When a customer submits an Internet lead to a dealership, the first call – if well executed – can result in a sale if followed by solid follow-up processes and a qualified, focused sales consultation.
There are dealers who dug in, hung on, expanded and even some who are entering the new era of special finance for the first time. Their perspectives are as varied as their operations, but they all see the potential.
David Keller - As more dealers rely on used vehicle sales since new sales are significantly down from years past, it’s important to keep your eye on used sales as new sales incrementally increase.
@utoRevenue General Manager Brice Englert discusses how service customer retention can be improved through having a marketing plan, using a variety of channels and tailoring marketing messages.
Details of Auto Dealer Monthly’s 2010 Auto Finance Survey are revealed.
Tony Troussov - Do your salespeople build meaningful relationships with every customer, or do they treat each customer as a mere transaction? If your answer is transaction, then it’s probably time to provide your sales staff with some customer experience training.
When Erik Weihenmayer, a blind man, climbed Mt. Everest in 2001, the trek was well-planned-out. Every person involved in the expedition had to have clarity of vision (i.e., able to articulate the goal to get Erik to the top). Erik had to have the right team in place, and they had nightly meetings while climbing to the summit. Kirk Manzo compares and relates these key aspects of Erik’s success to successful F&I departments.
A number of factors figure into the equation for successful collections. Auto Dealer Monthly spoke to several BHPH professionals for their insights on issues like personnel, training and use of GPS and starter interrupt devices.
Over the last year or so, many dealerships have dialed back their special finance operations or given up on them altogether, but not Planet Ford, a World Class Automotive Organization (WCAO) dealership in Spring, Texas.
Annually, Greg Goebel (special finance expert and consultant) reviews hundreds of dealers’ data from the previous year to provide readers with an in-depth look at the latest special finance benchmarks.
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