As the automotive lead process is not a new thing. It has become obvious there is a collision between the dealership’s automated systems and human engagement. If you missed our previous post click here

 

Today, we will focus on the first two steps in the lead development process. The autoresponder…

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On any given day, weathercasters in our area predict a 20% chance of rain. It’s a safe bet with a one in five chance of being correct.

 

In an industry that tends to reward “Strong Wrong” more often than “Soft Right,” the bold and the brave may tell you that they can predict your sales with amazing accuracy via their proprietary…

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After an unprecedented period of sales volume growth, the prediction for a flat Seasonally Adjusted Annual Rate (SAAR) in the coming years has significant implications for dealerships. As competition for new vehicles heats up, front-end margins will continue to decline, forcing more dealers to focus on back end profitability.…

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In the old days, if consumers wanted to buy a product or find specials, they turned to the Sunday paper, the radio, or simply visited their local store. Then, the Internet appeared, and everything changed. It became incredibly easy for consumers to find information and, at the same time, gave marketers more ways to push their messages to consumers. But now it seems as if we…

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| by David Metter

Could it be possible that the secret to selling cars in today’s multi-touch, exponentially data-driven society is exactly the same as it was prior to World War II? I know what you’re thinking. This is either a huge stretch or some sort of joke. However, recently…

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Have you ever considered targeting your sales and service customers simultaneously? Try placing a service offer in with your next sales mailer. I promise you’ll be happy with the results.

Service has become a highly competitive market. Shops now exist on practically every street corner. It’s hard to find a conquest customer who is willing to drive more than…

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As consumer touch-points in the car buying journey continue to increase, it’s ever more important to ensure that your video content is available at each and every one of those pit stops the car buyer takes. Your digital touchpoints are in essence your brand’s points of customer contact, from start to finish. For example, customers may find your business online in an ad, see…

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Just like any business, I have potential clients that I reach out to in an effort to see whether my services are a good fit. Recently, a potential client, who I had been talking to but hadn’t heard from in a little bit, suddenly “liked” one of my posts on my personal Facebook profile. While this does happen occasionally, I have always used LinkedIn as my primary method of…

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Technology has a double edged sword and equally can be "our killer" as much as it can be our "life savior". It also holds opportunity and our success at hand.

The biggest and most important problem I see for many car dealers is that most fall into being a "follower" and not "leader". Our concern and effort to what others are doing has much time, money and focus invested…

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As a "3rd Party Vendor" Partner with a couple of dozen dealerships here in Central Florida, it is both a privilege and a frustration listening to recorded sales calls that my Company of employ produces for my Dealer Clients. The first bit of pain usually occurs when the call is answered at the dealership. If the caller has to navigate thru several automated options I can literally hear and feel the tension start to mount for the prospective buyer. When a real live human being answers "Thank…

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THE IMPORTANCE OF A TRAFFIC LOG

I was at a Dealership the other day that had laid-off the receptionist. She was also the person that managed The Traffic Log. So I asked the Sales Manager, “who is taking care of the traffic log ? ”... “I am”, he said. .... “Well, when you step out, who manages the log?” ... “The salesmen”, was his answer.…

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Imagine a ladder. On this ladder there are 5 rungs. These rungs are labeled Prime, Near Prime, Sub Prime, Below Sub Prime and BHPH. These are all the various credit categories your customers fall into. People are moving both up and down this ladder as their circumstances change and their credit improves or weakens. If you have a method in place to sell and finance all 5 categories then you can serve all of these customers. Now, imagine the bottom rung is missing. As things happen in your… Continue