CDK's purchase of Auto/Mate may create a major disruption in the dealer management system (DMS) industry. Here is our take. DOWNLOAD
Auto Dealer Electronic Uplist The Next Up® Reaches Milestone of 100 Installations; Growth based on Results and Word of Mouth
Anaheim, CA, March 7, 2011 – The Next Up®, an electronic uplist designed to manage the sales activity of automobile dealership sales teams, today announced it has reached a milestone of 100 auto dealerships now using its web-based system. The company has a nationwide footprint, services every brand and clients include some of the largest and best known auto dealerships in the country.
“We are currently adding about 10 dealerships per month and are particularly proud of our growth as it has been completely organic based upon word-of-mouth from satisfied dealers, and as yet no formal marketing,” commented Clint Burns, The Next Up CEO/Chairman. “We do not lock our dealers into long term contracts but operate month-to-month. In today’s economy, our dealers would not be continuing were they not seeing a significant return on their investment,” Burns added.
The Next Up solves a real pain point for auto dealers; it has found that most lack correct information about how many customers are truly coming in, and that on average sales people are only entering about 60 percent of the data into the CRM. The Next Up integrates with all CRMs and provides an accurate customer count by ensuring that 100 percent of the dealership’s “ups” are accounted for and logged into the CRM. Dealers using the system uniformly see an immediate increase in CRM input, an increase in appointments set, and a minimum increase in sales of 12 percent.
According to Scott Brewer, General Sales Manager at Pohanka Lexus in Chantilly, VA, since installing the system in 2007, his dealership has essentially doubled its standings in the country, leaping from 13th in new cars sales and the top 5 in used, to 3rd in the country in new and 5th in used. As well the dealership’s close rate for fresh ups is about 10 percent above the industry average at 30 percent, and the total dealership closing ratio (including appointments) has risen to 40 percent.
“Before we installed The Next Up our sales people would stand in a collective group, mentally noting who was up first. It was so inefficient to have about 9 sales guys standing outside, and intimidating to the customer. The system has made us a lot more efficient and ensures accountability. Now we know with 100 percent accuracy how many customers our sales people are really talking to and so hold them accountable for their closing percentage,” said Brewer.
“With The Next Up we now have 2-3 people up and everyone else at their desks doing follow up. Every morning I run the “up report” and can see how many people each person talked to, any problems with closing ratios and test drives, and can spend more time coaching sales people on any weak areas. As a result our closing rate has dramatically increased,” Brewer added.
The Next Up maximizes the efficiency of the sales force in a dealership as follows: Upon arrival each sales person logs onto the Next Up system and is automatically entered onto the up list. The sales person can then go to their desk and work on customer follow up and appointment setting, knowing they will be instantly notified when it is their turn to manage “the point”. Enabling a consistent system of follow up and appointment setting produces higher closing ratios; the average close rate for a customer with a set appointment is considerably higher than that for a fresh up. The system also helps to instill a better sales process and a return to basics by helping to slow down the sales process. The sales person can do a standard sales job, test drive the vehicle and really spend the time needed to fully close the customer in front of them.
The Next Up also provides in-depth management reports that are a complete and accurate overview of all the key points in the sales process; from the moment the customer enters the dealership to the point that they leave. Management and the sales teams can use these reports to gain an immediate overview of what is happening at any point in the sales cycle. The reports can also drill down per sales person, pin point areas of strength and weakness and be used to help tweak the sales process as needed, thus increasing sales force efficiency, productivity and closing ratios.
For more information visit: www.TheNextUp.com
The Next Up is a web-based electronic uplist designed to manage the sales activity of automobile dealership sales teams. It integrates with most CRMs, maximizes sales staff time and provides an accurate customer count by ensuring that 100 percent of the dealership’s “ups” are accounted for and logged into the CRM. Dealers using the system uniformly see an immediate increase in CRM input, an increase in appointments set, and an average increase in sales of 12 percent.