articles by tony noland - 2002

Jan 1, 2002 Ward's Dealer Business Tony Noland

October was probably the best new-vehicle sales and profit month in the history of the franchised automobile business. But as you know, used vehicle sales...

HOW TO TURN MIRRORS INTO WINDOWS

Feb 1, 2002 Ward's Dealer Business Tony Noland

Here are two quotes on the benefits of training, and the potential results: “Education is learning what you didn't even know you didn't know.”...

KNOW YOUR USED-VEHICLE MARKET, TOO

Mar 1, 2002 Ward's Dealer Business Tony Noland

While 2002 new-vehicle sales estimate consensus are down approximately 10% from the 17.2 million sales level in 2001, used-vehicle sales are expected...

WHY GOOD BUSINESS PLANS FALL FLAT

Apr 1, 2002 Ward's Dealer Business Tony Noland

How often do we see a favored team lose an important game? Fairly often. It happened as recently as the Super Bowl and we see it each year during the...

DEALER TAKES IT TO THE NEXT LEVEL

May 1, 2002 Ward's Dealer Business Tony Noland

One of the pleasures I receive from writing this column and speaking with readers is sharing personal experiences of best practices I've seen. I want...

BENCHMARK YOUR EXPENSE CONTROLS

Jun 1, 2002 Ward's Dealer Business Tony Noland

Thanks to automakers' incentives programs, new vehicle sales continue at a rapid pace as we hit the mid-year point. We're on pace for a 17.5 million-unit...

HOW TO CONTROL FLOOR-PLAN COSTS

Jul 1, 2002 Ward's Dealer Business Tony Noland

I watch the monthly performance of our client dealers, looking for trends in floor-plan costs. Some dealers can consistently manage their inventory with...

NOW IS THE TIME TO GET INVENTORY RIGHT

Aug 1, 2002 Ward's Dealer Business Tony Noland

The model year-ending close out incentives are now in full swing and dealers everywhere are scrambling to sell the balance of their 2002 models to make...

Making Service Sell

Sep 1, 2002 Ward's Dealer Business Tony Noland

I don't recall a 20 Group meeting where the subject of employee productivity didn't enter into the conversation at some point. During the last two meetings...

Believe in Magic?

Oct 1, 2002 Ward's Dealer Business Tony Noland

During most 20 Group sessions or training meetings, the subject of salespersons' productivity, turnover and compensation comes up. I mean no disrespect...

Guide to '03 Forecasting

Nov 1, 2002 Ward's Dealer Business Tony Noland

Involve your management staff as you plan for 2003. Not only have they a vested interest in preparing the forecast, but you will also get them on board...

When Car Sales Soften

Dec 1, 2002 Ward's Dealer Business Tony Noland

My December, 2001 column addressed “Life After 0% Financing.” Oh well, so much for my prediction that such incentives would likely be ending...

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