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Industry Press Releases

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What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

Why Your Online Shoppers Don’t Take the Bait

Why Your Online Shoppers Don’t Take the Bait

You think you’re dangling an enticing lure in front of your customers’ eyes. You plan to set the hook and reel them in. But what you don&rs…

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

CAR-Research XRM’s Keith Shetterly Presents “The Invisible Customer: Get Sales from Buyers We DON’T See" at Automotive Boot Camp 2013

Houston, Texas, April 29, 2013CAR-Research XRM, a single-source CRM solution uniquely branded as; “XRM, Extreme CRM”, today announced that Keith Shetterly, Director of Business Development and Call Center with CAR-Research XRM will present a workshop at Automotive Boot Camp 2013 titled, “The Invisible Customer:  Get Sales from the Buyers We DON’T See," on Wednesday, May 15, at 9:30 am.

Shetterly has been a very successful and prominent BDC/Internet/Processes/Advertising consultant for dealerships; the eCommerce Director and Processes Trainer for a three-location, 16 franchise dealer group in Houston, Texas; and the BDC Sales and Processes Director and #1 salesperson for another Houston-based dealership. In his presentation he will address a recent CAR-Research study that shows how the average dealership only logs 25 percent of their ups.  And the ones that do get logged are those close to closing, that have gotten to the negotiation stage, and who are most likely to buy.

“The customer who walks into the dealership and is greeted by a salesperson who is rude or unprofessional, for example, does not get logged.  The salesperson walks into the manager’s office and says, ‘Who?  That guy?  He was a flake.  He wasn’t going to buy a car.’  Guess what!  He IS going to buy a car.  Just not from that dealership.  He never got logged, so nobody can follow up with him to rectify the situation and get him back in,” said Shetterly.

J.D. Power states that customers are now visiting an average of no more than 1.4 dealerships before purchasing, down from 4.5 in 2005.  Shetterly’s presentation will cover how dealerships today are more likely than ever before to sell a car to the fresh up. But they must be the “1” in the “1.4” and not the “0.4.”

Commenting further about his presentation Shetterly stated, “Even if you have to follow up with a customer and get them back tomorrow or next week, you MUST be not just the FIRST dealership a customer visits…but the FIRST dealership that gives a great experience and actually LOGS them! And a logged up means nothing if there is no follow-up by the dealership.  Statistics have long shown that two thirds of people able to buy a car, but that left, WILL return to the dealership if followed up with properly.  And what is proper follow-up?  Join my presentation and find out more. I hope to see you there!”

The CAR-Research ground–breaking XRM platform is a revolution in dealership CRM, communication, and database marketing that exceeds the boundaries of traditional CRM. It is a proven singular solution that helps an auto dealership run more effectively and proficiently. The web-based, comprehensive CRM solution increases revenue from sales and service, improves customer satisfaction index (CSI) and service satisfaction index (SSI), and boosts the dealership’s gross profit. A dealership can consolidate all its departments into a manageable solution that delivers value through proven processes at every stage of the customer life cycle.

 

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About CAR-Research XRM:

For 18 years and counting, built by car people FOR car people, CAR-Research XRM is the most complete, seamlessly integrated CRM and Marketing Solution in the Industry: Inventory Management, Internet Lead Mgr, Showroom Control, Missed Opportunity Research Call Center, Desking with Push to DMS, BDC Software, Marketing Solution with Email-Texting-Live Calls, Complete Service BDC, DMS and Telephony Integration and more.

 For more information visit: www.CARXRM.com or call 800-376-5918.

 

 

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