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All ADM Blog Posts Tagged 'process' (52)

Fix the Affliction

The adage “two brains are better than one” has long been used to think through matters and solve problems.  And to take it even further, excluding the human element, often two computers with different programming can solve problems more effectively than a single device.

 

As an example; the government has…

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Added by Richard Holland on August 7, 2014 at 6:22am — No Comments

Inbound Marketing: How To Win Customers By Influencing People

Lead > Contact > Show > Sell (LCSS).

That is the very definition of Automotive Inbound Marketing.

Have you ever noticed that the vendors in the automotive marketing space who are…

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Added by Larry Bruce on July 21, 2014 at 7:00am — 7 Comments

Relatedness-Based Selling™

“You have to decide to love it first. Then the reasons to love it will appear.”

— Jeff Sterns

Let me open with this: you have every reason to feel proud of yourself.

First, you are open to looking at yourself and this shows accountability. Second, when you get really good at…

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Added by Jeffery Sterns on May 22, 2014 at 10:00am — No Comments

The Right Way and The Wrong Way

During the analysis and evaluation we conduct prior to starting a training program the question of ethics and standard business practices we train on usually requires some explanation. In other words, Dealer Principals and General Managers want to hear from us that we conduct our training programs ethically and professionally.

If I were to stand in a room full of Dealer Principals and ask "Who in here believes that the best way to take care of a customer is to sell extra or un-needed…

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Added by Leonard Buchholz on December 27, 2013 at 10:06am — 3 Comments

Sales = Touchdowns

I was watching football Sunday and I got to thinking about the job of a receiver. I decided a receiver has three jobs:

 

1.        Catch the ball

Nothing positive can happen until the receiver completes the catch.

 

2.        Try to make additional…

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Added by Al Mosher on November 26, 2013 at 5:48am — No Comments

Are your Advisors "Helpful" or "Professional"?

Helpful…or Professional…which of these sound better?

If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.

Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…

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Added by Leonard Buchholz on November 19, 2013 at 5:08pm — No Comments

Your Sales Process is Wrong.......Dead Wrong

Most companies are using a sales process that dates back several decades. It was probably wrong then and it most definitely is wrong now. Now, don’t get me wrong. It’s not the process I object to; it’s some of the things you’ve been taught to do in it.

Let’s look at some of the bad advice you…

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Added by Al Mosher on November 7, 2013 at 3:30am — 11 Comments

Why Dealers Already Offer The Apple Experience

Articles are continuously being written in hopes of dissecting and duplicating the Apple Store experience for other businesses. I’ve even seen sessions at industry conferences that revolve around how to duplicate this in car dealerships. While I agree that it should be every dealership’s goal to achieve the level of…

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Added by Mike Gorun on October 8, 2013 at 6:03am — 1 Comment

5 Signs Your Dealership’s Brand is Involved in Cross-Marketing

Auto manufacturers are always looking for new ways to get consumers excited about their products, and sometimes that means crossing the automotive industry lines and sharing the spotlight with other industries.

What is Cross-Marketing?

Cross-marketing is when one industry incorporates their product or services into another industry in order to gain better exposure and help fuel consumer passion for both of their brands for a mutual benefit. This type of…

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Added by Rebecca Kon on August 28, 2013 at 11:18am — No Comments

Apple’s Customer Loyalty Strategy and How You Can Adopt It

I came across an interesting article in Forbes the other day that examined why Apple has such loyal customers and how they plan to increase that…

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Added by Richard Holland on July 11, 2013 at 7:00am — No Comments

Automotive CRM: Differentiate Your Processes

The automotive industry is always evolving and with that evolution we must constantly adapt to the changes.

Question: When is the last time you thoroughly reviewed your CRM processes in your dealership?

Think about it.  A CRM in the dealership is generally setup…

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Added by Stan Sher on May 28, 2013 at 11:30am — No Comments

Sell The Appt. Not The Car Over The Phone

We all have listened to the untrained sales professional or Internet Coordinator spend half an hour selling the car to a customer over the phone; and the worst part about it is once he/she gives away all the info the majority of the time you never see the customer show up that he/she was talking to. …

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Added by J.R. Batchelor on May 27, 2013 at 8:07pm — 6 Comments

90 Seconds to More "Be-Backs"

With all the competition in the Automotive World and so many websites, targeted ads and retargeting display ads vying for consumer attention it seems harder than ever to know whether or not your customer will remember you.

How do you set yourself apart from the competition and stay in the customer's mind?

USE COMMON SENSE AND THINK ABOUT USING MOBILE TO CONNECT WITH MOBILE! Niesen did a study in November about Mobile Auto Shoppers and it showed that 49% of…

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Added by Mathew Koenig on May 11, 2013 at 8:18am — No Comments

Know Your Third Party Providers

With all the recent talk about cars.com it brings up an excellent discussion about knowing your providers and the interactions they have with the leads that they sell you, if they sell leads, or with the customers you advertise to on the providers “portal”. This includes manufacturer leads from Tier 1, Tier 2 and manufacturers 3rd party leads. Do the providers follow up with the leads? How many times? On what days? If a customer sends a lead through a third party that goes to the…

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Added by Michael Stafford on May 1, 2013 at 6:35pm — 2 Comments

Has The Pendulum Swung Too Far The Other Way?

For years the problem with the Internet world was lack of follow up on the dealer side and nothing from outside of the dealer from the manufacturer or the lead provider.

Sure there are still a…

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Added by Michael Stafford on May 1, 2013 at 6:30pm — 12 Comments

Why Service Reviews Equal Revenue

Today’s world is full of review sites and social media- the epitome of information at your fingertips.  And because of this, reviews have become that much more important for customer retention and new client business. Search engines are becoming increasingly savvier by routinely displaying reviews (and…

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Added by Richard Holland on April 11, 2013 at 8:22am — 9 Comments

How To Target The Consumer With Your Marketing Strategy

Added by Paul Potratz on January 30, 2013 at 7:39am — No Comments

Who Are You? That is the Question You Need to Answer!!!



In the immortal words of Pete Townsend of The Who:

Who are you?

I really want to know

Who are you?

I bring this up because it still seems that businesses are heading into 2013 without any idea of how important constructing and controlling their…

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Added by Glenn Pasch on January 17, 2013 at 3:37pm — No Comments

Transforming The Dealership Part 4 - The Final Straw Case Study (Dealer eTraining)

Welcome to Part 4 of a live dealership case study.  This is the final chapter of a 6 week project.  You can catch up by reading part 3…

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Added by Stan Sher on November 28, 2012 at 12:30pm — 2 Comments

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