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April 2012 - Feature

No Pipe Dreams Here

The head of IAS’s retail software division responds to Marv’s column last month, and offers his perspective on the iPad and mobile tools.

<p>Matt Nowicki.</p>

By Matt Nowiciki

The head of IAS’s retail software division responds to Marv’s column last month, and offers his perspective on the iPad and mobile tools.

Tags: F&I menus, Innovative Aftermarket Systems, SmartMenu, SmartPad

March 2012 - Feature

In High Demand

The demand for digital marketing tools at NADA 2012 was a tell-tale sign of the industry’s changing attitude toward the Internet.

By Jennifer Washington

The demand for digital marketing tools at NADA 2012 was a tell-tale sign of the industry’s changing attitude toward the Internet.

Tags: chat software, dealer websites, eBay Motors, Internet leads, inventory, iPad Business Applications, lead generation, lead management, live chat, marketing, mobile applications, mobile leads, mobile solution, Mobile Website, online reputation management, Social Media, Web Marketing

March 2012 - Cover Story

Updating F&I

Connecting F&I to the digital world was the talk at the annual dealer and lender conventions last month, and opinions varied on what the F&I office of the future will look like.

By Gregory Arroyo

Connecting F&I to the digital world was the talk at the annual dealer and lender conventions last month, and opinions varied on what the F&I office of the future will look like.

Tags: BANK OF AMERICA, chase, DEALERTRACK, Generation Y, Group 1 Automotive, iPad, iPad Business Applications, J.D. Power and Associates, mobile applications, Mobile Website, NADA, NADA Convention and Expo, Reynolds & Reynolds, Social Media, SOCIALDEALER, Wells Fargo

February 2012 - Feature

6 Digital Marketing Tools to Consider

Digital marketing tools are sure to line the aisle ways at this year’s annual dealer conference. The magazine’s marketing expert lists six solutions you need to consider.

By Brian Pasch

Digital marketing tools are sure to line the aisle ways at this year’s annual dealer conference. The magazine’s marketing expert lists six solutions you need to consider.

Tags: CRM, digital marketing, facebook, marketing, mobile applications, Mobile Website, online reputation management, Social Media, Web Marketing

February 2012 - Feature

F&I’s Social Link

Social media represents an opportunity for the F&I office to be seen, heard and trusted.

By Kathi Kruse

Social media represents an opportunity for the F&I office to be seen, heard and trusted.

Tags: Social Media, Web Marketing

January 2012 - Feature

Tracking F&I Performance

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

By Gregory Arroyo

The magazine’s reader survey reveals that average profit per new vehicle retailed still hovers around $800, and that F&I managers are averaging approximately two products per deal.

Tags: acceptance rate, captive finance, E-CONTRACTING, F&I menu, F&I menus, F&I performance, F&I profit, interest rates, product penetration, profit

December 2011 - Cover Story

A New Age for Marketing

The convergence of the real and digital worlds is upon us, and marketers are scrambling to capitalize. Learn how some dealers are making sure auto retailers don’t miss out.

<p>Jim Levine explains the contest rules to the first 100 contestants of the &ldquo;Snap Up a Saab&rdquo; campaign. The four-week contest ended on Dec. 1, which is when one lucky contestant drove off in a new Saab.</p>

By Jennifer Washington

The convergence of the real and digital worlds is upon us, and marketers are scrambling to capitalize. Learn how some dealers are making sure auto retailers don’t miss out.

Tags: augmented reality, customer retention, dealer websites, dealership marketing, digital marketing, Kelley Blue Book, MAR, marketing, mobile applications, mobile augmented reality, mobile leads, mobile solution, QR Codes, Saab, Web Marketing, Web tools, Web traffic

November 2011 - Cover Story

Lithia Motors Inc: Built to Scale

Lithia Motors helps finance managers succeed by providing them with round-the-clock support from a dedicated sales and finance operations team.

<p>(L-R) Steve Justice, Lithia Motors&rsquo; sales and finance operations manager, poses with Gary Richardson, assistant vice president of sales and finance, Bryan DeBoer, president, Scott Hillier, executive vice president of retail operations, Chris Holzshu, CFO, and Mike Fealey, F&amp;I operations.</p>

By Justina Ly

Lithia Motors helps finance managers succeed by providing them with round-the-clock support from a dedicated sales and finance operations team.

Tags: dealer, F&I Dealer of the Year, F&I Pacesetters, Industry Summit, Industry Summit 2011

October 2011 - Feature

Mobile Tools Migrating Into Sales and F&I Processes

The pace of mobile technology adoption is quickening, and companies are lining up to help dealers transition to a mobile marketplace. Here’s a breakdown of seven solutions that are available now or will be in the near future.

By Jennifer Washington

The pace of mobile technology adoption is quickening, and companies are lining up to help dealers transition to a mobile marketplace. Here’s a breakdown of seven solutions that are available now or will be in the near future.

Tags: ADP Dealer Services, BMW, BMW Financial Services, DEALERTRACK, Innovative Aftermarket Systems, iPad, iPad Business Applications, Mercedes-Benz, Mercedes-Benz Financial Services, mobile applications, mobile solution, Mobile Website, Reynolds & Reynolds, Warrantech Automotive

October 2011 - Cover Story

Setting the Pace

Meet the seven finalists for F&I Dealer of the Year, the winner of which will be profiled in the magazine’s November issue.

<p>(L-R): Steve Veldkamp, Jodi Nicholson, Raymond Borg and Gary Allgeier on one of The Suburban Collection&rsquo;s lots.</p>

By Gregory Arroyo

Meet the seven finalists for F&I Dealer of the Year, the winner of which will be profiled in the magazine’s November issue.

Tags: F&I Dealer of the Year, F&I Pacesetters, Industry Summit 2011

September 2011 - Feature

4 Social Media Pitfalls to Avoid

The social media sphere offers great opportunities to market your store, but there are several legal traps inherent to this type of viral marketing. Compliance expert reviews four of them in this digital marketing primer.

<p>Dan Kilian and Kristina Reid of Meade Lexus in Southfield, Mich., are using social media to raise the dealership&rsquo;s online profile. But they also have taken steps to remain compliant, adding links to any required disclosure statements.</p>

By Jim Radogna

The social media sphere offers great opportunities to market your store, but there are several legal traps inherent to this type of viral marketing. Compliance expert reviews four of them in this digital marketing primer.

Tags: Compliance, digital compliance, policies and procedures, Social Media, Web Marketing

September 2011 - Feature

4 Ways to Reenergize Your Pitch

Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.

By Rick McCormick

Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.

Tags: sales pitches, training

September 2011 - Feature

E-Contracting’s Missing Link

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

By Mark Virag

Integration has been one of the obstacles in the way of the industry’s push toward e-contracting. One technology expert says that will no longer be the case going forward, especially for product providers.

Tags: dealership management system, DMS, E-CONTRACTING, F&I product provider, F&I products, technology

July 2011 - Cover Story

Dealer Eliminates BDC, Creates Hybrid Department

Eliminating the business development center could be the death knell for any dealership in today’s Internet age, but not for Honda of Tenafly. In fact, it’s had the opposite effect.

<p>The hybrid sales department that Arthur McCracken, Internet manager, Norman Dorf, owner, and sales strategist Cory Mosley constructed more than a year ago is already converting 10 percent of the dealership&rsquo;s leads. The goal now is to get to 15 percent.</p>

By Gregory Arroyo

Eliminating the business development center could be the death knell for any dealership in today’s Internet age, but not for Honda of Tenafly. In fact, it’s had the opposite effect.

Tags: business development center, dealer, Internet leads, Internet sales, Internet shopper

June 2011 - Cover Story

Making a Bid

eBay Motors’ online marketplace is no longer exclusive to sellers of unique and one-of-a-kind vehicles, with more dealers using it to expand their market reach and increase sales.

By Justina Ly

eBay Motors’ online marketplace is no longer exclusive to sellers of unique and one-of-a-kind vehicles, with more dealers using it to expand their market reach and increase sales.

Tags: auto auctions, eBay, eBay Motors, Internet, Internet sales, luxury vehicles

June 2011 - Feature

Dealers Guide to Compliance

Before you select your next compliance software tool, read this primer on connecting technology to your dealership’s compliance processes.

<p>The multimillion-dollar settlement against five captive lenders for discriminatory practices early last decade will be fresh in regulators&rsquo; minds for years to come. Dealers who demonstrate a willingness and ability to play within the rules will benefit as auto lending continues its comeback.</p>

By Joe Bartolone

Before you select your next compliance software tool, read this primer on connecting technology to your dealership’s compliance processes.

Tags: Compliance, Consumer Financial Protection Bureau, E-CONTRACTING, electronic document storage, Federal Trade Commission, technology

May 2011 - Feature

The Blogger

By day, Wally Higginbotham is a general manager. By night, he’s a blogger whose posts have attracted more than a half million views and several new customers. Can a blog do the same for your dealership?

By Justina Ly

By day, Wally Higginbotham is a general manager. By night, he’s a blogger whose posts have attracted more than a half million views and several new customers. Can a blog do the same for your dealership?

Tags: blogging, dealer websites, Internet, Social Media

May 2011 - Feature

Solving the eBusiness Puzzle

The eBusiness model has yet to take F&I offices by storm, primarily because dealers don’t see the profit potential. Technology insider offers five reasons they need to join the revolution.

By Matt Nowicki

The eBusiness model has yet to take F&I offices by storm, primarily because dealers don’t see the profit potential. Technology insider offers five reasons they need to join the revolution.

Tags: business tools, dealership management system, E-CONTRACTING, F&I menus, Internet, Internet leads, Internet sales, Internet shopper

April 2011 - Feature

Money for Nothing, Leads for Free

By Rich Apicella

Today’s Internet shopper is forcing lenders to consider the direct-to-consumer channel in greater numbers. Auto finance insider offers several reasons why this may not be a bad thing for dealers.

Tags: direct lending, indirect lending, Internet shopper

March 2011 - Feature

8 Show-Stoppers

Web-based tools ruled the aisleways at NADA 2011. Here are some solutions that caught the magazine’s attention.

<p>NADA 1011 attracted a crowd of more than 18,000 attendees to San Francisco&rsquo;s Moscone Center, where they were greeted by 368 exhibitors.</p>

By Justina Ly

Web-based tools ruled the aisleways at NADA 2011. Here are some solutions that caught the magazine’s attention.

March 2011 - Feature

Deconstructing the Internet Shopper

We know car buyers love the Internet, but what sites drive their buying intentions? A new study discovered that today’s consumer is driven by research, not brand.

By Editorial Staff

We know car buyers love the Internet, but what sites drive their buying intentions? A new study discovered that today’s consumer is driven by research, not brand.

Tags: Internet leads, Internet sales, Internet shopper

March 2011 - Cover Story

Mobilizing the Dealer Experience

Mercedes-Benz Financial Services is taking its mobile strategy where no organization has gone before, but officials say the company won’t push its vision of the future on dealers.

<p>Ash Zaki, COO of Mercedes-Benz of San Francisco, demonstrates MBFS&rsquo;s new iPad-compatible tools. Behind him is Chip Kirby, an MBFS dealer rep.</p>

By Gregory Arroyo

Mercedes-Benz Financial Services is taking its mobile strategy where no organization has gone before, but officials say the company won’t push its vision of the future on dealers.

Tags: Generation Y, iPad, iPad Business Applications, marketing, Mercedes-Benz, Mercedes-Benz Financial Services, technology

January 2011 - WebXclusive

Social Media’s True Calling

Social media is a great marketing tool, but it shouldn’t be treated as such. Expert explains why linking social media to your community outreach efforts might be the way to go.

Visitors to Metro Honda of Union County (N.C.)’s Website can watch videos detailing the store’s work with local schools, as well as contests, giveaways and more.

By David Johnson

Expert explains why linking social media to your community outreach efforts might be the way to go.

Tags: Social Media, tips for success

January 2011 - Cover Story

Your Online Reputation

Word of mouth has always been the dealer’s best marketing tool, but the Internet age has changed the rules. Find out what dealers are doing to regain control of their reputations.

Confident in Chacon Autos’ longstanding tradition of stellar customer service, CEO Gary Chaney is willing to absorb the occasional negative review in the interest of serving Dallas’ special finance market.

By Justina Ly

Word of mouth has always been the dealer’s best marketing tool, but the Internet age has changed the rules. Find out what dealers are doing to regain control of their reputations.

Tags: Social Media, Web Marketing

December 2010 - Feature

Four-Step Strategy for Social Media Success

Midlands Honda in Columbia, S.C., is proof that social media can improve a dealership’s bottom line by generating ROI and creating loyal customers.

Each member of the Midlands Honda team played a role in executing the dealership’s social media strategy, and each shared in its success. The store was able to demonstrate significant gains in customer ratings on multiple sites, including Google reviews and DealerRater.com.

By Rob Hagen

Midlands Honda in Columbia, S.C., is proof that social media can improve a dealership’s bottom line by generating ROI and creating loyal customers.

Tags: Customer Service, facebook, Social Media, Web Marketing

November 2010 - Cover Story

The Great Debate

Panelists during the “Building Value in Today’s F&I Presentations” field questions from the audience. The hour-long discussion did feature some debate as to what makes for the ideal menu, but panelists focused more on connectivity and selling features rather than menu design.

By Tariq Kamal

From DMS integration to Excel spreadsheets, our panel debated the key elements of an effective menu presentation and how it can drive profits.

Tags: F&I Conference & Expo, F&I menus

August 2010 - Feature

Carfax: Friend or Foe?

Tools like Carfax’s new History Impact tool are fueling today’s haggle-happy customer, but Kelley Blue Book’s James Bell says consumers aren’t unreasonable. In fact, he says most consumers understand that dealers need to make money on a sale if they are to be around to service their vehicle or perform warranty work. All they want, Bell adds, is a fair price, not the lowest price.

By Gregory Arroyo

Dealers aren’t happy about Carfax jumping into the pricing game, but market insiders say the company’s new tool isn’t what’s hurting margins.

Tags: AutoCheck, CARFAX, Experian, History Impact Tool, used vehicles, value selling, Vehicle History Reports, wholesale pricing

August 2010 - Feature

Your Social Media Toolkit

By David Johnson

Dealer trainer explains why influence, not exposure, is the real power behind social-media marketing.

Tags: blogging, facebook, Foursquare, LinkedIn, Social Media, Twitter

July 2010 - Cover Story

BMW Dealers Test E-Contracting

Prestige BMW’s Brian Blum with BMW Financial Services’ Shaun Bugbee.

By Justina Ly

Two New Jersey dealers discuss their experience with BMW Financial Services’ new e-contracting solution. The verdict? So far, so good.

Tags: BMW Financial Services, captive finance, E-CONTRACTING

June 2010 - Feature

The Menu Battle

By Gregory Arroyo

Ristken Software Service’s top executive sits down with the magazine to talk about an aspect of the menu business that hasn’t received much fanfare.

Tags: E-CONTRACTING, F&I menus, Software

June 2010 - Cover Story

Mobilization Nation

By Gregory Arroyo

This month, Germain Motor Co. steps into the mobile world with a dealership-branded mobile app. Find out what it has planned for its new marketing engine.

Tags: marketing, mobile leads, Software

May 2010 - Feature

Match Play

Chicago’s Mike Anderson Chevrolet is one of the first dealers to use RouteOne’s new WebApply<i>One</i>. The tool allows the dealership’s prospective customers to fill out a credit application directly from its Website. Once the application is submitted, the lead is then directed to the outlet’s CRM system, F&I department or Internet sales team.

By Gregory Arroyo

Its competitors might be on the move, but so is RouteOne. F&I and Showroom goes one-on-one with the company’s chief executive to find out where it’s headed.

Tags: credit, NADA, nonprime, RouteOne, subprime

May 2010 - Feature

Subprime's Fundamental Problem

By Gregory Arroyo

With more than 40 percent of the buying public now in the lower credit tiers, could franchised dealers be missing out on a prime opportunity?

Tags: Auto ABS, buy-here, pay-here , Chase Auto Finance, CNW, Experian, NABD, subprime

April 2010 - Feature

DMS Arena Heats Up

Symbolizing the heated arms race in the DMS arena, the Reynolds booth sat directly across the aisle from DealerTrack.

By Gregory Arroyo

Companies that went through Reynolds’ integration and certification program say the technology company upheld its promise to integrate third-party software companies, some even saying the debate over data access was more fervor than substance.

Tags: ADP Dealer Services, dealership management system, DEALERTRACK, IAS, Reynolds & Reynolds, technology

April 2010 - Cover Story

Data-Driven Success

<b><i>Deal Jacket</b></i><br> <b>Name:</b> Bill Pearson, co-owner of Finish Line Ford <br> <b>Location:</b> Peoria, Ill.<br> <b>Software Providers:</b> DMS – Reynolds; Menu – Ristken; Inventory – vAuto, Reynolds and Liquid Motors; Desking – Reynolds; Lead Generation – Dealer.com, AutoTrader.com, Cars.com and more; CRM – Dealer.com<br> <b>F&I products:</b> vehicle service contracts, GAP, credit life insurance, roadside hazard protection, tire-and-wheel protection, key replacement

By Justina Ly

Ford dealer talks about how software helped his Peoria, Ill.-based outlet stay out of the red last year, and now has him primed to increase sales by 750 units.

Tags: F&I products, F&I revenue, inventory, Software, Vehicle Sales

March 2010 - Feature

5 Steps to Social Media Success

When it comes to social media, staying up with trends is crucial. Mashable.com is a good source for this information. It’s not solely focused on social networking, as it covers all trends related to the Internet.

By Jordan Denham

In today’s Web 2.0 environment, the dealership doesn’t define its customer base, it’s the customer base that defines the dealership. Check out these five steps to launching a social-networking campaign.

Tags: Social Media

February 2010 - Cover Story

Digital Battlegrounds

By Justina Ly

With the battle for customers going online, dealers are racing to get their hands around this budding marketing medium. Three dealers provide a peek into their strategies.

Tags: Experian, J.D. Power and Associates, kbb.com, Mudd Advertising, Social Media

October 2009 - Cover Story

Clicking Outside the Box

By Justina Ly

Changes to the economic landscape and media consumption habits have altered the rules of marketing and promotion. Learn how dealers are adjusting.

Tags: automotive SEO, CARFAX, Cobalt, Dominion Dealer Services, facebook, Gambit Mobile, marketing, RouteOne, Social Media, Web2Carz, YouTube

October 2009 - Feature

Driving Clicks Into F&I

By Brian Pasch

Expert in search engine optimization says it’s time for F&I to enter the brave new world of Internet marketing, and offers his advice on what a workable strategy entails.

Tags: automotive SEO, extended warranties, return on investment, warranty

October 2009 - Feature

Steering Subprime Leads

By Gregory Arroyo

F&I goes one-on-one with the founder of DealerLink to find out how the company can guarantee financeable subprime leads.

Tags: DealerLink, subprime

October 2009 - Feature

Better Deals Through Technology

By Denny Long

One dealer explains how technology can streamline sales and help you create effective marketing programs.

Tags: technology

October 2009 - Feature

Better Collections Through Technology

By Rob Hagen

Repossessing a vehicle is never a good thing, but technology has certainly come a long way in helping dealers do just that. The Special Finance Coach discusses how to keep customers on time with their payments, as well as how social-networking sites like Facebook can help when they’re not.

Tags: buy-here, pay-here , collections, payment assurance systems, repossessions

August 2009 - WebXclusive

Calculating Tomorrow’s ROI on Internet Leads

By Rob Hagen

Internet leads can be frustrating, but there can be hidden treasures in each one. Rob Hagen goes on a digging expedition, and shows you why there is no such thing as a bad lead.

Tags: business development center, e-mail blasts, F&I, Internet leads

May 2009 - Cover Story

Downturn Opens Door for Technology

By Gregory Arroyo

Despite the prospect of losing dealer customers, software makers see a silver lining in today’s economic downturn. In fact, some providers believe the recession will be the vehicle to the industry’s digital future.

Tags: ADP Dealer Services, Chrysler Financial Services , dealership management system, DEALERTRACK, inventory, NADA, RouteOne, technology

February 2009 - Feature

Testimonials

By Read what's being said about F&I Software

Read what's being said about F&I Software

Tags: dealer, DEALERTRACK, Market Scan, Software

July 2008 - Feature

States Moving Closer to E-Contracting

By Gregory Arroyo

While lenders wait for dealers and dealers wait for lenders, states are moving closer to going paperless. Industry insider discusses what states are doing and how it will impact automotive dealerships.

July 2008 - Cover Story

6 Signs of E-Contracting Readiness

By Christopher Morris

The amount of time it takes a dealership to complete a transaction has a huge impact on customer satisfaction. And with 25 percent of that time typically spent in the F&I office, shouldn't the industry be ready to embrace what e-contracting promises to bring. Industry expert says there are six was for a dealership to know if it's ready to make the move.

March 2008 - Feature

Get Inside Pro Chrysler Jeep’s March to Victory

By Joan Shim

Leveraging the team’s strengths, refining the sales process and putting people first are what John Schenden’s Pro Chrysler Jeep dealership did to earn the magazine’s 2008 F&I Dealer of the Year award.

March 2008 - Feature

Unlocking e-Contracting’s Potential

By Kevin Kopp

The benefits of e-contracting are pretty obvious, from improved CSI to faster funding. So why has it’s arrival taken so long? Software expert gives his take and lays out exactly what is needed for the industry to improve adoption.

February 2008 - Feature

The Ideal Product Mix for 2008

By Ron Martin

With insiders predicting that 2008 will be the year of the used car, how prepared is your F&I office to maximize profits? F&I expert provides his take and shows you six products that should be in the mix.

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