Helpful Tips on How to Get a Car Loan from Nationwide #automobiles


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Banking Resources arrow expand

Nationwide

New Auto Loan Used Auto Loan Auto Loan Refinance

CONTACT US FOR ASSISTANCE

Call 1-877-422-6569 8 a.m. – 11 p.m. ET Monday – Thursday 8 a.m. – 9 p.m. ET Friday 9 a.m. – 5:30 p.m. ET Saturday

Get Helpful Information on How to Get a Car Loan

We understand that the process of getting a car loan can be confusing. That’s why we’re prepared to help you learn how to get a car loan and make smart decisions every step of the way.

Car financing tips

If you want to lease or buy a new or used car, first you should think about how you’re going to finance it. Auto loan financing can be a great way to afford a new car, but it’s important to prepare yourself as much as possible before making your purchase. Start by using our auto loan vs. car lease calculator to help you determine which option is right for you. We know you’re anxious to start driving a new car, but don’t lose sight of the investment.

Getting a car loan through a dealership is not always the best option, as you can wind up paying more than necessary. Consider getting preapproved for your auto loan from a bank instead.  By knowing how much financing you have before you go to the dealership, you can keep the focus on the price of the car. Plus, being preapproved for a specific amount can keep you from being tempted by a car that’s above your budget.

Know your credit score

Your credit score has a large impact on the interest rate you receive for your auto loan. When you apply for a loan, lenders will run a credit report that looks into factors such as your payment history, the length of time you have been using credit and the amounts owed. The higher your credit score, the lower your interest rate may be. Review your credit score and look for any flaws in your payment history of loans, credit cards or other debt. If you can delay buying a new car for a little while, spend some time improving your credit score by making regular payments and paying off existing debt. By doing so, you’re likely to get a better interest rate on your auto loan, which means paying less on what you borrow.

Review your budget

Take a look at your budget to determine the amount of a monthly car loan payment that you can comfortably afford. Knowing what is and isn’t within your means will help you stay on track during the car loan financing process. You can also easily figure out your monthly car loan payments with our auto payment calculator.

Compare prices

If you know the make, model and year of the car you want to finance, do some price comparisons to estimate the amount of the auto loan you would need. If you don’t know what kind of car you want to buy, you can get preapproved for an auto loan using the same application. This means that when you find the right car, you’ll already have the financing in place to buy it.

Apply for car loan financing

At Nationwide Bank, you can finance your car entirely online at your convenience. It takes just a few minutes to get preapproved. After that, you can use Nationwide Auto Shopping Service to learn what people in your area are paying for similar makes and models. Once you’ve found the car you want to buy, you can complete the loan and sign your loan documents online.

Save when you choose automatic loan payments

Sign up for automatic payments on your car loan instead of paying by check each month. At Nationwide Bank, we offer a 1% discount on auto loan rates for people who choose automatic payments. That means you can save money and maximize convenience. Plus, you can choose when to make your monthly payment so it fits within your budget.


Auto Air Conditioning Compressor from Discount AC Parts #american #auto


#auto air conditioning
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AUTO AIR CONDITIONING COMPRESSOR

Best AC parts deal at Discount AC Parts:

All OEM AC parts

All quality-tested AC parts

Full warranty on AC parts

Free Shipping on all orders

Toll free assistance on calling 1-800-398-3128

The auto air conditioning compressor is called the heart of the air conditioning system. It is called so for the function it carries out in the system. The main function of the auto air conditioning compressor is to control and regulate the flow of refrigerant throughout the system. Located in front of the engine, the auto air conditioning compressor separates the high pressure and the low pressure sides of the air conditioning system. Working in a closed loop system, the auto air conditioning compressor draws the refrigerant from the evaporator in the inlet side, compresses and pushes it to the condenser in the high pressure side of the system. When there is any problem with the working of the air conditioning compressor then you need to look into it immediately as it may affect the entire cooing system.

All of our parts come with Free Shipping and No Core Deposit. No one can match that. Most of our compressors have the clutch included to avoid the trouble of installing a clutch.

At Discount AC Parts you can find original AC parts for your vehicle. Just by selecting the year and the model of your vehicle, you can find the perfect replacement AC parts. All the parts listed in the website are tested to meet the quality standards of the industry and are available at discount prices.

Sales associates are available Monday through Friday from 6am-5pm PST. Give us a call Toll Free No: 1-800-398-3128 to find out about why we can offer the best quality in parts at low prices. Rest assured that you will be getting the best customer service, the best parts, and the best technical advice in the business.


Find Used Hyundai Parts from Hyundai Salvage Yards and Junkyards #auto #parts #warehouse


#hyundai auto parts
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Used Hyundai Parts

From ashtrays to engines, headlights to transmissions, we can help you find any used Hyundai parts you need. Even better, all parts are guaranteed to fit your Hyundai.

PartRequest.com’s vast network of salvage yards allows you to quickly and conveniently find parts for virtually every Hyundai ever made. Start searching today for the best prices on the best used parts.

Locate Hyundai Parts Fast

In just a few quick steps you’ll be able to find the Hyundai parts you need to repair your car. PartRequest.com’s used parts locating service will help you find any part you need, efficiently and affordably. With one of the largest networks of reputable Hyundai salvage yards available online, we take the hassle out of trying to find the Hyundai parts you need at the prices you want.

Affordable Hyundai Parts

Are you searching online trying to find affordable replacement Hyundai parts. Affordable Hyundai parts are easy to find with PartRequest.com’s used auto parts locating service. The best way to find inexpensive used parts is to get quotes from several salvage yards. That’s exactly what PartRequest.com does for you. As the leading used auto parts locator we’re confident that we can find the parts you need right away. In fact, we guarantee to find your parts in 72 hours or less. You’re sure to find affordable Hyundai parts by letting our salvage yards compete for your business, which is how we help you save money AND time.


Importing a Used Car and Used Truck From Canada #dodge #auto #parts


#buying used car
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Importing a Used Car and Used Truck from Canada

By Keith Griffin. Used Cars Expert

Keith Griffin has been an automotive journalist and new car reviewer for more than 13 years. His experience as a journalist dates back 35 years. He is currently immediate president of the New England Motor Press Association.

For those who live along the U.S./Canadian border, it might be tempting to import a used car or used truck from Canada that is being sold at an attractive price, but you need to take certain steps to make sure your used vehicle is right for the U.S. market.

Obviously, because of the North American Free Trade Agreement, a lot of goods are shipped between the U.S. and Canada for sale in the two countries.

Continue Reading Below

There is little to limit the free flow of goods but that doesn t mean the average consumer can bring a used car or used truck from Canada without taking some important steps.

Look for the Manufacturer s Label

Even though Canadian manufacturing facilities make cars for sale in the U.S. market, that does not mean all cars made in Canada, even by U.S. companies, are considered conforming for the U.S. market. The vehicle s manufacturer s label must be inspected to determine whether or not the vehicle was manufactured for U.S. distribution. The label is usually found in one of the spots: the door latch post, the hinge pillar, or the door edge that meets the door-latch post, next to the where the driver sits.

Continue Reading Below

Used Car Import Standards

The Pennsylvania Department of Transportation http://www.dmv.state.pa.us/, which hardly sits next to Canada, has some good advice on its website about this topic: The U.S. Department of Transportation (DOT) has advised that vehicles made in Canada for the Canadian market, U.S. manufactured vehicles originally intended for the Canadian market, or other foreign made vehicles available for the Canadian market may not meet the requirements in the National Traffic and Motor Vehicle Safety Act (and the policies and regulations adopted as a result of this Act) and EPA emission standards. In addition, certain makes of vehicles, Volkswagen, Volvo, etc. for certain model years, 1988, 1996 and 1997, do not meet U.S. DOT safety standards.

However, the standards are pretty lenient. The National Highway Transportation and Safety Administration (NHTSA) says on its website: Because the requirements of the Canadian motor vehicle safety standards (CMVSS) closely parallel those of the Federal motor vehicle safety standards (FMVSS), rather than determining import eligibility on a make, model, and model year basis, NHTSA has issued a blanket import eligibility decision covering most Canadian-certified vehicles. However, because there are some dissimilarities between the CMVSS and FMVSS, a Canadian-certified vehicle manufactured after the date on which an FMVSS with differing requirements takes effect can only be imported under the blanket eligibility decision if the vehicle is originally manufactured to meet the U.S. standard.

In effect, most Canadian vehicles are going to meet U.S. standards. It doesn t hurt to spend a few minutes to check out the NHTSA import rules, http://www.nhtsa.gov/cars/rules/import/ though.

The Environmental Protection Agency (EPA) also regulates the importation of vehicles for compliance with the emissions standards administered by that agency. For further information on those requirements, you may call the EPA Imports Hotline at (734) 214-4100 or visit that agency s website. http://www.epa.gov/otaq/imports/index.htm.

Who Can Import?

Any one can import a vehicle into the U.S. if the vehicle is being brought in for personal use. It has to comply with U.S. EPA emissions and federal DOT safety standards. Otherwise, a U.S. Department of Transportation Registered Importer www.nhtsa.gov/cars/rules/import must import the vehicle.

By the way, there is a system in place to check if a used car from Canada has liens, title problems, or has been reported stolen. Can you imagine the nightmare of paying for a used car and having it denied entry into the U.S. Canadian authorities strongly suggest that no vehicle be titled or registered until it is checked for liens, brands and stolen status. You can go to a website called AutoTheftCanada http://www.autotheftcanada.com and follow the VIN/Lien Check tab. CarProof.com https://www.carproof.com/home.aspx will provide direct, online information regarding liens and brands in Canada. A fee is charged for each request.

Good luck if you happen to be used car shopping in Canada and live in the United States. Just remember that it s not as easy to bring a used car into the United States as driving across the border.


News From Lee Auto Malls – News, Events – Promotions from Maine – s Largest Auto Dealer #kings #auto #mall


#lee auto mall
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News From Lee Auto Malls

Lee Summer Camp Scholarships Awarded to 118 Maine kids

For the fourth straight year, Lee Auto Malls is helping Maine kids make the most of their summer vacations.

We re proud to announce that we are providing summer camp scholarships to 118 Maine children to attend the camp of their choice. This is the fourth year we ve run this program and this is the largest number of scholarship we ve awarded to date!

The program is available to clients of Lee Auto Malls finance divisions, Maine Auto Credit and Atlantic Acceptance Corp. as well the children of Lee Auto Malls employees. Each child is awarded up to $300 to attend the camp of their choosing.

This year, Lee is helping to send Maine kids to soccer, football and basketball camps, math and science camps, 4-H camps, wilderness adventure camps, and lots more! It s fun just to look at the list and see where all these great kids will be having fun this summer!

Lee Auto Malls is proud to be a Maine family-owned business. We want to encourage Maine kids to fall in love with their home state and experience everything it has to offer. And we can t wait to see the photos! Parents: Please post a photo of your child enjoying their summer camp experience on our Facebook page !

Fun-filled weekend at Maine YogaFest 2014!

We were proud to once again support Maine YogaFest this past weekend in Portland! This is the festival s second year and Lee has been a primary sponsor both times.

This time around the festival was a huge success, twice as big as last year and with tons of great classes and activities. Lee ran a photo contest, inviting attendees to show off their best

yoga poses in front of one of Lee Toyota s new 2014 Toyota Tundras. We re posting just a sample of these great photos here, more will be posted at the Maine YogaFest Facebook Page .

We re honored to be a part of this event. We have an passion for providing the best customer care of any car dealer in Maine, and we re inspired by seeing people follow their own passions, whatever they may be. Congrats to the organizers of Maine YogaFest on a wonderful festival and we ll see you again in 2015!

Maine YogaFest attendees show off their flexibility in front of a new Toyota Tundra on Saturday in Portland.

Support MPBN Enter To Win A 2014 Nissan Juke From Lee

Maine Public Broadcasting s spring fundraising drive kicks off this week, and once again Lee Auto Malls is stepping up to donate a brand new car in support of the Life Is Better With MPBN campaign .

Anyone who donates to MPBN during the month of May will automatically be entered to win a 2014 Nissan Juke S from Lee Auto Malls. The prize is currently on display at Lee Nissan of Topsham .

The 2014 Nissan Juke S (MSRP: $22,125) is a fun, sporty crossover SUV that features all-wheel-drive, aggressive styling and advanced entertainment technology. This popular hatchback comes in a variety of colors, including Cayenne Red, Bordeaux Black and Atomic Gold.

This is the fourth straight year Lee Auto Malls has donated a car in support of the Life Is Better campaign. Lee Auto Malls Chairman Adam Lee says the company focuses its charitable giving on causes that improve the lives of all Mainers.

MPBN keeps us informed and provides a vital voice for the people of this state, Lee said. Life in Maine really is better with MPBN, and we are proud to do what we can to support them.

Making a donation to MPBN automatically enters someone into the drawing. In addition, anyone can enter the contest by filling out an entry form at any of the 20 Lee Auto Malls dealerships in Maine.

Lee Nissan of Auburn recognized for high owner satisfaction

Nissan has awarded Lee Nissan of Auburn its prestigious Owner First Award for Excellence in 2013. Lee Nissan was the only Maine Nissan dealer to receive this award, and is one of only six winners in all of New England.

Congratulations to Sales Manager Mike Hansen and his team at Lee Nissan of Auburn for delivering the highest level of service and satisfaction to our customers. Great job everyone!


WA State Licensing (DOL) Official Site: Transfer ownership of a vehicle when buying from a private party #auto #connection


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2. Gather the information you ll need

Find out how much it will cost by contacting a vehicle licensing office location .

3. Complete all necessary forms

  • Vehicle/Vessel Bill of Sale Completed by you and the seller.
    • Enter sale price This is used to calculate the use tax .
    • Enter zero if it s a gift or inheritance.
  • Vehicle Certificate of Ownership (Title) Application Sign it in front of a:
    • notary public, or
    • licensing agent at an office .

4. Submit your forms and payment

Submit the following to an office :

  • Vehicle/Vessel Bill of Sale,
  • Vehicle Certificate of Ownership (Title) Application,
  • The current vehicle title, and
  • Payment contact an office for the exact amount.

If needed, also submit:

  • Emissions testing report,
  • Affidavit of Loss/Release of Interest, or
  • Odometer Disclosure Statement.

Getting your title

How quickly do you want your title?

  • You can visit or mail your forms and payment to an office .
  • It will take 8 10 weeks to get your title.

If you need it faster than 8 10 weeks:

  • You can visit or mail your forms and fees to a Quick Title office * .
  • It ll cost $50 plus the title fees.

* Note: Quick titles aren t available for snowmobiles, vehicles or boats reported as stolen, insurance or wrecker-destroyed vehicles and boats, or vehicles with WA Rebuilt on the title.

5. Get new license plates

Since the vehicle has changed ownership, you ll need to get new plates.

There are exceptions Plates don t need to be replaced if:

  • You re removing a deceased spouse or domestic partner from the title.
  • You got your vehicle from:
    • your spouse or domestic partner,
    • a family member as a gift or inheritance, or
    • a trust in which the registered owner or their immediate family members are the beneficiaries of the trust.

6. Add the vehicle to your License eXpress account

  • See when your vehicle s tabs are due.
  • Make sure your address is up-to-date.
  • Sign-up or update email renewal notices and more.

Used Car Loans to Finance Your Vehicle from Nationwide #used #car #search #engine


#auto loans
#

Banking Resources arrow expand

Nationwide

New Auto Loan Used Auto Loan Auto Loan Refinance

CONTACT US FOR ASSISTANCE

Call 1-877-422-6569 8 a.m. – 11 p.m. ET Monday – Thursday 8 a.m. – 9 p.m. ET Friday 9 a.m. – 5:30 p.m. ET Saturday

Apply for Used Car Financing With Nationwide

Current used car loan interest rates

APR subject to change. Fixed rate terms up to 48 months require a minimum amount financed of $50,000 to obtain the lowest APR. Fixed rate terms of 60 months and beyond require an amount financed between $25,000 and $49,999.99 to qualify for the lowest rate. See below for payment examples. APRs shown assume excellent borrower credit and a 1% discount for automatic ACH payments. Rates will be 1% higher if automatic payments are not selected or cancelled after loan closing. Loan is subject to approval. Additional terms and conditions may apply.

Payment examples: A 48 month loan for $50,000 at 3.58% APR would have 48 monthly payments of $1,119.58. A 60 month loan for $25,000 at 2.99% would have 60 monthly payments of $449.11.

LEARN MORE ABOUT OUR USED AUTO LOANS

Many banks charge a different rate for a used auto loan or don’t offer loans for them at all. At Nationwide Bank, we offer the same great rates for new, used and refinance car loans. And we’ll be with you every step of the way.

  • Find helpful advice and calculators from our Auto Loan Resource Center . 
  • Apply online anytime, anywhere from your computer, tablet or smartphone. 
  • Get preapproved for your loan so you can negotiate a better price on your car with the seller. 
  • Use Nationwide Auto Shopping Service to be confident that you’re getting a fair price on your car. Research used cars and certified pre-owned cars to find out what others in your area have paid, then get a guaranteed savings certificate to take to the dealer. 
  • Tell us the date that works best for your automatic loan payments, and choose to pay a bi-weekly or monthly payment. There’s no extra charge for bi-weekly payments.

Gather the information below, and get started today!

Here’s what you’ll need to apply for an auto loan. You must be at least 18 years old and a U.S. citizen or legal resident to apply. Be sure to check your credit and resolve any disputes on your credit report. If applying jointly, both people should request a credit report before starting the application.

Nationwide Bank takes your privacy seriously. To protect your information, we will also verify your identity.


Read Auto News Behind-the-scenes sneak preview from Toronto auto show #recycled #auto #parts


#toronto auto show
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‘Art and the Automobile’ feature traces a century of artistic evolution in auto design

by Gerry Malloy – February 9, 2015, 3:30 AM

Most auto shows tend to focus primarily on current and future vehicles but the Canadian International Auto Show, in Toronto, has frequently made space for a look back as well.

The 2015 CIAS continues that tradition with its ‘Art and the Automobile’ feature exhibit, which traces the artistic evolution of automotive design over almost a century from Canada’s first automobile in 1867 to concept cars of the 1960s.

Construction is now under way on the exhibit, which includes 19 historic cars staged in an art gallery-like setting against backdrops of period-matching architectural scenes from the Toronto area.

They will be complemented by works of automotive art from internationally renowned Canadian artists Ken Dallison and Jay Koka.

‘Art and the Automobile’ is presented by the Cobble Beach Concours d’Elegance and the Murdoch Mysteries TV series and includes cars featured in both the Concours and the series.

Overflowing with with automotive eye candy, it’s a spectacular exhibit that just may be the hit of the auto show. The show opens to the public at the Metro Toronto Convention Centre on Friday, February 13 and runs through Sunday, February 22.


Car Diagnostic Tools Hot Sale, OBD2 Scanner From #used #jeeps #for #sale


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New Items

News & Event

New arrived MCT-200 Motor Scanner Tool

Original Launch x431 5C Auto Scanner with Bluetoot.

Why Choose Original Launch CRP 123

Big promotion for DA-VINA 2534 Jaguar and LandRove.


Best Practices from a Superstar Internet Director #auto #action


#internet auto sales
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Best Practices from a Superstar Internet Director

Internet Director Dave Handel is worthy of the title Superstar. He s responsible for the Internet departments for nine franchises at five Rosen Automotive Group locations in Illinois and Wisconsin. In fact, two of Handel’s stores, Rosen Honda and Rosen Nissan Suzuki Kia, made the Dealix Dealer Hall of Fame List for having the highest close rates in 2004. (Look for a special insert in Automotive  News and other dealer publications during NADA.) In spite of his busy schedule, Handel took some time to share his strategies for motivating his teams and managing high powered Internet sales departments.

Kristen Stanton:  Thanks for taking the time to speak to our readers, Dave. How long have you been an Internet dealer?

Dave Handel:  I’ve been in Internet sales since ’96 -’97 – since the birth of the industry, so to speak. I only know that I’ve been selling to Internet customers for a long time! (laughs)  Early on, we got some leads from our own sites and a few from our OEMs. Third party providers came onto the scene about six years ago.

KS:  How do you go about building an Internet department?

DH:  You have to determine the market, based on your franchises and demographics. Then it’s about building the right team. That’s the most important part. In addition, you must have a uniform sales process and a great lead management system.

KS:  How do you find the best people for the job?

DH:  The skills required for an ISM are unique. I rarely hire floor sales people to be Internet sales people. It’s just a different skill set. Many floor sales people do not have the ability to sit still! (laughs)  Being an ISM is very tedious work. You need to be able to sit at the computer all day, make phone calls and email prospects. Those are the kind of critical communication skills required for the job. The other is organizational skills –being very organized to manage your leads and follow-up religiously. Believe it or not, I actually prefer people who have less experience than a lot of car-sales experience, because they’re less likely to have bad habits!

KS:  Do your ISMs follow a set process, or does it vary person to person or store to store?

DH:  I’m not a micromanager. Anyone who tries to micro-manage their ISMs is doomed to failure. But I do have a solid sales and follow-up process that they follow – and they see the results quickly if they stick with it.

I work with the team, checking all emails and templates for content, grammar, etc. It’s important to be professional and to differentiate yourself. It’s a good process. Day one send an auto-responder, make your first phone call, and send a personal email that includes upfront pricing. Assuming the ISM doesn’t hear back from the customer, day two – second phone call. Day three – second email. Day four – third phone call. So, by day five, the prospect has gotten at least three emails and three phone calls. Then I mark them as “dead.” But they’re not really dead, are they? (laughs)  The average selling time from the original inquiry is over 70 days!

Then I send my “Letter from the Internet director.” I write something to the effect of, “Dear Sue, my staff has been unable to get a hold of you to properly respond to your request for more information on a Nissan Altima. Please let me know if I can answer any questions or help out in any way. It’s our goal that this is the best car buying experience you’ve ever had. Any feedback you would like to provide on how my team has handled your request would be appreciated. We’ll do your best to earn your business.” – something along those lines – and I get an incredible response to that email.

We’ll also send out bulk emails every couple weeks with special offers and promotions to keep our name out there. We don’t spam people, but follow-through is the key to success.

Another thing I need to stress is that Internet dealers need to give people prices. The number one complaint we get from customers is that no one calls them back – 30% of all leads go unanswered unbelievable, but true. The number two complaint is that they don’t get upfront prices. If you don’t give a price, it makes them feel like they’re living the old car buying experience, which drove them online in the first place. You’ve got to give them a price.

KS:  When it comes to measuring your team’s success, what do you track?

DH:  Again, I’m not a micromanager, but we do track things. First of all, it’s close rates. If you’ve got an ISM handling 200 leads and they’re only selling five cars, something is very wrong! I shoot for 10% close rates, at least, and 15% is great. Occasionally I’ll get 15% close rates for the whole team – that’s a great week!

I also look at response times, though I’m not insane about them calling back within 20 minutes. In fact, it’s not the worst thing if they’re not the first person the customer hears from. You know the customer will be hearing from more than one dealer. So, be the second and be so much better than the first call they got!

I also look at the percentage of the dealership’s overall sales. I shoot for having the Internet department responsible for 25% of the dealership’s overall sales. In addition, cost per sale is huge! Very important. If you’re spending $175 cost per unit sold with your Internet leads (compared to $450 through other media), you can consider that savings additional gross. But measuring gross is a bit of a political hot seat, so I try not to get too involved with that and leave that to our CFO. Floor sales people give away their share of gross too. We focus on having satisfied customers and avoiding the frustrating back-and-forth experience.

KS:  Do you use CRM tools to do this?

DH:  Yes. But instead of talking about what I currently use, which I inherited in some of my stores and am not totally satisfied with, I’ll talk about what dealers need to look for in a good tool. How’s that? Foremost, a good tool should be Web-based so ISMs, Internet directors, etc. get the flexibility of accessing it from different stores, or even from home. I need to be able to log-in and see what everyone is doing.

It should also “protect” the ISM, so no one can skate their deals. It should house templated emails, auto-responders, graphics – so an ISM can send their photo, the dealership s logo, etc. in their emails. It should also give the dealer the ability to track appointments, appointment shows, etc. All leads should be held in a central location, regardless of the source. We get leads from our site, from our OEMs, and over half from third parties.

Leads need to be organized in such a way that none of them fall through the cracks. For every lead in the lead management tool, there should be a future action attached to it. If I see 200 active leads in the tool, there best be 200 future actions, whether it’s to call, send an email, etc. If there are more future actions than leads in the tool, I know the ISMs are cheating! (laughs)

KS:  How do you prevent the typically high turnover of sales people in dealerships?

DH:  It’s a huge problem in dealerships. It’s painful to lose people, because not just anyone can step into that position. I have two-to-three ISMs in each store, so losing one can have serious ramifications. My attitude is that I’m not a dictator, I’m a teacher and a mentor. I motivate people by teaching them and praising them, rather than being condescending. (Editor’s note: No surprise, Handel was a therapist before his career as an auto dealer.)  They say 75% of people who leave a job do so because they feel insecure – not because of the money. You have to look at it as a cycle – treat people negatively, like they don’t matter, then they feel like crap, then they don’t perform to their potential. Treat them like they’re winners, they matter, and you’ll get the results you want. GMs or owners cannot treat their sales people like they’re just another car deal. Your salespeople are not pieces of sheet metal! (laughs)  Paying ISMs should not be like a car deal where you try to squeeze another hundred bucks out of them! Sure, you’ve saved a hundred bucks, but now you risk angering them and make them less effective sales people.

KS:  Well, that’s a great segue to my next question. How do you compensate your team?

DH:  I try to keep it uniform, but it’s always a work in progress. I pay a base salary, plus a volume bonus, plus a percent of gross. ISMs should be motivated to hold gross through trade-ins. I think ISMs should also get paid higher “minis” since they don’t have as much of an opportunity for gross as the guys on the floor. I also try to get them 50% of gross on accessory sales. ISMs who get paid on accessory sales and trade-ins, so they have the ability to earn what they deserve. If you have an ISM who is able to sell 30 cars a month, they are not going to stick around for $70k a year. Give them the opportunity to make money on these other things, then they can turn that into $100k a year. That’s reason to stick around. And that’s important when you have a great ISM!