Dealers should establish a separate special-finance department to maximize subprime lending success, says dealer CPA Jeffrey Jensen, of Murray, UT. Co-mingling subprime with prime customers is time-consuming and can be a turnoff for sensitive...
When hockey star Sergei Fedorov bought a Ferrari at Cauley Ferrari-Maserati in West Bloomfield, MI, owner Jeff Cauley didn't just hand over the keys to the $650,000 car. Instead he decorated the showroom and tossed a party for 350 glitterati...
Anne M. Davis is the new automotive finance manager for National City's Dealer Finance Group as it becomes more active in that sector. A 23-year veteran of National City, Davis previously was the group's senior vice president of inside sales and...
A family business is an oxymoron. My colleague Lloyd Rawls is fond of saying, You cannot run a business like a family and you cannot run a family like a business. Family is about unconditional love and acceptance. Business demands performance...
A domestic auto maker's research shows only 25% of its dealership car buyers become service department customers. Industry data shows only 18.4% of customers that do not return to the service department will end up buying from that dealership...