Dealers

At Miami store, no more 'beat up' customers

2:00 pm U.S. ET | Jan. 24, 2015
F&I managers at Dadeland Dodge-Chrysler-Jeep in Miami are responsible for the gross profits from both vehicle sales and F&I and handle vehicle purchase negotiations with customers as well as financing. They also get a cut of both to motivate them....
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Shops use standard inspections to help boost repair orders

2:00 pm U.S. ET | Jan. 24, 2015
Over the past four years at Dublin Toyota in Dublin, Calif., the service department has increased its average customer-pay repair order by $105. Not through high-pressure selling or pushing unnecessary repairs onto customers, says Larry Tate, fixed operations director for the San Francisco Bay Area store, but through a better system of inspecting and tracking vehicles in for service....
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BEST PRACTICES

Second-chance store lets staff shine

2:00 pm U.S. ET | Jan. 24, 2015
At AutoNation's Houston Mitsubishi store, General Manager Irfan Siddiqui has found top performers by hiring people who have struggled in their roles at other nearby AutoNation dealerships....
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Loan application blasts could be a blow to dealers

2:00 pm U.S. ET | Jan. 24, 2015
Technology makes it easy for finance and insurance managers to blast credit applications across a wide spectrum of lenders, called shotgunning, rather than matching the right consumer with the right lender. Some dealership groups and auto finance experts say shotgunning can harm a dealership's relationships with customers and lenders alike....
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BEST PRACTICES

Urban-living trend a chance to branch out and up

2:00 pm U.S. ET | Jan. 24, 2015
Few dealers would get far offering a $2,500-a-month lease. Not on a car, anyway. But outside San Francisco, where the booming technology sector has sent real-estate prices into the stratosphere, one Volkswagen dealer is betting that apartments are a different story....
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BEST PRACTICES

Creative pairing: 2 dealers innovate as partners

2:00 pm U.S. ET | Jan. 24, 2015
After toiling to revitalize separate single-point dealerships in the Detroit area, two childhood friends merged and expanded operations to compete with larger groups. "It's not an acquisition, but a partnership," says Sam Slaughter. The distinction is key....
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BEST PRACTICES

A terrible wreck, but not a total loss

2:00 pm U.S. ET | Jan. 24, 2015
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....
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Outsmart the fake pay stub

2:00 pm U.S. ET | Jan. 24, 2015
Missing pay stubs are pitfalls for finance and insurance managers. Finance managers don't want to ask a potential customer to go home and get a couple of pay stubs to verify his or her income. That customer may not come back. Even worse is the customer with a fake pay stub....
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Finance managers found on showroom floor

2:00 pm U.S. ET | Jan. 24, 2015
After working as a sales representative for almost two years at Atlantic Hyundai in West Islip, N.Y., Russell Williamson was ready for more responsibility and the chance to earn more money. Enter Atlantic Auto Group's new bullpen training program to develop finance managers....
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F&I departments need a farm team

2:00 pm U.S. ET | Jan. 24, 2015
The term “succession planning” is usually applied to dealer principals, but it can apply to F&I managers, too. Executives at two dealerships say store managers should nurture their own talent pool, so they have a ready replacement if a top F&I producer quits....
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Service lanes can become source of used-car inventory

2:00 pm U.S. ET | Jan. 24, 2015
Brian Benstock has found that his own service department is the best place to shop for used vehicles. When the general manager of Paragon Honda in Woodside, N.Y. needs a used car or truck of a certain model year, color and trim level, he searches his database and invites owners of those vehicles into his service department. He offers them discounts on maintenance work....
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BEST PRACTICES

Cardinale group makeover flexes digital muscle

2:00 pm U.S. ET | Jan. 24, 2015
In 2008, the recession was raging, and dealer Joe Cardinale decided to make some changes. He committed heavily to online sales and marketing, and parted ways with third-party lead providers, developed his own systems and software to manage his online presence. And he set stringent goals for his staff and held them accountable for results. It has worked wonders....
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GM tablet tool aims to lift service revenue

2:00 pm U.S. ET | Jan. 24, 2015
About 1,200 General Motors dealerships have begun using a tablet tool, part of a software program called Service Workbench, that lets service advisers quickly pull up a vehicle's history, whip through an inspection and point out a menu of factory-recommended maintenance items....
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AutoNation aims to beef up service

2:00 pm U.S. ET | Jan. 24, 2015
AutoNation Inc., the nation's largest dealership group, plans to expand its service business by year end, adding 400 technicians and increasing its express service operations to 180 stores from 80 now....
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How to contain aluminum dust?

2:00 pm U.S. ET | Jan. 24, 2015
Curtains or walls? It's a big decision that Ford dealers with body shops face as they gear up to repair the 2015 aluminum-body F-150 pickup, arriving late this 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

2:00 pm U.S. ET | Jan. 24, 2015
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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LINDSAY CHAPPELL

Sometimes success comes from a loving push

12:00 pm U.S. ET | Jan. 24, 2015
SAN FRANCISCO -- A few months ago, I interviewed a West Virginia car dealer named Mike Wood. You might have caught the article we ran in Automotive News.
...
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DAVE VERSICAL

North of U.S. border, big dealer groups emerge on 2 fronts

11:00 am U.S. ET | Jan. 24, 2015
The United States generates far more new-vehicle sales than its northern neighbor, but Canada is looking more like America in one area: Dealer groups are getting bigger....
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DAVE GUILFORD

Money's cheap, so here come the store upgrades

9:30 am U.S. ET | Jan. 24, 2015
One of the better indicators of the health of a business is its willingness -- and ability -- to make capital expenditures. By that measure, auto retailers are doing well....
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Quick question

12:01 am U.S. ET | Jan. 24, 2015
With gasoline prices down, are your customers ignoring miles per gallon ratings and hybrids in their purchase considerations?...
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Nissan targets improvements in dealer experience

4:15 pm U.S. ET | Jan. 23, 2015
Nissan will roll out a nationwide program this spring intended to boost its middle-of-the-road customer satisfaction scores on dealership experience. The undertaking -- known internally as the Quality Growth Program -- will be a bonus program to reward dealers for meeting various targets to improve their satisfaction performance....
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Bush strikes a presidential tone

7:16 pm U.S. ET | Jan. 23, 2015
Before a friendly audience of a few thousand attendees packing a ballroom at the NADA convention Friday, Jeb Bush said the United States is "starved for leadership" in the public sector. The former Florida governor and presumed presidential candidate called for political compromise in the pursuit of economic growth....
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GM: Get succession plans set

7:19 pm U.S. ET | Jan. 23, 2015
General Motors has directed its field organizations to ask every GM dealer this year if he or she has a succession plan. And if not, the company is advising, set up one....
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Parting advice

8:31 pm U.S. ET | Jan. 23, 2015
Forrest McConnell, NADA's outgoing chairman, told dealers at the convention's opening session Friday to "set goals that will push you and rip you out of your comfort zone."...
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On the record

8:00 pm U.S. ET | Jan. 23, 2015
Featuring Bob Carter, head of automotive operations for Toyota Motor Sales U.S.A., TrueCar President John Krafcik; and AutoNation CEO Mike Jackson....
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Ryan Hunter-Reay races to Indy 500 winner’s circle

BorgWarner’s video montage highlighting 2014 Indianapolis 500 winner Ryan Hunter-Reay. Thu., January 15
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