Dealers: Page 115

Malaysian Sales of Auto Parts Predicted to Increase in 2008

Sales of auto components and parts in Malaysia fell 30% in 2006 to 4.1 billion ringgit.

By Alan Harman • Jan. 3, 2008

Predatory Litigators Proliferate

At the recent Chris Leedom conference in Las Vegas, colleague Emily Beck and I had a chance to talk with a number of dealers about the legal risks they face in their everyday operations. During an Ask the Experts panel presentation, Chuck Bonanno tossed out an opening question: What's the biggest development that you've seen in the last year or so for dealers? I didn't have to think very long about

By THOMAS B. HUDSON • Jan. 1, 2008

Explore the Trendline➔

Artificial Intelligence

Automakers and dealers alike are increasingly seeing the use case for AI within their operations. Explore some use cases in this trendline.

By WardsAuto staff

Chains Like the Taste of Luxury

Publicly owned dealership chains have intensified their dealership realignment strategies of selling domestic-brand franchises while seeking out luxury and premium stores. Each reports a pattern of disposing of domestic-brand stores and acquiring luxury or premium domestic and foreign brands. AutoNation, which had a record-high 298 stores in 2000, now has 248. Most of the sold stores handle domestic

By Mac Gordon • Jan. 1, 2008

Some People Never Will Get It

David Robertson is a realist when it comes to the prospect of totally eradicating finance and insurance offenses that occur at some auto dealerships. Sure, you can cut down on the misconduct by training employees in compliance rules, setting high standards and prosecuting offenders who think cheating customers is one way to earn a bonus. The industry has come a long way cleaning up its act. But you're

By Steve Finlay • Jan. 1, 2008

Here’s How to Order Right

I've addressed the subject of new-vehicle inventory management numerous times over the years. Based on the conversations I'm having with dealers, the time is right to readdress it. First, as a qualifying statement, this article will not include any revelations or magic bullets. But I hope it will provide a few reminders of best-management practices as it relates to new-vehicle inventory. During the

By Tony Noland • Jan. 1, 2008

Ultimate Warranty Goes Belly Up

After successive National Automobile Dealer Assn. convention exhibits touting leading-edge service contracts, Ultimate Warranty Corp and its underwriter have ceased operations. Based in Rocky River, OH, Ultimate Warranty said it served more than 8,000 franchised and independent dealer customers and was underwritten by Capital Assurance Risk Retention Group, of Columbia, SC. Capital Risk's operations

By Mac Gordon • Jan. 1, 2008

It’s Right Under Their Noses

Many dealership finance and insurance managers fail to realize one of the best selling systems is right under their noses, says veteran F&I sales trainer Glenn Roberts. There is a marvelous selling system in dealerships for selling cars, but most dealerships don't apply it to F says Roberts, brand and training executive for Zurich Direct Underwriters. It's the proven step-selling system used in dealerships

By Steve Finlay • Jan. 1, 2008

GM Large-Van Marketing Message Highlights Safety Advances

GM says its ’08 large vans far exceed government regulations and consumer expectations.

By James M. Amend • Dec. 3, 2007

OE Connection’s Online Parts-Ordering Network Is Growing

OEConnection LLC began as a joint venture with the Big Three auto makers to provide online selling and procurement of original equipment parts for auto makers, their dealer networks, and dealerships' wholesale customers. Now, the seven-year-old enterprise counts 15 foreign and domestic automakers and more than 13,000 auto dealerships as customers for one or more of its online products. OEConnection

By Steve Finlay • Dec. 1, 2007

Service Department Personnel Gets an A for CRM Use

A car dealership's customer-relationship management system should touch virtually every profit center, from the new-car showroom to the service department. But employees of some departments are easier to train on the high-tech systems designed to cultivate and keep customers. Service department staffers in particular catch on faster, says Brad Perry, founder of Dealer Socket, a CRM firm based in San

By Steve Finlay • Dec. 1, 2007

Sonic Unloads Its Buy Here, Pay Here Unit for $33 Million

Sonic Automotive, the only dealership chain with its own captive lender, has taken itself out of the business by selling Cornerstone Acceptance Corp for $33 million. Cornerstone was heavily involved in buy-here, pay-here loans. It was sold to a North Carolina-based fir, says Sonic CFO David Kosper. Sonic had acquired Cornerstone as part of a dealership group purchase. It barred its 172 dealerships

By Mac Gordon • Dec. 1, 2007

Lessons In Subprime Selling

Steve's dealership happens to be one of the franchises that have struggled in recent years. So Steve decided to supplement his bottom line by proactively pursuing subprime sales. Our regional manager, Bob, had been to the dealership to train Steve's managers and staff, even though subprime was not entirely new to them. We put toll-free numbers and marketing in place. Our operators were taking initial

By TIM SHEA • Dec. 1, 2007

Vehicle Financing Brochure Is Now Available in Spanish

Now there's a Spanish version of Understanding Vehicle Financing, an industry-sanctioned brochure to assist car buyers. While this joint project already has benefited many car and truck buyers, we created a Spanish version to reach and educate an even wider audience, says Susie Irvine, president and CEO of the American Financial Services Association Education Foundation. It publishes the brochure

Dec. 1, 2007

Manage Your People update from December 2007

How would you like to turn your biggest expense into a profit-making opportunity? Your biggest expense probably is your employees and they likely cost you a lot of money especially if they leave. If you're the average dealer, your turnover probably exceeds 60%. Dealership consultant Mark Rikess tells me he has seen dealerships whose turnover is in the 300% range. That means you're turning over your

By Cliff Banks • Dec. 1, 2007

Internet Auctions Get Active

The skepticism was as rough as a car running on flat tires when a group of whiz kids in 2000 unveiled their plans for an online auto auction. Called Autodaq, the new enterprise stemmed from a business proposal developed at the Stanford Graduate School of Business. But the fresh-faced graduates looked shaken at a National Automobile Dealers Assn. convention, as critics grilled them and assailed their

By Steve Finlay • Dec. 1, 2007

Dealership Ads Target Air Travelers

Jacksonville, FLA-based Coggin Automotive Group is joining a list of companies trying a new form of marketing: putting ads inside bins used by travelers going through airport security checkpoints. Coggin's bin ads at Jacksonville International Airport are part of an overall campaign (which includes radio, TV, cable, billboards and direct mailings) to steer consumers toward its website and 19 northeast

Dec. 1, 2007

Aspen Marketing Services Acquires CRM-Provider Newgen

Aspen Marketing Services, a privately held marketing services agency, acquired the operating assets of Newgen Results Corp., a provider of multi-channel customer-relationship management software systems for auto dealerships and auto makers. This acquisition creates unparalleled scale in automotive CRM, says Patrick O'Rahilly, Aspen's CEO. As a former auto dealer, I understand the importance of consistent,

Dec. 1, 2007

Six Things I Think I Know

I'm a big fan of sportswriter Peter King, who writes for Sports Illustrated and its website SI.com. He writes a Monday Morning Quarterback column in which he includes a Ten things I Think I Think section. So in Mr. King's format, I decided to do six things (space requirements kept me form doing 10) I think I know about the Internet and auto retailing. 6. We spend way too much time as an industry talking

By Cliff Banks • Dec. 1, 2007

East Coast Dealerships Donate to West Coast Fire Victims

It is on the other side of the nation but Rosenthal Automotive, located in Arlington, VA, is donating $100,000 through the American Red Cross to victims of the Southern California fire. In addition, each Rosenthal dealership donated $100 for each new vehicle sold through Oct. 31. While we will continue our tradition of giving to our local community charities, we felt the California fires, and the

Dec. 1, 2007

OVE.com, GE Fleet Team Up for Online Auction

Manheim’s OVE.com (Online Vehicle Exchange) and GE Fleet Remarketing for the first time are teaming up for a nationwide online sale Friday, Nov. 16.

Nov. 12, 2007

The 21st Century General Manager

Close your eyes and pause for a moment. Think about some of the qualities you believe would characterize the perfect general manager — the person you want running your dealership.We asked several dealers, consultants and trainers what they thought would be the important characteristics of the general manager as the industry settles into the 21st century.Some of the answers are interesting; perhaps none more intriguing than the one from John Hawkins, the current chairman of the American International Automobile Dealers Assn. His response? “A guy that runs a pizza store.” More on that later.

By Cliff Banks • Nov. 1, 2007

How to Measure TV Ad Results

Many dealers report that all of the drastic changes in consumer media usage has confused them about how to measure what works when it comes to their advertising campaigns. You may have even already discovered that the old standby measurement tool the customer survey is becoming irrelevant due to the fact that your consumer is spending more and more time virtually shopping before actually buying. They

By Adam Armbruster • Nov. 1, 2007

A Rundown of F&I Technology

The fundamental goals and requirements of a dealership's finance and insurance department have not changed, but the tools available to help achieve profit, compliance, and customer satisfaction have. There are a variety of options throughout the sales process that dealers should consider adopting. They can enhance the F&I department's efficiency. It's easier to stay with what is familiar, and many

By BRYAN DORFLER • Nov. 1, 2007

Manheim Holds Green Auction

Green cars, such as hybrid electric vehicles, now have their own designated used-vehicle auction. It may be a sign that those fuel-efficient, environmentally friendly vehicles are becoming more mainstream. Manheim and AutoTrader Publishing co-hosted a first-of-its-kind vehicle sale Oct. 10 at Manheim Seattle, previously the South Seattle Auto Auction. The sale gave dealers direct access to fuel-efficient

By Steve Finlay • Nov. 1, 2007

Lithia Opens First No-Haggle Stores

Lithia Motors anxious to keep a step ahead of megadealer competitors, including used-car chain CarMax has opened its first used-car superstore in the northeastern Colorado city of Loveland and launched a no-haggle new-vehicle pricing strategy at 20 of its 105 U.S. dealerships. The Colorado store is the first of Lithia's proposed national chain of no-dicker used-car outlets aimed at markets not served

By Mac Gordon • Nov. 1, 2007