Auto Dealer Today Issue

October 2013

Cover Story
Cal Worthington: Brand of Gold
By Stephanie Forshee

Every good business needs a voice. So whom do you want to be the face of your dealership? And how can you be sure the right message is being delivered?

Features

LHPH Residual Affects Tax Depreciation The U.S. Tax Court was the site of a major decision pertaining to a dispute between a leasing company and the IRS. The case was heard more than 40 years ago, but the standard used to determine the victor still applies today.

By Nathan King

Tax expert delves into the lease-here, pay-here business. He explains why closed-end leases do not guarantee tax depreciation.

Deconstructing Bankruptcy

By J. Michael Issa and Kerry Krisher

When a sudden financial loss strikes an otherwise profitable dealership, filing for bankruptcy may be the best way to save the store.

Accounting Test: Keeping Internet Departments Honest Your website provider should be able to provide you with a monthly report that lists the number of hits your site has garnered, the sources of those hits, how long the average visitor spends on your site and what they are visiting on your page.

By David Keller, CPA, CFE

Profits from online sales can be deceiving. The magazine’s accounting wiz offers a six-step plan to determine whether your Internet department is giving your dealership a boost or dragging it down.

Jump Right In

By Courtney Cole

Whether you’re entering a triathlon or adding a new department, sometimes the best approach is to put your head down and jump right in.

ADM Talks to Texas Cars Direct

By Tariq Kamal

Pete Bulban’s approach to automotive retail hinges on a no-secrets, no-frills approach to sales, finance and customer service.

The Fix Is In: Tips for Building a Service-Only Website Dealers don’t need the brand recognition of a national chain to compete for local service business. A standalone website with a page for each service, including tire services, will drive more traffic to your service department.

By Ali Amirrezvani

Technology expert suggests building a service-only website to boost fixed-ops income.

Netting Online Shoppers

By Greg Wells

Expert says converting online credit applications to closed deals requires a solid process, an emphasis on transparency and cooperation from the finance department.

Dealer Review Venues to Expand

By Stephanie Forshee

As consumer dependency on customer testimonials grows, automotive sites are exploring new ways to accommodate them.

Sales Professional of the Month October 2013 Dan Machu McLaughlin Motors (Moline, Ill.)

By Kirsti Correa

Dan Machu knows all too well the power of a referral. In fact, it’s how he got his start in the car business back in 2001.

Congress, CFPB Tussle Over Finance Legislation

By Jean Noonan

The CFPB has generated some stormy weather over its review of rate participation, but the clouds may finally be parting.

Reviewing Yelp

By Stephanie Forshee

Yelp’s Morgan Remmers speaks with Auto Dealer Monthly about the company’s latest changes. She also offers tips on how dealers can best use the platform.

Go See Cal [Worthington]

By Gregory Arroyo

The editor pays homage to the legendary Cal Worthington and wonders if there will ever be another pitchman like him.

Shifting into High Gear

By Greg Goebel

The 2013 Special Finance Benchmarks are in, and all indications point toward a strong market for dealers and increased competition among finance companies.

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