Automotive

Internet Lead Response: Why Should it Matter for Car Dealers?






  (Another helpful excerpt from the pladoogle.com free 2015 Car Dealer Mystery Shop Study of more than 400 automotive dealers.) Why Does Lead Response Matter? Lately, much has been written about the drop in the number of electronic sales leads dealers receive – not coincidentally, of course, most often by those wishing to sell more of their(…)






Here is Every Reason You Should NOT Create a Centralized BDC






  Quick Quiz: If you’re part of an automotive dealer group comprised of anywhere between 2 and 290 stores and you do not run a centralized sales BDC, then you’re: A. Wasting Money B. Losing Sales C. At a Competitive Disadvantage D. Not Leveraging Your Economies of Scale E. All of the Above If you(…)






The Three Cs of Phone Skills Mastery






  While I tend to do a lot of phone training, it’s not my favorite skill to teach. This is not because my phone skills training lacks substance or robustness or even uniqueness – it provides all three (and you can even get most of it for free online) – it’s because that no matter(…)






It’s the ROI, Stupid






It’s All About the ROI Every now and then I find the automotive digital marketing controversies and handwringing on sites like LinkedIn, DealerElite.net and others to be both humorous and disturbing. Humorous, because it’s really not all that complicated (yet some people insist on adding drama to everything); and disturbing, because no matter what the(…)






Rules Matter: How 5 Simple Rules Stop Car Salespeople from Skating Each Other






5 Simple Rules… for Eliminating Skating Forever If the only place you’ve ever worked is for one of America’s car dealerships, then you may not be aware that other industries don’t reward those who steal from their coworkers. Only dealership employees enjoy the added perk of being rewarded for cheating each other at will. We(…)






Yippee! We’re Above Average!






  “What’s the Average Closing Percentage for Automotive Leads 30, 60 and 90 Days Old?” I recently received a variation of this question from a visitor to my free video training website; and given that many automotive managers, salespeople and BDC agents likely have the same question, I thought I’d post my original answer here,(…)






What I Sincerely Hope My Local Car Dealer Can Learn From Tire-Rama






Before diving into this topic, I want the readers to understand why dealerships are so near and dear to my heart. While it’s true that I run a small company that provides technology and advertising services to lots of industries; I actually enjoy being in and working with car dealerships. You read that right: I(…)






The Secret to Setting Appointments that Show






  Did you know that there is a secret to setting firm appointments that will actually show up at your dealership? Not only show up, but actually arrive on time? There is. There is a secret; and most salespeople and managers have no idea what that secret is. The secret is this: You have to(…)






What’s the Best Internet Sales Structure for My Dealership?






  At virtually every dealership 20 group I address, at least one dealer will ask the question I hear most often with respect to internet sales: “What’s the best internet sales structure for a dealer today: End-to-End; a BDC; or giving the leads to the floor?” I’ve been asked this question over and over again(…)






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