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.
×
Jeff Cotton

Jeff Cotton President

Exclusive Blog Posts

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

BDC training for 2017

BDC training for 2017

  We have a service and sales bdc team for each of our stores. One is a Hyundai store and the other is a Chevrolet store. We have Three sales Bus…

A Dealer’s Best Friend

If you’ve ever owned a dog and trained him well, you know the pleasures and love you receive in return. Trained dogs are obedient, disciplined and mannerly. Service dogs even perform many routine daily functions for their masters:  they retrieve items, help direct their master’s path, sniff out trouble ahead and may even recognize illnesses not yet manifested.

A servant like this would be a joy to most anyone. Imagine if we all were so consistent, reliable, likeable, selfless and prophetic. The world would likely be much different than it is, I suspect. But we live and work in the real world where things don’t usually go as planned; people let us down, we neglect or miss important opportunities, and seem to miss the mark too often.

What if a more consistent, reliable, and selfless process was available for selling vehicles at better gross profit, while often capturing quality, desirable trade-ins?  What if by utilizing this process, your sales staff was able to increase sales by double-digit units a month, with less effort, better gross profit and better CSI?

Simply, this is repeat business brought into the store by the hardest working birddog you’ll ever meet!  What I am referring to is technology that delivers sales opportunities from the dealership database no one else thought to consider.

But, like a well-trained service dog that “sees” around the next bend in the road, this technology helps a dealer see beyond the limitations of the traditional 3-10 year sales cycle. It can instantly identify many current customers, and intelligently offer new compelling reasons to ‘buy-now’, in order to capture their business months earlier than you, or they anticipated.

This hard working hound often digs-up myriad reasons to present in your outreach! Are they running out of warranty, or reaching mileage penalties in a lease? Could they drive a brand new vehicle for about the same monthly payment they currently have? This guide dog never tires, sleeps, or eats and is working 24x7.

I recent viewed an online video about several Beagles that had been turned over to a rescue group by a test laboratory. None of these two-to-three-year-old dogs had ever seen the sun or touched grass. Once the doors to their cages were finally opened to the outside, these dogs remained frozen inside; hesitant, fearful and uncertain.  They eventually stepped out oto the field of green grass, and were almost in shock at how good it felt.

Watching their behavior reminded me that many times dealerships are like that about new ideas – afraid to take chances. This caution is wise, in that random jumps of faith can be scary. Yet when it comes to data mining technology for sourcing untapped sales, there are thousands of dealerships who have stepped forth and lead the way. These dealers have reaped countless sales, profits, trade-ins and maintained a sizeable quotient of happy repeat customers, for over a decade.

Data mining technology is like the dealers best friend; always obediently on the job and consistently working for you, constantly sniffing the wind for opportunities. Go on, take a chance. What do you have to lose, except countless sales that got away?

Click for a helpful eBook (http://autoalert.com/solutions_ebook.asp).

About the author: Jeff Cotton is Vice President and Co-Founder of AutoAlert, Inc., a leading customer database analysis and sales strategies company. He is a former sales professional with Fletcher Jones Motor Cars. Contact him at jeff@autoalert.com and visit www.autoalert.com

 Unlock all of the community & features  Join Now