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Scot Eisenfelder

Scot Eisenfelder CEO

Scot Eisenfelder Blog Posts

What’s Your Service Marketing PRO?

What’s Your Service Marketing PRO?

If you ask a dealership GM or controller “What’s your marketing per vehicle retail (PVR)?” not only will you get a precise answer, but li…

Why the Service Write Up Is Critical [VIDEO]

Why the Service Write Up Is Critical [VIDEO]

Scot Eisenfelder shares why the service write-up is critical to increased revenue in this video blog. …

Affinitiv Releases eBook for Auto Dealers: Razor and Razor Blade Model

Affinitiv Releases eBook for Auto Dealers: Razor and Razor Blade Model

An auto dealer’s guide to long-term profitability in a world of declining front-end margins   Chicago, IL—August 5, 2019— Affi…

Should You Send Holiday Cards? [VIDEO]

Should You Send Holiday Cards? [VIDEO]

Scot Eisenfelder shares his opinion on whether dealerships should be sending holiday cards to their customers in this video blog. …

Omnichannel Service Marketing Yields Better Results

Omnichannel Service Marketing Yields Better Results

Dealerships aren't always the first place that vehicle owners think of when it's time for service. According to the Cox 2017 Car Buying Journey stu…

Ignore the Grinders

Ignore the Grinders

CEO & Executive Chairman of Affinitiv, Scot Eisenfelder, shares why dealerships should ignore the grinders and focus on their most valuable custome…

Affinitiv and AutoLoop Sign Definitive Agreement to Merge

Affinitiv and AutoLoop Sign Definitive Agreement to Merge

Combination creates a leading provider of marketing technology and software solutions exclusively serving automotive manufacturers and dealerships in the U…

Shifting to a Razor and Razor Blade Business Model

Shifting to a Razor and Razor Blade Business Model

In the last seven years, new vehicle gross margins have declined from four percent to two percent. If that pace continues, profit margins will be wiped out…

Are Third Party Leads Worth the Expense? [VIDEO]

Are Third Party Leads Worth the Expense? [VIDEO]

Scot Eisenfelder shares his opinion on whether third-party leads are worth the expense for dealerships in this video blog. …

Why Aren't Consumers Using Online Service Scheduling? [VIDEO]

Why Aren't Consumers Using Online Service Scheduling? [VIDEO]

Scot Eisenfelder shares his opinion on why consumers have adopted online scheduling in other industries but only use it in low numbers within the autom…

Why People Defect in Service [VIDEO]

Why People Defect in Service [VIDEO]

CEO & Executive Chairman Scot Eisenfelder explains why customers defect in service in this video blog. …

Affinitiv Releases Free eBook for Auto Dealers: Turbocharge Your ORP Marketing

Affinitiv Releases Free eBook for Auto Dealers: Turbocharge Your ORP Marketing

eBook shares 9 marketing campaign strategies proven to increase customer loyalty and service revenue  Chicago, IL—June 3, 2019— Affini…

Predicting the Future of Service Revenue [VIDEO]

Predicting the Future of Service Revenue [VIDEO]

Scot Eisenfelder shares how dealerships can take future predictions and turn them into revenue opportunities in this video blog. …

No One Plans to Fail

No One Plans to Fail

As the old adage goes, no one plans to fail, they just fail to plan. This could not be more true when it comes to service marketing budgets in dealerships.…

Conquesting Through Service [VIDEO]

Conquesting Through Service [VIDEO]

Scot Eisenfelder shares why conquesting through service is the key to future profitability. …

Recalls Aren't Going Away [VIDEO]

Recalls Aren't Going Away [VIDEO]

CEO & Executive Chairman for Affinitiv Scot Eisenfelder shares why recalls aren't going away and why dealers should pay attention to them. …

3 Innovative Recall Tactics

3 Innovative Recall Tactics

Many dealers struggle with getting customers to bring their vehicles in to take care of recall issues. The fact that the average recall completion rate is …

Razor & Razor Blade Models for Dealerships: Part 2 [VIDEO]

Razor & Razor Blade Models for Dealerships: Part 2 [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder shares why dealerships should pay attention to the razor and razor blade models for their store…

Affinitiv Appoints Kevin McShane as Chief Revenue Officer

Affinitiv Appoints Kevin McShane as Chief Revenue Officer

Marketing tech veteran hired to lead Affinitiv’s growth and expansion Chicago, IL—April 1, 2019— Affinitiv, the retail auto industry&#…

Razor & Razor Blade Models for Dealerships: Part 1 [VIDEO]

Razor & Razor Blade Models for Dealerships: Part 1 [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder shares why dealerships should pay attention to the razor and razor blade models for their store…

Who's on Your List?

Who's on Your List?

One of the biggest benefits of an omnichannel marketing strategy is the ability to deliver the right message to the right person at the right time. In this…

How Subscription Models Can Affect Dealership Valuation [VIDEO]

How Subscription Models Can Affect Dealership Valuation [VIDEO]

Can the trend in dealership subscription services affect dealership valuation? Scot Eisenfelder shares his opinion in this video blog. …

Subscription Services [VIDEO]

Subscription Services [VIDEO]

Scot Eisenfelder shares his viewpoint of how subscription services will impact the automotive industry in this video blog. …

Digital Retailing is Not About Technology

Digital Retailing is Not About Technology

At NADA many exhibitors hyped their digital retailing solutions to support online vehicle transactions. While no one has cracked the code for a complete, s…

Autonomous Vehicles [VIDEO]

Autonomous Vehicles [VIDEO]

CEO & Executive Chairman Scot Eisenfelder shares his views on autonomous vehicles and their impact in this short video blog. …

5 Processes that Drive Service Profits

5 Processes that Drive Service Profits

As front-end margins continue their decline, dealers are more reliant than ever on fixed ops revenue. Fortunately, the opportunity to maximize service reve…

Affinitiv CEO Shines Spotlight on 5 Industry Disruptors Affecting Auto Dealers in 2019

Affinitiv CEO Shines Spotlight on 5 Industry Disruptors Affecting Auto Dealers in 2019

Forget autonomous vehicles; the impact of these trends is being felt today   Chicago, IL- January 14, 2018- Affinitiv CEO Scot Eisenfelder is sh…

Affinitiv Adds Instagram Social Ads to Auto Dealer Conquest Campaigns

Affinitiv Adds Instagram Social Ads to Auto Dealer Conquest Campaigns

Connectiv Prospect update doubles social media impressions & decreases Cost Per Vehicle Sold, at no additional cost to dealers   Chicago, IL…

Can Dealers Compete with Online Used Vehicle Retailers?

Can Dealers Compete with Online Used Vehicle Retailers?

Read the headlines and you see it everywhere: online used vehicle sales are booming. Carvana is expanding into dozens of new markets and although it has…

How To Address Declining Front-End Margins

How To Address Declining Front-End Margins

When we are no longer able to change a situation, we are challenged to change ourselves – Viktor Frankl The news is full of major disruptors; if y…

Where Are the Leakage Points in Service Revenue? [VIDEO]

Where Are the Leakage Points in Service Revenue? [VIDEO]

CEO & Executive Chairman Scot Eisenfelder explains how leakage points in the service drive affect revenue in this video blog.   …

Affinitiv Participating in the General Motors Dealer Digital Solution Digital Advertising Program

Affinitiv Participating in the General Motors Dealer Digital Solution Digital Advertising Program

Chicago, IL- November 14, 2018- Affinitiv announced today it has completed all requirements to participate in the Digital Advertising Program under the GM …

The Importance of Data in the Service Drive [VIDEO]

The Importance of Data in the Service Drive [VIDEO]

CEO & Executive Chairman Scot Eisenfelder shares how data can increase revenue in the service drive in this video blog. …

Shifting Winds Reveal Service Revenue Opportunity

Shifting Winds Reveal Service Revenue Opportunity

After an unprecedented period of sales volume growth, the prediction for a flat Seasonally Adjusted Annual Rate (SAAR) in the coming years has significant …

What Makes Customers Choose Dealers Over Independents? [VIDEO]

What Makes Customers Choose Dealers Over Independents? [VIDEO]

In this video blog, Affinitiv CEO & Executive Chairman Scot Eisenfelder shares his opinion on why consumers choose franchise dealers for service ov…

Obtain a SaaS Valuation with Subscription Revenue

Obtain a SaaS Valuation with Subscription Revenue

Have you ever noticed how the market values dealerships versus how it values Software as a Service (SaaS) businesses that derive income from the same autom…

Are Your Most Profitable Customers Created or Made? [VIDEO]

Are Your Most Profitable Customers Created or Made? [VIDEO]

CEO & Executive Chairman Scot Eisenfelder discusses whether a dealership's most profitable customers are created or made in this video blog. …

Manage Your Customer Data as a Strategic Asset

Manage Your Customer Data as a Strategic Asset

Did you know the customer data sitting in your DMS is the most valuable asset you own—even more valuable than your real estate and inventory combined…

The 80/20 Rule [VIDEO]

The 80/20 Rule [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder shares the 80/20 rules and why it's important for marketing & revenue. …

How to Boost Your Recall Completion Rate

How to Boost Your Recall Completion Rate

Today one of five vehicles on the road are under recall. This year alone there have been 46 million vehicle owners notified of a recall; seven million of w…

Affinitiv Completes Acquisition of Caldwell & Kerr Enterprises

Affinitiv Completes Acquisition of Caldwell & Kerr Enterprises

Strategic partnership creates a full-service automotive marketing platform and enhances digital capabilities for combined customer base   Chica…

Own Your Market [VIDEO]

Own Your Market [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder explains why dealers need to own their market in this video blog. …

The Impact of Customer Lifetime Value (CLV) on Revenue

The Impact of Customer Lifetime Value (CLV) on Revenue

Do you know your customers’ lifetime value (CLV)? CLV defines the monetary value of your customer relationship by how much gross profit they have gen…

Connecting with Prospects [VIDEO]

Connecting with Prospects [VIDEO]

Scot Eisenfelder explains the differences between personalized and broadcast media and how engaging with consumers on multiple media channels will bene…

Affinitiv Announces “Revenue Rescue” Webinar Series

Affinitiv Announces “Revenue Rescue” Webinar Series

Free monthly webinars designed to help auto dealers maximize revenue potential Chicago, IL—August 20, 2018— Affinitiv, a leading provider o…

Auto Subscriptions: Winning the Present While Preparing for the Future

Auto Subscriptions: Winning the Present While Preparing for the Future

There’s a lot of buzz around subscriptions as a new ownership model, with various industry pundits forecasting major disruptions for dealers. I see t…

Tailwinds & Strategies in Service (Part 2) [VIDEO]

Tailwinds & Strategies in Service (Part 2) [VIDEO]

Scot Eisenfelder explains how tailwinds are affecting independent repair facilities and why it's more important than ever to have strategies to pro…

Are You Selling Cars or Acquiring Customers?

Are You Selling Cars or Acquiring Customers?

Most dealers know how many cars they sell on a weekly, monthly and annual basis. But if I asked you how many new customers you acquired this year, would yo…

Tailwinds & Strategies in Service (Part 1) [VIDEO]

Tailwinds & Strategies in Service (Part 1) [VIDEO]

Scot Eisenfelder explains how tailwinds are affecting independent repair facilities and why it's more important than ever to have strategies to pro…

3 Myths About Loaner Programs

3 Myths About Loaner Programs

From a consumer perspective, access to loaner vehicles is a major factor in service location choice—both in terms of franchised dealer versus indepen…

The Three Buckets of Service Customers [VIDEO]

The Three Buckets of Service Customers [VIDEO]

Scot Eisenfelder explains the three buckets that service customers fall into and how best to reach out to them. …

Is Facebook Important to Automotive Marketing? [VIDEO]

Is Facebook Important to Automotive Marketing? [VIDEO]

CEO & Executive Chairman Scot Eisenfelder shares his opinion on Facebook's importance to automotive marketing. …

The Link Between Electronic MPIs and Unsold Service

The Link Between Electronic MPIs and Unsold Service

On average, dealers capture just half of the necessary service work that needs to be performed on vehicles that come into their service lanes. This is a bi…

The Importance of Revenue Yield [VIDEO]

The Importance of Revenue Yield [VIDEO]

CEO & Executive Chairman Scot Eisenfelder explains the importance of revenue yield to dealerships in service. …

Why Don’t People Schedule Online?

Why Don’t People Schedule Online?

According to the 2017 JD Power CSI survey, only 13 percent of consumers scheduled their vehicle service online. The progress toward online scheduling has b…

Why Omni-Channel Marketing is so Important? [VIDEO]

Why Omni-Channel Marketing is so Important? [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder explains why omni-channel marketing is so important for results in today's marketing strate…

Plugging Holes in the Service Bucket

Plugging Holes in the Service Bucket

We are in a new era; one in which dealers make most of their money on the service side and not in new vehicle sales. Yet, as an industry we still spend far…

Why Single Attribution is a Fool's Errand [VIDEO]

Why Single Attribution is a Fool's Errand [VIDEO]

Affinitiv CEO & Executive Chairman Scot Eisenfelder explains why single attribution is a fool's errand in this video blog. …

Why Creative Marketing Matters

Why Creative Marketing Matters

So much of the conversation in automotive marketing today is focused on how to leverage technology and data to precisely target consumers. While this is im…

What's the Right Budget for Service? [VIDEO]

What's the Right Budget for Service? [VIDEO]

Scot Eisenfelder shares what he believes the right marketing budget for service should be for dealerships. …

Is Facebook Marketing Still a Valuable Strategy? Absolutely.

Is Facebook Marketing Still a Valuable Strategy? Absolutely.

Recently Facebook announced that it will stop using data from third-party data aggregators to supplement its own data that it uses for ad targeting. What d…

Yield Management: What We Can Learn From Airlines

Yield Management: What We Can Learn From Airlines

If you have flown recently there are two inescapable and related facts: (1) nearly every seat is full and (2) nearly every seat is priced differently. This…

Searching for Service: Tips for a Successful PPC Campaign

Searching for Service: Tips for a Successful PPC Campaign

When consumers search for vehicle service options in your area, does your dealership’s website appear on the search engine results page (SERP)? For m…

Service Conquest: Success is in the Data

Service Conquest: Success is in the Data

As new vehicle sales profits become more difficult, it is important to increasingly turn your attention to growing your service business.  Dealers are…

How to Capture More Service Potential from Current Customers

How to Capture More Service Potential from Current Customers

By many historical measures, service opportunities have never been greater for auto dealers. In the last decade auto sales have boomed, creating an unprece…

Why Omni-Channel Beats Multi-Channel Marketing

Why Omni-Channel Beats Multi-Channel Marketing

Lately I’ve heard the terms omni-channel and multi-channel marketing used interchangeably. Yet there’s a distinct difference between the two te…

Affinitiv Releases Free eBook for Auto Dealers: Why Service Absorption is a Dangerous Number

Affinitiv Releases Free eBook for Auto Dealers: Why Service Absorption is a Dangerous Number

eBook offers a detailed guide on how to grow service profits using revenue per units-in-operation Chicago, IL—March 13, 2018—Affinitiv, a le…

How to Promote Tentpole Events on Facebook

How to Promote Tentpole Events on Facebook

A ‘tentpole’ event at your dealership is one of those big-deal events that you really want to be successful. It could be a sale, holiday event,…

Variable Pay Plans: Motivators or Impediments?

Variable Pay Plans: Motivators or Impediments?

To manage and motivate their service advisors, most dealers use highly variable pay plans based on gross margin. I believe such plans are counterproductive…

Expand Your Digital Service Marketing Strategy

Expand Your Digital Service Marketing Strategy

When a person wants to buy a vehicle, a dealership is the first place they think of. When a person needs to get their vehicle serviced, a dealership is not…

Fort Bend Kia Adds More Than $416,000 to its Bottom Line with Affinitiv’s Social Roots™ 1:1

Fort Bend Kia Adds More Than $416,000 to its Bottom Line with Affinitiv’s Social Roots™ 1:1

Chicago, IL—Feb 19, 2018—In 2017, Fort Bend Kia added more than $416,000 to its bottom line with Affinitiv’s Social Roots™ 1:1…

An Amazing Business Opportunity That Nobody is Doing

An Amazing Business Opportunity That Nobody is Doing

Whenever a need arises in the marketplace, inevitably an entrepreneurial spirit finds a way to fill that need. However, in the last few years there has bee…

5 Strategies to Increase Auto Group Market Values

5 Strategies to Increase Auto Group Market Values

Industry consolidation is a trend that will remain strong for some time to come. I get a lot of calls from investors, and one of their most frequent questi…

5 Challenges Dealers Face in Growing Service Profits

5 Challenges Dealers Face in Growing Service Profits

To grow profits in today’s automotive environment, many auto dealers are focusing on growing service department revenue. Achieving this goal presents…

Attention Customers…Are You Paying Attention?

Attention Customers…Are You Paying Attention?

One of the biggest marketing challenges is to capture the attention of your intended audience. We are all bombarded with hundreds of marketing messages eve…

Brand Centric Growth

Brand Centric Growth

I once heard influential thinker Michael Porter say that strategy is as much about what you choose not to do, as what you choose to do. Over time, I have f…

Auto Subscription – The Dealers’ New Frontier

Auto Subscription – The Dealers’ New Frontier

There is currently much talk in the industry regarding automotive subscriptions as a new innovative ownership model. The fact is, the subscription model ha…

Affinitiv Introduces Connectiv1, an End-to-End Marketing Platform for Auto Dealers and Manufacturers

Affinitiv Introduces Connectiv1, an End-to-End Marketing Platform for Auto Dealers and Manufacturers

Predictive analytics engine allows dealers to leverage their data and conduct multi-channel campaigns designed to increase customer retention Chicago, I…

Competing Against Nothing

Competing Against Nothing

When asked “who are your competitors in service?” most franchise dealers answer, “independent repair shops,” an…

Putting the “R” Back in CRM

Putting the “R” Back in CRM

Too often, CRM and direct marketing are used interchangeably. In so doing, focus on the “relationship” part of CR…

Preparing for Autonomous Vehicles

Preparing for Autonomous Vehicles

For many, autonomous vehicles are synonymous with ride sharing and hence reduced fleet size and negative implications for dealership sales and se…

Affinitiv CEO Scot Eisenfelder Challenges Auto Dealers That Service Absorption is a Dangerous Number

Affinitiv CEO Scot Eisenfelder Challenges Auto Dealers That Service Absorption is a Dangerous Number

Auto dealers would be better served if outdated metric was retired and replaced with a focus on service revenue per units-in-operation. Chicago, IL&mdas…

Service Absorption is a Dangerous Number

Service Absorption is a Dangerous Number

Service absorption is one of the most frequently cited Fixed Ops metrics at 20-group meetings. While asking the service depar…

“Talking” to Millennials: How to Speak Their Language

“Talking” to Millennials: How to Speak Their Language

I was recently asked my thoughts about reaching the Millennial audience differently.  Anyone with teenagers, like myself, does not need…

For Vehicle Service, Luxury is Different!

For Vehicle Service, Luxury is Different!

I’ve had the privilege of working with several leading luxury brands including BMW, Lexus, Porsche, Maserati and Rolls Royce.  From th…

Is Your Service Marketing Budget out of Whack?

Is Your Service Marketing Budget out of Whack?

Is your service marketing budget out of whack? And if so, what’s the right number?  There is a clear misalignment between the servi…

Maserati N.A. Selects Affinitiv to Provide Aftersales Marketing for LUX Owner Retention Program

Maserati N.A. Selects Affinitiv to Provide Aftersales Marketing for LUX Owner Retention Program

Chicago, IL—October 9, 2017— Affinitiv, a leading provider of marketing and technology services to automotive manufacturers and dealerships, to…

The Next Evolution of Social Marketing

The Next Evolution of Social Marketing

When social media marketing burst on the scene nearly a decade ago, just about every dealership immediately piled onto the bandwagon. We didn't al…

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