Brian Benstock - Cash for Clunkers program has mechanics 'killing' old cars

BY Irving Dejohn and Rich Schapiro
DAILY NEWS WRITERS
August 10th 2009


Alejandro Soler, assistant to 'executioner' mechanic Joe Chiu, holds the sodium silicate that destroys car engines after the cars are brought in as part of the Cash for Clunkers program.

Their deaths can be slow, violent and painful to watch. Some die quickly, others put up a fight.

The grim scene has been playing out at car dealerships across the city: battered gas-guzzlers gasp their way to the grave while a caustic chemical is poured down their open crankshafts.

"I spend my whole career fixing these cars, now I'm killing them," said Joe Chiu, mechanic and resident clunker executioner at Paragon Honda on Northern Blvd. in Woodside, Queens. "It's kind of a weird feeling," said Chiu, adding a clunker's maker offers no insight into how long it will take to kill the car. "It depends on the engine's condition," Chiu, 35, said. "If the bearings are already worn out and there's a lot of oil sludge, it'll die fast no matter what."

The clunkers' engines wheeze, cough and finally choke to death - seized by two quarts of liquid glass, which slowly solidifies in their bellies. The destruction, mandated under the federal Cash for Clunkers program, can take seconds or minutes.

David Citron, the designated killer at Plaza Auto Mall in Brooklyn, is convinced foreign cars die quickest. He's witnessed Nissans go kaput in less than 60 seconds and Fords battle for more than four minutes.

"It's not that the [foreign cars] are weak, but they're not made like the Chevys or Fords," Citron said. He should know: He's put down nearly 70 clunkers.

On a recent day, Chiu's theory held up. He killed the engines of nine oversized autos in an hour, with the aid of an assistant and a bottomless supply of sodium silicate, the agent of death.

After draining the engines of their oil, Chiu filled them with sodium silicate and then ran the engine at about 2,000 rpm. A 2000 Ford Explorer with 143,000 miles clunked out in just four seconds.
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House Puts "Cash For Clunkers" Program Back In Gear, says Brian Benstock

By: NY1 News
07/31/2009

The House of Representatives pushed through a $2 billion bill Friday to resuscitate the ailing "Cash For Clunkers" program.

The program offers owners of old cars and trucks stipends toward a new, more fuel-efficient vehicle. If the new car gets at least more four miles per gallon, the buyer gets a $3,500 stipend. A model that gets 10 or more miles per gallon will fetch a $4,500.

Lawmakers say the funding will come from the $787 billion economic stimulus bill and would give consumers more time to take advantage of the trade-in.

President Barack Obama praised lawmakers for their swift action.

The Senate is expected to vote next week.

Senator Charles Schumer says he will urge his fellow senators to pass the measure.

"Here's the bottom line. Cash For Clunkers is helping jumpstart our weak economy and we simply can't allow the program to stall," said Schumer.

In the meantime, the senator said people can still take advantage of the program.

"New Yorkers who want to take advantage of the program should still be able to go to their local dealerships this weekend and sign up for the benefit," Schumer said. "And we're going to make sure that they get their voucher, as we said, by increasing the allocation, probably by $2 billion in the House and Senate this week and next. And due to the tremendous success of the program, we will then look to extend it for an even longer period of time."

On Thursday, administration and Department of Transportation vehicles said that the $1 billion in rebates were drying up, only one week after the program went into effect.

One senator from Michigan said about 40,000 new vehicles have been bought through the program.

Dealers estimate that another 200,000 have been sold in transactions that have not yet been completed through the program.

"I really never thought so many people would come out so quickly to take advantage of it," said Richard Cappetta of Manhattan Auto Company on the West Side.

"The program is a winner, it's the best thing the Obama administration has done thus far," said Brian Benstock of Paragon Honda Queens in Woodside.

Car dealers told NY1 that while the program does come with some extra paperwork, they're happy to do it.

"We've been moving along and the customer for the most part, it's been pleasant for them, we're the ones dealing with all the red tape and paperwork," said Cappetta.

"I came for that reason and if not, well then I just keep my old car and that's it," said Queens car shopper Augustin Gomez.

Cars that are traded in can't be more than 25 years old and has to get less than 18 miles a gallon. They also have to be insured and registered to the buyer for the past year.
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Brian Benstock - Dealers Race to Get Their Clunkers Crushed

By Katharine Q. Seelye
July 31, 2009


The DCH Paramus Honda dealership in Paramus, N.J., on Thursday.

The White House and Congress may be giving the “cash for clunkers” program a reprieve, but one can’t help wondering how many dealers and customers will have the confidence to go forward at this point. Things sound like a total mess in the showrooms.

“There is absolute frustration across the board,” Alex Kurkin, a lawyer based in Miami who represents several car dealerships, tells The Lede today. “As of this morning, they’re not really confident about any deals, and no one can give them advice about what they should be telling their customers.”

One thing still not clear is how many older cars have actually been sold and scrapped with the original $1 billion, and how many more the new $2 billion will be able to cover. Mr. Kurkin tells us that the government Web site where dealers are supposed to register their deals has been crashing, and the dealers haven’t been able to plug in their information.

We spent a couple of days earlier this week following the whole complex program, from dealer to scrap heap, and found twists and turns in it that are making it a nightmare now for everyone involved.

The program requires that the clunkers be put out of service for good, so dealers must destroy the engines on cars that are traded in. We watched this process yesterday at the DCH Paramus Honda in Paramus, N.J. It is quite laborious and potentially dangerous. And it certainly is final.

Nick Clites, who is in charge of used cars for the dealership, was prepping a 1988 BMW 535IS, with 214,000 miles on the odometer, for its death. He drained the oil, then donned a silky blue protective suit, goggles and gloves and poured a sodium silicate solution into the engine. He revved the car, and within a few seconds, the solution hardened into a glass-like substance, the engine seized up and the car was dead.

So here is one question: With the program now on shaky ground, even with a new infusion of money, what consumer and what dealer will risk rendering an engine irretrievably unusable?

Well, as it turns out, a lot of them are doing so, because unless the dealers can prove to the government that they have killed the engines and scrapped the cars, the government will not reimburse them for the $3,500 or $4,500 discount that they have given the customer on a new, more efficient vehicle.

Barry Magnus, the general manager of DCH Paramus Honda, told us he was owed more than $80,000, and he wondered if he would ever see it. The government has said it would take 10 days to reimburse the dealers, but that was before the program apparently ran out of money and devolved into chaos Thursday night.

Today, dealers are frantically trying to move the old trade-ins to the scrap heap so that they can get reimbursement before the money tap shuts off. Until they can certify that the car has been decommissioned, they cannot submit their paperwork to be repaid.

“Oh my God, what a mess today,” Sally Ann Maggio, who co-owns Hackensack Auto Wreckers, also in New Jersey, said on Friday. We visited her car-crushing business on Thursday. She didn’t think much of the program to begin with.

Ms. Maggio said she generally makes her profit by reselling the engines, the most valuable parts of the cars she takes, but that’s not posible with the cars coming to her because of the cash for clunkers program, because they have been rendered unusable. That cuts down the salvage value of the cars — and the incentive for salvage yards and wreckers to take them — to almost nothing, considering the time and energy they must spend in going to the dealer, towing back the dead cars, removing the engines, crushing the bodies and shipping them to a metal scrap shredder and recycler.

And, of course, the process reduces the supply of used engines for people who can’t afford to buy a new car and come to the salvage yard looking to fix up old ones.

In any case, Ms. Maggio said, dealers are “hitting the panic button” today.

“We have been overwhelmed with phone calls from the dealerships,” she said. They have already killed the engines, and want her to pick up the heaps.

And on hearing the news that the government might be pumping more money into the program, she said, they are stepping up the process. “They’re worried that the new money might last only two days,” Ms. Maggio said. “But until it’s scrapped and the paperwork is done, it’s not a done deal,” she said. “They’re driving me crazy.”

Mr. Kurkin, the lawyer in Miami, said that many dealers are attaching clauses to their sales agreements, saying that if the government money does not come through, the customer will have to make up the difference.

“If a dealer doesn’t have a separate document addressing this possibility, the dealer will likely have to eat it,” Mr. Kurkin said. “I certainly see a lot of litigation over this.”

Dealers Step In | 7:43 p.m.

While the government’s “cash for clunkers” program may be stalled at a yellow light, a group of private auto dealers is stepping into the breach.

The group, made up of about 50 of the nation’s biggest dealers, who sell both foreign and domestic makes, are hoping to capitalize on the popularity of the “cash for clunkers” program with their own “automotive stimulus program,” but with looser requirements.

“So many customers were so close to qualifying,” but their cars did not meet the government requirement of getting less than 18 miles per gallon, said Brian Benstock, general manager of Paragon Honda, Paragon Acura of Brooklyn, and one of the participating dealers. Still, he said, the government program was clearly successful, which is why it ran out of money. On Friday, the House voted to add $2 billion to the program; the Senate is to vote next week.

Set to run for 12 weeks, the dealers’ plan requires that the clunkers being traded in have been registered and insured by the owner for just six months, half the government’s requirement. It also allows customers to trade in their clunkers for used cars, not just new ones.

“Clunker customers would like the option of going from a 15-year-old car to a 5-year-old car,” Mr. Benstock said. The government plan requires that the customer buy a new car that gets at least 4 more miles per gallon than the clunker; the dealers’ plan says only that the replacement car be more fuel-efficient, so it could get just one more mile per gallon.

That may help sales, but is likely to do little for the environment. But experts said the government plan would do little for the environment either.

Michael Gerrard, director of Columbia Law School’s Center for Climate Change Law, said in a statement that the cash-for-clunker program is not a cost-effective way to reduce fuel use or greenhouse gas emissions. Any energy savings, he said, could take several years to realize, considering the time it takes the fuel savings from a new car to exceed the energy cost used to make it.
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Brian Benstock - "Clunker" Breakdown

By LUKAS I. ALPERT
July 31, 2009

The "cash for clunkers" program has crashed.

A government rebate plan for people buying new, fuel-efficient cars to replace their old gas guzzlers was halted yesterday after less than a week as heavy demand threatened to wipe out the $1 billion budgeted for it, officials said.

A huge backlog in processing orders made Transportation Department officials worry that the funds -- paid out in rebates of $3,500 to $4,500 per sale -- had already been spent. Through late Wednesday, 22,782 vehicles had been bought under the program, but a survey of 2,000 dealers found about 25,000 deals had not yet been processed. With about 23,000 dealers taking part, officials believe the program has already surpassed its budget of 250,000 vehicle sales.

"There was a huge amount of interest, and it just crashed the system," said Brian Benstock, owner of Queens-based Paragon Auto, which has sold 56 rebated vehicles.

Some in Congress have sought more money. "This is simply the most stimulative $1 billion the federal government has spent," said Rep. Candice Miller (R-Mich.).
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Brian Benstock - Car Dealer Betting on ol' Beater$

By TOM NAMAKO, TRANSIT REPORTER
July 14, 2009

A Queens car dealer is getting a jump-start on a federal program that encourages drivers to trade in their gas guzzlers for greener rides.

Brian Benstock, the general manager of Jackson Heights-based Paragon Auto, has already doled out 20 rebates of $3,500 to $4,500 for old clunkers that buyers can put toward new fuel-efficient cars.

It's a bold business move because Benstock has no guarantee the federal government's new CARS -- Car Allowance Rebate System, or "cash for clunkers" -- program will reimburse him for the lump sums he's already paid out.

The CARS program, which officially takes effect on July 24, will give dealers the money to pay out the rebates, a spokesman said.

"Every manufacturer, dealer and everyone else will be going after the same pool of customers, so we thought we'd get out ahead of everyone else," said Benstock, who deals new and used Hondas and Acuras.

"It's a risk we'll take."

Benstock's first green-seeking customer was Woodhaven resident Christopher Chosam, who brought in his rusted 1998 Nissan Pathfinder SUV -- with its abysmal 14 mpg, no air conditioner and value below $400.

He got $3,500 that went toward a 22-mpg Honda Odyssey minivan.

"I've been driving it for a week, and I still have a half a tank of gas," Chosam said. "The old car, I would have filled it up already."

Under the law, owners of vehicles bought less than 25 years ago and getting less than 18 mpg are eligible to get a $3,500 to $4,500 rebate when they buy a fuel-efficient car for less than $45,000, according to the federal government.
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Brian Benstock and Paragon Honda on WPIX

 

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Brian Benstock - Extra $2B injection to keep the 'Cash for Clunkers' program rolling along into September

BY Michael Mcauliff In Washington and David Goldiner
DAILY NEWS STAFF WRITERS

August 7th 2009


Brian Benstock, of Paragon Honda in Queens, welcomes the new "Cash For Clunkers" extension

The Senate filled 'er up on Thursday night, voting 60-37 to top off the Cash for Clunkers program with an additional $2 billion.

That should keep the popular car-swap deals humming along well into September, depending how fast cars sell.

The news thrilled dealers, who have watched gleefully as consumers turned in gas-guzzling trucks and SUVs to take home fuel-sipping compacts and rebates up to $4,500.

"It's great news - this is exactly what the government was supposed to be doing," said Brian Benstock of Paragon Honda in Queens. "It's a spark that will help the entire economy."

The Senate passed the measure just before going home for a month-long vacation. The House okayed it last week.

Republicans opposed the extension, arguing it increases the deficit.

"This should be called the debt-for-clunkers bill," said Sen. Judd Gregg (R-N.H.).

The GOP also contended the 200,000 to 250,000 cars sold with the program's original $1 billion is only about 20,000 better than normal - meaning the boost cost Uncle Sam $45,000 per extra car sold.

Democrats countered that the auto market was way below normal in the recession, that the program was a lifeline for a struggling industry, and it is helping the environment.

Benstock said there's no danger of running out of customers - there's still millions of cars that qualify. "This will help everybody get to the party," he said.
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Brian Benstock pushes new program to boost trade-in values

By BREE FOWLER
AP Auto Writer

NEW YORK (AP) - A group of car and truck dealers have banded together to offer their own sales incentives in hopes of getting drivers who don't qualify for the "cash-for-clunkers" program to buy vehicles.

The privately funded Automotive Stimulus Plan, which currently involves about 40 dealers from across the country, is designed to help fill in the gaps left by the government's program, said Brian Benstock of Paragon Auto Group in New York City.
Benstock, who sells both new and used Honda and Acura vehicles at his dealerships, said that while the "cash-for-clunkers" program has been "outstanding" and credited it with doubling his business, only about 10 percent to 15 percent of drivers qualify.

That leaves behind a large number of people who may still want to buy a vehicle, but creates a business opportunity for dealers, he said.

"I like to think of this as the government handing us the baton and us doing something with it," Benstock said.

Under the "cash-for-clunkers" program, car owners are eligible for a voucher worth $3,500 if they trade in a vehicle getting 18 miles per gallon or less for a new car getting at least 22 mpg. Vouchers of $4,500 are available for owners who buy a model that gets at least 28 mpg.

There are similar guidelines for SUVs and pickup trucks. Dealers are barred from reselling the trade-ins and are charged with ensuring their destruction.

In comparison, the dealer program, which runs through Nov. 1, gives drivers a bonus on their trade-in of between $500 and $4,500 based on the value of the car being traded in and the improvement in fuel efficiency their new vehicle will supply.

A fuel economy improvement of 2 mpg equates to a 10 percent bonus on a vehicle's trade-in value, while a 5 mpg improvement means a 20 percent bonus. For example, if a driver wants to trade in a vehicle worth $10,000 for a vehicle providing at least a 5 mpg fuel economy improvement, their trade-in value would increase to $12,000.

The cars to be traded in must be in working condition, a 2006 model year or older and registered to their owner for at least six months.

"The idea is: No car left behind," Benstock said.

Unlike the "cash-for-clunkers" program, the offer is good on the purchase of both new and used vehicles. And the older, less fuel-efficient vehicles aren't destroyed, they're resold by the dealers.

Drivers can find a participating dealer by submitting their vehicle and contact information through the group's Web site, http://www.autostimulusplan.com/.
Benstock said that while the higher trade-in values will cost dealers more upfront, the trade-ins will provide a needed boost to their used car and truck inventories.
The drop in new car sales over the last year has resulted in fewer trade-ins, forcing dealers to pay higher auction prices for used vehicles, which still remain popular with many consumers, he said.

"There's real pressure on used car inventories," Benstock said. "Even if we're paying a 20 percent premium, we'll still have those cars to market."
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Brian Benstock - Cash-for-clunkers leaves car lots looking markedly empty

Written by: Chris Woodyard, USA TODAY
Posted by: Sara Gandy
August 6, 2009

WASHINGTON - Some auto dealers are running short of new cars even as the Senate is poised to join the House in adding $2 billion to the government's cash-for-clunkers program, which could sell another 500,000 vehicles.
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Senate Majority Leader Harry Reid said Tuesday he had the votes to put $2 billion more into the program that gives up to $4,500 in rebates for trading in old gas guzzlers for newer fuel-efficient cars. Roughly 250,000 buyers have erased the original $1 billion for trade-ins, and the program ends Friday unless the Senate acts.

Dealers say they're running low on some models, especially small ones sought after in the clunkers program. The brightening economy and automakers' production cuts also have kept inventories tight.

"I'd buy another 300 Civics tonight," says Brian Benstock, general manager of Paragon Honda and Acura in Woodside, N.Y. Dealer Adam Lee says he would normally have 150 new cars on the lot at his family's Lee Toyota in Topsham, Maine. On Tuesday, he had 14.

Dealers and automakers say inventories aren't at critical levels yet because new shipments keep coming. But short supply is raising concerns because of the strong demand for the clunkers program, which is officially called the Car Allowance Rebate System, or CARS. How Detroit automakers' inventory is affected:

•Chrysler. The small Jeep Patriot is now down to a seven-day supply, says spokeswoman Kathy Graham. It's not just the smallest models. There is only a 15-day supply of its Dodge Caravan minivans. After weeks of factory shutdowns, Chrysler now has a 40-day auto supply, 68% less than last year.

•Ford Motor. Ford had 21,000 Focuses in stock as July ended, down from 38,000 in June. Pete Greiner, a dealer in Casper, Wyo., would love a few. "The Focus and Fusion lines have been depleted to nothing," he says. "We can't find a (Mercury) Mariner or Ford Escape," two small SUVs. "They're all gone."

•General Motors.GM says its inventory levels are now at historic lows, and it's seeing spot shortages of different configurations of its full-size pickups, Chevrolet Silverado and GMC Sierra.

Coming into the CARS program late last month, small cars were slow sellers, figures from J.D. Power and Associates show. Civics were taking an average of 73 days to sell. Toyota's Corolla languished an average 55 days, and Ford's Focus took 134 days.
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Cash-for-Clunkers program doing big business in first five days, says Brian Benstock

BY William Sherman
DAILY NEWS STAFF WRITER

July 28th 2009


The first family to purchase a new car with Cash For Clunkers at Paragon Honda in Woodside.

The Cash-for-Clunkers program looks like a big hit - great for consumers, terrific for car dealers and a big boost for the economy.

"It's definitely great for people who're getting $4,500 for a car that's maybe worth only $400 or $500, and it's good for us because we're getting a lot of traffic," said George Gambino, general sales manager for Bay Ridge Honda.

The $1 billion federally funded program gives consumers a $3,500 or $4,500 discount when they trade in their old gas guzzlers and buy or lease a new more fuel efficient car.

Three of the city's biggest car dealers collectively say they've taken about 100 clunkers and made the same number of new sales.

Although the program is officially only five days old, some dealers have been taking the trade-ins for several weeks.

Some 16,000 dealers across the country have registered for the program, the National Association of Automobile Dealers said.

"We're knocking the cover off the ball," said Brian Benstock, vice president and general sales manager of Paragon Honda and Acura in Woodside, Queens.

"Saturday, we had a showroom full of people and we've done 33 deals," he said.

Benstock said that of the first 23 deals:

- 10 customers qualified for the $3,500 rebate, a four- to nine-mile per gallon improvement over their old car's performance.

- 13 people got the $4,500 rebate because their improvement was more than 10 mpg.

- 16 mpg was the average for the clunkers traded in.

- 27 mpg was the average for the new cars sold, a 60% improvement, Benstock said.

"The savings on gas alone will put more money into the economy because hopefully consumers will spend that money on other things," he said.
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"Cash for Clunkers Program" Sells Out in Days, says Brian Benstock

BY Dave Goldiner
DAILY NEWS STAFF WRITER

July 24th 2009


Christopher Choquangsam, holding son Matthew, and his wife Nazreen, stand by the 2009 Honda Odyssey purchased through the federal CARS program.

Clunk, clunk - ka ching!

New Yorkers are revving up to take advantage of the government's new "cash for clunkers" program that could give them thousands of bucks toward buying a new car.

"Four thousand less out of my pocket - it makes a big difference," said new car buyer Nazreen Choquangsam of Woodhaven, Queens.

Car dealers are taking advantage of the $1 billion plan to reel in recession-ravaged consumers who have been reluctant to splurge on a new car.

They say the program will jump-start sales and get buyers back into showrooms, especially when manufacturers are tacking on incentives of their own.

"This is a perfect storm for a consumer looking for a great deal," said Brian Benstock of the Paragon Auto Group in Queens.

The program is officially being launched today, but dealers have been selling cars using the program since the beginning of July.

Benstock has already sold 40 Hondas and Acuras involving the program, officially called the Car Allowance Rebate System, or CARS. He's ordered 360 more vehicles and plans a $100,000-a-month ad campaign to get more business.

Harold Bendell of the Major Auto Group said his dealerships already inked 30 deals.

That's just the kind of economic activity that the Obama administration had in mind when it came up with the popular new plan, which also is aimed at getting more fuel-efficient cars on the road.

Choquangsam and her husband were already thinking about buying a new car to replace their 1988 Nissan Pathfinder because she is five months pregnant with their second child.

The creaky old SUV had 170,000 miles on it and no air conditioning. It drained their wallet every time they hit the pump.

"It drank gas," exclaimed Choquangsam, who got $4,500 off the purchase of a $28,000 Odyssey minivan. "What would it have been worth - maybe $100?"

Not everyone is cheering the new program, which has some significant fine print.

Used car dealers say the program is wasteful, in part because it requires trade-ins to be destroyed, not resold.

They also say most buyers won't qualify because their cars are not gas-guzzlers or are worth more than the government voucher.

Tony Virardi's 1994 Maxima is a nonstarter because it gets 19 miles per gallon, one more than the 18 maximum.

He's got an even better reason not to bite - he's out of work.

"It's a good time to buy," said Virardi, 50, of Brooklyn, who is blogging about riding out the recession on nydailynews.com. "But without a job it's not real prudent."
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Brian Benstock - Cash for Clunkers stimulates business

Sally Herships
July 10, 2009

In some ways, the government's cash for clunkers plan, which encourages people to trade in old cars for newer fuel-efficient ones, also serves as a sort of stimulus plan. Sally Herships explores how the plan contributes to different industries.

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Brian Benstock Gears Up for Cash-for-Clunkers

By Cliff Banks
WardsAuto.com, Jul 9, 2009

Despite questions surrounding the federal “cash-for-clunkers” incentives scheme and doubts by industry experts that the initiative will make a dent in declining car sales, Brian Benstock, a Honda dealer in Queens, NY, says the program already is working.

Paragon Honda and Acura is one of several dealerships that have sold vehicles using the incentive. “I’ll take credit for selling the first cash-for-clunkers vehicle,” Benstock says, referring to a vehicle the dealership sold July 1, the program’s official start date.

The customer traded in a ’99 Dodge Caravan for a ’09 Honda Fit. According to the Car Allowance Rebate System (CARS) ‒ the initiative’s official name ‒ which stipulates the program to begin July 1, most dealers are waiting for the National Highway Traffic Safety Admin. to provide the final rules governing the legislation on July 24.

NHTSA and the National Automobile Dealers Assn. are cautioning dealers against selling vehicles under the program until the rules are published. “If they do, they are doing so at their own peril,” NHTSA spokesman Rae Tyson says.

Individuals attempting to defraud the government using the program will pay fines up to $15,000.

Sean Wolfington, a partner in Level 5 Advertising, a firm helping dealers design marketing programs promoting cash-for-clunkers, says clients are taking different approaches.

“Many are waiting to see what the government comes out with, because they don’t want to take the risk of delivering vehicles that may not qualify for the rebate,” he says.
“Others are implementing the parts of the process that prepare their customers to take delivery on the date the program becomes available, such as completing credit applications, gathering paperwork that proves ownership, registration and insurance.”
Hyundai Motor America is providing payments to its U.S. dealers to enable them to get a jump on competitors waiting for the published rules. Alexandria Hyundai in Alexandria, VA, recently sold an Elantra Touring vehicle under the program. replacing a ’95 Ford Explorer.

The payments cover the new-vehicle credits Hyundai dealers are giving customers until NHTSA releases the rules and the government begins reimbursing dealers.

Benstock admits he is rolling the dice selling vehicles before knowing the official rules are released, but says if the sales don’t qualify, “at the most, I’ve overpaid for a few trades.

“That wouldn’t be the first time I’ve done that. But everyone is sitting around waiting for something to happen. We want to get moving and create some momentum.”
Benstock has instructed a salvage company not to scrap the vehicles until he knows for sure whether they qualify as clunkers under the law.

However, he is confident the sales will be ok. “You have to trust the federal government that it will help the consumer,” he says. “It didn’t do much to help the manufacturer or dealers this year, but I think it will when it comes to the consumer. Really, are we going to find ways to keep people out of cars?”

As further proof cash-for-clunkers already is working, Benstock says he has placed orders for 120 Accord LXs and 240 Civic LXs over the next 90 days to make sure he has the right inventory in stock.

“In a sense, those are cars that have already been sold because of the program,” he says.

Experts believe dealers will have better success with the program if they have an adequate stock of lower-priced vehicles with higher fuel-economy ratings in their inventory.

Putting customers into Accords and Civics should make financing easier, along with providing fuel-efficiency benefits for potential customers, Benstock says.
The government incentive plan provides $3,500 for consumers scrapping used vehicles rated at 18 mpg (13 L/100 km) for new cars that achieve 4-9 mpg more (10.6-8.7 L/100 km), or $4,500 for new cars gaining at least 10 mpg (8.4 L/100 km).

Customers will receive $3,500 for scrapped light trucks rated at 18 mpg (13 L/100 km) or less when the new truck gains 2-4 mpg (11.7-10.6 L/100 km), and $4,500 for a 5 mpg (10.2 L/100 km) higher improvement.

Replacement vehicles must cost less than $45,000, while trade-ins must be registered under one owner and insured continuously for the full year preceding the trade-in. Benstock also believes marketing campaigns currently being created by auto makers and dealers to promote cash-for-clunkers is another sign the initiative is working, because it is generating incremental revenue for advertising firms.

Using an integrated-marketing program designed by Level 5 Advertising, Benstock says Paragon had garnered more than 1,000 leads asking about cash-for-clunkers, even before President Obama signed the bill into law.
cbanks@wardsauto.com
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Brian Benstock - Dealers Add Incentives to Government Rebate Program

NEW YORK / PRNewswire
July 8, 2009

The biggest supporters of the Cash For Clunkers bill have been manufacturers and local car dealers who see it as an opportunity to boost their own businesses and regional economies which are heavily dependent on car sales.

"We understand that we cannot sell every car that qualifies for the program but we are doing our best to inform all the consumers in our market so they can take advantage of this unique opportunity while it lasts," said Brian Benstock, partner of the largest certified pre-owned Honda/Acura dealer in the world. Many large automotive groups have launched consumer information portals to educate the consumers in their local markets about how the program works. "By informing more consumers we will help them, the economy and the environment and that is definitely worth the effort of launching the websites regardless of whether or not we are the dealer they buy from," said Scott Gruwell from Courtesy Chevrolet.

Some of the largest dealers in the world are sponsoring regional consumer information sites that educate the public about how the program works. Some of the sites are www.ClunkersAZ.com in Phoenix Arizona is sponsored by www.CourtesyChev.com, www.CashForClunkersDC.com in Washington DC and Virginia is sponsored by www.Sheehy.com, www.CashForClunkersNY.com in New York City is sponsored by www.ParagonCars.com and www.CashForClunkersInformation.org helps consumers in Florida, Atlanta, Ohio and across the United States.

Consumers are flocking to these sites because they make it easy to see if they qualify for the program while also making it easy to inquire about pricing directly to the dealer over the internet. These top dealers and other large dealerships are also providing consumers with additional incentives above and beyond what the government provides to incent consumers to use their government funded rebates with their organizations. In addition, consumers that don't qualify for the government program can still benefit from the extraordinary dealer and manufacturer incentive programs available due to high inventory levels and manufacturer programs designed to woo the clunker consumer to spend their government funded rebate with them.
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CashForClunkersInformation.org Encourages Manufactures and Dealers to Offer More, says Brian Benstock

NEW YORK / PRNewswire

July 1, 2009

www.CashForClunkersInformation.org continues to encourage dealers to create dealer funded Cash For Clunkers programs to offer additional incentives to consumers above and beyond the government program.

We believe that the winning formula is to have the dealers contribute to the government funded program to maximize the positive effect on the economy and the environment. We will continue to promote a blended strategy of the public and private sectors working together to maximize the impact of the program.

The biggest supporters of the Cash For Clunkers bill has been manufacturers and local car dealers who see it as an opportunity to boost their own businesses and regional economies which are heavily dependent on car sales. One of the leaders behind the cash-for-clunker concept in the dealer world is Paragon Cars ( http://www.paragoncars.com/ ) , one of the largest dealers in the country. "While Paragon's cash-for-clunker program can help our area, the country needed government support to make the serious economic and environmental impact we need," said Brian Benstock, one of the partners of Paragon. New York's Paragon Cars ( www.ParagonCars.com ) has taken a lead in educating the public about the bill by hosting a regional information site for New York residents ( www.CashForClunkersNY.com ). In addition, Paragon has announced their program to offer additional incentives above the government vouchers to car buyers who trade up into a more fuel efficient vehicle.

As a part of Paragon's Cash For Clunkers program, the dealership agreed to provide discounts towards the purchase of a pre-owned vehicle, which the government's program does not cover. Details are at www.ParagonHonda.com and www.ParagonAcura.com . Since a large number of consumers who own clunkers may not be able to afford a new vehicle, retailers like www.ParagonCars.com and www.RickCase.com are offering to provide similar incentives on nearly new certified pre-owned vehicles that are within closer reach of some consumer's budgets.
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Brian Benstock - Congress Passes Cash For Clunkers Bill, Offers $4,500 Stimulus Vouchers to Car Owners

NEW YORK / PRNewswire,
June 19, 2009

Congress passed the Automotive Stimulus bill "Cash For Clunkers" on Thursday, marking the first real legislative stride towards an auto industry recovery, announced CashForClunkersHeadquarters.com, an organization that is leading the campaign to educate the public about the bill.

Cash For Clunkers provides up to $4,500 to car owners who trade in their present car for a more fuel efficient and environmentally-friendly alternative. The bill is being called a legislative "trifecta" because its passage stands to ignite a much-needed recovery in the auto industry, save car-owning households money, and improve the environment on a national scale.

Cash For Clunkers works by providing a $4,500 voucher for car owners whose present car gets less than 18 miles per gallon in fuel efficiency. Drivers who buy a car with a 10 MPG improvement over their previous car qualify for the entire $4,500 voucher, while those who choose a car with a 4 MPG improvement qualify for a $3,500 voucher. SUV and truck owners also qualify for the program but fall under slightly different qualifications. CashForClunkersHeadquarters.com provides all of the information regarding the program on its website. Spanish speakers can find this information translated on dineroporsucarcacha.com.

The official name of the program is C.A.R.S. - "Consumer Assistance to Recycle and Save Program" (www.ConsumerAssistanceToRecycleAndSaveProgram.org) - and is Title XIII of Bill H.R. 2346. The program will receive an initial allocation of $1B funded by the US government as a part of a War appropriations bill. The program time length is 7/1-11/1 and will be implemented by the NHTSA which has 30 days from the approval of the bill to post all program details online.

In addition to advocacy groups like these, Cash for Clunkers drew support from local car dealers who see the program as an opportunity to boost not just their own businesses but regional economies which are heavily dependent on car sales. In addition, parts of the private sector have stepped up to promote the bill (www.ConsumerAssistanceToRecycleAndSaveProgram.org).

One of the innovators of the Cash For Clunker voucher is Paragon Cars, one of the largest dealers in the country. "While Paragon's own Cash For Clunker program has a local or even regional effect on the economy and environment, the country on a whole needs a congressional initiative like this bill to make both the serious economic and environmental impact we need," said Brian Benstock, one of the partners at Paragon. New York's Paragon Cars (www.ParagonCars.com) took a lead in educating the public about the bill by creating an information site for New York residents (www.CashForClunkersNY.com) but also designed and implemented a program to offer their own vouchers to car buyers who trade up in fuel efficiency at Paragon's New Yorked-based Honda-Acura dealership. Paragon declared that it will continue to offer its own vouchers to buyers, in addition to the vouchers provided by the bill.

CashForClunkerHeadquarters.com is leading a national effort to certify eligible car dealers and equip them with the right communication plan and campaigns to reach and help qualifying consumers in their market. CashForClunkersHeadquarters.com also received an important push from Hispanic American celebrities like Dancing With The Stars' Cristian de la Fuente and Ugly Betty star Angelica Vale. Both stars expressed their support for Cash For Clunkers as a way to boost the economy and help the environment but also as a way to make an important financial impact on the hundreds of Hispanic American communities whose livelihoods are tied to the auto industry.
New car dealers are seeking to attain certification from www.CashForClunkersHeadquarters.com to distinguish themselves from other retailers. In addition, select retailers sign on to become exclusive "Certified Cash For Clunkers Headquarters" whereby they receive and implement the recommended communication plan to educate consumers in their local market. As a part of being certified "Cash for Clunkers Headquarters," the dealer agrees to augment the government vouchers with dealer funded stimulus programs.
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Crisis on Dealer's Row - CNNMoney.com featuring Brian Benstock

Brian Benstock
President, Paragon Honda
December 26, 2008

"If you're weak in any aspect of the game right now, Darwin is alive and well," Brian Benstock told me. "It's survival of the fittest. In a good economy you can get away with not being good at any one aspect of the game. Right now you can't."

Benstock's bright, laboratory-clean, new-car showroom seemed reasonably busy. A board facing the front door listed more than a dozen sales appointments, telling customers which sales associates to talk to.

But his new-car sales were down about 25% compared with last year, Benstock said.

"When that happens quickly, your staffing has not been reduced by 25%," he said. "Your mortgage has not been reduced by 25%. Your inventory has not been reduced by 25%. In fact, your inventory is now 25% higher plus whatever the next allocation of vehicles coming in represents."

That's where the other aspects of the game come in. Used cars and the parts-and-service department have to make up for all that lost income.

"Seeing what's going on at those other stores really makes us focus on those weak points," he said.

Paragon recently enlarged its service department, tripling the number of lifts for cars. Service is now open all day Saturday and on Sunday, bringing in business that used to go to independent shops and oil-change chains.

"We had to do a little negotiating with our own unions to get that done," Benstock said.

Now, he sees cars sold at other dealerships coming into his service department on the weekends.

Meanwhile, Paragon has also had to lay off some employees, mostly managers and marketing staff.

"Salespeople are the last people you want to let go," Benstock said. "We're going to count on our salespeople to sell us out of this."

Despite the drop in sales, he said his dealership is managing to stay in the black."We had a sales meeting on Saturday and I told the guys, 'We can be proud that our company is more profitable than General Motors, Ford and Chrysler combined," he said. "That's a sad commentary but it's true."
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No Down Year for Paragon according to Brian Benstock

By Cliff Banks
Ward's Dealer Business, Apr 1, 2008 12:00 PM

Don't laugh when you read what Brian Benstock did a couple of years ago — because most of you have been burned making similar moves. The question is, did you learn from them?
Benstock, vice president and part owner of Paragon Honda and Acura in Queens, New York, took what he learned and propelled Paragon Honda to the brand's Certified Dealer of the Year spot.

He thought he was being slick when he bought a dozen used Ford Windstars at the auction for approximately $12,000 each.

Three months later, not one van had been sold — probably because there were more than 400 Windstars for sale at the time around Queens, with days supply exceeding 120.

“We kept moving them from one section on the lot to another,” Benstock says. “I swear they were multiplying.”

He eventually wholesaled them, taking a big hit. That was when Paragon was turning its used-vehicle inventory over once every 18 months if they were lucky.

“We don't make those mistakes anymore,” Benstock says.

In 2006, Paragon shot up to become Honda's second best-selling certified pre-owned (CPO) dealer. In 2007, its 1,542 CPO-Honda sales bested the number two dealer by 40%- and it made more than $3,000 a copy on those sales.

And 2008 will be even better. As of February, Paragon's CPO sales were up 53%.

While most stores are still trying to figure out how to respond to Internet leads quickly, Benstock figured out the real benefit the Web provides is the ability to price vehicles in such a way they fly off the lot.
“We stopped looking at our inventory as gross per unit,” Benstock says. “It really is dollar per space per day. It's all about the velocity of our turn. How many times in a given year can we turn our used inventory? When you have a fixed amount of parking, like we do here in Queens, it's important to keep those vehicles moving off the lot.”

He invested in an inventory management tool developed by Dale Pollack and V-Auto, which provides dealerships with Web-based intelligence that helps them price their used vehicles in relationship to the competition's.

Someone is assigned to massaging the used vehicle prices daily, something Benstock says is critical.

“Sometimes, minor changes in pricing can keep your vehicle near the top on those Internet sites,” Benstock says.

While that intelligence has taken most of the homerun deals away, because consumers likewise have become smarter, Benstock says the market has become more efficient providing dealers with greater predictability in their used inventory. Which leads to fewer — if any — wholesale losses. “Eliminating aging inventory ultimately leads to better grosses,” Benstock says.

He also uses that data to acquire vehicles at the auction and in trades that will sell. He says his folks are better equipped to appraise the trade today then before.

“That's the real challenge — becoming better on the acquisition side,” Benstock says. “There's no stealing a car today. You have to pay what it's worth.”

Although, used car managers probably won't like ceding some of their control to Web-based data, Benstock says to give it time. One of his used-car managers actually doubled his salary last year.

Consider the ripple effect, which helps the entire dealership. Better trades lead to more new-vehicle sales, in addition to used sales. It helps with employee retention.

And if your store focuses on CPO sales, as does Paragon, you can drive a lot more business to the service and parts department.

Benstock, at $1,500 a vehicle, perhaps spends more than he has to on reconditioning vehicles to make them eligible for CPO status. But, he says, that's what his market requires — “If you want to do the right thing.” But that adds revenue to the fixed operations part of the business, while increasing customer satisfaction.

Benstock says he hasn't added salespeople the last couple of years, in part because of the business development center, which handles all of the leads that come into the dealerships.

Paragon has developed a well-earned reputation the last few years for being one of the leading dealers using the Internet — placing in the top five of the Ward's e-Dealer 100 several consecutive years.

“The BDC (which is run by Ashley Antonio) is the most important part of our process,” Benstock says. “More than 50% of our customers set appointments now.”
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Brian Benstock - Paragon AutoGroup Uses Web & CRC To Set New Records

By Brian Benstock
December 31, 2005

By setting up a CRC and shifting their marketing strategy, Paragon AutoGroup not only managed to generate more than 214 additional sales a month, theyve set a few new personal best records.

Paragon is ending the year as the *#2 Certified Pre-Owned dealer in the nation and the 11th dealer in new volume (*Top 100 Daily Dealer Ranking Report fromAmerican Honda). Prior to shifting their marketing strategy, they were ranked in the 300s. We adjusted our marketing strategy to target customers on the Internet since nearly 90 percent of our buyers begin their shopping online. More of our customers look to the Web than TV, radio or print when researching their next car purchase and we want to be where the majority of our customers are, said Brian Benstock from Paragon Honda.

The results

Within four months of launching their new marketing system, Paragon not only established a dominant presence on the Web, they also set up a complete Customer Relationship Center in their dealership to handle all the Internet and phone leads the system was generating. As a result they sold an extra 106 vehicles the first month and they increased their closing ratio from seven percent to 25 percent. Today they generate more than 200 additional sales a month and enjoy an average new car front-end gross thats $700 higher than the nearest competitor. Their average Certified Pre-Owned gross is just over $4,000 and customer satisfaction is at an all time high.

How did Paragon do it?

We implemented a simple marketing strategy that leverages the Web and CRM to attract more customers and sell more cars. The new system includes the tools and training needed to launch a full-blown CRC and, after the first month, we increased our traffic to our showroom, phone and Internet department, while reducing our cost per sale, says Benstock.

To accomplish this, Paragon switched Website providers and mastered the art of search engine optimization and email marketing. Brian Benstock explains, We used to use [other providers] but switched to BZ Results. Now, we collect email addresses from our customers by offering them free things that they want. For example, every prospect that calls or visits our dealership is offered a Free Virtual Test Drive on the vehicle theyre interested in. As a result, we get the majority of our customers email addresses whether they call, click, or come into our dealership. Paragon has thousands of email addresses that they use to conduct marketing campaigns. We have hundreds of pre-packaged multi-media Buzzmail campaigns that we can send to customers with a few clicks, says Benstock.

Paragon has learned that email marketing is the future, and theyve made it a big part of their marketing strategy. Today, they have more than 80,000 email addresses they can use to send campaigns for every month of the year, every season, and for any theme. They send inventory reduction, clearance, holiday events, special financing, key for key exchange, and more. Paragon has truly discovered a great way to generate more sales at a lower cost.

Brian Benstock is the general manager at Paragon Honda and Acura.
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Brian Benstock - Dealix Top Dealers Interview - Why Their Close Rates Are Over 24%

July 2004
Autosuccess Interview
By: Philip Luck

How long have you been in the Internet sales business?

Ray Lasczak: Five and a half years.

Tom Christopoulos: Six years.

David Handel: Six years already.

Mark Kanter: I have been in the Internet sales business for over five years; the car industry for over 11 years.

Robert Revere: Five years.

Brian Benstock: We have been serious about the Internet for only six months.

What percentage of your total new cars sales come from Internet leads?

Ray Lasczak: Approximately 15 percent.

Tom Christopoulos: 30 percent.

David Handel: Conservatively, the month of May accounted for 26 percent. I only count sales that are verified and sourced properly.

Mark Kanter: Approximately 25-35 percent depending on the month.

Robert Revere: 255 units, which is 35 percent.

Brian Benstock: 150 units or 25 percent.

What do you attribute to your high close rate?

Ray Lasczak: Immediate follow up with appointments set.

Tom Christopoulos: Responding quickly, and a no nonsense approach to doing business.

David Handel: Process, people, and a good lead management tool are the most important factors! Our process includes an auto response and six additional attempts (three e-mails and three phone calls) within the first seven days. Our emails are professional, yet soft-spoken.

If there is no response, the lead is placed in a folder that is bulk-email enabled. We send out two bulk e-mails per month – not too many and not too few. Follow-up can’t be over-emphasized! The average purchase time from the initial Internet inquiry is 60-
70 days. For every deal you close in two days there is one you can close four months down the road.

Nothing can be accomplished without a great team. You need an owner that believes in the Internet as an important advertising tool. Everything starts with Mr. Rosen and drifts down to my staff. I have dedicated Internet sales managers who handle the entire process from inquiry through delivery. My job is made easier with professionals like Debbie Storck, Lin Treasure, Phil Kwiek, Chris Petranech, Joe Crement, and Pauly Cassiani.

Mark Kanter: There are a few reasons that I can attribute to our process. 1 - I am lucky enough to have a wonderful staff that realizes that specific needs of the Internet client. They are focused, professional, and hard working. 2 - We also have a detailed process which we follow that, much like floor sales, must be adhered to in order to ensure: follow up, feedback, client satisfaction and sales. 3 - The most important aspect is the support given by the owners and president of our group. They gave me the opportunity to start
and maintain this department. Without their support and willingness to break paradigms - our successes would have never materialized.

Robert Revere: Good people and process and our Buzztrak lead management and CRM tool automates most of our follow up. Also, our people are well trained and our website is better than all of our competitors’.

Brian Benstock: A detailed process for selling the appointment and following up with customers, even if they don’t respond, don’t set an appointment, don’t show, or don’t buy. The majority of our follow up is automatically done by our CRM tool. Also, we use our website in the sales process to build value and to answer customer objections because it has a lot of tools that none of our competitors have.

What sales levels (percent of retail new) do you project from your Internet department this year?

Ray Lasczak: 15 percent.

Tom Christopoulos: 30 percent.

David Handel: Over 30 percent.

Mark Kanter: 30-40 percent.

Robert Revere: 300-350 and up to 50
percent of retail.

Brian Benstock: 200-250.

How do you handle the pricing question with your Internet prospects?

Ray Lasczak: Quoted at one percent under.

Tom Christopoulos: We always give them a price right up front (never our lowest), but will always condition the pricing with whether the vehicle is in stock; when they can pay for it; and when they want to take delivery.

David Handel: The pricing issue is a political hotbed if not handled carefully. It is something that I struggle with internally and externally. When my mental battle is over, I always choose to give an upfront price quote from the beginning. People choose the Internet to avoid a typical car-buying experience. The number one customer complaint is “not getting a price.” I don’t believe that price is everything. If you sell yourself and your dealership properly, you can overcome price (within reason).

Mark Kanter: Upfront pricing is always the best policy. If an Internet client thinks you are holding back, they can always turn off the computer or hang up.

Robert Revere: We have been trained to sell the appointment and not the price but if we have to we give them a fair price, we send them a multimedia “Why Buy Courtesy” Buzzmail.

Brian Benstock: We have a competitive pricing philosophy that also allows us to maintain a strong gross profit.

How does your Internet sales gross compare to your retail floor?

Ray Lasczak: $300-$500 less front end.

Tom Christopoulos: Lower to same.

David Handel: Total gross (front end, F&I, and aftermarket) is nearly identical. With so many (75 percent) retail floor customers having done some research on the Internet, we usually wind up in the same place but without all the grief and aggravation of the negotiating process.

Mark Kanter: It is approximately the same.

Robert Revere: Our gross is the same as our retail showroom and some months it has been higher because we build value rather than sell price.

Brian Benstock: Our gross average is $2,700 per vehicle, which is similar to our showroom floor.

Does your Internet department handle the complete sales process, F&I included? Or is it the same process as a floor customer?

Ray Lasczak: Same as floor.

Tom Christopoulos: Same as a floor customer.

David Handel: Our dealership (and 99 percent of others) isn’t willing to go down the F&I road yet. I’m grateful for what we are allowed to do and the autonomy we have.

Mark Kanter: The process is different until the actual sale, then it’s the same as the floor in terms of delivery, F&I, etc.

Robert Revere: They sell the appointment and the car but they do not handle F&I. We tried that and it hurt our back-end gross.

Brian Benstock: Our customer relationship center sets the appointments and follows up with the customer. The sales team sells the car.

Do you have a dedicated person who initiates calls and sets appointments?

Ray Lasczak: Yes.

Tom Christopoulos: Yes. I do.

David Handel: Yes.

Mark Kanter: No. All of my Internet sales managers field their own calls and make their own appointments.

Robert Revere: We have specialists who handle our phone leads to set appointments and the sales team sells the cars. Our Internet team handles their leads from beginning to end.

Brian Benstock: Yes. We have a team and it has grown as our business has continued to grow.

What key metrics do you measure to keep your Internet department improving? For example, close rates, appointment shows, cost per sale, ROI, etc.

Ray Lasczak: Close ratio and appointment show.

Tom Christopoulos: Amount of leads and sales

David Handel: Cost per sale is the most important to me. I also look closely at close ratio. Response time is important, but not as critical as following up on a regular schedule. In addition, I look at our personal website page views as a measure of how many and how long consumers stay on our site. Our websites are my responsibility.

Mark Kanter: We measure every quantifiable statistic to ensure that we are managing our department correctly and efficiently. The only way to ensure success is to measure your successes and failures.

Robert Revere: Leads, lead source, closing percentage, cost per sale, department profit.

Brian Benstock: Visitors to our website, leads, closing percentage, cost per lead, and cost per sale.

Can you share with us what those metrics are for you today?

Ray Lasczak: 17 percent appointment.

David Handel: Cost per sale is down to $201.26, compared to $450 for other media! Our group closing ratio stands at 12.7 percent. The Internet department accounts for a minimum of 26.3 percent of group sales. Website page views have risen from 26,000 to 90,000 + in my first year at Rosen Motors.

Mark Kanter: Those, I think I have to keep to myself. Sorry.

Robert Revere: Our close ratio is 22 percent and our cost per sale is only $165.

Brian Benstock: We have increased our closing ratio from seven percent up to 25 percent in only three months.

What is your view of third-party lead aggregators?

Ray Lasczak: Necessary part of lead generation process.

Tom Christopoulos: A necessity for building sales.

David Handel: Third-party lead providers are absolutely essential. In order to have a dedicated staff, you MUST give them the opportunity to earn a good living. A great Internet sales manager needs (and can handle) 125-175 leads per month. Be wary of lead providers that rely on unmonitored “mom and pop” affiliates that generate their leads through spam and pop-ups!

Mark Kanter: Third-party aggregators are very good, if you measure their success. If they work well for you, keep them. If they are not producing, then it is time to let them go. Like everything, you need to measure every expenditure.

Robert Revere: We get leads from customers that we would not be able to get otherwise.

Brian Benstock: We have a blended marketing strategy where we use third party leads and leads from our own website to get the best results. The aggregators combine the best leads for the lowest price.

What element of service do you expect from your third-party lead aggregators?

Ray Lasczak: We expect reps who understand our business and what we want to accomplish.

Tom Christopoulos: Quality of leads, scrubbed leads. Meaning good phone numbers and email addresses. I don’t like to waste my time.

David Handel: With nine franchises to manage, it is important that my reps at my providers are readily available and make necessary changes for me graciously and expediently. If I replace an Internet sales manager, I need each provider to change the contact name as soon as possible. I treat my reps with respect and I expect the same in return. Go the extra step for me and I will sing your praises.

Mark Kanter: I expect the third-party sources to enable adequate scrubbing procedures. My staff and I don’t like to field leads from Mr. Mickey Mouse or Mrs. Jane Doe. I would like the lead generators to check the leads for adequate information such as: email addresses, working phone numbers, etc. They’re the ones that will survive in the long run. The happier the dealers are, the more likely the third parties will survive.

Robert Revere: The most important thing is that their leads have a high closing percentage. We have eliminated all of the providers that don’t perform and that don’t have a low cost per sale.

Brian Benstock: I want someone who can help me sell more cars and make more money. Period.

Ray Lasczak is the Internet Director for Georgetown Chrysler Jeep. He can be
contacted at 800.601.3197, or by email at rLasczak@autosuccess.biz.

Tom Christopoulos is the Sales Manager for Lexus of Watertown. He can be contacted at 800.601.3198, or by email at tchristopoulos@autosuccess.biz.

David Handel is the Internet Director for Rosen Auto Group. He can be contacted at 800.601.3201, or by email at dhandel@autosuccess.biz.

Mark Kanter is the eCommerce Sales Director for Bill Jacobs Automotive Group. He can be contacted at800.601.3213, or by email atmkanter@autosuccess.biz.

Robert Revere is the eCommerce Director at Courtesy Chevrolet. He can be contacted at 866.873.0034, or by email at rrevere@autosuccess.biz.

Brian Benstock is the General Manager and Vice President for Paragon Honda. He can be contacted at 800.601.3214, or by email at bbenstock@autosuccess.biz.
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