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training

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

June 2017, Auto Dealer Today - Feature

17 Tips for Effective Time Management

Photo: Getty Images

By Karen Bradley

Manage your time like an expert by prioritizing completing, delegating or deleting the many tasks that crowd your personal and professional calendar.

Tags: management, sales skills, training

April 2017, Auto Dealer Today - Feature

Read the Instructions!

Chick-fil-A founder S. Truett Cathy founded his highly successful fast-food chain on a pledge to be active in the communities his restaurants serve. Photo by Mark Turnauckas

By Ronald J. Reahard

Success requires dealers to read the proverbial instruction manual for compliance, transparency, and customer service.

Tags: Customer Service, training

December 2016, Auto Dealer Today - Feature

Sexual Harassment in the Dealership

By James S. Ganther, Esq.

Improper and hostile workplace behavior takes many forms, and ignorance is no excuse.

Tags: compliance, Crime, training, workplace

November 2016, Auto Dealer Today - Feature

Hearts and Heads

David Gesualdo

By David Gesualdo

The publisher reflects on the tortuous path toward compliance education and certification.

Tags: certification, compliance, Event, training

August 2016, Auto Dealer Today - Feature

3 Keys to Millennial Training

By Tony Troussov

Dealers are using relatable content, brevity, and new technology to design new training modules for their youngest staffers.

Tags: Millennials, sales training, training

July 2016, Auto Dealer Today - Feature

So Many Products, So Little Time

By Ronald J. Reahard

With finance reserve under attack, dealers must be increasingly selective when it comes to F&I products. Top trainer offers guidelines for choosing the products that offer the most value to your dealership and your customers.

Tags: F&I, F&I products, training

May 2016, Auto Dealer Today - Feature

The Why of F&I

In the finance office, products that fit the needs of the customer, their vehicle and your market offer real value and drive real profits. 

By Ronald J. Reahard

Justifying the existence of the F&I department requires dealers to take a hard look at the value it offers to customers and its effect on the sales process.

Tags: dealers, F&I, F&I products, sales, training

April 2016, Auto Dealer Today - Feature

Are You Ready When the Phone Rings?

By Tony Troussov

If your team’s phone skills have faded in the Digital Age, you may be losing opportunities. Map out the road to the appointment and make sure no sales call goes unanswered.

Tags: Phone Customers, sales training, training

April 2016, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Six

Photo courtesy Tax Credits

By Greg Goebel

Despite a parade of obstacles, Champion Motors’ Red Team pulls out a win in overtime.

Tags: DealerStrong, Finance, special finance, training

March 2016, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Five

Champion Motors’ new SF department hit a couple speed bumps in Month Four but continued to show progress in setting appointments and making sales. Photo by Michael Coghlan

By Greg Goebel

Website and BDC issues have slowed but not stopped the progress of Champion Motors’ new special finance team.

Tags: DealerStrong, Finance, special finance, training

March 2016, Auto Dealer Today - Feature

Why I Love This Business

By Ronald J. Reahard

Top trainer explains why honest, hardworking dealers are rewarded with happiness, peace of mind and financial gain.

Tags: dealers, Tips for Success, training

March 2016, Auto Dealer Today - Feature

Enduring Optimism

By David Gesualdo

Dealer Summit comes to Tampa with lofty goals and high expectations.

Tags: Dealer Summit, Education, networking, training

January 2016, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Four

By Greg Goebel

The DealerStrong team experiences the highs of beating expectations and the lows of an underperforming BDC and third-party lead provider.

Tags: DealerStrong, Finance, special finance, training

November 2015, Auto Dealer Today - Feature

4 Secret Skills of Successful Managers

By Vivian Ciampi

Corporate communication expert offers four tactics dealers and managers can use to effect real change in an increasingly complex workplace.

Tags: dealers, managers, training, workplace

November 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Three

Photo: ©ISTOCKPHOTO.COM/KZENON

By Greg Goebel

With a fully operational SF department, the DealerStrong team shifts their focus to finding, selling and financing customers.

Tags: CRM, DealerStrong, special finance, training

November 2015, Auto Dealer Today - Feature

Sales Call On Line One

By David Greene

The phones are ringing and customers are waiting. How is your dealership managing those opportunities?

Tags: marketing, new-vehicle leads, Phone Customers, training

October 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part Two

By Greg Goebel

The DealerStrong team digs in at Champion Motors and finds a few surprises, including a freshly installed CRM.

Tags: CRM, DealerStrong, special finance, training

October 2015, Auto Dealer Today - Feature

That Dog Will Bite You!

By Ronald J. Reahard

Written guidelines and a code of conduct will help prevent payment packing from baring its teeth.

Tags: desking, F&I training, payment packing, training

September 2015, Auto Dealer Today - Feature

The Firing Line

Courtesy NBC Universal

By Paul Hatcher

Terminating an employee is always hard, but if they have been properly recruited and trained, the decision can be easy.

Tags: employee retention, employees, Firing, training

September 2015, Auto Dealer Today - WebXclusive

Launching Special Finance: Part One

By Greg Goebel

Welcome to Part One of a six-part series of articles about the launch of a startup special finance operation at an already successful independent dealership on the fringe of a major U.S. metro market.

Tags: DealerStrong, sales, special finance, training

June 2015, Auto Dealer Today - Feature

What Really Motivates Your Employees?

The carrot-and-stick approach is losing its appeal as leaders find new ways to encourage productivity. 

By Mike Esposito

The carrot-and-stick approach is losing its appeal as leaders find new ways to encourage productivity.

Tags: employees, productivity, sales team motivation, training

May 2015, Auto Dealer Today - Feature

Are Your Employees Pickpocketing Your Profits?

Lax policies and unauthorized charges, discounts and freebies could be nipping away at your bottom line. 

By Harlene Doane

Lax policies and unauthorized charges, discounts and freebies could be nipping away at your bottom line.

Tags: Discount, sales, sales manager, training

April 2015, Auto Dealer Today - Feature

A Prescription For Attitude

Dr. G.P. returns with a powerful new medication that increases effort and performance with very few side effects.

By G.P. Anderson

Dr. G.P. returns with a powerful new medication that increases effort and performance with very few side effects.

Tags: Finance, Finance Manager, possitive attitude, training

March 2015, Auto Dealer Today - Feature

The New Old Guard

Twenty years into the Digital Age, some dealers still refuse to acknowledge the shift toward and profit potential of properly converted Internet leads.

By Toni McQuilken

Twenty years into the Digital Age, some dealers still refuse to acknowledge the shift toward and profit potential of properly converted Internet leads.

Tags: lead generation, sales, technology, training

December 2014, Auto Dealer Today - Feature

Jump-Start Your Dealership

Photo: istockphoto.com/Matt_Brown

By David Keller, CPA, CFE

Challenging yourself to rethink every phase of your operation can yield actionable results — and more efficient accounting.

Tags: accounting concerns, economy, personnel, recession, training

December 2014, Auto Dealer Today - Feature

Be Careful What You Demand

Discovering the unique needs of each customer is key to selling protection products and, like any skill, F&I professionals must practice it every day, on every deal, to be proficient. 

By Ronald J. Reahard

Dealers who insist on higher production must be sure they aren't pressuring their F&I professionals into cutting corners.

Tags: auto dealer, F&I training, PRU, training

January 2014, Auto Dealer Today - Feature

Training and Retraining: Increase Production

By Rick McCormick

How hungry are your sales and finance teams? Top trainer says the path to increased production is paved by leadership, accountability and proper compensation.

Tags: compensation, F&I, leadership, Rick McCormick, training

August 2013, Auto Dealer Today - Feature

How to Keep Associates Motivated After the Training Is Over

By Greg Wells

Expert offers three keys for coaching staff to follow a new process after the trainer leaves.

Tags: continuing education, Dealerships, sales incentives ideas, sales team motivation, training

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

December 2012, Auto Dealer Today - WebXclusive

How to Accelerate Your BHPH Performance Results

By Mark Dubois

Author Mark Dubois looks at the top three solutions that have helped dealers rapidly accelerate their BHPH performance results.

Tags: BDC, best practices, bhph, bhph dealers, business management, Collections, Hiring, Regulations, training

December 2012, Auto Dealer Today - WebXclusive

What You're Thinking Is Really Gross

By Alan Ram

Alan Ram of Proactive Training Solutions discusses how dealers can increase their gross profit.

Tags: BDC, CRM, customer satisfaction, gross profit, Profitability, sales training, sell the vallue, training

November 2012, Auto Dealer Today - WebXclusive

The Primary Mission of a Service Advisor

By Don Reed

Expert Don Reed, CEO of Fixed Ops Solutions, points out that the primary mission of a service advisor is to ensure that every customer is driving a safe and reliable vehicle. Reed also teaches you exactly how to accomplish your mission from building customer relationships to holding everyone accountable to the mission.

Tags: BDC, Customer Relations, Customer Retention, improving your service department, repeat customers or referrals, service department, training, Vehicle Maintenance

September 2012, Auto Dealer Today - WebXclusive

Does My Butt Look Fat In These Jeans?

By Paul Potratz

Advertising and marketing expert Paul Potratz explains how shopping for jeans is like shopping for a car and walks through each step of the process, relating it to how car shoppers come into contact with dealerships online and in person.

Tags: BDC, Car Shopping, Customer Experience, Customer Service, inventory merchandising, professional presentation, training

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