CARY, N.C. -

Q: What are some prudent steps to make in regards to reconditioning?

Julian says …

First, on a side note, I think service and financing of repairs, tires etc., are going to be a good profit source for every BHPH dealer.

The best step, no matter what your reconditioning program, is to get out and drive some cars yourself. Be the lot guy, and gas up some cars every week yourself.You’re going to find something in half the cars you drive.

Great generals have their headquarters close to the battle line. This also works in this business.

Q: How can your current customer database be mined to find new prospects?

Julian says …

Nothing works like a phone call.

Payment of referral or “bird dog” fees may be illegal. In Oklahoma it is. However, a finance company can pay for financing. Be sure to check your state law for exact regulations

Q: How do you persevere when times get frustrating?

Julian says…

I, like everyone, am looking for that answer.

I’ve had two really tough years in the BHPH business. Most have been great and lots of fun. I think it’s important to “just do the right thing.”

I believe prayer is a vital part of a good life.

Q: Why can a BHPH division work for a franchised dealer group?

Julian says …

It can work great. We have an operator in our market (Joe Cooper Ford) that is a great example of making everything work together. I think it takes discipline.

Also, I was honored to work for Bob Moore of Bob Moore Cadillac in Oklahoma City for many years. Bob is in the NADA Hall of Fame and also the Quarter Horse Hall of Fame. He had his Cadillac 20 group come visit our BHPH operation once. He was one of the top Cadillac dealers in the country so his 20 group had all the “Great Big Hitters” in it.

I heard one of them ask him if he kept his BHPH operation secret. Bob turned to him and said, “You know money only comes in one color.”

The entire dealership organization has to buy it. It’s a perfect fit it done correctly.

Julian Codding has been in the buy-here, pay-here business for more than 30 years with dealerships in Oklahoma. Codding was inducted into the NABD Hall of Fame in May. Do you have a question for members of the NABD Hall of Fame? Please submit your questions, ideas and suggestions to BHPH Report editor Nick Zulovich at nzulovich@cherokeemediagroup.com.