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All ADM Blog Posts Tagged 'leads' (185)

Google Cars Program Video Explains Program To Dealers

I created a video that gives a brief overview of the Google Cars program, officially called the Google Commercial Unit For Cars (CUFC). A few more details on the program are now available but dealers still have a number of questions left unanswered.


Take a minute to watch the video and see my comments at the bottom of this page.…


Added by Brian Pasch on June 28, 2012 at 11:30am — 3 Comments

Why Should a Customer Buy From Your Dealership? Three Tips for Building Value.

In this competitive market, we hear from many dealerships that they are struggling to engage their customers in two-way conversations. In particular with Internet leads, increasing the contact rate and getting the customers to respond can be a challenge since many customers receive emails and calls from several dealers in a short period of time. So what can you do to stand out and encourage a response?


Besides the best practices we all know about (respond quickly, give…


Added by Josh Vajda on June 26, 2012 at 2:53pm — No Comments

Ways you're Killing Sales Leads


 Sales leads come in many different forms, yet few sales reps adjust their sales follow-up process to sync with the latest intelligence available about those leads. If not careful, they could be turning qualified sales leads into "not interested" responses or even worse, …


Added by Ketty Colom on June 19, 2012 at 6:00am — No Comments

How Do Your Walk-Ins Find You? Why You Need to Source & How to Do It

A long time ago, back when we used paper desk logs to track our showroom traffic, our salespeople were asked to complete a “source” box. We wanted to know how our customers heard about our dealership. Strangely, “Location” was the overwhelming favorite; according to our salespeople, very few customers came into the store because of our advertising. Of course, the phone calls and Internet (and fax, back then) leads we received told a different story. We just weren’t asking the question the…


Added by Josh Vajda on June 13, 2012 at 11:59am — 11 Comments

Turn Newsletters Into Leads: 5 Tips for Dealers

Turning eNewsletters into Lead Opportunities

Sending out a monthly email newsletter is not only a cost-effective method for nurturing leads, but also keeps your dealership top-of-mind, builds trust and loyalty, and encourages the right buyers to engage with your sales team at the right time. According to the Marketing Sherpa 2012 Lead Generation Benchmark Report, “On average, organizations that nurture their leads experience a 45%…


Added by Aaron Hassen on June 7, 2012 at 12:34pm — No Comments

Internet Lead Lingo: “I’m Not In the Market” Means “Don’t Pressure Me”

I’ve always believed that Internet customers have the same objectives—and objections—as showroom customers: the only difference is the way they choose to contact the dealership.



Added by Josh Vajda on May 23, 2012 at 12:00pm — 6 Comments

Don’t Let Used Vehicle Inventory Shortage Bring You Down

With prices of late model used vehicles at a near all-time high, according to this latest article by Automotive News, one of the greatest…


Added by Josh Vajda on May 2, 2012 at 2:00pm — 1 Comment

The Evolution of Communication - What's Next for Dealers?


Motorola introduced the first commercially available cell phone in 1983. The next year there were 12,000 cell phone subscribers. Today, 5.1 billion people around the world own a cell phone. According to an AutoTrader/Northwood University study, 17% of all dealership customers originate as telephone leads.


In 1997, Microsoft released Outlook and email is introduced as a new way for computer users to connect. Today,…


Added by Aaron Hassen on April 25, 2012 at 10:45am — No Comments

Are 25% of Your Showroom Customers Being Ignored?

What would happen if four customers walked into your dealership but only three salespeople were available to help? Would the fourth customer be ignored and told to come back another time? Or would a manager, or someone else, step in to help? One thing’s for sure: if…


Added by Josh Vajda on April 17, 2012 at 12:00pm — 3 Comments

If Location Is A Problem, Try These Three Tips

When you’re planning your dealership’s online marketing strategy, is location a factor? Maybe you’re located near a river, mountain or near the border of a state with no sales tax. Maybe you know there are desirable customers who come from a zip code near you, but those customers have to drive by another same-brand dealership in order to get to your store. Or maybe your OEM program doesn’t give you the flexibility to target certain areas that you’d like to target — but you know your biggest…


Added by Josh Vajda on April 4, 2012 at 9:25am — No Comments

Prepare for Increased Internet Leads in 2012

Urban Science recently analyzed its lead management data and, according to these recent articles in the…


Added by Josh Vajda on March 7, 2012 at 8:30am — No Comments

What Grade Do You Give Your Internet/BDC Department?


I'm so pleased to have Marc McGurren on the PCG Consulting team.  Marc is a great teacher and leader and I'm learning more each week about the opportunities and profit leaks in dealership Internet departments.

Over the past few months I have been asking dealer principals and GM's to rate their Internet/BDC…


Added by Brian Pasch on February 21, 2012 at 2:00pm — No Comments

Influencer’s AVA Sends 5 Millionth Message to Auto Dealer Customers

Bellingham, WA—February 21st, 2012— announced today that its Automated Virtual Assistant (AVA) has sent her five millionth message to auto dealership customers. Considering that it takes an average of two minutes to compose an e-mail, that means AVA has added 10 million minutes of productivity to dealerships’ Internet sales departments nationwide. For each dealer using AVA, that breaks down to more than 16,000 e-mails that the sales team did not have to write.…


Added by Holly Forsberg on February 21, 2012 at 7:39am — No Comments

Putting the Band Back Together

That’s what I heard most at NADA 2012. Dealers are re-building their Internet marketing departments and they’re pretty excited about it. For the first time in years, many dealers are hiring additional staff to help with increased Internet leads and increased sales. Yet they are doing so cautiously, and from what…


Added by Mike Shawd on February 13, 2012 at 12:51pm — 9 Comments

Dealerships Using AutoFerret’s Automated Virtual Assistant (AVA) Achieve Average Lead Closing Rates of 28%

Bellingham, WA—February 13th, 2012— announced today that vehicle sales data analyzed during the month of January 2012 reveals that its Automated Virtual Assistant (AVA), offers proven ROI for auto dealerships. Eight random dealerships that use AVA allowed to access their data for the purpose of analyzing ROI. The average closing rate on leads contacted by AVA was 27.8%, compared with an industry average of 6-12%. Additionally,…


Added by Holly Forsberg on February 13, 2012 at 9:35am — No Comments

ActivEngage and HookLogic Partner to Provide a Comprehensive Solution for Automotive Dealers

Best-of-Breed Live Chat and Targeted Incentive Technologies Combine to Drive Qualified Showroom Visits and Conversions

NEW YORK, NY -- (Marketwire -01/31/12) - Today, two leading technology providers in the automotive marketing industry, ActivEngage and HookLogic, announced a strategic alliance combining the companies' live chat and targeted incentive technologies into a…


Added by Justin Braun on February 6, 2012 at 9:10am — No Comments

Dick Brooks Honda Increases Sales, Lowers Cost Per Sale with AutoUSA’s ShowPro Incentive Program

Fort Lauderdale, FL – January 30th, 2012 – BOOTH 1415, NADA 2012—AutoUSA Internet Sales Solutions ( announced today that Dick Brooks Honda in South Carolina has generated an average of 60 showroom visits per month using one of AutoUSA’s products, ShowProSM, powered by HookLogic. ShowPro is an incentive marketing program that offers consumers a $25 gift card for showing up at a particular…


Added by Holly Forsberg on January 30, 2012 at 7:59am — No Comments

Give Your Customers The Hook To Get In Your Showroom

I have written about the influence of Jim Lecinski's book "Winning The Zero Moment of Truth" and the data that confirms that consumers are actively researching online during the Zero Moment of Truth prior to contacting a local car dealer.



This first contact, called the…


Added by Brian Pasch on January 28, 2012 at 12:30pm — 4 Comments

AutoUSA Internet Sales Solutions To Feature New Product Line-Up at NADA in Las Vegas

Fort Lauderdale, FL – January 23rd, 2012 – Booth 1415, NADA—AutoUSA Internet Sales Solutions ( announced it will feature its new product line-up at NADA in Booth #1415. The products are designed to help auto dealer Internet sales departments address their biggest challenges, including staffing issues, adhering to written processes, increased competition and more. AutoUSA recently re-positioned itself,…


Added by Holly Forsberg on January 23, 2012 at 7:55am — 57 Comments

Use Inventory Postings to Drive In-Market Customers to Facebook

Approximately 80% of dealerships have a social media program, with some dealers reporting great success. Others, not so much. Some dealership Facebook Pages have thousands of fans and are very active, while some have only a few fans and employees and post irregularly. Some dealers get plenty of feedback from their fans, and some dealers continually post in a vacuum.


But even if your Page has thousands of active fans, do you know how many of them are in the market for a…


Added by Josh Vajda on January 19, 2012 at 8:00pm — No Comments

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