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5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

One of the keys to making a profit is the upsell. If you want to claim a heftier commission, upselling is a necessity. However, upselling is an art that sa…

Most Valuable Insight Finalist - Jim Roach

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Stop Looking at CRM Lead Duplication Negatively

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Don’t Just Sell, but also Retain CPO Buyers

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2017 Presidents Club Insights - Patrick McMullen

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Majority of Auto Dealers Report Increased Market Share and New Car Margins in 2010, According to AutoUSA Study

 

Majority of Auto Dealers Report Increased Market Share and New Car Margins in 2010, According to AutoUSA Study

Fort Lauderdale, Florida (December 20, 2010) – The latest study conducted by AutoUSA reveals that 94.2% of dealers increased market share in 2010, and more than 70% reported an increase in new car margins. Dealerships that gained market share this year attributed the growth to improved customer service (69%), friendly process (65%), best reputation (52%), quick process (45%), lowest price (29%) and best selection (28%).

“Although 2010 has been a challenging year for auto sales, it appears the economy has inspired dealers to provide customers with better all around service, which has proven to be more effective for closing new business than just price alone,” said Phil DuPree, President of AutoUSA. “In addition, the survey indicates that dealers spent the majority of their ad budgets on Internet marketing strategies in order to draw more customers into their stores.”

The survey found that 94.2% of dealers distribute their new car inventory to Internet sites, and 54.7% of respondents say they plan to increase their purchase of third party leads in 2011. By having a presence on third party sites, dealerships increase their chances of drawing in customers from outside their typical geographical areas, as well as customers who submit leads on specific inventory items as opposed to using search engines to look for dealerships near them. When asked which part of their business did best in 2010, 41.8% of dealers reported new car sales, while 28.4% said used car sales and 28.4% said service.

In addition to inventory exposure and purchasing third party leads, the survey found that many dealers are actively involved in online reputation management. More than 85% of survey respondents say their dealerships manage online reputations by following up on consumer opinions posted online, with 62.3% saying they have a well managed program and 23.2% saying their program is not well managed and they only follow up on a limited basis.

Using sites like DealerRater, Edmunds.com and Yelp for online reputation management is an effective way to leverage third party leads by increasing chances that a prospective customer will submit a lead to a particular dealership based on positive user reviews.

The online survey, which was conducted in November, generated 71 responses from dealership employees around the country, including store owners, general managers, BDC managers, marketing managers, Internet managers and sales managers. To view full survey results, visit: http://budurl.com/pfp7

About AutoUSA (www.AutoUSA.com)

AutoUSA, Inc., is headquartered in Fort Lauderdale, Florida, and a subsidiary of AutoNation, Inc. (NYSE: AN), the largest retail automotive company in the United States. AutoUSA is an independent third-party provider of new and used leads to thousands of dealerships. The company has built its success on a combination of advanced web-based technology and a network that includes the country’s most well respected online automotive resources, including Edmunds.com, Kelley Blue Book, MSN Autos, Yahoo! Autos, America Online, NADA Analytical Services Group, AutoVantage.com, AutoNation.com and AutoUSA.com. The vast majority of Ward’s Top 100 eDealers use AutoUSA. More information is available online at http://www.AutoUSA.com

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