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Lucky 13 for ‘13

Oh, what a difference a few years make.  In late 2008, many auto pundits lamented that we might never again see sixteen million annual new vehicle sales.  Proving that their memories are as faulty as their predictions, in 2012 they told us that, just like they always expected, sixteen million annual sales are on the […]

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Make the Case Against Flat Fees

Have you wondered why industry publications are writing with increasing frequency about the expected demise of finance “markup”?  The answer is simple – proponents of flat fees are working to sell the concept that “markups” are evil to regulators like the federal Consumer Financial Protection Bureau and the Federal Trade Commission with the hope that […]

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FRANCHISE LAW: IT’S NEVER TOO EARLY TO DERAIL TERMINATION

The best strategy for protecting against a franchise termination is to aggressively make your case when you get the first factory letter critical of your performance. If you wait until the termination notice is issued, you may cripple your defense. Dealers are confident that their state franchise statutes will protect them from termination. That confidence […]

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Census Results May Affect Your PMA

The results of the 2010 federal census are finally making their way into some manufacturers’ primary market area descriptions for dealers.  This could impact the measurement of your sales efficiency. The make-up of your PMA (or AOR, AGSSA, or other term depending on the franchisor involved) can be the key factor in how your sales […]

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Bank Fees: They’re Not Just for Consumers Anymore

There has been a great deal of publicity concerning fees that financial institutions have sought to impose as a result of new laws such as the Dodd Frank financial reform legislation. Sometimes, the fees have received massive publicity like the debit card fees from which Bank of America had to retreat. Unfortunately, many other fees […]

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If Every Car Manufacturer Wants to be Apple, Why Don’t They Get the Point?

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Audits

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Lincoln Dealers: Pay Up or Get Out?

There has been significant publicity recently about Ford Motor Company’s ultimatum to Lincoln dealers. According to reports, if they want to remain Lincoln dealers, they must invest an average of $1 million to upgrade facilities. Not to handle the cars that Lincoln now builds, mind you.  But in the hope that Ford can introduce vehicles […]

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Check Your Franchisor Accounts

When was the last time you checked your open account with your manufacturer? When was the last time you checked other accounts, such as a co-op advertising account? The franchisor open accounts should be reconciled monthly.  It should be a regular part of the controller’s month end duties. Why?  Very simply, there is a great […]

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