Featured Blog Posts – December 2011 Archive (92)

Bridging the Multi-Billion Dollar Certification Gap

There is a huge ‘certification’ gap in our industry that represents a potential loss of billions of dollars by used car dealers.



Consider: over 35 million used cars were sold last year, but fewer than 2 million of them were certified by OEM-sponsored programs. This is a stunning fact given that consumers are willing to pay, on average, a 12-27% premium on a certified vehicle.



Let’s add the numbers up: the average cost of a used…

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Added by Jeffrey Schwartz on December 12, 2011 at 11:07am — No Comments

TrueCar - DealerTrack (ALG) Relationship: The words of a DealerTrack Employee

I received this email about eight hours ago from an employee of DealerTrack.  They asked me that I kept it discreet so I will not be mentioning who it was that sent this to me.  It is amazing that DealerTrack's own employees have certain opinions about DealerTrack selling ALG to TrueCar.  Does it mean that DealerTrack's own employees are against this deal too?  I know that I myself could not work for a company that would allow something like this (no matter how much money I was getting…

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Added by Stan Sher on December 11, 2011 at 11:47am — 34 Comments

TrueCar sales process

We are developing a sales process for Truecar customers and thought we'd share it with the community.…

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Added by Adam Barish on December 10, 2011 at 11:26am — 44 Comments

Truecar is here right now. How do you deal with it?

I have been reading about truecar over the last week or so. There have been strong opinions on each side of the issue. The reality is truecar is here for now and probably will not be going away for quite some time. I don't have time to wait. I need to sell cars right now.

Question: A sales call comes in and the customer says they have a truecar certificate to a dealer that is 50 miles away. Then the question from the customer is "will you honor the truecar price?"

How would you…

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Added by Stanley Esposito on December 10, 2011 at 10:30am — 2 Comments

I love being a techno geek now!

When computers first started making their way in the 80's, I abolished it, including my college days during floppy discs. Then came "The Worldwide Web' Still in retail mid-20's and still the youngest selling Bick/Isuzu as NCM, still blown off. I moved all the Buicks to the back & drove all the Rodeo's & Trooper's up to the front....guess what? That's right, it worked...what a miracle. Tired of being tapped on the head like a little boy, I left! I did govt. work, counted beans, all…

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Added by Bill Goodfriend on December 9, 2011 at 8:00pm — No Comments

Social Media Tip #102: Be Yourself!

Here's the second in an ongoing series of weekly social media tips:



Social Media Tip #102~ Be Real.



Your Facebook fans have 'liked' your page voluntarily - and they can just as voluntarily 'unlike' your page if you do not maintain a positive, interesting, engaging presence. One very simple yet effective way of retaining fans is to just be yourself.

Here's how: ask yourself, 'What would I like to read about, look at, get involved in, if I were a fan viewing my page?'…

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Added by AutoSTARR on December 9, 2011 at 4:38pm — No Comments

The Cost of Marketing on Facebook

Facebook is free to join and build a page, but it's definitely not free to use effectively. Time is money. Advertising is money. This infographic by our partners at Column Five Media for Flowtown breaks down the true costs of Facebook marketing. Click to enlarge.…

Facebook Marketing

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Added by JD Rucker on December 9, 2011 at 1:00pm — No Comments

They Did Not Buy it Here

Often customers that bring a vehicle in for service purchased it somewhere else at another dealership. There are many causes for this however let's look at this example in more detail. First understand the purchase has already been made and will not be up for discussion. You cannot change the past. That being said there is nothing to gain for your service department to show this customer anything but your best. With a positive service visit it is likely when deciding to purchase their next…

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Added by Rob Gehring on December 9, 2011 at 12:45pm — No Comments

Creating A Disciplined Automotive Marketing Campaign

Direct Mail Campaign Work

You know the old saying, "throw everything up against the wall and see what sticks?" I probably don't need to tell you this, but that shouldn't really be your mantra when it comes to creating an automotive marketing campaign.

Still, and…

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Added by Geoffrey Wise on December 8, 2011 at 5:21pm — No Comments

True Car Pricing

So I was searching on True Car for a model in my area and look at the pricing data.

So correct me if I am wrong.

True Car grabs pricing data based on transactions. These transaction prices are based on SOLD vehicles. After I added the Seven Cars in the example for the highs and lows, the "Good Price" does average out close to $37,794. …





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Added by Gary Sanders on December 8, 2011 at 1:25pm — 3 Comments

Dealer Defender December 2011

Sucker Punch

When I arrived in Atlanta in 1982 with my mattresses tied to the roof of my 'buy here- pay here car', you might say I was 'street tough' and 'world wise'... certainly not the warm and fuzzy, cuddly, kinder gentler Ziegler you've all grown to know and love. I used to say we couldn't have a class reunion till all of my friends got out of…

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Added by DealerELITE on December 8, 2011 at 12:30pm — 16 Comments

CarChat24 announces FREE AUTO DEALER CHAT SOFTWARE with their ‘always free’ version!

CarChat24 will provide hosted Free Advanced Auto Dealer Chat Software for (“All Car Dealer’s NEW or Used”) after final Beta testing. Expected release in late January to early February. Hosted Advanced Chat software designed for Car Dealers FREE!

 

Anyone interested in this always free version should go to the appropriate URL below to register. Once we launch we will send…

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Added by Shereef on December 7, 2011 at 11:00pm — 4 Comments

The Right Way To Use Auto Dealer Chat To Generate Car Sales Leads

Making the decision to have auto dealer chat on your website is considered by many successful dealers to be a great one. It enables you to interact with your website traffic and get a feel for what your customers are looking for. It isn’t enough to just have the software on your website, however. In order to generate high quality car sales leads, you have to know how to use auto dealer chat.

 

First and foremost you have got to have a website. This seems…

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Added by Katie Colihan on December 7, 2011 at 5:00pm — No Comments

The Anti Zag-True Car Program

 

Jim,

I couldn't agree more!!! The business model True Car,Zag and others like them operate under is flawed because the only person that truly wins is them.



Does the customer win?... No because the dealers have to post a price hundreds, if not thousands below what we pay for the car to get the consumer and then we either have to eat that loss or figure out a creative way to get back to profitability. In my opinion not the smooth customer experience they…

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Added by Paul Sansone Jr on December 7, 2011 at 9:43am — 6 Comments

The writing is on the wall – 200 Millions Reasons to wake up or True Car will be hosting the death of a salesman!

For many years consumers have been complaining about the buying experience at the local dealership and have often compared the experience to pulling teeth without the benefit of a painkiller. However, in the post internet era where easy access to information has changed the way that vehicles are bought and sold, consumers have expanded the radius for what they consider their local dealership to include those within the length of time they are willing to travel to avoid the hassle and to get…

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Added by Kurtis Smith on December 6, 2011 at 10:12am — 2 Comments

The Inconvenient Customer

Recently I saw a customer come into the dealership for service. This person was traveling to deliver dogs around the country in his diesel pickup truck. The trailer had 22 dogs on it as he pulled in for service because the engine was running rough and he could not continue. The time of this visit was around three in the afternoon. My truck is running poorly and I need help. The manager stated well at this time he would not get going today but he would have some idea of diagnosis. He…

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Added by Rob Gehring on December 6, 2011 at 9:39am — 1 Comment

Customers really don't become customers until they buy from you at least twice

Good morning,

 

I have another article I wanted to share today. It’s all about making sure your customers are coming back to your dealership after the initial sale. Oftentimes, customers will make a purchase, and you won’t see them again for a while, if not ever again.

 

Have a look at the article Paul Long wrote, and see how your sales could increase just by rewarding your paying customers, and giving them great reasons to stop back in to your…

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Added by Will Michaelson on December 5, 2011 at 10:35am — 1 Comment

What Do You Want In 2012?

While the majority of my time is now spent trianing new salespeople, I still get to work with experienced teams on occassion.  I enjoy this break, especially during this time of year.  It's always easy to get new people to set high goals becasue they're still excited about their new career and want to make a great impression.  Getting veterans to set goals is more like trying to get a college student to be done with a major paper BEFORE the night before!

As an expert in human personal…

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Added by John Fuhrman on December 5, 2011 at 8:00am — 1 Comment

Today’s Showroom… As diverse as the world outside it!

 

More and more we are finally seeing dealers slip away from the stereotypical cliché of what a “car salesman” should be or look like……



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Added by Jason McIntosh "Jmac" on December 5, 2011 at 1:00am — 9 Comments

How Small Businesses are Using the Web (Infographic)

Small Business Web

Let's face it. In the real world, big corporations have an advantage. They have more money for national television ads. They have armies of people marketing and advertising their products and services. They have name recognition and branding. None of this matters (as much) on the web.

The internet gives a venue for small businesses to have more equal footing with the larger…

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Added by JD Rucker on December 4, 2011 at 10:46pm — No Comments

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