The Dealer Speaks
THE DEALER SPEAKS: O.C. WELCH, O.C. WELSH FORD-LINCOLN
'All this Bluetooth stuff' is a time-suck for dealerships
12:01 am U.S. ET | June 3, 2013
From the time he started his own car-cleaning and -detailing operation in Savannah, Ga., at age 20, O.C. Welch knew he was going to be a lifer in the car business.... Read More » Comments [0] | Recommendations [0]
THE DEALER SPEAKS: ANDREW DIFEO, HYUNDAI OF ST. AUGUSTINE
Customer data, online tools are key to dealer's strategy
12:01 am U.S. ET | June 3, 2013
Andrew DiFeo opened his own store, Hyundai of St. Augustine, in Florida, in 2008. By focusing on Internet marketing and online reputation- and customer-relationship management, DiFeo has increased average monthly new-vehicle sales from about 50 in the first year to about 115 through April this year.... Read More »| Related topics: | Dealer Groups and Dealerships | Shareholder Value | NADA | Dealer Issues | Best Practices | Innovative Dealers | Visionary Dealers | Finance and Insurance | Fixed Operations | Advertising | Used Cars | Vehicle Sales | U.S. Monthly Sales |
THE DEALER SPEAKS: BRUCE BENDELL, MAJOR CHEVROLET
Brothers run lean to survive in the big city
12:01 am U.S. ET | Sept. 17, 2012
Bruce Bendell, 58, hopes his kids won't follow in his footsteps. He loves the auto industry but says it's getting harder to survive with ever-shrinking profit margins, growing costs and increased competitiveness.... Read More »THE DEALER SPEAKS: TIM WHITE, WHITE FAMILY DEALERSHIPS
After 98 years on duty, White Group is eager for century No. 2
12:01 am U.S. ET | Sept. 17, 2012
When a public dealership group recently approached Tim White and his brothers about selling several of their stores, the family sat down to consider its future. "We decided we really didn't want to get out of the automotive business," said Tim White, whose grandfather, Hugh White, founded the business. "It's a wonderful base."... Read More »THE DEALER SPEAKS: CHADWICK MARTIN
A veteran auto dealer at 26: He stepped in, stepped up
12:01 am U.S. ET | March 19, 2012
He grew up the son of a prominent car dealer, but Chadwick Martin had dreams of becoming an entertainment lawyer or an agent. But in 2006, the death of his father, Cornelius, in a motorcycle accident changed everything. At age 26, Martin now leads the company his father founded, Martin Automotive Group, a unit of Martin Management Group of Bowling Green, Ky.... Read More »THE DEALER SPEAKS: GREG GOODWIN
'Skin in the game' philosophy guides Kuni
12:01 am U.S. ET | March 19, 2012
After acquiring the five-dealership Pioneer Centres group in December, Kuni Automotive foresees its biggest year ever in 2012. Revenues should jump from around $600 million in 2011 to more than $800 million, CEO Greg Goodwin said. "The way business is looking right now, I'm convinced that's very conservative," he said.... Read More »THE DEALER SPEAKS: ALAN STARLING
Dealer has a fairy-tale career in the shadows of Disney
12:01 am U.S. ET | March 19, 2012
Dealer Alan Starling, 64, thanks Walt Disney for some of his success. His three Florida stores are in the shadow of Disney World. That has created pressure to keep up showroom appearances and customer service.... Read More »DEALER SPEAKS: CARL SEWELL, SEWELL AUTOMOTIVE COS.
Sewell prospers, looks to grow in Texas luxury market
12:01 am U.S. ET | Sept. 19, 2011
Dealer Carl Sewell of Dallas celebrates his family company's centennial this year. The last few years of the Sewell family's first century in business have been among the industry's most challenging periods. But Sewell Automotive Cos. is prospering, despite losing Hummer, Saab and Pontiac stores. It's a long way from the beginning in 1911 when Carl Sewell Sr.... Read More »DEALER SPEAKS -- ROB COCHRAN, COCHRAN AUTOMOTIVE
Pittsburgh-area retailer grows despite tough economy
12:01 am U.S. ET | Sept. 19, 2011
Rob Cochran, CEO of #1 Cochran Automotive, has had double-digit growth at his Pittsburgh dealership group the last three years even while the economy slumped. The second-generation car dealer keeps a close watch on critical financials and runs a centralized operation that emphasizes teamwork. He also holds his staff accountable for committing to the company's core values.... Read More »THE DEALER SPEAKS -- ERNESTO AND APRIL ANCIRA
April Ancira prepares to follow in her dad's footsteps
12:01 am U.S. ET | May 23, 2011
Family comes first at Ancira Enterprises in San Antonio. Ernesto Ancira Jr. (pronounced an-SEE-rah), who grew up in Mexico City, bought into his first dealership in 1972 as a minority applicant. He built his company into the nation's 82nd-largest dealership group, with sales of $461 million in 2010 on retail sales of 6,607 new units.... Read More »THE DEALER SPEAKS -- STEVE GERMAIN
Recession sharpened Germain's focus on core business
12:01 am U.S. ET | May 23, 2011
For years, Germain Motor Co. had annual look-ahead meetings. Now those meetings are quarterly -- buttressed by twice-monthly "strategic action" powwows. CEO Steve Germain says the moves represent a new, sharpened focus on the business. That fresh focus was spawned by the recession -- and a wind-down letter from General Motors.... Read More »
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Special Report
 Dealer O.C. Welch's big-truck turnaroundAfter Mercury's demise, South Carolina Ford-Lincoln dealer O.C. Welch had to find a way to replace lost revenue. He decided to load up on Super Duty pickups – and sell them online. Mon., June 17» Watch the Video |
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