Best Practices

BEST PRACTICES

A terrible wreck, but not a total loss

12:01 am U.S. ET | Oct. 20, 2014
Most dealerships send totaled cars straight to the junkyard. White Bear Mitsubishi put one on display, and it has been reaping the rewards ever since.... Read More »

 

BEST PRACTICES

Do-it-all dealer learns to delegate as business grows

12:01 am U.S. ET | Oct. 13, 2014
Through long hours and hands-on involvement in every corner of his business, Mike Wood has rapidly built a group of four dealerships in seven years. He has more growth plans. But first he says he is learning to master a new business skill: letting go.... Read More »

 

BEST PRACTICES

Maine store's free tires bring customers back

12:01 am U.S. ET | Oct. 6, 2014
Stanley Subaru gives its new-vehicle buyers a benefit it calls "Tires for Life."... Read More »

 

BEST PRACTICES

L.A. retailer knows the value of a good name

12:01 am U.S. ET | Sept. 29, 2014
The adage that success is about "location, location, location" certainly applies to Honda of Los Angeles. But that was difficult to see three years ago. The store, which is booming now, was boarded up and in bankruptcy court in 2011.... Read More »

 

BEST PRACTICES

Charity is a priority, not a look-at-me

12:01 am U.S. ET | Sept. 22, 2014
George Nahas, a Chevrolet dealer in central Florida, says his annual budget for philanthropy has consistently been greater than $100,000 per year. Though Nahas says his charitable projects help him sell a few extra cars per year, additional business is never a factor when he evaluates a request.... Read More »

 

BEST PRACTICES

Dealerships' tech team offers training for all

12:01 am U.S. ET | Sept. 15, 2014
A few years ago, Ford's quality ratings began to take a hit from consumers who found its MyFord Touch infotainment system less than user-friendly.... Read More »

 

Over-the-hill used cars fuel Honda store

12:01 am U.S. ET | Sept. 8, 2014
Aging, high-mileage trade-ins are welcomed at RiverTown Honda in Grandville, Mich. The store sells up to 30 'Budget Row' cars monthly at an average gross profit of $700. The dealership is also finding value in a low-cost oil change program. It attracts hundreds of consumers weekly. And those bargain hunters are often willing to share their 'priceless' email addresses, which allows the store to grow its customer base.... Read More »

 

BEST PRACTICES

Hiking pay to get 'the pick of the crop'

12:01 am U.S. ET | Sept. 8, 2014
Earl Stewart Toyota in Lake Park, Fla., examined its pay scale this summer. The conclusion: not high enough. So it hiked its pay scale. For the lowest-paid employees, the change meant a 38 percent jump in their hourly rate.... Read More »

 

BEST PRACTICES

Collection Auto's Bernie Moreno cultivates managerial talent

12:01 am U.S. ET | Sept. 1, 2014
Bernie Moreno was 28 and had no auto retailing experience when Boston dealer Herb Chambers hired him as general manager of a Saturn store. Nearly two decades later, as CEO of Cleveland's Collection Auto Group, Moreno sees big breaks for young talent as the cornerstone of his empire's rapid growth.... Read More »

 

BEST PRACTICES

Rick Case career talks move workers up

12:01 am U.S. ET | Aug. 25, 2014
Rick Case dealer group interviews every single employee to find out what kind of job each employee ultimately wants. The idea is to retain employees who might otherwise leave looking for new challenges or a better fit.... Read More »

 

BEST PRACTICES

Dealership group's chaplain connects with employees

12:01 am U.S. ET | Aug. 18, 2014
The services of Chaplain Roy Inzunza is part of the spiritual and wellness benefits for employees of the 12-franchise dealership group.... Read More »

 

BEST PRACTICES

Mich. Honda dealer cashes in on clunkers

12:01 am U.S. ET | Aug. 11, 2014
Eighteen months ago, River Town Honda in Grandville, Mich., embraced older, high-mileage trade-ins instead of automatically selling them at near-zero profit to wholesalers. The decision has reshaped the way retails used vehicles and helped the store sell additional new vehicles.... Read More »

 

BEST PRACTICES

Self-promotion, social media help sell cars

12:01 am U.S. ET | Aug. 4, 2014
Saleswoman Laura Madison markets herself and the brand she sells, Toyota, but not her dealership.... Read More »

 

BEST PRACTICES

'Middle of nowhere' site limits store's costs

12:01 am U.S. ET | July 28, 2014
the rural location of Volkswagen of Salem County in Monroeville, N.J., helps the family contain its real estate costs. That freed time and money to focus on building the store's sales to roughly 28 new and 43 used vehicles per month from the 8 to 15 mostly new vehicles per month that the previous owners sold.... Read More »

 

Fewer bosses, Disney savvy, $2 idea lift stores

12:01 am U.S. ET | July 21, 2014
A Chrysler Group dealership chain is stripping away layers of management to sell cars faster. A Chevrolet-Cadillac store is enchanting customers through Disney training. And an Audi dealership uses $2 envelopes to ensure the return of $300 key fobs. These are just a few ways three California auto retailers are boosting sales, customer satisfaction and profits.... Read More »

 

BEST PRACTICES

Cue from airlines helps dealership cut no-shows

12:01 am U.S. ET | July 21, 2014
Robert Karbaum came up with is an "appointment boarding pass" to send to customers' smartphones via text or e-mail minutes after they schedule a test drive.... Read More »

 

BEST PRACTICES

Courting consumers, moving 'smelly tires'

12:01 am U.S. ET | July 14, 2014
For customers and employees alike, the change in culture over the past few years at Bozard Ford-Lincoln in St. Augustine, Fla., has been like a breath of fresh air.... Read More »

 

BEST PRACTICES

Custom Nissans give dealership added oomph

12:01 am U.S. ET | July 7, 2014
When it comes to customizing, there are the usual hot-rod-able models like the Ford Mustang and Chevy Camaro. But the Nissan Altima? Absolutely, says Eric Grubbs, CEO of Grubbs Nissan in Bedford, Texas.... Read More »

 

BEST PRACTICES

High-end Hyundai buyers enjoy private lounge, dinners and more

12:01 am U.S. ET | June 30, 2014
The lounge inside Burns Hyundai in Marlton, N.J., offers red-carpet perks to Genesis and Equus buyers. It has been essential to winning over customers from brands such as Lexus, BMW and Mercedes-Benz.... Read More »

 

BEST PRACTICES

Mass. store becomes a one-stop shop for fleets

12:01 am U.S. ET | June 23, 2014
Imperial Municipal Partners caters to an important segment that many traditional dealerships aren't well equipped to handle -- commercial and government fleet buyers, including police departments.... Read More »

 

BEST PRACTICES

Retail group spells out privacy for customers

12:01 am U.S. ET | June 16, 2014
Jeff Wyler, CEO of the Jeff Wyler Automotive Family in Cincinnati, is convinced that dealerships soon will be subject to stricter privacy laws. So he is going extra lengths to inform customers of their rights and explain how the group's 13 dealerships gather and use data.... Read More »

 

BEST PRACTICES

With Sunday hours, there's no waiting to service cars

12:01 am U.S. ET | June 9, 2014
Going to Sunday service is not about church for customers of Vista BMW Pompano in suburban Miami.... Read More »

 

L.A. store finds sales in freeway gridlock

12:01 am U.S. ET | June 9, 2014
Dealer Hani Nassif is putting Hyundais face-to-face with gridlocked motorists – both day and night. The cars are housed in a massive glass display bridge alongside Interstate 405 near Los Angeles. Nassif says the colorful new structure has helped boost new-car sales tenfold and increase the size of his workforce.... Read More »

 

BEST PRACTICES

When a deal collapses, the sales reward remains

12:01 am U.S. ET | June 2, 2014
Operating in a lower-middle-class area, with about 20 percent of deals falling through at the finance desk, dealer Carlos Uruchurtu struggled to keep salespeople from jumping to dealerships in better neighborhoods. His solution: a compensation system that would give sales staff small but significant rewards for their efforts, even if those efforts didn't lead directly to a sale.... Read More »

 

BEST PRACTICES

Sonic: E-sales offices speed replies to leads

12:01 am U.S. ET | May 26, 2014
In the past five years, Sonic Automotive dealerships have slashed average response times to electronic leads to seven minutes. E-sales offices now operating in most of the chain’s 105 stores have made the difference.... Read More »

 

Special Report
How #1 store scores with employees

How #1 store scores with employees

Texas dealer Greg May encourages staffers to provide input and solve problems on their own. Mon., October 20
» Watch the Video
     
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