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.
×
Michael Esposito

Michael Esposito President

Exclusive Blog Posts

Design: The Driving Factor Behind Showroom Sales

Design: The Driving Factor Behind Showroom Sales

Many factors go into creating a successful showroom. While often overlooked, design plays an essential role in the customer experience and overall success …

5 Reasons You Should Seek Out Consumer Generated Content

5 Reasons You Should Seek Out Consumer Generated Content

It may seem like a good idea to always be the one writing about your dealership, but in reality consumer-generated content is as important, if not more so,…

DealerRater Reviews now Available on Cars.com

DealerRater Reviews now Available on Cars.com

DealerRater pushed a press release today that they have pushed reviews to the Cars.com Platform. According to the press release, this is about three millio…

Why Should You Attend NADA 2017

Why Should You Attend NADA 2017

As you investigate the possibility of attending NADA in New Orleans this year, you might be questioning the benefits of attending. It’s possible that…

The Most Wonderful Time of Year for Luxury

The Most Wonderful Time of Year for Luxury

It’s that time of year again: lights line the houses, the air is brisk, and luxury manufacturers are trying to make sure their vehicles are the best …

Wooed by the fancy capabilities, and perhaps prompted by a grumbling Internet sales manager or other salespeople who complain about the current system, many dealers become convinced they need the latest, greatest CRM features to stay competitive. But do they really?

 

Before investing large sums of money to implement a new CRM, a dealer should ask the following: Is the current CRM system really the problem, or is it the process that has resulted in the CRM not being utilized to its full capabilities?

 

Process does not have to involve advanced technology. One of the most successful car salesmen I ever knew worked in the late 1980’s, before computer systems in dealerships had CRM capabilities.  When any customer walked in the door, he took their name and information and entered them into his own database on his own computer. The minute the prospect walked out the door, the salesperson printed out a letter and mailed it to them. Then he followed up on every letter with a phone call. He did this with every customer, repeatedly. After several years he never had to prospect for another customer. This person devised his own CRM methodology and became successful because he was committed to the process.

 

The point is this - if people believe that following a process will make them more money they will follow the process. CRM is simply a tool to help them follow the process

 

How do you know when the time is right to buy a CRM? When your current system is outdated or does not integrate well with the dealership’s DMS. “My staff doesn’t use it,” is NOT a reason to buy a new CRM. If they don’t use the current one, what makes you think they’ll use a new one?



 

 

LYNDON WHITE
I would like to see the data for the Asheboro NC area
Dale Pollak
Lyndon, I'd be happy to. Please provide me with your zip code. Thanks. Dale

 Unlock all of the community & features  Join Now