I often get emails like the following from the different vendors. I thought I would post this one in its raw and allow everyone to share your feedback and opinions on AutoMart.com .

Hi Jeff,

I enjoy your website. As the General Manager of AutoMart.com, I was wondering if you have tried AutoMart.com and if not, why?

Have you seen any of the dealer online  satisfaction surveys conducted by a very popular research firm? I think it is reflective of our business model- committed to delivering a very high quality of car buyers to dealers.

AutoMart.com ranked in the top 3 in quantity of used car sales it was responsible for a close 3rd to AutoTrader.com and Cars.com.

AutoMart.com ranked in the top 5 for closing ratios- ahead of Autobytel, AutoExtra, CarsDirect, CarSoup, Dealix, Vehix and BeepBeep.com.

Who ranked in the top 5 in overall dealer satisfaction, business generation and dealer support/service in a very popular research firms dealer satisfaction study ?

• Was it Ebay Motors?
• NopeWas it CarSoup? No
• Was it Vehix.com? Mas Non
• Was it BeepBeep.com? Not quite
• Was it AutoExtra.com? Try again
• Was it AutoMart.com? Yes!!!

Melanie Kovach | General Manager | AutoMart.com
100 W. Plume Street | Norfolk, VA 23510
757-351-3144

Anyone using AutoMart and having good results?? Leave your feedback!

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I spent last week in Detroit with all the dealer candidates for the American smart Car franchises.  The meeting was about the philosophy of smart USA and an introduction to the product.  I had a lot of fun there!  However, little about that meeting is relevant to Dealer Refresh, except….

smart (that’s right, stay off the shift key!) USA is building a national BDC for all smart dealerships.  The BDC will handle all incoming Internet leads and smart USA phone calls (not dealer phone calls).   All Internet leads includes the AutoTraders, Cars.coms, the dealer websites, and AutoUSA’s of the world….basically anything related to a smart.  They do not plan to work with the smart customers to the extent a dealership BDC would, but are planning to make sure the lead is completely scrubbed, and the customer is ready for dealer contact, before being passed to a dealer.  The BDC will also handle CSI calls and unsold floor traffic.  The goal with CSI is to call the customer within 48 hours of RDR and have those results to the dealer within 24 hours of the customer completing the survey (under 10 questions).

All this for $50 per sold unit that originated in the smart BDC.  Eventually smart plans to get involved with lead purchasing through their BDC as there are no plans to use traditional media for advertising.

To the best of my knowledge, no OEM has ever tried to service all their dealers through a centralized, national, BDC.

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I am a pretty successful ISM at a Volvo store in an area that is very competitive. A 1200 or even 2000 dollar loser is not unheard of in my area.

My problem is my owner is very conservative and will not allow me to send ANY quotes out. He wants me to only set appointments. I do understand what he is trying to do. I also understand that it is my job not to provide too much information and to set an appointment. However, consumers shopping on the internet expect a quote and can get one within an hour.

Do you have any ideas as to how I should approach getting a customer in the door without using any numbers?

Thanks for your help guys.

Best Regards,
Johnny Swartz
Internet &
Fleet Manager

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As I’m sure most of you are aware, the 3rd annual AAISP Digital Dealer Conference and Exhitition was held this week (October 1-2 2007) in Las Vegas.

I was unable to attend but would love to hear all about it!!

Some of the speakers included:
Rafi Hamid
Sandi Jerome
Roy Reutter
Stephen Stauning
Shaun Raines
Jim Ziegler
Cory Mosley
Mike Stewart
Ralph Paglia
Craig Criswell

So for those who attended..

1. Who gave the best presentation?
2. Did you learn how to get a customer into the showroom in the least amount of time?
3. Was it well orgainized?
4. Are you going to start a dealer Blog or podcast?
5. Can you now run an effective Internet Operation?
6. What was that “1″ thing that you took back to the dealer?
7. Was it worth it and would you attend again?

Leave your feedback!!

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The Internet is the ultimate Game Changer, we’ve seen it completely alter the course of entire industries (just ask an old school travel agent or securities broker). Luckily, the auto industry has repelled being swallowed whole.

Let’s talk about auto retailers that are busting the mold and trying to offer the shopper a fresh new "shopping game". The game is still alive and well, consumers still need and want to smell, feel and touch but they are hungry for a “new way” to buy.

• Who dares to be different?
• Who among us is hard at work breaking the (perception) of the auto sales business model?

Allow me to offer up some examples to start this off:

1. Auction Direct USA
Three stores; NY, GA, FL and growing like a weed. Institutionally funded with over 400 vehicles for sale
http://www.auctiondirectusa.com/

1. Auction Direct USA Game Changer Claim to Fame?
2. On Site Auctions with open reserve prices. Unsold units at $399 over reserve.
3. No negotiation.
4. In store Web shopping stations to shop competition (great closing tool IMO).
5. Non commission sales (flats?).
6. Killer pre-qualifying process (the finest bar none)
7. Open feeling sales floor, No desking, No offices.
8. 3 day, 300 mile exchange
9. RSS Inventory feeds

Lots of hype "only $400 over reserve", but it successfully hits several favorite "hates" of shoppers (one price-no negotiating, open, no rooms, shopping stations, etc). I haven’t been there but I bet that they don’t let a soul into the inventory lot to browse without coming through the showroom 1st.  If you look at the career opportunities area, they really key on the BDC team.

2. City Auto
Located in Memphis, Tennessee with over a 1,000 vehicles for sale
http://www.cityauto.com/

• City Auto’s Game Changer Claim to Fame?
• Results 1st: Auto Dealer Monthly’s 2007 Independent Retailer of the Year and #1 in U.S. Internet Sales for 2007!
• City Auto is a mall made of an Army of self employed sales reps

The salesmen actually own their own vehicles. That is why the contact information is different for each vehicle listed on cityauto.com

It’s a strange setup, looks just like a shopping mall. Small players rent space from the house.  From the consumers side,  I see how exciting it would be to buy from the owner. No "go ask the boss" routine.  I’d bet the phone pitches from the owners are personal and excellent. Also, the boss/sales rep gives the shopper the trade-in.  I just don’t know how they can keep each other from cannibalizing themselves. Or… maybe that’s why they sell so many! (great party story, pitting 2 owners against themselves, all the while, mr. shopper sits tight). IMO, if the “House” can keep the peace and keep its customer service reputation clean, I’d call City Auto model a GENUINE game changer.

Give it a look, post your Game Changers.

Article written by Joe Pistell
CEO of new-traffic.com

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