tax reform, but the need to fix health care remains. Learn what’s at stake for dealers and other business owners.

Tags: healthcare reform, insurance, legislation

September 2017, Auto Dealer Today - Feature

Oink, Oink

Getty Images

By Thomas B. Hudson, Esq.

Can damages exist without evidence? Hudson retells the story of a New Jersey dealer who stood up to charges of concealing a salvage title — and won.

Tags: CFPB, Lawsuit, Legal, training

September 2017, Auto Dealer Today - Feature

The Augmented Reality We Work In

Getty Images

By Rob Butz

Learn how new visualization tools can facilitate repair estimates.

Tags: Augmented Reality, sales, Service, technology

September 2017, Auto Dealer Today - Feature

PPM Boosts VSC Sales and Reduces Loss Ratios

Getty Images

By Ryan Williams

Prepaid maintenance dealers save money while improving service-contract sales.

Tags: loss, PPM, sales, VSC

September 2017, Auto Dealer Today - Cover Story

How to Calculate Your Parts Turn

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By Jill Pastore

Analytics expert helps determine your gross inventory turnover, true turnover, and fill rate.

Tags: controller, dealers, inventory management, parts and service

September 2017, Auto Dealer Today - Cover Story

Fixed Ops-timization: Dig Into the Data

New predictive analytics solutions process data to make predictions and strategic recommendations dealers and service managers can use to find efficiencies and reduce waste. Getty Images

By Neetu Seth

Predictive analytics can unlock the information you need to optimize inventory and improve customer loyalty.

Tags: data, fixed ops, parts and service

August 2017, Auto Dealer Today - Feature

The Rise of the Consumer

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By G.P. Anderson

G.P. has a plan for dealers whose customers’ product knowledge exceeds that of their sales staff.

Tags: CSI, product knowledge, Sales Tactics

August 2017, Auto Dealer Today - Feature

Lift Kits and Warranties

Getty Images

By Thomas B. Hudson, Esq.

An FCA dealer successfully fought charges of a Texas Deceptive Trade Practices Act violation.

Tags: Deceptive Practices, Lawsuit, Legal, warranty

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