Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Price cutting is a self-inflicted wound. Nobody holds a gun to your head and makes you cut your price. I know that many of you are thinking right now: “There is so much competition today that I can’t maintain profits,” “Everybody is giving everything away,” “The salespeople can’t negotiate,” and “Everybody knows our pricing from the Internet. “ Blah, Blah, Blah. Stop whining about price!
Only about 10 percent of buyers buy on price alone. For that 10 percent, you can decide…Continue
Added by Mark Tewart on June 19, 2013 at 9:13am — No Comments
It’s Saturday! Blow up the Balloons, blow up the squiggly air man thingy, get your game faces on and get ready. Barely anyone will walk on to your lot today. Any ideas why?
Before you continue reading this article, do me a favor right…Continue
Added by Michael Cirillo on June 18, 2013 at 9:00am — No Comments
Don't ask for a manager when you want an Internet salesperson or BDC person.…Continue
In this age of transparency in our business, let's take some of our own medicine. It's time to practice what we preach. (I can't believe I've surpassed my quota on clichés this early in the article.) I want to take this opportunity to take a closer look at our job titles and descriptions. Let's look at the different…Continue
Traffic is slow, business is weak, the economy stinks and banks aren’t buying. Repeat this mantra 100 times and see how you feel. I promise you that if you replay this message enough, you will believe it as absolute truth and become depressed and desperate. No matter what circumstances are at present, the choice is simple: You choose to win or choose to lose.
The one single ingredient that is always present in any success story is self-determination. You are always…Continue
Added by Mark Tewart on June 14, 2013 at 6:15am — No Comments
As we all know over 90% of consumers are online when researching and deciding which vehicle that he/she want's to purchase which leads to the inevitable that we must fish where the fish are. Research reveals that effective Internet advertising not only provides dealers with greater reach to car…Continue
Added by J.R. Batchelor on June 13, 2013 at 9:13pm — No Comments
Throw your CRM away. A CRM often becomes too much like a multitasking Swiss Army knife, when what you need to really sell more cars is something simple and powerful.
As CRM vendors bolt on different applications, the proverbial Swiss Army Knife philosophy emerges. Is it practical for cutting a steak? Or is it a 12-in-one tool with pliers, toothpicks, tweezers, and multiple blades – something complicated and bulky and not as simple as a serrated steak knife?
Added by Jeff Cotton on June 10, 2013 at 11:30am — No Comments
The penetration of hybrid and plug-in cars is growing, but ever so slightly. The primary driver today is as much related to the CAFÉ standards causing manufacturers to step forward with these new products, as it is related to pure consumer interest and demand. With there now being over forty hybrid-related offerings and another dozen plug-in vehicles, the overall volume is growing. According to…
Added by John Sternal on June 7, 2013 at 2:08pm — No Comments
Often times when I chat with dealers I ask dealers what is keeping them, from getting to the next level of super success I hear responses like:
We need more quality leads.
Or... Cars are bringing brain damage at the sale.
Or... It's hard to find real salespeople anymore man, they just don't breed them like us, you know what I mean?
My answer to these issues are yes, yes and yes...so what. You have to control the controllable and you can control all of these…
Added by Mathew Koenig on May 28, 2013 at 4:00pm — No Comments
Time allotted to us every day is finite, just 24 hours.Continue
Added by Jeff Cotton on May 28, 2013 at 1:30pm — No Comments
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. …Continue
What legally defines a merchant who uses a self-funded, in-house financing program? Any merchant extending credit of any kind to one or more of their customers is this type of merchant, whether they realize it or not.
They may be running an in-house financing program using their own money, or they may simply be allowing a customer they’ve known for years to pay a few days late which constitutes…Continue
Added by Jon Floyd on May 26, 2013 at 9:45am — No Comments
After participating in one of my recent webinars a sales manager asked me a great question. He said “Why even ask the "green light" question? Doesn't that just give them an easy excuse to hang up.” He was pointing at what he considers a flaw in one of my steps to the outbound call. I had just explained in the webinar that after you have greeted the person on the other end of the call and verified to who you are speaking you should ask them if you are calling at a “Bad Time”. In other words…Continue
Added by Mike Paradies on May 23, 2013 at 8:30am — No Comments
We all are aware of the fact that we only have a 11-14% connection ratio when contacting Internet leads. And we also know that the hardest part of the job for Internet Coordinators is getting people on the phone which leads to a very valid point that we must ask and that is are we maximizing…Continue
Added by J.R. Batchelor on May 21, 2013 at 7:53pm — No Comments
I wish I had a dollar for every corny fishing analogy used when talking about customers in our business. Ok, so I wouldn’t be rich, but I’d have, like, seven dollars. But who can resist a blog with cute kids in the picture?
I recently took a fantastic striper fishing trip at Lake Texoma with my two boys, Cooper and Carter. I decided to hire a fishing guide for a couple of reasons..one, more fish..two, my A.D.D. kicks in pretty quick when having…Continue
Added by Danny Benites on May 15, 2013 at 2:27pm — No Comments
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…Continue
Added by Mathew Koenig on May 11, 2013 at 8:18am — No Comments
Does your dealership have a process in place for a quick transition from the sales floor to the finance dept? Are your customers waiting for a hour or more to get into the finance office? Does your F&I producer come out to meet the customer before the consumer get's to his/her office? Ladies and gentleman I could go on and on with questions that I talk about with automotive managers and what we find is very concerning.
First, the transition from the sales floor to…Continue
Here is what came to mind one recent afternoon flying at 10,000 feet off the coast of Southern…Continue
Added by Jeff Cotton on April 29, 2013 at 9:37am — No Comments
I recently read that today the reality is that, whether prospective buyers are in your virtual showroom or your physical showroom, they’re a buyer. Maybe not today, but statistically the Internet customer is highly likely to buy within 90 days.
94% of car buyers begin the process online, according to recent estimates, yet most dealerships attribute less than 30% of actual sales to Internet leads. Why the discrepancy? Most consumers do research online but instead of…Continue
Added by Bill Cosgrove on April 27, 2013 at 7:43am — No Comments