I just got back from one of Jack Simmons training courses held by AutoTrader. This is the 2nd one I have attended and I must say…I’m ALWAYS very impressed. I’ve been doing this Internet Sales/Management thing for over 6 years and I still walk away with some great ideas to implement after one of Jack’s trainings. Jack…if you ever need "anything" or want someone to bounce some ideas off of…please look me up. I’ll be at NADA this year, a drink or 4 is on me!
I heard about this coming together several months ago and was dieing to see if it would actually materialize.
At first I wasn’t too sure…just another group of people trying to start up some “Certification” process that eventually fizzles. However, it seems they are going to make a go of this. They have a great board of directors and have begun advertising, accepting memberships. Their it first annual Conference has been scheduled for April of 2006.
The purpose of AAISP is to raise the level of respect and professionalism for Internet sales manager and professionals in the automotive dealer business. You know…I’m all for that. I personally have had to and continue to overcome countless obstacles in this field of the business.
Hopefully the AAISP will be able to achieve what they have set out to do.
In an interview of Lloyd Richardson – Founder of AAISP, Lloyd says “I would like to see an assignment in dealerships Internet departments, or their equivalent, universally recognized as an essential prerequisite in the career path to upper management.” – This will happen..it has to. As technology changes and our consumers change so will the evolution of automotive dealers. More so, the evolution of the dealer staff; Sales, Service and especially Management.
I believe I’m going to join the AAISP. It would be nice to attend the conference and to surround myself with people that “speak the same language”.
Submit your thoughts and comments with the "comments" link below.
AutoTrader.com and NADAguides.com announce a strategic partnership. AutoTrader.com will be powering NADAguides.com vehicle listings on both the New Car Center and Used Car Center at NADAguides.com.
So now when your dealer advertises with Autotrader your vehicles will now be listed on NADAguides as well. Actually, the basic search feature is located on NADAguides.com then once you click on the "search" button it links you to the detailed search page on AutoTrader.com
NADAguides.com will now be the "premier" vehicle pricing source at AutoTrader.com. When shoppers are looking for used cars to purchase, they can instantly access NADAguides.com vehicle pricing as part of their research process.
I quote – ”The NADAguides.com and AutoTrader.com brands are two of the most trusted, well-known brands in the automotive industry,” said Lenny Sims, Director of Operations, NADAguides.com. “Both organizations have a longstanding relationship. It makes perfect sense for us to create this partnership to provide car buyers and sellers with the most comprehensive vehicle services available on the Internet today.”
I’m not sure how I feel about that! We all know that NADAguides are NOT the "standards" that most dealers go by. I’m located in the Northern Atlantic region and we have NEVER use NADA for anything other then loan values for the banks. I have always found NADA to be too high for Trade-in and Retail values.
This might not be a great move for AutoTrader. I always wondered how much real research these companies do before they make their decisions. Are they gathering "real" information from dealers in different regions of the United States??
Whats your opinion??
"Carfax, the pioneer of the vehicle history report, and AutoTrader.com, the #1 online automotive classified advertising company in the U.S., today announced they are entering into a new partnership."
Now..if the consumer only knew how unreliable CarFax really is!!
This years AutoSuccess Best Practices Summit will be held at the MGM Grand, Las Vegas, Nevada, November 3 – 4, 2005
They are offering two days of "intense learning to dramatically improve ones sales results".
I’m really going to try and attend this year.
–David Kain, president, Kain Automotive, Inc.,
–Jennifer Picheco, director of e-commerce, Germain Motor Company
–Darren Haygood, director of CRM & Internet sales, Lokey Automotive
–Dean Evans, vice president of marketing, Dealix Corporation
–Chip Perry, CEO and president, AutoTrader.com
–Sean Wolfinton, Owner, BZ Results
–Keith Latman, CEO and Co-Founder, iCarMagic
and a few others.
I did a Travelocity package for non stop trip out of Dulles Airport in VA to Vegas with 3 nights at the MGM. The total was around $1,200 plus the cost of the convention.
The Cost is $695 in advance, $995 after October 5, 2005.
+600 for food and drinks
+1000 for some slots and blackjack
-$0,000 winning (I never win anything)
Total Expense = $3495.00 … ouch. That’s a little on the $$ side. I guess I could leave out the slots and blackjack.
Call (866) 317 -7914 or visit http://www.autosuccess.biz/fileshare/S3_info&reply.pdf to register and learn more.
Is anyone else going?? Leave me some comments!!
In this article, David Kain suggests how your dealers email Auto Response should be formated. David writes.."Unfortunately, most auto response emails are not an effective greeting for the dealership, and fail to arouse or motivate their audience." This is SO TRUE.
1. Decide who you want to sign the auto response
2. Use a subject line that is relevant to the customer
3. Use your logo
4. Keep it brief
5. Describe your process
6. Provide a link to your website
7. Sign it with complete contact information
Remember not to get too wordy when you describe your process. Keep it simple!
I would also like to add something to step #7. IF your a photogenic person, Include a photo of yourself. Now…I have heard and have read about some consultants not agreeing with this action. However, from my own personal experience, including a photo of yourself really adds a personal touch to your emails/auto responder and can increase your response rate. Plus, I have found that your customer is more likely to ask for you by name when they visit the dealership.
Read the entire Article :: Dealix Dealer Newsletter: Create an Effective Auto Response Email.
Where would you like to go NEXT?
Is your dealership website asking your customer where they would like to go next after submitting a request, price quote or for more information?
MOST dealer websites direct the customer to a Thank You page and inform them that they will be contacted within a short amount of time. Some dealership websites take them directly back to the dealerships website homepage.
WHY NOT direct the customer to another page of the website or even straight to the credit application. Let’s take this opportunity to engage once again.
Example – “Thank you for your request, someone from our Internet Sales Team will be in contact with you shortly. Spend less time at the dealership and FILL OUT our Secure Online Credit Application.”
Or something like;
“Thank you for your request, someone from our Internet Sales Team will be in contact with you shortly. Where would you like to go Next?
- Visit our Specials Page
- View our Pre-Owned Inventory
- Learn about our Discounted Extended Warranties
- Enter to Win a ……
- Sign up for our Monthly Newsletter
- Sign Up for our Monthly Specials Email
- View our Pre-Owned Inventory
(Link your customers to different pages of your site with these call to actions)
Funneling your customer to a dead-end will most likely end in one result; the customer closing out the browser or leaving through the back door of your website.
Keep the consumer engaged and on your dealership website. You never know, they might find another vehicle of interest or even better – fill out a credit application. One step closer to turning into an actual showroom visit.
What you are going to keep the customer engaged after converting and being sent to the “Thank You” page?
This article is more less a blurb for eDealer Advantage, a “turnkey” program for dealers that like to outsource their Internet Sales and Marketing efforts. I’ve never experienced an outsourced internet department, though I can see why many dealers would look into such an operation. I just can’t imagine a company being able to keep up with all the manufacturer changes, keeping the pricing structure updated, locating cars that are not on the lot, coordinating delivery’s when the customer is always late. I’d like to see one of these companies in action. (They even design and maintain your dealers website, though I was not impressed with)
Jasen Rise writes a nice article for Dealer-Magazine about how one could and should set up their follow-up process. (It almost looks as if he was in my personal files) After several years of "trying" to perfect the ideal follow-up process I have found you need to cater it your specific cliental, however in general this is a GREAT example!
He mentions that "Some have suggested that this process calls for too many customer contacts"…I’d like to know who would suggest this? I actually encourage a few more emails within my follow-up process. Jason also talks about setting up your Lead Management system to send out your automated emails accordingly. Absolutely, but be careful not to make your email sound to canned. I truly encourage one to have their templates set up to to read like you are emailing a friend. Don’t get too wordy. I have received more responses from my short and simple emails then I have from the long winded and sales like emails. Nice Job Jasen!!
Read this Artical Link: Dealer magazine.
Where are your purchased leads coming from?? Sure, they’re being sent to you from Dealix, AutoBuyingUSA, NADA (Jumpstart), AutoUSA, Autobytel, Autoweb, etc.). BUT, where are they really coming from??
Over the last several months, I’m finding the quality of the leads that I’m getting from 3rd Party Lead Providers (PLP’s) are becoming more and more substandard. After much frustration with a particular 3rd PLP, I decided to prove what I have been thinking all along. I always had an idea where many of these leads are coming from but never took the time to prove myself right.