CBT Magazine June 2014

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The Official News Source of The Retail Automotive Industry

CAR BIZ TODAY CBTNews.com

JUNE 2014

ISSUE 4

Entire contents ©2014 Car Biz Today. All Rights Reserved.

6 TRAITS YOUR EMPLOYEES AND NEW HIRES MUST HAVE Dave Anderson

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SMALL MARKET BIG MARKET SHARE

YOUR DEALERSHIP NEEDS A PETE ROSE JOE WEBB President of Dealer Knows

MISTAKES THAT ARE COSTING DEALERS THOUSANDS Paul Potratz

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Despite your opinion of Pete Rose the “man,”

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it’s hard to question his greatness as an athlete. Rose was one of those rare players that not only excelled on the diamond, but he also stepped up as a true leader of the Cincinnati Reds. That ability to play, as well as coach, has earned him a spot as one of the greatest athletes in baseball history.

IT COULD HAPPEN TO YOU AND YOUR SERVICE DEPARTMENT Jeff Cowan Epage

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AVOID THE ZERO Tony Dupaquier

PRSRT STD US POSTAGE PAID Permit No. 915 Woodstock, IL

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Every dealership could benefit by having a player-coach – someone who cannot only shine in the showroom, but also take on the additional role as a leader for other employees. As the manager, it’s your responsibility to find your leader – that person who is willing to train others and lead by example. Who is your Pete Rose?

Holm Automotive Center operates in a small market in Abilene, Kan., but Tim Holm, dealer principal, doesn’t use that as an excuse not to bring in big numbers. By being committed to training and providing outstanding customer service, Holm and his team manage to capture a significant percentage of the market share in that area. As the recipient of DealerRater’s highest honor in Kansas for three years straight, Holm has established a loyal customer base. In fact, many of the customers drive many miles just to do business with the dealership. Many other small-market dealers could learn a lot about raising the bar for their sales teams. And dealers in larger markets, who might take their traffic flow for granted, can learn a lot about making the most of every opportunity. see PAGE 20

see PAGE 26

DRIVING STRONGER DEALERSHIP PROFITS

The CFPB has raised awareness of the importance of F&I income and the role it plays in a dealership’s bottom line. The need to partner with a vendor who can help you in those efforts has never been greater. We interviewed Larry Dorfman, the highly-respected CEO of the extended service contracts company, EasyCare. The company has enjoyed three decades of helping dealers drive profits in F&I, sales and service.

CBT NEWS 5 Concourse Parkway Atlanta, GA 30328 Suite 100

Larry Dorfman: Chairman and CEO of EasyCare see PAGE 14

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