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Dealer Terry Lee: People 'love to buy, hate to be sold'May 1, 2017
Honda, Hyundai and Genesis dealer Terry Lee says many car shoppers are like boxers: They walk into his dealerships with their guard up. But Lee's sales team is trained to remove their gloves and adapt to the way customers want to buy. As a result, sales are increasing and Lee is on the hunt for other brands to fill his 72-acre 'destination' development in suburban Indianapolis.
An inside look at an employee-owned dealership groupJune 5, 2017
Staffers own 30 percent of Van Horn Automotive Group as part of an employee stock ownership plan. Van Horn leaders say the retirement program has created a more-loyal workforce while giving the company an advantage in recruiting talent and adding stores. And the first ESOP financial statement sparked an “aha moment” for many worker-owners, who now realize every dollar they spend has a direct impact on their pensions.
Mich. car dealer's 'epic' off-road store creates path to productivity, savingsSept. 4, 2017
Second-generation car dealer Aaron Zeigler went to buy a snowmobile and instead bought the store. Zeigler then used his experience as an auto retailer to build a dazzling motorsports facility that features greeters, an indoor service lane and a menu-based F&I system. The strategy has created group-wide cost savings in service, allowed staffers to work on both sides of the business and spawned a leadership training center.
How a Chevy dealership became an oil-change juggernautApril 3, 2017
Nurse Chevrolet Cadillac in suburban Toronto has transformed itself from the 'king of the three-hour oil change' to a 29-minute-or-less lube, oil and filter destination, thanks to a NASCAR-like pit crew. The change has drawn more customers, accelerated the careers of workers and lifted the store's bottom line.
Buy a car or save for college? Why not both?Nov. 13, 2017
Fullerton Automotive is helping families juggle the costs of cars and college by offering customers a free one-year membership in a tuition-discount program. The perk generates sales referrals, strengthens customer loyalty and gives buyers the chance to shave thousands of dollars off the price of higher education.
How a Subaru store gets owners to come backFeb. 5
Nearly a third of new-vehicle clients at Subaru Superstore of Chandler near Phoenix return to the dealership to attend interactive refresher classes. That pays dividends long after the schooling ends.