Dealer speaks

'Service is everything' at BMW of Sterling

12:01 am U.S. ET | March 25, 2013
Tom Moorehead peddles the nation's top-selling luxury brand in its richest county. But the heart of his BMW-Mini business lies in what he does after the sale. His repair bays have stayed open 22 hours a day to handle demand, and his technicians routinely replace parts in owners' driveways. In addition, customers who fly out of nearby Dulles Airport can have their cars picked up, serviced and returned while they travel.... Read More »

 

Dealer Don Forman's slick service strategy

12:01 am U.S. ET | March 18, 2013
Don Forman says providing a quick oil change is his most important service-retention tool. So the owner of United Nissan in Las Vegas pushed technicians to provide an oil change and car wash within 25 minutes. That paved the way to a 23% increase in customer-pay repair orders last year. Forman is now boosting that number by refining service-drive strategies – complete with bonuses for staffers who sell timely products.... Read More »

 

THE DEALER SPEAKS: TOM MOOREHEAD, OWNER, BMW OF STERLING AND MINI OF STERLING

NAMAD chief: Minority dealers must help increase their ranks

12:01 am U.S. ET | Dec. 17, 2012
Tom Moorehead is the owner of BMW of Sterling and Mini of Sterling in Sterling, Va. -- as well as two hotels. So he's used to working with several business models. Now, as chairman of the National Association of Minority Automobile Dealers, Moorehead wants to find ways to get more minorities into the auto business.... Read More »

 

THE DEALER SPEAKS: TOM PRICE, CEO, PRICE FAMILY DEALERSHIPS

After selling out to Sonic, Price builds another empire

12:01 am U.S. ET | Dec. 17, 2012
Tom Price built the First America Automotive retail empire in the western United States through the 1990s before selling it to Sonic Automotive Inc. in 2000. But Price chafed under the public-company structure, and after three years, he bailed out to start anew. A decade later, Price Family Dealerships is gaining momentum in northern California.... Read More »

 

THE DEALER SPEAKS: BRUCE BENDELL, MAJOR CHEVROLET

Brothers run lean to survive in the big city

12:01 am U.S. ET | Sept. 17, 2012
Bruce Bendell, 58, hopes his kids won't follow in his footsteps. He loves the auto industry but says it's getting harder to survive with ever-shrinking profit margins, growing costs and increased competitiveness.... Read More »

 

THE DEALER SPEAKS: TIM WHITE, WHITE FAMILY DEALERSHIPS

After 98 years on duty, White Group is eager for century No. 2

12:01 am U.S. ET | Sept. 17, 2012
When a public dealership group recently approached Tim White and his brothers about selling several of their stores, the family sat down to consider its future. "We decided we really didn't want to get out of the automotive business," said Tim White, whose grandfather, Hugh White, founded the business. "It's a wonderful base."... Read More »

 

THE DEALER SPEAKS: LARRY MORGAN, CEO, MORGAN AUTO GROUP

Larry Morgan built Tires Plus, now builds a dealership empire

12:01 am U.S. ET | June 18, 2012
Larry Morgan, CEO of Morgan Auto Group in Tampa, Fla., became a car dealer seven years ago after selling his 600-store tire and auto-service business. He is building an automotive empire in Florida and grooming his 32-year-old son, Brett, to take over the business.... Read More »

 

THE DEALER SPEAKS: DUANE PADDOCK, OWNER, PADDOCK CHEVROLET

Emphasis on leasing helped Paddock boost his Chevy business

12:01 am U.S. ET | June 18, 2012
Duane Paddock landed a sales gig at an Oldsmobile store at age 20, and sold 10 cars in his first 10 days. By his mid-20s, he had assumed day-to-day operations of Paddock Chevrolet in Kenmore, N.Y., because of his father's health problems. Over the past 25 years, Paddock has quadrupled the store's sales. He now is the No. 2 Chevy dealer in the country.... Read More »

 

THE DEALER SPEAKS: DICK, RICH AND BILL MULLEN, MULLEN MOTORS

Small-town dealer: Our service keeps customers loyal

12:01 am U.S. ET | June 18, 2012
Mullen Motors Inc. is a family-owned dealership. In business since 1927, the Chrysler-Dodge-Jeep-Ram store serves Southold, N.Y., on the north fork of Long Island. Nearly every workday, dealer principal Dick Mullen, 75, still comes into the store, where sons Rich and Bill run the day-to-day operations: Bill, 42, in the service department and Rich, 49, in sales, administration and accounting.... Read More »