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Jeff Cotton posted a blog post

An Rx for Rosier Pre-Owned Inventory

How does your dealership acquire its most desirable pre-owned inventory? Aren’t the vehicles you previously sold your best candidates…aren’t they the vehicles your market wants most and that hold their gross best? Sure they are. Trouble is, given the increasing buy cycle gap, most dealers aren’t seeing the trade opportunities for such models as they’d like. …See More
Aug 26
Jeff Cotton's blog post was featured

Hay Oro en la Base de Datos

If you’re up on your Spanish, you know the headline is an exciting invitation. It says, in English, There’s gold in your database. In fact, there’s lots of gold there, given recent research into Hispanic automobile shoppers. According to U.S. Census data compiled by Univision…See More
Jun 23
Jeff Cotton posted a blog post

Hay Oro en la Base de Datos

If you’re up on your Spanish, you know the headline is an exciting invitation. It says, in English, There’s gold in your database. In fact, there’s lots of gold there, given recent research into Hispanic automobile shoppers. According to U.S. Census data compiled by Univision…See More
Jun 23
Jeff Cotton posted a blog post

Whom Do You Serve?

Whether we like to acknowledge it or not, we all answer to someone. Ideally, we see this connection as an opportunity to serve others. Serving others may seem old-fashioned but to the contrary, commitment to serving others is the route to true personal and business fulfillment.My guess is our serve-others intention increases as we walk toward the new up. Yet to what extent do we actively serve those who have purchased from us already? The customer database is rich with existing customers that…See More
Jun 12
Alexander Lau commented on Jeff Cotton's blog post Make a Direct Impact with Direct Mail
"We do a ton of that type of Mail2Web work @ http://www.worlddealer.net/traditional-services/mail2web-programs."
May 20
Jeff Cotton posted a blog post

Make a Direct Impact with Direct Mail

Direct mail response rates depend on a combination of strategic targeting, credibility of message, impactful offers, timeliness of delivery and personalization. Yet even the best targeting capabilities and the best-of-breed direct mail strategies cannot deliver the results and return on investment that highly personalized, micro-targeted, direct mail marketing can achieve. What advertising or marketing generates a solid 1% SOLD…See More
May 20
Reigna Fall liked Jeff Cotton's blog post Create Your Own Buy Cycle
Mar 5
Jeff Cotton posted a blog post

Create Your Own Buy Cycle

According to AutoMD.com, more than three-quarters of respondents to a 2012 car-buying attitude survey found that “78% now say that 10+ years (or until it dies) is the appropriate vehicle lifespan. Most telling is that over half say that a better economy would not change their habit of holding onto their vehicle longer.” You may feel shackled by this reality, but in fact you have much control over how the buy cycle influences your dealership. I can make such a statement because this sales…See More
Mar 4
Jeff Cotton posted a blog post

How to Hit the Hot 40

Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales.  Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.I’ve been there. I’ve lived that, and after all these years I still breathe car sales.Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to succeed and succeed…See More
Feb 24
Jeff Cotton posted a blog post

Help Green Peas Make Greenbacks Fast!

Finding the right individuals to succeed in car sales remains a challenge for the industry. Too many green peas wash out early and NADA reported in February 2013 that there is a 40% sales turnover rate in the USA. Sometimes they fail because they lack the fortitude and energy it takes to sell the volume of cars required to earn a livable income, which is $59,340 annually at dealerships. All too often green peas quit prematurely because most everyone fails to adequately train today. …See More
Jan 20
Jeff Cotton liked Jeff Cotton's blog post Sales Drop on Newton’s Head
Jan 8
Jeff Cotton liked Jeff Cotton's blog post Answers in My Mailbox
Jan 8
Jeff Cotton shared their blog post on Twitter
Jan 8
Jeff Cotton posted a blog post

Big News in New Orleans

In case you missed the article, “Mining for Advantage at NADA,” in the December issue of Dealer Marketing Magazine, it reminds us that much of what auto industry attendees will experience at NADA in New Orleans is outside the walls of…See More
Jan 8
Jeff Cotton posted a blog post

The Need You Meet Drives Gross

If a sales presentation hits a customer’s most compelling need, chances are the vehicle’s sold and frequently with a stronger gross profit than a typical sale. When the sales associate can find the prospect’s hot button and works the deal to meet that need, shoppers turn into profitable buyers. A case in point is Draper Chevrolet and Draper Toyota, both of Saginaw, MI.  These stores use of database analysis tools helps to identify existing customers whose situations present unique opportunities…See More
Dec 3, 2013
Jeff Cotton posted a blog post

Answers in My Mailbox

Like you, I still go to my home’s mailbox every day to retrieve whatever has been delivered there. Like you, I shuffle through it and end up dropping much of it into the nearest round file. What I really want when I go to the mailbox is answers to the question I think we all have: is anyone thinking about me? Now I know such a question can sound selfish, but isn’t it natural? I mean, as we go to the mailbox don’t we hope a friend or family member has dropped us a note or card – or that the…See More
Nov 15, 2013

ADM Profile Information

REQUIRED: Name of Your Dealership, Business or Organization:
AutoAlert
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Irvine, CA
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Dealership Solution Provider
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ADM is a Professional Network, describe YOUR Value Proposition... "Why should anyone do business with you?"
A former top Mercedes sales professional with Fletcher Jones, I am now vice president and co-founder of AutoAlert, the most advanced lead generation solution available on the market today.
What will YOU contribute to the ADM Community?
I am passionate about selling cars. I am passionate about helping automobile retailers sell more cars more effectively.

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Jeff Cotton's ADM Blog

An Rx for Rosier Pre-Owned Inventory

Posted on August 26, 2014 at 9:00am 0 Comments

How does your dealership acquire its most desirable pre-owned inventory? Aren’t the vehicles you previously sold your best candidates…aren’t they the vehicles your market wants most and that hold their gross best? 

Sure they are. Trouble is, given the increasing buy cycle gap, most dealers aren’t seeing the trade opportunities for such models as they’d like. …

Continue

Hay Oro en la Base de Datos

Posted on June 23, 2014 at 9:50am 0 Comments

If you’re up on your Spanish, you know the headline is an exciting invitation. It says, in English, There’s gold in your database. In fact, there’s lots of gold there, given recent research into Hispanic automobile shoppers. 

According to U.S. Census data compiled by…

Continue

Whom Do You Serve?

Posted on June 12, 2014 at 2:10pm 0 Comments

Whether we like to acknowledge it or not, we all answer to someone. Ideally, we see this connection as an opportunity to serve others. Serving others may seem old-fashioned but to the contrary, commitment to serving others is the route to true personal and business fulfillment.

My guess is our serve-others intention increases as we walk toward the new up. Yet to what extent do we actively serve those who have purchased from us already? The customer database is rich with existing…

Continue

Make a Direct Impact with Direct Mail

Posted on May 20, 2014 at 8:23am 1 Comment

Direct mail response rates depend on a combination of strategic targeting, credibility of message, impactful offers, timeliness of delivery and personalization. 

Yet even the best targeting capabilities and the best-of-breed direct mail strategies cannot deliver the results and return on investment that highly personalized, micro-targeted, direct mail marketing can achieve. 

What advertising or marketing…

Continue

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