All Episodes
Episodes
BHPH & LHPH Deal Structure: What We Know
Folks sometimes ask for a "blueprint" or "recipe" when it comes to BHPH/LHPH business models. There are two main types of structure that would be part of any approach that we'd be recommending. In this Friday...
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Expert Guest Brent Carmichael: Best Skillsets for the BHPH Sales Floor
What traits and characteristics work best in BHPH & LHPH sales? Can experienced "car people" from a retail or franchise background make the transition? Join this White Hat Wednesday episode to hear Brent...
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Monday: Are We Promising Reliable Used Cars in BHPH/LHPH?
No doubt, the customers will ask for "something reliable." How do we answer? Is reliability something we can and should promise on higher-mile vehicles? In this Monday broadcast, we'll break down the price we...
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BHPH/LHPH Applicant Income: How Much Is Enough???
Let's get real with the math and play with some pie charts. How much take-home pay is enough to allow BHPH/LHPH buyers to manage (your) car payments well? In this Friday broadcast, we'll consider the typical household...
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In BHPH/LHPH, How Hard Should We Sell?
In our segment of BHPH & LHPH, we serve a customer with poor or marginal credit or perhaps no credit at all. In this White Hat Wednesday broadcast, we're asking questions about sales. In particular, we are opening...
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Repo Redemptions: Some Dos and Don'ts
After repossession, do you (should you) ever let the customer back into the car? If so, under what circumstances do you allow the customer to redeem? On this Monday broadcast, we'll offer some tips and things to...
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Friday's Hot Topics from Facebook and the Trenches of BHPH/LHPH
Facebook is buzzing as always. Lately, we've seen threads around capital, payment processing, tax refund traffic and more. On this Friday broadcast, we'll discuss a few of those as well as some of the topics surfacing...
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Dealer Advocacy: Crystal & Luis Aguayo Join in Studio
When dealers find themselves stuck in no-mans-land on matters of technology, etc., who will advocate on their behalf? In this White Hat Wednesday broadcast, Crystal and Luis Aguayo, co-founders of ScopeXpros join us...
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In Marketing, What/Who Is Your Avatar in BHPH or LHPH?
Who is your target BHPH/LHPH customer??? To begin to shift your marketing efforts from a "shotgun approach" to a more efficient one with rifle-like precision, it is important to identify your ideal customer. In this...
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Hiring Management: VA Dealer Blake Brown Discusses Her Search
Are experienced managers with no BHPH background going to be effective??? Virginia BHPH dealer Blake Brown is looking to hire a GM/COO. She joins this Friday broadcast (11am EDT) to share her thoughts on the...
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Weds: "Tip o' the (White) Hat" to BHPH Thought Leader Rick Reeves
On this White Hat Wednesday, we're taking time to recogize the "good guy" contributions of retired consultant and trainer Rick Reeves. Dating back to the 90's, many dealers across the US adopted Reeves' DCF program to...
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Top 10 Questions We Should Be Asking in BHPH & LHPH At This Time
What are the RIGHT questions to ask on behalf of BHPH & LHPH dealers at this particular time? What do dealers most need to know be successful in the months and years to come. On this Monday broadcast, we'll list...
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