Dealer speaks

How dealer Hoehn creates work force that flourishes

12:01 am U.S. ET | Sept. 22, 2014
California dealer Bill Hoehn says his 500 employees need more than a decent salary and a stable place to work if they are going to truly flourish. Wellness benefits at his 12-franchise chain include free yoga and Pilates classes. In addition, a full-time chaplain provides counsel for challenges big and small. Hoehn's tenet: If workers thrive in their personal lives, they'll thrive as professionals, too....
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Defying Dad, by building on his legacy

12:01 am U.S. ET | Sept. 15, 2014
At Courtesy Auto Group in Illinois, Ray and Rik Fregia are seeing sales boom after million-dollar overhauls at their three stores. They are boosting Internet business, using contractors to deliver cars across the U.S. All the while, the brothers, who defied their father's advice and went into the business anyway, are creating fun workplaces with what they call a 'get to' versus 'got to' attitude....
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Q&A WITH GREG JACKSON | CEO, PRESTIGE AUTOMOTIVE GROUP

Minority dealers still don't reflect minority purchases

12:01 am U.S. ET | Aug. 11, 2014
Today, Prestige CEO Greg Jackson owns four dealerships in southeastern Michigan that sold 10,177 new Cadillac, Ford, Toyota and Mercedes-Benz vehicles last year....
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Q&A WITH GREG MILLER | CEO, LARRY H. MILLER GROUP OF COS.

Miller learned from his dad and learned how to delegate

12:01 am U.S. ET | Aug. 11, 2014
Greg Miller, 48, learned a lot about the car business from his father, Larry H. Miller. But he is a very different leader from his dad....
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Ford dealer Kenley calls every car buyer

12:01 am U.S. ET | June 23, 2014
Making personal thank you calls to "every single sales customer" and practicing a soft-sell approach are some ways Utah dealer Jewel Lee Kenley ensures her Ford store stands out – even if it means being known as "a little bit laid back." Her strategies are helping to create loyal buyers....
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Dealer Daniel Hodges: 'We are so different now'

12:01 am U.S. ET | June 16, 2014
A shift to no-haggle pricing has sparked a cultural overhaul at the Duval family of dealerships in Jacksonville, part of the Scott-McRae Group. The purchase time is shorter. The stores have no general managers. And Sunday is a day off. One of many payoffs: happier customers....
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Q&A WITH GEORGE NAHAS | GEORGE NAHAS CHEVROLET

Bouncing back in 'a different world' of car sales

12:01 am U.S. ET | June 2, 2014
Florida dealer George Nahas, the 2002 Time Quality Dealer Award winner, lost two General Motors franchises: Oldsmobile in 2004 and Saturn five years later. Nahas, the current treasurer of the National Automobile Dealers Association, is running for the vice chairman's post....
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Q&A WITH DAN FIELDS | PRESIDENT, FIELDS AUTO GROUP

Dealership group invests for 'nice, exciting, fun' stores

12:01 am U.S. ET | June 2, 2014
Merit Earl Fields was sales manager at Cadillac before becoming a Cadillac dealer on Chicago's North Shore in 1971. After his son, John Fields, quit a career as a contract-law attorney to join the car business, the duo began adding franchises: BMW, Saab, American Motors and more....
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Dealer Shuman does 'stupid' ads, wins ratings

12:01 am U.S. ET | March 24, 2014
Bob Shuman writes his own 'stupid' radio ads touting transparency and commission-free sales to draw customers to his no-frills Chrysler-Dodge-Jeep-Ram store in Walled Lake, Mich. The lawyer-turned-dealer scoffs at rivals who offer haircuts and teeth whitening. Selling and fixing cars well is 'enough on anybody's plate.'...
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Dealer Ron Rossi's electrifying crusade

12:01 am U.S. ET | March 17, 2014
Honda retailer Ron Rossi has never forgotten what he learned in his family's grocery business in the 1970s: Save money by saving energy. With that in mind, in 2012 he spent more than a million dollars installing solar-paneled canopies on his sales lot in rural Vineland, N.J. According to Honda, he's the nation's first car dealer to go 'electric-grid neutral.' Rossi expects his 'solar system' to produce $2 million in profit over its 25-year lifetime....
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'Resilient' Fiat dealer Lisa Copeland's rise

12:01 am U.S. ET | Dec. 16, 2013
Lisa Copeland faced adversity as a young woman in the car-selling business. But today she's leading a thriving Fiat franchise in Texas by hiring people with no prior auto experience and employing some of her customers. Copeland's success even prompted a visit from Chrysler CEO Sergio Marchionne and earned her the title of top-selling Fiat dealership in the U.S....
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Ohio dealer shuns status quo

12:01 am U.S. ET | Dec. 9, 2013
Bernie Moreno defied conventional wisdom and expanded his Ohio dealership group amid the recession while fostering a culture that aims to create a 'place of delight' for consumers. His new $20 million Mercedes store near Cincinnati and its 'technician heaven' service shop are a showcase for his vision....
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THE DEALER SPEAKS: DOUG MORELAND

Message to Chrysler: Let dealers handle local marketing

12:01 am U.S. ET | Dec. 2, 2013
The very first car Doug Moreland sold was a Chevrolet Corvair in Reno, Nev., in 1969. It had belonged to the woman who would one day be his wife....
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THE DEALER SPEAKS: MICHAEL CANNON, CANNON MOTOR CO., OXFORD, MISS.

Football star's journey from the gridiron to the showroom

12:01 am U.S. ET | Dec. 2, 2013
Michael Cannon, a Memphis State college football standout who dreamed of being a head coach, had just gotten his first big break when the death of his father, a small used-car dealer in Calhoun City, Miss., made him rethink his life's path....
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Staten Island store rallies after Sandy

12:01 am U.S. ET | Oct. 29, 2013
On Oct. 29, 2012, Superstorm Sandy rendered Manfredi Kia-Mazda-Mitsubishi useless. Seawater spilled into the Staten Island, N.Y., dealership and destroyed more than 100 vehicles. But in the days and months that followed, Manfredi Auto Group employees cleaned up the mess, moved the store and connected with customers through a shared experience: Loss...
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No. 1 store empowers, retains employees

No. 1 store empowers, retains employees

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