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All ADM Blog Posts Tagged 'autoalert' (18)

Kill Spooky Month-Ends

Every year about this time, kids’ minds turn to images of ghosts, skeletons and Teenage Mutant Ninja Turtles. To accommodate their imaginations merchants everywhere fill their shelves with Halloween costumes, candy and related stuff. 

Thinking about Halloween at the end of the month brought…

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Added by Jeff Cotton on October 9, 2014 at 6:44am — No Comments

Mobile that Sells Like Hotcakes

If one trend frames this decade it’s how mobile technology puts valuable and often quite necessary yet rather common tools at our fingertips. 

It seems there’s very little that cannot be accomplished today by accessing resources and applications at our fingertips on these small electronic devices we call mobile, whether a smartphone,…

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Added by Jeff Cotton on September 30, 2014 at 1:11pm — No Comments

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. …

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Added by Jeff Cotton on August 26, 2014 at 9:00am — No Comments

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…

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Added by Jeff Cotton on June 23, 2014 at 9:50am — No Comments

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…

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Added by Jeff Cotton on May 20, 2014 at 8:23am — 1 Comment

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…

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Added by Jeff Cotton on March 4, 2014 at 8:30pm — No Comments

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…

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Added by Jeff Cotton on February 24, 2014 at 11:17am — No Comments

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…

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Added by Jeff Cotton on January 8, 2014 at 11:22am — No Comments

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…

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Added by Jeff Cotton on December 3, 2013 at 8:29am — No Comments

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…

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Added by Jeff Cotton on November 15, 2013 at 1:05pm — No Comments

Own this Gorilla

In this era of tweets, texts and Likes, the wise sales associate still recognizes and practices good phone.

 

Good phone means knowing how to engage others using the telephone. For sales associates, good phone means having learned how to sell by phone, practiced those skills and worked to overcome it unfamiliarity.

 

Most any sales associate who makes up their mind to excel at using the phone to drive business can be a success.

 

Yet for many, the…

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Added by Jeff Cotton on October 21, 2013 at 6:26am — 1 Comment

Sales Drop on Newton’s Head

It took a ripe apple dropping on Sir Isaac Newton’s head for gravity to shoot to stardom. Sales to existing customers are waiting to drop on your head, if you’ll simply look up, maybe propelling you to stardom yourself. 

In every dealer’s existing customer database are bushels of ripe apples ready for picking, if you can present them with the right offer at the right time.  Will you pick them -- or will they fall under another dealer’s tree? 

I want them to fall under…

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Added by Jeff Cotton on October 10, 2013 at 8:56am — No Comments

Morph Be-Backs into Buyers

How’s your attitude towards shoppers who walk without buying? 

  • Snarky?
  • Ambivalent?
  • Opportunistic? 

The right first response should be, with curiosity: Why didn’t the customer buy? A range of reasons might answer the question – from wrong inventory and price to poor presentation or dislike of the sales associate. 

For whatever reason a shopper leaves the showroom without buying, the productive attitude is one that focuses on opportunity.…

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Added by Jeff Cotton on September 26, 2013 at 8:03am — No Comments

How Can Vendors Deliver on Great Expectations?

As a technology provider, AutoAlert has the weighty obligation to deliver great service and support to its customers, North America’s franchised automobile retailers. 

As a dealer, do you entertain great service expectations from the vendors with which you do business? If not, you should – and you should hold them accountable for meeting those expectations.

This is an important issue. Because a recent article in…

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Added by Jeff Cotton on September 9, 2013 at 10:00am — No Comments

If Grilled Cheese Ruled the World

By Boyd Warner, AutoAlert

Sometimes, in our multitask-focused world, simplicity gets lost. New bells and whistles add zip as well as complexity, but often achieve the same results available from a simpler, easier approach. Such innovation might even put progress in reverse. Consider the following:

  • Automated operators:

    Is a “Press one if…” easier and simpler for a consumer than a live human answering and directing…
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Added by Jim Leman on July 18, 2013 at 12:30pm — No Comments

Clarity at 10,000 Feet

I have been fortunate enough to have the freedom and wherewithal to fly small aircraft. While my brain is busy with the mechanics of flying, my mind is free to nuance things.

 

Here is what came to mind one recent afternoon flying at 10,000 feet off the coast of Southern…

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Added by Jeff Cotton on April 29, 2013 at 9:37am — No Comments

Forget Ups and Close Like Crazy

I made a very prosperous living selling highline automobiles. My sales strategy made happy customers happier and because my sales were MSRP or better they made my boss quite happy too.

 

My strategy? I rarely took a showroom up.

 

Taking ups, as much as we love the rush of that pursuit, results in closing rates under 20%. You could be closing half or more if you prospect the right opportunities.

 

This kind of progressive selling is the future of…

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Added by Jeff Cotton on April 15, 2013 at 2:30pm — No Comments

Sell Five Cars before Noon

The service drive is the new showroom! In a given day, more car-sales opportunities drive into your service lane than will walk through your traditional showroom doors.

Putting a dedicated sales associate equipped with the right knowledge in hand in the service drive can consistently close 30-35% of service drive customers. The best your showroom team does is selling about 20 percent.

Service drive vehicle selling is powerful because you probably have all the tools at hand to…

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Added by Jeff Cotton on April 3, 2013 at 10:50am — No Comments

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