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Jared Hamilton
From: Jared Hamilton
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Martin  Saavedra JR

Martin Saavedra JR EVP/Founder

Exclusive Blog Posts

10,000+ Cars Trucks and SUVs Listed for Sale on Driverbase

10,000+ Cars Trucks and SUVs Listed for Sale on Driverbase

Car shoppers can now search over 10,000 new certified and used vehicles on the Driverbase marketplace. In the last month we increased from…

Path of Exile: What is reduction and extra reduction?

Path of Exile: What is reduction and extra reduction?

Reducing this affix is rare in Path of Exile. Let’s take the bodyguard. When you have a bodyguard on your body, you are hit by 20% to reduce the dama…

Rock’s Rants: You Need Dispatch

Rock’s Rants: You Need Dispatch

Whenever I visit dealerships, I often see technicians standing around at the parts counter or waiting to talk with service advisors. This is a waste of you…

Automation, Speed, and Your Dealership Marketing

Automation, Speed, and Your Dealership Marketing

I recently sat down and chatted with AutoLeadStar CEO Aharon Horwitz and discussed how technology is improving the speed in which dealers can make…

4 Sales Lessons from Real Car Shoppers

4 Sales Lessons from Real Car Shoppers

I’ve worked with auto dealerships across the country and 99% of the time, when I ask what their primary goal is, the answer is increasing car sales. …

Sales Slump, but how?

You have the latest tools, gadgets, and gizmos in play and your digital strategy is on fire. That means that you BDC should be able to increase their closing percentage, right? 

An increase in budget only means that you spent more money and not necessarily and increase in units sold. If the average dealer gets 3% conversion on traffic from 4,000 unique visitors that is 120 form leads per month. Where do the other submission come from? Most dealer spend a lot on third party leads then they need to only because they lose sight of the customer. Who is still in market? Most BDC's do not see how many repeat visits consumers have, or if the consumer has changed their minds about the vehicle interest. Dealers today need to know their recapture rate percentage. The recapture rate is the percentage of leads recaptured from the total submitted over the month. For example, if 500 leads were submitted for the month and 150 were recaptured in the CRM then you have a 30% recapture rate.   

In my opinion BDC's and Sales need to know what the customers are shopping for. Also having data about Price Points and Vehicle interest is critical in creating a targeted pith. If your team is relying on a form fill that is 30 days old, then they are looking at an incomplete picture. 

Digital is required no doubt but having the tools for your team to quickly set the appointment, thus increasing the show to help deliver the close is where the greatest increase in sales volume will come from. Furthermore, focusing on consumers who really want " your car " will help to retain gross.

Dealers spend so much on training but teams lack on specifically how to properly see the data. The end results are a constant pursuit of 90 days leads in the CRM with 95% of the consumers not wanting to answer the phone or are not in market.

Data is everywhere but how we use it is the difference. Its Money Ball time and Dealers need to be smart about which customer they focus their attention towards. Learn what your recapture rate is and increase the Appointments before you increase the Close.

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