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Despite all the changes in the automotive industry, including the proliferation of ride sharing services, the introduction of subscription-based ownership, and reports that younger generations have no desire to drive (or even get their licenses), traditional vehicle sales are still thriving and not just among aging buyers.Read More 8/27/2018
One of the most important things for Internet dealers to remember is that when they first connect with their Internet prospect, their goal is not to close the sale over the phone or by email; it's to set the appointment.Read More 6/28/2018
As with email leads, dealerships should have a set process in place to respond to telephone leads in order to maximize close rates, as well as provide a better customer experience. Yet, too often, dealers fail at the basics: namely having real people answer the calls, and consistently following up in a professional and timely manner. Here are some basics to keep in mind for responding to telephone leads.Read More 6/21/2018
Some Internet sales reps have a gift for connecting with customers via email. Indeed, it's not all that unusual to hear about a dealership where a single rep is designated to handle initial responses to all email leads, simply because he or she is so good at it. However, not all dealerships are so lucky. And there's something a bit risky about this all-your-eggs-in-one-basket strategy.Read More 6/21/2018
No one doubts the auto industry is going through disruption right now. Existing industry leaders are busy repositioning themselves to fuel the changes that are evolving within the car buying experience. Speaking of repositioning, do you know what became of BackRub, Jerry’s Guide to the World Wide Web, or Philip Morris? (The answers are at the end of the article).
I recently attended the AUTOVATE conference hosted by Cliff Banks of The Banks Report in Austin, Texas that brought together industry leaders to discuss disruption in the automotive industry. We heard about the very progressive dealer in ManhattanRead More 5/17/2018
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