Spring 2012
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| Is it time to expand? — Caution is the name of the game when bulking up for a recovery | |
 | Sales are finally recovering in most states, and banks are lending again. So, it might be time for many dealerships to renovate, repair or expand to stay competitive in their market. But how to be sure? This article discusses how to look at market forecasts and examines the scenario analysis tools a CPA can use to evaluate whether an investment makes sense. A sidebar offers some tax reasons why expansion might be a good idea in 2012. Read More |
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| Consider plumping up your service menu | |
 | Dealerships are finding that it’s easier to sell F&I products at the time of a costly repair, or when the customers’ warranties are about to expire, than it was at the sales closing. As a result, more service writers are being trained to talk about the value of service contracts and prepaid maintenance plans and how to close them. This article discusses sales techniques that work and how to be ready before a customer returns for a visit. Read More |
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| Protecting your assets in a divorce | |
 | Divorces can be painful. Hiring an outside financial expert to serve as a consultant can help ease the financial pain. This article shows how an expert can value a dealership and perform other financial tasks to help achieve an equitable distribution of assets that doesn’t spread an owner too thin personally or impair dealership performance. Specifically, it looks at what constitutes a marital asset, the three approaches used to value a dealership, and the distinction between business and personal goodwill. Read More |
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| Used vehicle departments reap what they sow | |
 | Used vehicles are in high demand and short supply. Low-mileage, fuel efficient cars are especially hot. But it’s important to not get caught up in the hype. Discipline is the only way to consistently make money when selling used vehicles. This short article explains how to appraise with care and get salespeople to agree on the worth of a particular vehicle. Read More |
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This publication is distributed with the understanding that the author, publisher and distributor are not rendering legal, accounting or other professional advice or opinions on specific facts or matters, and accordingly assume no liability whatsoever in connection with its use. ©2012 • AFCsp12 | |