Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Do you shy away from giveaways and win-a-prize type mailers? If you’re like most dealers, you probably do. Giveaways are frowned upon for fear of attracting customers who are more interested in winning a prize than buying a car.
Customers come into your dealership daily. When asked if they…Continue
Added by Alexia Henson on October 20, 2016 at 6:25am — No Comments
If you haven’t drunk the video marketing Kool-Aid yet. Or, perhaps are overwhelmed by the thought of creating and distributing videos, it’s time to consider the advantages of having a video marketing strategy.
There was a time in my career when dealers used to complain about having to take multiple…Continue
Added by Timmy D. James on September 29, 2016 at 5:32am — No Comments
It wasn’t too long ago that a mandatory part of the delivery process included the salesperson walking the customer into service, introducing them to a service advisor and helping to begin that relationship between the customer and the service department. Even now it’s a critical question on many manufacturer CSI sales…Continue
Added by Tom Cannata on September 15, 2016 at 5:38am — No Comments
The automotive industry pretty much resets at the beginning for each month. I’m sure you’ve all heard the term, “hero to zero.” Well, that’s rather how it is – you are judged on your sales for the previous month.
So, what do managers do when they get nervous in the middle of the month – perhaps sales…Continue
Added by Joe Orr on September 14, 2016 at 5:53am — No Comments
Dealership video content has quickly grown throughout the industry in the last few years, and it is yet another marketing strategy to set any dealership apart from its competitors.
Dealership video can be utilized to create an entire package of video marketing to attract more consumers to your brand.…
Added by Aubrey Hankins on August 17, 2016 at 12:00pm — No Comments
The Discovery Channel’s “Shark Week” has become a cultural phenomenon in our country. Sharks are relatively mysterious and most people don’t know much about them. Cars are very similar in nature. We know that we need them and which ones are cool, but most people don’t really know how they work. And not only that, as…Continue
Added by Chris Miller on August 15, 2016 at 7:27am — No Comments
Who is going to be the most ideal customer to attract, most likely to purchase from your dealership?
The question so many ask, and so many wish they had the answer to. The obvious answer would be an existing customer, preferably one who purchased their most recent vehicle…
Added by Aubrey Hankins on July 25, 2016 at 10:00am — No Comments
In my past few blogs, I discussed the various areas in a dealership that are affected by the current recall epidemic, compared the differing viewpoints about recall repairs from dealers and consumers, discussed…Continue
Added by Chris Miller on July 8, 2016 at 6:37am — No Comments
The chances are pretty good that any email lead YOU receive is also sent to competing dealerships. That means the car shopper will get emails and phone calls from other salespeople looking to sell that customer a car. Unless the lead is on a unique used vehicle, your competitors have the same new vehicles in their…Continue
Added by Timmy D. James on July 7, 2016 at 6:24am — No Comments
According to the J.D. Power 2016 U.S. Initial Quality Study (IQS), U.S. new-vehicle quality makes the largest improvement in 7 years! How does this impact today's dealers?…Continue
Added by Kris Rosychuk on July 6, 2016 at 11:30am — No Comments
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…Continue
Added by Alexia Henson on June 27, 2016 at 6:00am — No Comments
The intention of a loyalty program is to show your customers that they are appreciated and encourage them to choose your business over any competition. These programs can create value and generate lifetime relationships with customers -- as long as the experience remains consistently…Continue
Added by Mike Gorun on June 20, 2016 at 7:07am — No Comments
The subject of recalls has provided plenty of fodder for some in the media. Certainly, vehicle recalls are an explosive issue that places dealerships on the front lines of consumer anger and frustration. At the same time, dealers are also positioned to resolve the situation, restoring the consumer’s confidence in the…Continue
Added by Chris Miller on May 26, 2016 at 6:57am — No Comments
Most dealers I know spend around $30, or more, per lead to drive more sales customers into the store. In many cases these leads contain little information that is actually useful to help close the customer. And, not all the information is accurate – perhaps the email is good but the phone number is not. It’s no…Continue
The car business is a people business. Because of that, dealerships see customers from a variety of backgrounds, income levels and credit histories. And, for a salesperson or manager, there’s nothing more disheartening than to spend a lot of time with a customer just to discover that they are credit challenged. Despite…Continue
Added by Paul Moran on March 11, 2016 at 6:08am — No Comments
How many times have you been driving to someplace new in your vehicle – say to a concert – and, as you get closer, you end up following the large group of cars, as you assume they are going to the concert too, and that they know where they’re going?
This phenomenon is called the “herd mentality” and is…Continue
Added by Paul Moran on February 26, 2016 at 5:19am — No Comments
Very few sales managers would punish a salesperson upon receiving a complaint that they are calling, e-mailing or texting a customer too much. In fact, after assuring the customer that they will have the salesperson stop, that sales manager will probably follow up by giving the salesperson a high five. And, to ensure…Continue
Added by Chris Miller on February 19, 2016 at 5:41am — No Comments
Dealerships are constantly working to increase their website conversion – and for good reason. Organic conversions typically see the highest closing rates. However, I frequently encounter dealerships that wonder why they aren’t getting higher conversion rates, despite adding the latest…Continue
Added by David Metter on December 29, 2015 at 6:04am — No Comments
When I first started in the Automotive Industry in the 1990’s (I will not tell you how early so I don’t embarrass myself, but let’s just say it was early), I remember sitting in sales meetings and having the GM ask us over and over again “Why are they (customers) calling the dealership?” We (the sales team) would all…Continue
Added by Kit Rogers on December 21, 2015 at 5:30am — No Comments
One of the fastest growing practices that dealerships are utilizing to increase sales is prescreening a Service Customer that has either made an appointment to have work done on a vehicle or just shows up. In addition, there are numerous companies that offer equity calculations not only on vehicles that bought from the…Continue
Added by Ken Luna on December 8, 2015 at 6:48am — No Comments