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All Blog Posts Tagged 'sales' (830)

BDC Manager and Rep Pay Plan Examples

I've been asked this question so many times, so I decided to put together my own personal guide to share. Do with it what you will. Accept it, challenge it, modify it, it's at least a starting point. It's attached as well. Enjoy!…

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Added by Mike Myers on August 26, 2015 at 10:00pm — 1 Comment

When Should You Speak During a Demonstration Drive?

The temptation to speak during the Demonstration Drive is something that is hard for many Salespeople to control.  Since it is just beyond the halfway point of a normal sales process, it is tempting to start applying pressure through things like Trial Closes or overselling the Customer on the…

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Added by David Lewis on August 25, 2015 at 10:00am — 1 Comment

Have you Reached your Comfort Zone?

Have you ever heard the statement that “Life begins outside of the comfort zone?”

The Comfort Zone is certainly a place that beckons us all at one time or another.  Resisting the allure of resting on past or current success is not that easy at times, and when we are doing okay…

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Added by David Lewis on August 19, 2015 at 12:18pm — No Comments

Why Can’t A Customer Have 1-Hour Car Deal?

An article published on Wards Auto shared some interesting views from a recent session at the Automotive Customer Centricity Summit. The article stated that John Finkel, director-client experience and training for Nissan’s…

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Added by Joe Orr on August 19, 2015 at 8:30am — No Comments

Identifying Customer Intent through Conversion & Incentives

Dealer websites today are filled with conversion widgets. In most cases, customers will choose only one form or call-to-action (CTA) to convert on. If the CTA that they chose was “value my trade,” then you can be pretty sure that the value of their trade-in is their hot button. Or perhaps they filled out a…

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Added by David Metter on August 13, 2015 at 8:39am — No Comments

The One Question That Always Costs You Gross



If you have been working in a car Dealership where everything is based on the number of units sold, you may not spend much time thinking about Gross.  If all the bonuses are paid for units sold, then you will do whatever you can to move the iron just to get to the bonus money.  If you are selling price alone it is hard to resist the temptation to sell to the Manager instead of the Customer, but…

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Added by David Lewis on August 12, 2015 at 10:00am — 3 Comments

Is Giving Up Profit A Smart Path To Customer Loyalty?

A dealer in Washington state has taken a highly unusual - and unheard of - path to customer retention and loyalty. According to Automotive News, Denver Morford, dealer…

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Added by Mike Gorun on August 10, 2015 at 12:22pm — No Comments

FCA Must Buy Back 500,000 Trucks: Opportunity Awaits

In the largest buy back action in U.S. history, the National Highway Traffic Safety Administration (NHTSA) and Fiat-Chrysler America (FCA) have agreed that, in addition to paying a $105 million fine, FCA will offer to buy back 500,000 RAM pickup trucks from consumers. The value FCA has to pay consumers for…

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Added by Chris Miller on August 7, 2015 at 9:03am — No Comments

Why I Quit my 25 Year GM Job: My Exciting New Adventure into Online Deal Creation

How can it be possible that I would leave a job I LOVE after 25 years?

 

The fact is that I have always liked to be ahead of the curve and today’s customers are rewarding evolving dealerships that offer true Online Deal Creation with real perfect payment – where all that is left is the test…

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Added by Joe Orr on August 3, 2015 at 8:31am — 1 Comment

Innovative Dealer Partners with Village to Increase Sales and Loyalty

According to an article in Automotive News, one dealer in Illinois has come up with a pretty ingenious loyalty rewards program idea – to leverage taxpayer dollars to increase car sales, while…

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Added by Mike Gorun on July 28, 2015 at 9:02am — No Comments

Hey Dealers: Speed Up Your F&I or Else!

NEWSFLASH: Consumers are tired of wasting 3-5 hours of their lives buying a car.

The average prospect today has done more than 19 hours of research before they ever set foot on your lot; so they know what they want to buy, they just don’t want to spend an entire day buying it from you.

Recognizing the need for speed, some dealerships have done a decent job of abbreviating their Road to the Sale for many customers: getting them from the Meet & Greet through the…

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Added by Steve Stauning on July 26, 2015 at 5:30pm — No Comments

        Auto Sales and Leasing Just call 973-530-4135 press 1 for your easy no obligation quote -like the quote then simply fill out our credit app on our secure site Either Click Link Below And…

 

 

 

 

Auto Sales and Leasing

Just call 973-530-4135 press 1 for your easy no obligation quote

-like the quote then simply fill out our credit app on our secure site

Either Click Link Below And/Or Copy And Paste In Your…

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Added by Empire Motors Corp on July 24, 2015 at 3:33am — No Comments

Increase Show and Close Rates with a Winning Lead Strategy

Most dealers close between twenty to thirty percent of the leads submitted through their own website. With that kind of close rate, its no wonder the prevailing wisdom is the more leads you can get, the better. To a certain extent this is true, but the quality of your leads is even more important than the…

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Added by David Metter on July 23, 2015 at 9:24am — No Comments

Why Does Lead Response Even Matter?

(Another helpful excerpt from our free 2015 Car Dealer Mystery Shop Study of more than 400 dealers.)

Why Does Lead Response Matter?

Lately, much has been written about the drop in the number of electronic sales leads dealers receive – not coincidentally, of course, most often by those wishing to sell more of their own brand of marketing to these same dealers – and while the decline…

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Added by Steve Stauning on July 21, 2015 at 11:46am — 1 Comment

Derive the Greatest Impact from Your Campaigns with a Software-as-a-Service Platform

What if you could utilize technology to easily understand customers’ behavior and engage them in a more effective, more targeted conversation via digital channels? And what if that same technology seamlessly utilized integrated behavioral patterns and analytics to target ready-to-send campaigns you could access…

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Added by Amanda Meuwissen on July 21, 2015 at 10:19am — No Comments

Should Dealers Embrace Personal Branding – Or Control It?

In this highly regulated industry, there has been some recent debate as to if dealership salespeople should be allowed to establish and control their own personal branding.

 

In the past, personal branding by salespeople was geographically restricted, simply because the technology didn’t exist to go much…

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Added by Paul Moran on July 17, 2015 at 10:30am — 7 Comments

Here is Every Reason You Should NOT Create a Centralized BDC

Quick Quiz: If you’re part of an automotive dealer group comprised of anywhere between 2 and 290 stores and you do not run a centralized sales BDC, then you’re:

  • A) Wasting Money
  • B) Losing Sales
  • C) At a Competitive Disadvantage
  • D) Not Leveraging Your Economies of Scale
  • E) All of the Above

If you answered E, congratulations! You’ve recognized the downside of sending your inbound leads and phones to those black holes…

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Added by Steve Stauning on July 16, 2015 at 10:30am — 3 Comments

The Most Important Attribution KPIs For Auto Dealers

With every year that passes, we’ve seen consumers increase their research and online activity exponentially and it has become increasingly difficult to discover true attribution when analyzing exactly what drove a specific customer into a dealership.

 

Marketing today mandates an omni-channel approach. No…

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Added by David Metter on July 16, 2015 at 8:38am — No Comments

Amazon Loyalty Program Promises More Deals Than Black Friday

In a recent press release, Amazon announced that, in celebration of its 20th birthday, July 15 will be “Prime Day” – a day on which Amazon claims it will offer more deals to its loyal Prime members than…

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Added by Mike Gorun on July 14, 2015 at 9:29am — No Comments

The Great Auto-Response Debate

We just finished a 30-day, full (email, phone and text) internet sales mystery shop of 21 dealers for a 20-group presentation I’m delivering next month. Of the 21 dealers we shopped, only five sent an auto-response to the inbound e-lead. Five! This means more than 75% of the dealers did not use an auto-responder.

The 20-group I’m addressing is a mixed group with mostly GM dealers; and it’s interesting that only one of the General Motors dealers used an auto-response. This…

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Added by Steve Stauning on July 12, 2015 at 12:18pm — No Comments

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Blog Posts

Be Your Own Life Coach, Continued-Part 2

Posted by Joseph Little on September 1, 2015 at 3:36pm 0 Comments

What are the ways I sabotage myself? [Getting honest]

Here’s some honest for you. I avoided…

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Have you hit a creative roadblock?

Posted by Paul Potratz on September 1, 2015 at 2:30pm 0 Comments

When was the last time you wowed someone with your creative? Many dealers fall into a cycle of bland commercials, templated websites, and average marketing. This week on Think Tank …

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NFL & CARS SURVEY SHOWS MOST CAR ENTHUSIASTS THINK NEW ENGLAND WILL WIN THIS YEAR’S SUPERBOWL

Posted by John Sternal on September 1, 2015 at 1:29pm 0 Comments

Swapalease.com, the nation’s largest car lease marketplace, today released results of its NFL & Cars survey, where football fans revealed their favorite cars and also discussed which NFL teams remind them most of popular cars in automotive…

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Wide Variation In Results Across Segments

Posted by Black Book on September 1, 2015 at 1:21pm 0 Comments

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full…

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Is The Way to Loyalty Through Your Customer’s Stomach?

Posted by Mike Gorun on September 1, 2015 at 8:51am 0 Comments

Companies increasingly invent new and creative ways to…

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Mobile Marketing Mysteries Solved

Posted by Joseph Little on August 31, 2015 at 5:30pm 0 Comments

Defining and Attracting Your Mobile Consumer

More people in the world …

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