I started in the retail car busniess as a teeneager and have never left. I spent 4 years working as a consultant/catalyst for ½ a car before I founded The Sales Academy in 2003. I have been extremely fortunate to have worked with some of the smartest retail car people on the planet over the years. The Sales Academy runs one of the industry’s largest Virtual/out-source business development centers. We have conducted training and coaching in over 1,600 dealerships across the U.S. on BDC process and on lead management best practices. Plus, we have made millions and millions of live and personal calls on their behalf making their jobs much easier and adding significant dollars to their bottom lines!
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Our data mining campaigns are our most popular services by far. We go directly into your DMS and identify who we consider the "low hanging fruit" and then execute a vehicle buy back call campaign targeted @ those customers. For example, odds are about 40% of your customers are service only and they have never bought a car from you. If you are an average sized dealer odds are there have been 2,000 or 3,000 service only customers through your service department in the last 18 months. We also identify customers who have bought from you, but have had their vehicle for more than 25 months and have also been in for service within the last 18 months.
Let’s say that those two lists added up to 8,000 customers. Once we have the right people identified, our call centers, or Virtual BDC, will make at least 10 attempts to contact each one of those customers with a live and personal phone call inviting them in for a free professional appraisal of their current vehicle. If we had 8,000 targets, we’d make about 80,000 calls in less than a week’s time. That is impossible to get done in-house even for the best and most well-manned BDC in the country. Because of our ability to do the heavy lifting, an amazing amount of appointments are set. We average over a 5.5% response. We define response as anyone who sets an actual appointment at a specific time or anyone who tells us they plan to purchase a vehicle within the next 6 months and that they are interested in upgrading their vehicle.
We then post 100% of all the call results online, including the actual call recordings, so you can then manage each of the appointments we set and “hot leads” we identify. One of our performance coaches actually comes to your store to “launch” the program and to make sure that a solid process is in place to work each and every lead and to teach your team how to handle the customers who come through the door.
Because we work directly with your DMS, it is then easy for us to run a sales match measuring your ROI. Our average dealer enjoys a 1.2% sale-though in about a four to five week period. In this example that is 96 vehicles sold off of appointments and leads generated by our phone calls. I will ask Ralph and a couple other dealers who have used the program regularly if they are okay with me posting their sales match reports on this site.
Our vehicle buy back program the type of program a dealer should run 3 or 4 times a year. Feel free to call me on my cell phone @ 386-566-1428.
after reading through your blog I saw this "Ralph used us strictly for data mining work because he already had such a solid in-house lead management plan in place" we also have a stong in house staff. What is data mining?
He hasn't lost a game since he was in Kindergarten...i think his record is 46-1 as a starting QB. He makes me look like a brilliant pee wee football coach. Fortunatley, not only did he get his mom's good looks, he got her speed too!!!!!!
The Man... The Myth... The Legend! Now I can say that ADM has made the big time. I left Detroit earlier today, and just got here to Torrance, CA and checked into my hotel... I logged into ADM to be pleasantly surprised to see that we are now over 330 members who have joined the ADM Community!
Thanks for helping us get to this critical mass... I am thrilled and delighted to see that you have joined our community... Welcome and THANK YOU!
We are looking forward to any best practices, guidance, tactics, files, photos and videos you are willing to share with us.
Also, you have full access to your very own blog web site within this community, so feel free to get into the swing of things and use this community as a means of sharing with associates, customers, clients and friends!
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