Best Practices

JM Lexus drops middleman to speed sales

12:01 am U.S. ET | April 14, 2014
Eliminating the middleman from negotiating has helped JM Lexus cut the time a customer spends in the store after deciding to buy a specific vehicle to 2.5 hours from 3.5 hours, including delivery. It also is among the reasons that the Margate, Fla., dealership has kept its title as the world's largest-volume seller of new Lexus vehicles for 22 straight years.... Read More »

Prepping Hyundai for its close-up

12:01 am U.S. ET | April 7, 2014
As long as drivers are idling on the perennially congested Interstate 405 freeway, Hani Nassif figures, they may as well be checking out some Hyundais. Nassif is general manager of Win Hyundai in Carson, Calif., a dealership that recently invested $5 million in a new facility that includes a glass display case to spotlight its products for stalled commuters.... Read More »

Tech courses in service bays supply talent

12:01 am U.S. ET | March 31, 2014
Cam Clark knows he can recruit veteran service repair technicians from outside to work in his Airdrie, Alberta, Ford dealership. But he can never be sure what work habits they might bring with them. What Clark did to solve the problem has helped not only his western Canada dealership, but the youth of Airdrie.... Read More »

Love connection: 10-store group plays Cupid

12:01 am U.S. ET | March 24, 2014
For some consumers, shopping for a used vehicle online can be a lot like dating online: The photos tend to showcase the positive and finding a perfect match is tough. So to help shoppers find just what they want, a dealership group in central Indiana is touting its matchmaking abilities.... Read More »

Fixed ops come first for Denver dealer

12:01 am U.S. ET | March 17, 2014
Mary Pacifico-Valley's first job after quitting college at age 19 was phoning customers of Rickenbaugh Cadillac in Denver -- a friendly voice to remind owners that it was time to come in for service. Today she owns the dealership. That earliest experience has defined her approach.... Read More »

Loyalty builder: Dealer calls buyers after a sale

12:01 am U.S. ET | March 10, 2014
Jewel Lee Kenley, who runs Ed Kenley Ford near Salt Lake City, calls at least 50 to 60 customers most months; in a good year, she has called as many as 1,000.... Read More »

Credit for repairs turns denials into dollars

12:01 am U.S. ET | March 3, 2014
Service orders and profit have jumped at Garber Buick in Saginaw, Mich., since the store started offering credit-card applications and interest-free credit to cash-strapped customers.... Read More »

Rural Montana dealer makes house calls

12:01 am U.S. ET | Feb. 24, 2014
Despite the weather, American's service department, with 17 bays, including lanes for oil changes and detailing, is booked three weeks in advance.... Read More »

N.J. store cuts electricity costs by letting the sun in

12:01 am U.S. ET | Feb. 17, 2014
Ron Rossi has always looked for efficiencies in his workplace. Back in the 1970s, fresh out of engineering school, he helped institute energy-efficiency measures at two supermarkets owned by his family, such as reclaiming the heat thrown off by the air conditioning and refrigeration system, and installing timers and motion sensors to cut power use.... Read More »

Store mines second-chance sales

12:01 am U.S. ET | Feb. 10, 2014
For Ford dealer Ryan Kirkpatrick, 140 simple characters are rescuing potential sales that otherwise might have gone elsewhere. Three times a month since April 2013, Kirkpatrick's Ryan Ford store in Sealy, Texas, has sent out short e-mail blasts to its so-called "lost" customers, people who shopped for new or used vehicles but didn't buy.... Read More »

Got a car crisis? Better call Paul

12:01 am U.S. ET | Feb. 3, 2014
No matter how bizarre the problem, Paul Jensen is just a phone call away.... Read More »

Sales bonus: $1,000 and you go on vacation

12:01 am U.S. ET | Jan. 27, 2014
A car dealership that makes salespeople go on vacation and throws in $1,000 spending money? That's how Peter Petito, general manager of Hillside Honda in New York, rewards his high performers. When a salesperson sells 20 vehicles a month on average over a 90-day period, the reward is $1,000 and three extra days off.... Read More »

3 brothers building on a family tradition

12:01 am U.S. ET | Jan. 20, 2014
Three entrepreneurs in a single new-car store could be a recipe for disaster, but the Milosch brothers have turned the family's entrepreneurial gene into a competitive strength.... Read More »

Business center is 'heartbeat of the dealership'

12:01 am U.S. ET | Jan. 13, 2014
Dealer Henry Brown, 69, has built two wildly successful dealerships in his time. Brown credits much of his success to his business development center, an office in the dealership in charge of following up on phone and Internet leads, as well as contacting customers for everything from birthday wishes to lease-expiration reminders.... Read More »

Colo. dealership dispenses on-site medical care

12:01 am U.S. ET | Jan. 6, 2014
Many dealerships offer employees wellness programs such as weight management, access to fitness equipment and assistance with quitting smoking.... Read More »

Dealer's local ties drive typhoon aid effort

12:01 am U.S. ET | Dec. 30, 2013
After seeing the devastation wrought on the Philippines by deadly Typhoon Haiyan, Tito Anopol spoke up.... Read More »

Party with the Porsches at Ohio store

12:01 am U.S. ET | Dec. 23, 2013
Bar mitzvahs, runway fashion shows, fundraisers, dinners and after-parties are among the events held at Porsche of Beachwood in Beachwood, Ohio.... Read More »

Ford store's location is strategic asset

12:01 am U.S. ET | Dec. 16, 2013
If you want to know why The Ford Store Morgan Hill sold more Fusion Energi and C-Max Energi plug-in hybrids than any other Ford dealership in the country through November, just look out the store's window. Location, location, location.... Read More »

Want to sell a vehicle? Attach a video

12:01 am U.S. ET | Dec. 9, 2013
As the world goes digital, it's clear: Videos sell cars. At Dave Wright Nissan-Subaru in Cedar Rapids, Iowa, salespeople shoot and send a 55-second vehicle video to every prospect who calls, e-mails or walks into the showroom, dealer Dave Wright says. The video requirement is helping the dealership sell more cars and has nudged salespeople to become more responsive.... Read More »

Employees come first for refugee dealer Girjel

12:01 am U.S. ET | Dec. 9, 2013
George Girjel's rags-to-riches story of a teenage refugee from Uzbekistan who arrived in America 17 years ago, unable to speak English, would be interesting all by itself.... Read More »

Dealer thanks staff with customized coins

12:01 am U.S. ET | Dec. 2, 2013
Lots of dealers walk their stores with coins in their pocket. But when Keith Kocourek does so, at least one of his 250 employees is about to be rewarded for reaching a goal or taking special care of a customer.... Read More »

No-pressure center: Dealer lures shoppers put off by showrooms

12:01 am U.S. ET | Nov. 25, 2013
Inside the futuristic-looking building next to Patsy Lou Chevrolet, the walls are a vibrant teal, industrial-style lights dangle from the high ceiling and offices have no desks, only flat-panel TVs and high-top tables. Outside, 22 vehicles wait with high-definition GoPro video cameras attached to their dashboards.... Read More »

Mormon site is marketing giant for Utah car dealers

12:01 am U.S. ET | Nov. 18, 2013
For Kris MacDonald and for most auto dealerships in Utah, the most productive source of sales prospects is a local Internet shopping site owned by the Mormon Church.... Read More »

Manage misfortune, expand when you can

12:01 am U.S. ET | Nov. 11, 2013
Ray Price III, whose grandpa, Ray Price Sr., started selling Model T's in Cresco, Pa., in the Pocono Mountains in 1913, calls the 2008-09 auto sales crash "not particularly difficult" compared to other events in the franchise's history.... Read More »

Delivery specialists: Smiles and smarts

12:01 am U.S. ET | Nov. 4, 2013
All of Terry D'Arcy's stores, which combined sell about 350 new and used vehicles per month, have delivery specialists, who teach customers how to sync their phones and use the navigation and infotainment systems. Many of the customer testimonials posted on D'Arcy's Web site thank the dealership for the personalized tutorials on their new vehicles.... Read More »

Volvo stand-alone avoids red ink, builds for future

12:01 am U.S. ET | Oct. 28, 2013
Kevin Flanagan's Volvo new-car sales are half of what they were in 2001, and the brand itself is teetering in the United States.... Read More »

Dealer takes a step toward online car buying

12:01 am U.S. ET | Oct. 20, 2013
Visitors to Walser Automotive Group's Web sites can simply click an I'll Take It button next to a vehicle listing from the store's inventory.... Read More »

Dealer gives furloughed federal workers a break

12:01 am U.S. ET | Oct. 13, 2013
When the federal government shut down, Alex Perdikis opened his doors a bit wider. Perdikis is general manager of Koons of Silver Spring, just outside the Washington Beltway.... Read More »

How to bring 100 new hires up to speed

12:01 am U.S. ET | Oct. 7, 2013
Park Place Lexus Plano went on a hiring spree this year, creating and filling 100 positions.... Read More »

Tech advice boosts store's bottom line

12:01 am U.S. ET | Sept. 30, 2013
At Sterling McCall Lexus in Houston, customers can get help setting up their iPads, advice on choosing the right cellphone and even a breakfast prepared by a country club chef -- all for free. The complimentary services are boosting the dealership's bottom line by bringing customers into the store more often, says General Manager Joey Dupuis.... Read More »

Used-car dept. overhaul raises sales, profits

12:01 am U.S. ET | Sept. 23, 2013
Paul Lynch felt like "crawling under a table" when his dealership financial data revealed to his classmates at the NADA Dealer Academy that some of the used cars on his lot had been there for more than 500 days.... Read More »

Fast start in tight quarters for L.A.'s Galpin VW

12:01 am U.S. ET | Sept. 16, 2013
Less than 18 months ago, the showroom at the corner of Roscoe and Sepulveda boulevards was empty. Today, it houses the nation's fourth-largest Volkswagen dealership, selling an average of 188 new vehicles per month and bursting at the seams.... Read More »

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