Arlena Sawyers Former Reporter (retired) [email protected] 313-446-0380 See All Staff Page Recent Stories Elder: Business knowhow, ‘thinking of others' When Irma Elder's husband died, she became the first woman to own a Ford dealership in metro Detroit and then expanded the group to become one of the largest woman- and minority-owned auto retailers in the country. Rosses: Influential dealer family pays it forward Bob and Norma Ross became the country's first Black Mercedes-Benz dealer, paving the way for daughter Jenell to become an influential industry advocate for the development of women and minorities as dealers and in the retail automotive work force. Wilsons: Paving trails for Black, female dealers Barbara Wilson became the industry's first Black female dealer principal when she and her husband, Porterfield Wilson, acquired a Honda store in 1979. Porterfield's sales prowess put them on the path to retail success, landing him a Pontiac dealership in 1970. 3D printing at the dealership could ease supply chain kinks Parts shortages and a surge in repair work could spur dealerships to add 3D-printing capability in about 5 to 7 years. Dealers tap retail tech tools to fill used-car lots At a time when car dealers are desperate to land more vehicles to sell, retail technology firms see an opportunity to bolster their inventory-sourcing offerings. How one dealership socks away cash to help employees in times of crisis Workers at Planet Ford-Lincoln in Texas can voluntarily contribute $10 per month to a fund from which they can also withdraw money when a personal emergency arises. Consumer auto loan rates are declining After four federal interest rate hikes in 2018 and three reductions last year, consumer auto loan rates are easing, according to analysts who track loan patterns and dealers committed to finding the best rates for their customers. Marketing means explaining F&I products to consumers Educating consumers before they arrive at the dealership about why they need such products is critical, pros say. Remaining compliant as regs change F&I trainers, auditors and software providers help dealerships be compliant by alerting them to new laws and regulations, including changes that may be coming. Killer clown case spawned auto career There's always a back story. For Terry O'Loughlin, director of compliance for Reynolds and Reynolds, a case involving a killer clown led him on the path to an automotive career. Dealerships benefit by valuing employees Lamborghini Broward and Honolulu Volkswagen completed 2017 without any employee turnover. One of the secrets to their success? Generous and flexible paid time off. New York's Paragon sweetened Clunkers deal Brian Benstock reduced management headcount, lowered advertising costs by targeting his existing customers and embraced Cash for Clunkers. Prestige Auto lost 5 dealerships, but efficiency and cash helped keep it steady Operating lean, working harder to get financing for customers and selling more used vehicles softened the blow of losing five dealerships at Prestige Automotive. Barnett Auto Group cross-trained staff, brought discipline to ad spending Carl Barnett Sr.'s three dealerships retailed 1,452 new and 1,069 used vehicles in 2017 and is tracking to exceed those numbers in 2018. Things weren't nearly as good during the recession. When leases dried up, Michigan dealer Bill Perkins retrained his staff in the art of retailing When new-car leasing dried up, dealer Bill Perkins retrained employees to sell through retail contracts and schooled them about the ins and outs of selling CPO vehicles. Load More