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Jan 17, 2013

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    We love our sayings in the auto industry. From “the feel of the wheel seals the deal” to “I like meat – if I don’t sell I don’t eat,” we have a ton of them. While many of these sayings are harmless, others work to promote a bullying culture that can hurt your business. A perfect example is the phrase “green pea” to refer to a new sales consultant. Industry veterans use put-downs like this, and other aggressive language, to gain dominance over newbies and protect their turf. However, the effects of harassment are widespread and may include pushing promising new talent out of the industry, turning-off customers who overhear foul language, and even depressing sales. If you want to attract the best talent, engage a more diverse customer base, and sell more, you’d be smart to tap down the scorn directed at new sales consultants. Schoolyard bullying tactics keep our industry stagnant at a time when what we really need is new blood, new ideas, more diversity of ethnicity ...Read post

  • As Beepi.com and others attempt to "revolutionize" used car sales, dealers should expect "some" impact.

    At last, Silicon Valley has entered the auto dealer marketplace with a used car startup named Beepi.com. The company, the result of an MIT graduate’s frustration with buying a used car, has raised a whopping $80 million since launching in 2013.[1] After debuting in California, the startup has recently expanded operations to Arizona and Texas, and “is on track to book revenue of $100 million[2].” Beepi’s model is relatively simple. If a car owner wants to sell his or her car, Beepi will handle the entire process – inspecting, photographing, pricing, and listing the car online. They do this by sending a “Beepi inspector” to the car owner’s residence or workplace, and performing a multi-point inspection and onsite photo shoot; the process takes about two hours from start to finish. After listing the vehicle, Beepi guarantees that the car will sell in 30 days, or they’ll buy it. Beepi determines pricing using a “proprietary algorithm” (I’m assuming a formula based ...Read post

  • The dealership sales and finance process has been built by dealers for dealers. Part 2

    A couple month’s ago, I posted a blog that got the DrivingSales community talking about how financing and the entire, old-school, 4 square process could be moved online. The argument being – this is what consumers want so what’s stopping us from giving it to them?   Since then, we've had a deeper conversation with dealers about whether or not they are ready for a connected car-selling process. And the answer was a resounding “Yes!”   Eighty percent of dealers we talked to agreed that connecting the online and in-store experience will help them sell more cars fasters. This is good news for everyone – especially consumers, 99% of who start their purchasing journey expecting it to be hassle, according to a recent DrivingSales.com study.   Thanks in large part to the transparency offered by online shopping, consumer expectations have made the traditional 4 square process obsolete. Instead, car shoppers are seeking out a pleasurable experience – and are even willing t...Read post

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      Navigating SEO is a DrivingSales.com exclusive series by Timothy Martell, CEO of Wikimotive. In this series, Tim breaks down ways dealers can improve their SEO and offers insight into how it will benefit business.   Everyone involved on the marketing side of business is aware of Google's power. What most are not aware of, however, is that the search engine is constantly evolving.   This evolution includes updates that affect businesses around the world based on its vision of website quality. Staying on top of these updates is crucial to SEO, as what works today might not work tomorrow, and your ability to properly adapt can make a big difference in rankings.   If you've ever wondered how you can avoid site quality issues with Google, here are the absolute basics that will put your mind at ease and put you on the right path toward improving your site.     Get Up to Speed on Algorithm Updates (and Keep Up!)   It's more than likely you've heard about Google's vari...Read post

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  • Dealers Still Not Embracing Data Mining

    According to new data compiled by DealerSocket, dealers are still focused on driving new traffic into their stores from webleads. The issues with webleads: -Cost $20-$50 per lead -No exclusivity -Little info, lucky if you get a phone number -Low gross -Low CSI Benefit of using CRM/Data Mining: -Low cost, dealers already own customer -Use data to find people in equity, lower payment, etc -They know you -Send relevant message to right person, at the right time, for the right reason -Exclusivity and ability to pull customers into the market before they submit a weblead -High Gross -Higher CSI While dealers are seeing the advantage of Data Mining and using tools to do this, data shows that dealers still have yet to embraced it. Marketing spend by dealers is as high as 70% directed to drive new traffic to the store and as little as 5% on repeat customers. Many dealers using Data Mining tool still don't have a great appointment process in place. Average dealers only have 7% appointment...Read post