Glynn Rodean - In the average dealership without a BDC or call center, the handling of phone calls is still abominable. In reality, business development is more important today than ever and cutting costs in business development can have devastating effects. In some cases, manufacturers are putting more pressure on ..
Brent Carmichael - An effective BHPH Web site should have two primary goals: 1) to generate leads in the form of credit applications and/or contact information and 2) to collect money. Trying to do or be more will be counterproductive. Research has shown that today’s surfers have a tendency to exit sites that are too ...
Jim Rucker - While it is possible to complete the details of a car deal through correspondence and ship it to the customer, for the most part a BDC is still shooting for the all-important kept appointment, whether for new customers or be-backs. The tools, however, have expanded tremendously. Every BDC should be taking advantage of the new ways ...
The last month the store topped 600 was September 2008. Its three-month average for December ‘08, January ‘09 and February ‘09 was about 350 units per month, and while those three months are typically the slowest months of the year at Toyota Sunnyvale, Scott Pettitt, direct sales director, said the dip in sales was also partially due to market conditions. The direct sales department, which is similar to an
A topic that polarizes industry professionals still today. While some dealers are pulling out of the SF arena, several dealers think now is the opportune time to build a special finance department because they believe the future of SF is bright.
Randy Henrick - You probably know that the Federal Trade Commission (“FTC”) delayed the enforcement date for the Red Flags Rule, but that’s just one piece of the puzzle. Compliance with the Red Flags Rule may prove to be the best thing you can do for your dealership, especially if you are located in a high-identity-theft state such as Arizona, Nevada, California, Texas, Colorado, Florida or New York. The dealer and the dealer alone is the loser when an identity thief buys a car, and just one sa
Tom Herald - Special finance is continuing to evolve at a rapid pace. The demand for financing is growing as consumer credit shifts lower on the spectrum and several national non-prime lenders scramble for cash during the credit crisis. This combination of events has created a very challenging dilemma for many car dealers—how to finance customers in the “no-man’s land” of credit? This tier I am calling the “no-man’s land” is for customers with credit scores
Jonathan Ord - Imagine that your dealership was sectioned off into little rooms. When a customer approached your dealership ... they would be escorted to one of the rooms based on something arbitrary, for example, hair color ... Each room would have assigned salespeople ... would have a computer with customer information separate from every other computer. None of the rooms would interact or
For more then 30 years, Willard “Bill” Davis has maintained two successful pre-owned operations on sound business practices. Davis’ roots in the automotive industry run deep. His career started on his brother’s used Jeep lot, where he worked for 13 years before beginning an 18-year career with Hertz.
Third-party lead providers are still some of the best sources for online leads. The right provider will help you generate the quantity and quality of leads your store needs to boost profits. But it can take more than having a reputable lead provider on board to ensure positive results. Good in-store processes are also necessary to guarantee high close rates...
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