Targeting credit cards, loans can help capture work

By offering financing for service work, dealerships can capture work that otherwise might go elsewhere. But it's not always easy to get service departments to offer financing or to get customers to accept it, dealers and others agreed.

Charging for prepaid maintenance trumps giving it away

H&H Chevrolet found that charging customers for prepaid maintenance plans produced better results overall than giving the plans away for free.

As off-lease alarm sounds, industry has time to adjust

After years of high trade-in values, automakers and lenders must adjust to a flow of off-lease vehicles swinging from scarcity to oversupply.

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