Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Hunter Swift

Hunter Swift Manager of Market Development

Exclusive Blog Posts

2017 Presidents Club Insights - Patrick McMullen

2017 Presidents Club Insights - Patrick McMullen

Listen to what Patrick McMullen from MAXDigital has to say about the future of automotive, what dealers can do today to prepare, and how DrivingSales Presi…

Five Tips for Selling Used or Certified Pre-Owned Vehicles

Five Tips for Selling Used or Certified Pre-Owned Vehicles

Selling used or certified pre-owned vehicles can be daunting task. With prices, laws, and competition varying across the country selling a pre-owned car fo…

What Motivates Your Employees to Perform?

What Motivates Your Employees to Perform?

Sorting through resumes, you find applicants who show potential. There are some with experience to walk on the job and set your service department abla…

How to Recruit the Best Talent for Your Dealership

How to Recruit the Best Talent for Your Dealership

Employee turnover can cost a dealership approximately $400,000 per year through lost sales, service offerings, new hire search, and training expenses even …

2017 Presidents Club Insights - Mark Brown

2017 Presidents Club Insights - Mark Brown

Hear from Mark Brown, sales director at Grappone Auto, about what he thinks is coming for the auto industry, how dealers can prepare, and how the DrivingSa…

Sales to Service, Service to Sales.

One of the biggest areas of improvement I often see at the dealership is fixing the disconnect, lack of communication and cohesiveness between the sales and service departments. How well is your dealership doing in integrating the two departments at your dealership?
 

  • Are you marketing to sold customers who have not been in for service?
     
  • If someone comes to your service drive with high mileage or is out of warranty, do you have a process of notifying someone in the sales department?
     
  • When one of their sold customers comes in for service, do you notify the salesperson to greet them in the service drive (and ask for referral)?
     
  • If a salesperson sells a vehicle, are they setting the customer’s first service appointment?
     
  • Do you send out sold anniversary letters and/or emails reminding the customer of their registration renewal, recommended services, their current trade-in value, and current sales specials?
     
  • Are you sending to your recently sold customers marketing regarding parts and accessories to customize their new vehicle?
     
  • Does your sales department market to your service customers who have never purchase a vehicle from your dealership?

If you answered “no” to any of these questions, you are missing an opportunity to drive more traffic to your sales and service departments.

What are your thoughts?

 

 

 

 


Hunter Swift is the Business Analyst at DealerSocket and specializes in Automotive/Dealership processes that help dealerships become more effective by maximizing their opportunity to improve all aspects of the sales cycle, including: driving traffic, marketing, proper sales, and demonstration techniques. He also specializes in helping dealerships increase their customer satisfaction, reduce their web-lead response times and to improve accountability.

 

Dennis Galbraith
Hunter this is a great point! Customers typically see the store as one business, not three or four distinct business units. However, some people who buy from a dealer have a bias against using a dealership for service and vice versa. I think surveys can be added to your list of things to do. One of the most useful research projects I ever did was to survey service customers who had bought their vehicle somewhere else. It turned out that over 80% of them had shopped my dealer's store before buying, but most of them did so with no intention of buying there. The store was able to make substantial changes to impact the perception service customers had of their vehicle pricing.
Hunter Swift
Wow Dennis great point and suggestion!

 Unlock all of the community & features  Join Now