Steve Stauning's Blog – July 2015 Archive (5)

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

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

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 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

What's Your REAL Response Time?

(This is an excerpt from our 2015 Mystery Shop Study which provides lots of free best practices and other great advice for dealers.)

OEMs, dealer groups and even Dealer Principals expect much more from their internet sales efforts today than…

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Added by Steve Stauning on July 10, 2015 at 4:05pm — 3 Comments

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