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Rebecca Ward's ADM Blog (107)

What is the best way to deliver leads?

Routing leads can be a difficult process due to the complexities and differences between dealerships.

If you have a traditional round robin system, where each sales person gets an equal number of leads, the best way would be to cycle leads to the people who are working that day.…


Added by Rebecca Ward on August 4, 2014 at 12:00pm — 6 Comments

Lead Follow Up Best Practices

Answering a lead doesn’t have to be rocket science. Sometimes we overthink situations where the best solution is usually the simplest. When it comes to lead follow up, dealerships should follow these three best practices, and the metrics attached to them.

Response Time - 30 minutes or less:

We all know that a timely response is important for leads, but how many dealerships are tracking this consistently? Following up with a lead should start with a quick response. To track…


Added by Rebecca Ward on August 3, 2014 at 10:00pm — No Comments

What are the Best KPI Metrics to Track from Leads to Set Appointments?

Tracking leads is the first step to managing your lead process. When a GM says, “Why is my closing percentage low!?”, I don’t start with how many deals we closed; I start with how many leads we received. Lead numbers are your starting point and should be your cleanest source of data.

Begin by scrubbing and removing false leads from your lead list and then go into how many of those leads you made contact with: this is called the contact rate. You should hit about 70% or higher of your…


Added by Rebecca Ward on August 2, 2014 at 6:00pm — No Comments

What is the best subject line to maximize an open rate?

Personalization is the key. If you are blanketing the masses with the latest vehicle incentives, then you may have a hard time personalizing the message. However, if you are operating at a high-level of email proficiency, you are most likely sending smaller, targeted email blasts instead of the mass blasts from the past.

Successful personalized subject lines usually include the first name of the individual you are emailing. Most automotive CRMs have this capability, and you should be…


Added by Rebecca Ward on July 31, 2014 at 6:00pm — No Comments

Is Your Dealership Exempt from Keeping an OSHA 300 Log?

Many businesses, including dealerships, are currently exempt from keeping an OSHA 300 Log, depending on which SIC code their accounting department uses. All business activities that generate revenue are assigned a SIC code, based on the activity that generates the most revenue. Applicable dealership Exempt OSHA 300 Log SIC codes include New and Used Car Dealers (SIC Code 5511), Used Car Dealers (SIC Code 5521), and Motorcycle Dealers (SIC Code 5571).

Note that OSHA inspectors are…


Added by Rebecca Ward on July 27, 2014 at 10:00am — No Comments

What kind of marketing media are you using?

When it comes to social media marketing, there are 3 types of media that you can use to increase interest in your dealership. Dealerships require a well-rounded media strategy to successfully leverage their brand and create greater brand awareness.

1. Paid Media

When you use paid media, you pay an individual or company to leverage your brand. This is often done through display ads, paid search, and sponsorships. Some of the benefits of paid media are that it is in demand, it is…


Added by Rebecca Ward on July 6, 2014 at 11:30am — No Comments

"Too Much" Content Doesn't Exist

There comes a time for all of us when writing content for our blog that we think, “There. That’s enough. I certainly don’t need any more content now!” Sadly, this simply isn’t true. There is no such thing as too much content, and to stay relevant, you will never truly be “done.” It is vital to the success of your website, blog, and ultimately your sales, that you continue to create and publish new, unique, and relevant content.

Why do you need so much content? So that when a shopper…


Added by Rebecca Ward on July 5, 2014 at 11:30am — No Comments

The OSHA Bullseye: A Case Study of Dollar Tree Stores

When you think of BIG OSHA violations, you may think of dangerous operations, mining, agriculture grain silos, Alaska king crab fisherman, or some of the local stories on the street in automotive. You probably don’t think of a $1 value retailer as being a prime target for OSHA, but here’s why you should, especially if you operate multiple locations.

  • In April, 2014, OSHA fined Dollar Tree Stores $143,000 for violations at their Wilmington, Delaware location.
  • In June,…

Added by Rebecca Ward on July 4, 2014 at 10:00am — No Comments

The Foundations of Social Posts: Grammer

The current focus of digital marketing has us concentrating so much on content, content, content, that sometimes we forget that while content is what drives our SEO, it has a supporting foundation, and that support is grammar. Of course grammar shouldn’t get in the way of creating your content, and certainly shouldn’t become the focus of your posts, but its value still shouldn’t be ignored.

Grammar provides our readers with directions on how to read our words and important signals on…


Added by Rebecca Ward on July 3, 2014 at 11:30am — No Comments

Want to Increase Productivity and Morale? Empower Employees

Workers who feel empowered by their employers are more productive and have higher morale, regardless of their industry.

These are the findings of a new study by lead researcher from the University of Iowa, Scott Seibert. He explains, “Empowerment is an effective approach for improving employee attitudes and work behaviors in a broad range of industries, occupations and geographic regions.”

The article, reported in EHS Today, lists four characteristics of an effective…


Added by Rebecca Ward on July 2, 2014 at 11:30am — No Comments

Internships: Paid or Unpaid?

With daydreams about laying by the beach on hot summer days looming in the near future, comes the burning staffing question: are we going to need student interns who are on their summer break and (quite possibly more important) do we have to pay them?

As defined by the Fair Labor Standards Act (FLSA), internships with “for-profit” private companies are most likely viewed as employment (i.e. “suffer or permit to work), thus being considered non-exempt from minimum wage and overtime…


Added by Rebecca Ward on July 1, 2014 at 11:00am — No Comments

Portect Your Company - Always Confirm Employment Eligibility with E-Verify

Get a jump on proposed new Immigration regulations. Under proposed federal immigration reform all employers would be required to use the E-Verify. Already many states required the use of the E-Verify system. Make sure that you complete a new I-9 form within three days of hire and take the extra step of confirming eligibility to work in the United States by using E- Verify.

E-Verify is fast, free, and easy to use, and it’s the best way employers can ensure a legal…


Added by Rebecca Ward on June 30, 2014 at 11:00am — No Comments

Protecting your Dealership - Benefiting from Social Media While Limiting Risk

Social media is no longer a new concept; it has become a common and highly used tool in society today. Often a free tool, social media can help take your dealership to new heights; however, it can also create legal risk if taken advantage of or used improperly. To keep your dealership on the right side of social media, utilize the following best practices:

Currently it is illegal to request employee’s passwords in 12 states and many other states may be following suit. Never ask for…


Added by Rebecca Ward on June 29, 2014 at 11:00am — No Comments

Mindfulness - How to Increase Efficiency, Creativity, and Workplace Harmony

What is mindfulness anyway? Mindfulness has become the antithesis to multitasking; instead of focusing on many things at once, which can cause poor decision making and lead to confusion, stress, and poor communication, mindfulness includes calming and focusing of the mind, often through meditation and breathing practices. A 2003 study, and 6 week implementation of a mindfulness program, showed that 70% of participants took fewer sick days due to depression and anxiety. In the following 3…


Added by Rebecca Ward on June 28, 2014 at 11:00am — No Comments

What you need to Know about Summer Help

You need an extra set of hands for the summer, but you don’t want to hire just anyone. An option many turn to is hiring a teen just for summer help, someone who is willing to work for just a few months, perhaps a coworker’s child looking for income during their school break. Before you get ahead of yourself there are many restrictions to hiring an underage individual, many that impact the value of summer help for a dealership:

  • Individuals under the age of 18 are limited to what…

Added by Rebecca Ward on June 24, 2014 at 11:00am — No Comments

Think Interns are Free? Think Again.

As the summer creeps closer and the workload gets heavier, many employers begin to think of hiring interns. However, it is important to keep in mind that there is no such thing as a free intern. In years past the New York Times has reminded employers that if interns are unpaid their workload must resemble their vocational education. Additionally, these interns must work under close supervision and cannot be a substitute for regular employees and their work must not be in immediate benefit to…


Added by Rebecca Ward on June 14, 2014 at 10:30am — No Comments

PPE Hazard Assessments for Auto Facilities - Do you need one?

PPE Hazard Assessments, otherwise known as Personal Protective Equipment Hazard Assessments, are required at all auto facilities. What are they? PPE Assessments evaluate any hazards that may exist in your shop, what your employees do on a regular basis, what they’re exposed to, and what personal protective equipment they are required to wear.

It is possible to write your own Hazard Assessment, or, some companies, such as KPA, will provide Hazard Assessments for you.

To create…


Added by Rebecca Ward on June 4, 2014 at 10:30am — No Comments

Summer Dealership Preparedness: Your Dress Code

With summer quickly nearing, the temperature is creeping up. If your employees haven’t already changed into their summer wardrobe, they will be soon. Inappropriate apparel can be dangerous and can also create a distraction amongst coworkers. It’s best to review and redistribute your dress code before problems arise.

In order to maintain a professional dealership image, your dress code should be clear, consistent, and safety conscious. It is also wise to address attire that may be…


Added by Rebecca Ward on May 24, 2014 at 10:30am — No Comments

Does your Facility Require a Blood Borne Pathogens Program?

Typically, dealerships, garages, and body shops do not require a blood borne pathogens program because they are not exposed to blood on a regular basis. To find out if your facility is required to have a blood borne pathogens program, take an assessment here.

KPA recommends not keeping a blood borne pathogens kit on site if you aren’t required to. It can create undue attention in the case of OSHA inspections.

Keep your facility and your employees safe by finding out all you can…


Added by Rebecca Ward on May 4, 2014 at 10:30am — No Comments

FMLA: Defining Sons and Daughters

When deciding if FMLA is the appropriate leave, employers should consider the interpretation of “son“ or “daughter” issued by the Department of Labor under the Family and Medical Leave Act (FMLA).  The Administrator’s interpretation gives employees, who care for a child, parental rights to family leave regardless of the legal or biological relationship. The “son” or “daughter” being defined is under Section 101(12) of the FMLA as it applies to an employee standing “in loco parentis” to a…


Added by Rebecca Ward on April 29, 2014 at 8:30am — No Comments

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