Featured Posts - Blog - Automotive Internet Sales - BDC - Free Training Resources2024-03-29T10:13:02Zhttps://automotiveinternetsales.com/profiles/blogs/feed/featuredWebinar Wednesdays Episode 2 - The Importance of Hearing No in a Salehttps://automotiveinternetsales.com/profiles/blogs/webinar-wednesdays-episode-2-the-importance-of-hearing-no-in-a-sa2014-12-11T16:24:35.000Z2014-12-11T16:24:35.000ZJoseph Calahttps://automotiveinternetsales.com/members/JosephCala<div><p><iframe width="640" height="360" src="//www.youtube.com/embed/4UVosUQiNQM?list=UUNampUdyulJ9ypHm06OTmRw" frameborder="0" allowfullscreen=""></iframe></p>
</div>Looking Through The Eyes of The Consumer - Webinar Wednesdayhttps://automotiveinternetsales.com/profiles/blogs/looking-through-the-eyes-of-the-consumer-webinar-wednesday2014-12-11T15:57:36.000Z2014-12-11T15:57:36.000ZJoseph Calahttps://automotiveinternetsales.com/members/JosephCala<div><p><iframe width="640" height="360" src="//www.youtube.com/embed/2OvIPMqL17Q?list=UUNampUdyulJ9ypHm06OTmRw" frameborder="0" allowfullscreen=""></iframe></p>
</div>Combinging Information and Graphics (InfoGraphics)https://automotiveinternetsales.com/profiles/blogs/combinging-information-and-graphics-infographics2014-06-03T15:11:23.000Z2014-06-03T15:11:23.000ZChris Balbihttps://automotiveinternetsales.com/members/ChrisBalbi<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1474631?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1474631?profile=original" width="720" class="align-right" style="padding: 5px;"></a></p>
<div style="font-size: 15px;">
<br> More often than not, people think that graphics and texts are independent. An average person will post a great image, but neglect the text or on the other hand, post powerful text with no accompanying graphic. So what if we could combine powerful text and a helpful image to create a graphic that provides information? We can, and the result of this combination is called an Infographic.
<p>Infographics are great considering the short attention span of the average content consumer; in fact, you’ve got just seconds to catch someone’s attention and inform them of the information you want to convey.</p>
<p>While we generally try to avoid idioms, the phrase “killing two birds with one stone” is more than appropriate when talking about infographics. You can convey information, while maintaining your company's brand and land them at the end of a great graphic with a better hook. Infographics are not just important important to catch your reader’s attention but, they’re huge for SEO (Search Engine Optimization). All of the words on the infographic will be read by search engines and used to help place you hire on organic web searches.</p>
<p>Other Perks of Infographics:</p>
<p>• They can be recycled. The research you’ve used to create an infographic can turn around and generate a press release.</p>
<p>• It is easier to explain complicated data in the form of a picture</p>
<p>• Inexpensive</p>
<p>• They get shared more than just regular text.</p>
<p>Are you still not sold yet? Maybe you will be once you see how easy it is to make an infographic. There are sites like infogr.am and visual.ly that take you step by step through creating your infographic from the beginning stages of deciding what content you want to feature, through the end final touches making your ingoraphic design stand out!</p>
<p>Try it out and see if you get the ROI you want for your business.</p>
<p>~CB and BL</p>
</div></div>6.5 Things Your CRM Vendor May Not Know or Understandhttps://automotiveinternetsales.com/profiles/blogs/6-5-things-your-crm-vendor-may-not-know-or-understand2013-07-10T13:39:16.000Z2013-07-10T13:39:16.000ZChris Vitalehttps://automotiveinternetsales.com/members/ChrisVitale<div><p>Having worked in the dealership for the last 15 years I have firsthand experience with all these things and then some. Immediately prior to joining iMagicLab I made a conscious decision to enter the vender world, just as I made a conscious decision to enter the retail auto industry so many years ago. It wasn’t happenstance, wasn’t “a job” but is a career fueled by a passion. It's amazing to me when talking with dealers how many times they don't expect me to understand these things simply because I’m a “CRM Vendor.” Here’s a fun list of some of the more common highlights your CRM vendor doesn’t know or understand.</p><p>1. How to load a navigation disk. – Okay some manufacturers are getting away from them but still how much of a PITA is this? Don’t get me started on setting up Bluetooth or a rolling code garage door opener…</p><p>2. Contracts in Transit and what it really means for the Dealership!! – Every Finance Manager just broke a sweat!</p><p>3. They don't know what to do when the Internet is down. - Do you even know where to start to type or hand-write a contract? Do you know how to get used car values without using the internet? This leads us to... #4</p><p>4. They don't know how to appraise a trade. – Sure they may have tools that pull numbers from KBB and black book, but we all know that’s NOT "appraising." To them recondition cost is just a magical number. I know that wad of gum stuck in the driver's side carpet is going to cost $65.00 and the cracked windshield will be $133.50. No tool is going to have that info on the fly!!</p><p>5. They don't realize what an early model trade can do to a cash position. – We had a great weekend, sold 28 cars with 10 early model trades and sales people were mad because I wholesaled them all. We couldn’t floor them and we needed to preserve our cash position.</p><p>6. They don't know how to sell a car. – Sure, they can rattle off a preprogrammed road to a sale but can they create their own? Based on your store, your market, your brand and your team? Do they know how to switch a customer from an F250 Crew to a used Malibu? </p><p>6.5 They never stood on point. – Enough said…</p><p>It’s my opinion that the key to working with dealers and providing the level of service needed to facilitate positive and sustainable change is understanding their business. Helping dealers find the right solution that matches their needs is what makes this job amazing. I understand more than most of my contemporaries that cookie cutter approaches simply don’t work.</p><p>-<a rel="nofollow" href="http://www.linkedin.com/pub/chris-vitale/45/ba8/27b/" target="_blank">Chris Vitale</a> is Vice President of Sales for <a rel="nofollow" href="http://www.imagiclab.com" target="_blank">iMagicLab</a> and resides in Baltimore, Maryland which is where the company’s headquarters is located.</p></div>Is anyone clicking on your tweets? 3 tips to make sure they do.https://automotiveinternetsales.com/profiles/blogs/is-anyone-clicking-on-your-tweets-3-tips-to-make-sure-they-do2013-03-09T11:38:48.000Z2013-03-09T11:38:48.000ZManny Lunahttps://automotiveinternetsales.com/members/MannyLuna<div><p><a href="http://api.ning.com/files/yqBR5X1kRtU9NcZFrPshoMuw2SmpEKIcMUCKCRcmi9x17jtyE5oreCD*HgIxRaHLhGfF4J3xhb8XheF7AHH3UxN6pJbH-URg/Free.jpg" target="_self"><img src="http://api.ning.com/files/yqBR5X1kRtU9NcZFrPshoMuw2SmpEKIcMUCKCRcmi9x17jtyE5oreCD*HgIxRaHLhGfF4J3xhb8XheF7AHH3UxN6pJbH-URg/Free.jpg?width=700" width="700" class="align-full"></a></p>
<p></p>
<p><span class="font-size-4"><strong>'Do you know the average click-thru rate for the tweets your brand sends? If not, you can easily find out <a rel="nofollow" href="http://tweetthrough.com/">here</a>. According to the research, the average rate is a little more than 6 percent. While this may seem low, it's still higher than <a rel="nofollow" href="http://bryce.vc/post/2620997785/twitter-click-through-rates">the industry average click-thru rate for banner ads</a>, which is between 1 percent and 2 percent."</strong></span></p>
<p><span class="font-size-3">However, there are three steps you can take to help improve the click-thru rate of your brand's tweets, which will ultimately drive more traffic to your website:</span></p>
<p><span class="font-size-3"><strong>1. Use your headline to pique interest and prove the value of your article.</strong></span></p>
<p><span class="font-size-3">One of the best pieces of advice I received when it comes to using Twitter is, "Don't tweet boring stuff." While this may seem obvious, many brands aren't sharing content in a way that piques the interest of their audience. The best way to connect with your audience with social media is to share content that will add value and enrich their lives. By enticing your followers with a line helps them believe that by clicking on the link, they will learn something valuable, you'll make sure that the tweets you're posting are interesting, engaging and "click worthy."</span></p>
<p><span class="font-size-3"><strong>2. Find the right time to tweet.</strong></span></p>
<p><span class="font-size-3">Once you've identified the kind of content that resonates with your audience, the second step is to find when they will be most likely to see the tweet. By identifying the optimum time to send your tweet, you can ensure that you're sharing your content during the highest traffic time for your audience. There are some great apps that can help you identify the peak time for your specific brand, one being <a rel="nofollow" href="http://bufferapp.com/">Buffer</a>. Along the same lines, don't assume that just because you shared a link once, your entire audience saw it. If you want to drive traffic to a particular blog post, share the link multiple times throughout the day, intermingling it with your other content.</span></p>
<p><span class="font-size-3"><strong>3. Optimize by measuring.</strong></span></p>
<p><span class="font-size-3">The only way to learn is to experiment. Maybe there'll be a certain time which people are really receptive. Maybe there's a certain topic that isn't resonating with your audience. As with any marketing tactic, you can't improve what you don't measure. Almost every social media tool offers some sort of analytics for its users. By measuring, you'll learn and optimize. And you'll make your tweets and content more engaging.</span></p>
<p><span class="font-size-3">What tools are you using to improve the click-thru rate of your tweets? How have you seen it improve your overall traffic and sales?</span></p>
<p></p>
<p><span class="font-size-3">Source: <a rel="nofollow" href="http://www.bizjournals.com/nashville/blog/socialmadness/2013/02/is-anyone-clicking-on-your-tweets-3.html?page=all" target="_blank">Guest Blogger-Nashville Business Journal</a></span></p></div>Have You "EMI'd" Lately?https://automotiveinternetsales.com/profiles/blogs/have-you-emi-d-lately2013-02-28T15:00:00.000Z2013-02-28T15:00:00.000ZDanny Alkassmihttps://automotiveinternetsales.com/members/DannyAlkassmi<div><p style="text-align: center;"><a target="_self" href="http://storage.ning.com/topology/rest/1.0/file/get/1473811?profile=original"><img class="align-full" src="http://storage.ning.com/topology/rest/1.0/file/get/1473811?profile=original" width="278"></a></p>
<p style="text-align: center;"><strong><span class="font-size-5">Have You "EMI'd" Lately?</span></strong></p>
<p>Rickyyyyyyyy!</p>
<p></p>
<p>Calling for my hero, my mentor, my first manager.</p>
<p></p>
<p>Way back when, on Dec 19<sup>th</sup> 1980, I got my first start. It was with Kearney Mesa VW & Peugeot in sunny San Diego, California. Rick Rodriquez, or “Rickyyyyyy” as I called him every time I needed help, jumpstarted my career in the auto industry.</p>
<p></p>
<p>Rickyyyy! Do we have this?</p>
<p></p>
<p>Rickyyyy! Do we have that?</p>
<p></p>
<p>Rickyyyy! Where is this? How much is that? What do I do now?</p>
<p></p>
<p>You get the point.</p>
<p></p>
<p>But Rick never ignored my persistent requests. Not only that, he was always there with a smile, always polite, and always to the rescue.</p>
<p></p>
<p>Of course my customers always appreciated me calling for Rick’s expertise. Granted, some were a little frustrated with my broken English, but Rick’s willingness to help me always impressed them.</p>
<p></p>
<p>“Yes, Danny” he would say, and then immediately greeted the customer:</p>
<p></p>
<p>“Hello and thank you for coming in! You are in excellent hands with Danny.” The customers and I could both tell this was to build my confidence, which had an excellent effect on the customers, and an even better one on me. “Danny will show you around and hopefully find you exactly what you are looking for.”</p>
<p></p>
<p>And that was my cue! I promised to take care of the rest, and after a couple trials and errors…</p>
<p></p>
<p>“Rickyyyy! They like this one!”</p>
<p></p>
<p>I sold my first car! A 1980 Dasher Diesel, earning me my first commission of $132.00.</p>
<p></p>
<p>From there, it only went up. My English got better, my commissions got higher, and Rickyyyy got a whole lot busier trying to keep up with me.</p>
<p></p>
<p>EMI (Early Manager Introduction) was a cornerstone in my foundation as a young salesman, and continues to be a cornerstone in every sales environment I am involved in.</p>
<p></p>
<p>Would you try EMI today?</p>
<p></p>
<p>Shortly after meeting a new prospect on your showroom floor, after personal connection and before going to product selection, just wave to your manager and call for your “Rickyyy”!</p>
<p></p>
<p>…Or whatever his or her name may be!</p>
<p></p>
<p>Note: If you are going to try EMI, be sure to:</p>
<p></p>
<p>- Look for/create the perfect moment.</p>
<p></p>
<p>- Don’t make an announcement, Just do it.</p>
<p></p>
<p>- Invite the manager to come to you. Don’t go to him/her.</p>
<p></p>
<p>- Introduce the customer first & the reason for the visit.</p>
<p></p>
<p>- Introduce the manager and pay him/her a compliment.</p>
<p></p>
<p>For more information on this or any other RBI strategy:</p>
<p></p>
<p>Email me directly danny@odoclub.com</p>
<p><a rel="nofollow" href="http://rbipro.com" target="_blank">RBIPRO</a></p>
<p></p></div>GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group in Chicago, October 23-25thhttps://automotiveinternetsales.com/profiles/blogs/durran-cage-gsm-alan-vines2012-09-04T02:00:00.000Z2012-09-04T02:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473220?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473220?profile=RESIZE_1024x1024" width="539" class="align-full"></a></p>
<p></p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>
<p><a href="http://www.alanvinesautomotive.com">http://www.alanvinesautomotive.com</a> </p>
<div class="featured"></div>
<p><span class="xn-location">AUDUBON, N.J.</span>, Aug. 31, 2012 /PRNewswire/ -- GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, <span class="xn-person">Durran Cage Will</span> be a Speaker at the Internet Sales 20 Group Workshop in <span class="xn-location">Chicago</span>, <span class="xn-chron">October 23-25</span><sup>th</sup>. </p>
<p><a href="http://www.seanvbradley.com/" target="_blank">Sean V. Bradley</a>, Creator and Moderator for the <a href="http://www.internetsales20group.com/" target="_blank">Internet Sales 20 Group</a>, is quoted as saying, "It is an honor to have <span class="xn-person">Durran Cage</span> as Speaker at this year's Internet Sales 20 Group. Durran brings a unique perspective to our community. He started as a Chrysler OEM rep then he got recruited to a dealership as an Internet Director and he took that department from 25 units online to 95 units online. He did such an incredible job in the Internet Department that the Dealer Principal, Mr. <span class="xn-person">Alan Vines</span> promoted him to General Sales Manager of the entire dealership. I think Dealer Principals, GMs, GSMs, Internet and BDC Directors alike will get a tremendous amount of information and value from Durran's presentation."</p>
<p>The upcoming Internet Sales 20 Group will be held in beautiful downtown <span class="xn-location">Chicago</span> at the Hilton from <span class="xn-chron">October 23</span><sup>rd</sup>, 24<sup>th</sup> and 25<sup>th</sup>.</p>
<p>This is a major industry event with some of the most prestigious companies in the Automotive Sales industry sponsoring the event, such as:</p>
<ul class="discStyle" type="disc">
<li><b>Dealix</b></li>
<li><b>KPA</b></li>
<li><b>Carsdirect</b></li>
<li><b>Car-Mercial</b></li>
<li><b>ReachLocal</b></li>
<li><b>Autobytel</b></li>
<li><b>AutoUSA</b></li>
<li><b>Cars.com</b></li>
<li><b>CarChat24</b></li>
<li><b>Social Dealer</b></li>
<li><b>AutoSuccess Magazine</b></li>
<li><b>Cactus Sky</b></li>
<li><b>AutomotiveInternetSales.com</b></li>
<li><b>Dealer Synergy</b></li>
</ul>
<p>Additional Speakers at the Internet Sales 20 Group are:</p>
<ul class="discStyle" type="disc">
<li><b><span class="xn-person">Sean V. Bradley</span> – CEO of Dealer Synergy</b>, Founder of <a href="http://www.automotiveinternetsales.com/" target="_blank">www.AutomotiveInternetSales.com</a>, Creator of the Internet Sales 20 Group, a Certified FranklinCovey Trainer, a proud member of the National Speakers Association (NSA). Sean has spoken to over 80 NADA and NCM 20 Groups. He has also been a top rated NADA convention Speaker 3 years in a row.</li>
<li><b><span class="xn-person">Bill Finocchiaro</span> – President of Peruzzi Toyota.</b> Bill has built an Internet Sales Department in his dealership that went from 30 units per month online to over 125 units per month online. Bill's Internet Sales department is responsible for over 50% of his entire dealership's business.</li>
<li><b><span class="xn-person">Robert Wiesman</span> – Sales Consultant at Massey Hyundai.</b> Robert delivers 30+ units per month and has more online visibility than the average dealership. He has literally created his own online business at the level of an entire department.</li>
<li><b>AJ Leblanc – Co-Founder of Car-Mercial. </b>AJ is one of the pioneers of Video Search Engine Optimization and is the leading subject matter expert on the topic.</li>
<li><b><span class="xn-person">Ralph Paglia</span></b> – Founder of <a href="http://www.automotivedigitalmarketing.com/" target="_blank">www.automotivedigitalmarketing.com</a> and <a href="http://www.autocon2012.com/" target="_blank">www.autocon2012.com</a>. <span class="xn-person">Ralph Paglia</span> is one of the top Automotive Digital Marketing Experts in the country.</li>
<li><b>JD Rucker – Vice President of Digital Marketing at KPA / TK</b> Carsites. JD is one of the absolute best Social Media experts in the country in any vertical. JD has a special workshop presentation on the subject "Social Signals".</li>
<li><b>Peter "Web Doc" Martin – CEO of Cactus Sky and Former CEO of AskPatty.com. </b>Peter is one of the top experts on Email Marketing and Data Mining. Peter has an incredible workshop presentation combining both subjects.</li>
<li><b><span class="xn-person">Susan Givens</span> – Publisher of AutoSuccess Magazine. </b>As publisher of the #1 Magazine in the Automotive Sales Industry, Susan has access to a tremendous amount of information. Tips, Tactics, Strategies, Secrets, Experts etc... She will be presenting a workshop based on best practices at the Internet Sales 20 Group.</li>
<li><b><span class="xn-person">Stan Sher</span> –</b> Editor of <a href="http://www.automotiveinternetsales.com/" target="_blank">www.automotiveinternetsales.com</a> As well as a speaker for The Greater New York Dealer's Association" Stan is a subject Matter expert on Automotive Internet Sales and Social Media.</li>
<li><b><span class="xn-person">Fran Taylor</span> – President of Taylor Techniques. </b>Fran is the "Undisputed Prospecting King". <span class="xn-person">Fran Taylor</span> is one of the absolute best Sales and Sales Management Trainers in the country.</li>
<li><b><span class="xn-person">Karen M. Bradley</span> – President of Dealer Synergy. </b>Karen is a Certified FranklinCovey trainer / facilitator on both the "7 Habits of Highly Effective People" as well as the "5 Choices of Extraordinary Productivity". Karen is a member of the National Speakers Association (NSA).</li>
</ul>
<p><b>** The first 20 Dealerships to sign up before <span class="xn-chron">September 15</span><sup>th</sup> will receive a FREE consulting Package worth <span class="xn-money">$1,500</span>. Package includes:</b></p>
<ul class="discStyle" type="disc">
<li><b>2 Mystery Shopping Calls (At two different times). The calls will be recorded and graded on a "report card" with the attached MP3 of the call. The calls will be graded on both qualitative and quantitative measures.</b></li>
<li><b>A thorough assessment of your dealership's Social Media initiatives. We will use analytics and software to evaluate your Social Media visibility and relevancy.</b></li>
<li><b>A thorough assessment on your dealership's online reputation.</b></li>
<li><b>A thorough assessment on your dealership's website.</b></li>
<li><b>A thorough assessment of your dealership's Search Engine Optimization presence and penetration.</b></li>
</ul>
<p><b>** Once all of this data is complied from all 20 different dealerships we will then create a powerful "Internet Sales 20 Group Composite". (Which will be given to the entire 20 group at the workshop".</b></p>
<p>If you want to register for the Internet Sales 20 Group you can use this registration code DSIS20 to save <span class="xn-money">$500</span> off Registration.</p>
<p>For more information on the upcoming Internet Sales 20 Group in <span class="xn-location">Chicago</span>, <span class="xn-chron">October 23</span><sup>rd</sup>, 24<sup>th</sup> and 25<sup>th</sup> please go to <a href="http://www.internetsales20group.com/" target="_blank">www.internetsales20group.com</a> or call 267-319-6776.</p>
<p>Contact is <span class="xn-person">Amanda Melendez</span></p>
<p></p>
<p>SOURCE Synergized Media</p>
<p><br> <span id="curate-us-tag"><a href="http://s.tt/1mccS"><img height="11" width="12" src="http://1.rp-api.com/2822834/via.png">PR Newswire</a> (<a href="http://s.tt/1mccS">http://s.tt/1mccS</a>)</span></p>
<p>GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group in Chicago, October 23-25th<br></p></div>President of Nationally Recognized Toyota Dealership Discusses Internet Sales 20 Group & Compositehttps://automotiveinternetsales.com/profiles/blogs/president-of-nationally-recognized-toyota-dealership-discusses-in2012-07-02T20:30:00.000Z2012-07-02T20:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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</div>Saying Goodbye To My Friend & Business Partner Karry Moore Today...https://automotiveinternetsales.com/profiles/blogs/saying-goodbye-to-my-friend-business-partner-karry-moore-today2012-06-20T13:00:00.000Z2012-06-20T13:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473103?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473103?profile=RESIZE_1024x1024" width="600" class="align-full"></a></p>
<p><span class="font-size-4"><strong>June 20th -</strong></span></p>
<p>I am in Ft. Lauderdale getting ready to go to Karry's memorial service (Thank God, they are not calling it a funeral). I feel like I am moving in slow motion. This is such cliche to say, but I feel like this is not real, this is not really happening. But, I know as soon as I step foot into the service and see everyone else, when I see his family... it will become all too real. </p>
<p>I brought my wife and kids to say goodbye. Lil Sean is too young to understand the finality and magnitude of the situation but my daughter understands completely. She is 11 and has known Karry for over 5 years now and she herself has some pretty cool memories of him herself.</p>
<p>I am very sad but I keep thinking to myself that no matter how sad I am, it pales in comparison to what his family is going through. His children (Zoe included) and Nora... </p>
<p></p>
<p>Here is the post I put on FaceBook on Father's Day when I found out Karry Passed away. (I used a picture of my wedding, because it was literally one of the happiest days in my life and Karry was a big part in it... he was a Groomsman!</p>
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473123?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473123?profile=original" width="480" class="align-full"></a></p>
<p style="text-align: center;"><span class="font-size-5"><strong>In Memory of Karry Moore</strong></span></p>
<p>I do not know where to begin... My heart is heavy and I am filled with such confusion and anger. Today is Father's day. Today is a day to honor Fathers and show our love, respe<span class="text_exposed_show">ct and appreciation for them. However, today a Father was taken from us... Karry Moore. Karry had become a good friend of mine over the last 5 years. And anyone that knows me, knows that it isn't easy being Sean V. Bradley's friend. God knows, at times, I drove him crazy but for whatever reason he saw something in me. He always told me that he had a lot of respect for me and admired me. He also knew that I had a lot of potential. Karry took the time to further develop me. I have to say that I learned so much from Karry directly about business, relationships, technology and more. I developed a strong trust and respect for him. I admired how much he enjoyed life, how much of a good friend he was to everyone, how patient… the man had a LOT of patience! And what really impressed me was his love for his family. How much he loved his kids and his fiancé Nora. He was so happy when he talked about his kids and Nora. I am very glad that they had the opportunity to fly up to Philly / NJ and stay with Karen and me. We took a Limo to NYC to go see the Rockets (front row) and lived it up ☺. <br> I was right there in the very beginning with Karry and AJ when they launched VSEO Inc...which turned into Car-Mercial. I am proud that I helped build that company with them. As much as I shared with Karry and AJ, they included me and shared with me. Car-Mercial has been good to me, to my family, to Dealer Synergy and to my clients. A lot of the subject matter knowledge on VSEO I learned came from Karry (And AJ).<br> <br> When Karry first told me that he had Cancer, my heart dropped. He was so young, he was such a good person, he had a fiancé and kids. I was perplexed… How can this be??? But, none of that mattered. Cancer did not care about any of that. It got him. At first I was so scared for him but Karry sounded so positive and strong and so sure he was going to beat this thing. I believed he could fly… I would speak to him pretty often and whenever we spoke, he was positive and giving me updates of success. Then things started to go the wrong way… the cancer traveled to his brain and he was having seizures… Yet, when we spoke he was lucid, positive and CONVINCING! <br> <br> Funny story… I asked him what he was going to do when it was all over and he beat Cancer…? He said that he was going to get a BIG tattoo on his back throwing up the finger to the Big “C”. We both laughed! <br> <br> On May 29th, He called me to tell me that he and Nora set a Wedding date in November (the 18th). He wanted me and my family to come and be a part of it. We were all so happy and excited for him.<br> <br> Less than 1 month later he is gone… On Father’s Day. <br> <br> I just spent the last hour reading all of his texts and emails to me in the last couple of months…<br> <br> Its such a damn shame. So random, so ferociously final and with no mercy. <br> <br> All I can say is that he was a good man. He really was… not because he is no longer here but because he was a good man, a good father and a good fiancé. He was a great friend, Karry was always there for me. Whenever I needed to talk to him, whenever I needed help. Again, he was always patient. He was a good friend. <br> <br> I am very glad that I not only got to know Karry Moore but I can say he was a friend to me and my family and because of our friendship I am a better person. <br> <br> Please remember, that we NEVER know when it all comes to an end… but we all know it will end. Do not waste time with the stupid B.S. that life throws at you. In the end NONE OF IT MATTERS. What matters is family, friendship, relationships and love. <br> <br> I do regret that I didn’t spend more time with him. We talked in the past of visiting each other more but I live in Philly and he lived in Florida and we both ran national companies and we both had families… we had great reasons. And when he got sick, I wanted to visit him but he said that he thought I should wait until he got a little better. Every time I asked, he said he wanted to get a little more healthy before I came and visited with him. I am upset that I didn’t book a flight and just go!</span></p></div>What is Going on Here...? If you Google or youTube "How To Buy A Car" It is Filled with LIES, Mistruths, Cliches! DEALERS WAKE UP!https://automotiveinternetsales.com/profiles/blogs/what-is-going-on-here-if-you-google-or-youtube-how-to-buy-a-car-i2012-06-09T13:20:29.000Z2012-06-09T13:20:29.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="480" height="360" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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<p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> </p>
<p>Just Google "How To Buy a Car" or YouTube "How To Buy a Car" and what you see on the FIRST page is THIS video (The Original One). This video is from 2007, its HORRIBLE, ITS Filled with lies and misconceptions. The speaker is obviously NOT an Automotive Sales Expert...<br />
What seriously disturbs me is that NO ONE is doing anything about this... NO ONE? No OEMs, No Dealer Groups, No Dealerships, No Automotive Managers, No Automotive Sales Consultants... No one.<br />
There is this stupid propaganda video LOCKED online and it just sits there without challenge? I am not sure about you but this video offends me, it has always offended me. Because it is so one sided and so filled with mistruths and straight out lies...<br />
What is sad is that the PUBLIC sees this as REAL, as the TRUTH. Why...? Because it is on the FIRST page of Google and the First Page of YouTube!!! Most people are NOT subject matter experts. They are going online for some information, some direction and then they stumble into this type of trash... What is SAD is that they actually believe it. And why shouldn't they...? Its not like there are other, more compelling videos that tell the REAL story. <br />
<br />
So, if you are watching this video or reading this post with distain... DO SOMETHING ABOUT IT! <br />
<br />
Here are a bunch of ideas of articles, blog posts or VIDEOS you could write, record and POST all over the internet:<br />
<br />
* How To Buy a Car? <br />
* How to Buy a New Car<br />
* How to Buy a Used Car<br />
* What to expect from Car Dealership<br />
* What makes a GREAT Car Dealership<br />
* How Do you Choose a specific Car Dealerships<br />
<br />
These are just some basic ideas. The point is CREATE CONTENT, INFORMATION to the PUBLIC. Stop just thinking the internet is a "Point of Sale" resource... You need to capture people at "Point of Interest" and CULTIVATE the opportunity.<br />
If you are as pissed as I am when watching this video... Let me know your thoughts-</p>
<p>**ORIGINAL Video is titled "4.1.5 Rob Gruhl - How to Buy a New Car - Ignite Seattle 2007.mp4"</p>
<p>And this COMPLETE Idiot! "Automotive Executive Breaks Code of Silence" (Way Too Many Mafia Movies Dork)</p>
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</div>Schedule Your Priorities, Not Prioritize Your Schedule - Sean V. Bradley - AutoSuccess Magazine, June 2012https://automotiveinternetsales.com/profiles/blogs/schedule-your-priorities-not-prioritize-your-schedule-sean-v-brad2012-06-06T18:56:41.000Z2012-06-06T18:56:41.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p style="text-align: left;"><strong><span class="font-size-6"><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473058?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473058?profile=original" width="440" class="align-full"></a></span></strong></p>
<p style="text-align: center;"><strong><span class="font-size-6">Schedule your priorities, Not prioritize your schedule</span></strong></p>
<p style="text-align: center;"><strong>“Things which matter most should never be at the mercy of things which matter least.”</strong></p>
<p style="text-align: center;"><strong>— Johann Wolfgang von Goethe</strong></p>
<p> <a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> </p>
<p>Have you ever looked at the clock and seen it was the end of your shift and you thought to yourself, “Wow — where did the day go?” Or worse, “Uh oh, I got absolutely <b>nothing</b> done today.” Well, you are not alone; most people in our industry feel the exact same way. Automotive professionals sometimes describe working at a dealership as “chaotic,” <b>“a constant fire drill,” “not organized,”</b> “overwhelming,” “stressful,” etc.</p>
<p> </p>
<p>A lot of dealerships feel like they are grinding to sell cars, but wonder why they constantly fail to hit their objectives. They are confused why they are not selling as many units as they need to, even though they have their team working bell-to-bell most of the month. There is a logical reason of course: They have no understanding or training when it comes to proper <b>time management</b>. Remember, there are only 86,400 seconds in a day. When they are gone, they are gone. For the most part, most dealerships just “react” versus being “proactive.”</p>
<p> </p>
<p>You can get up and have a positive attitude and want to work really hard, but if you have <b>no plan</b>, you can’t expect to be tremendously successful. Don’t get me wrong — I am sure you can have <b>some</b> success. It will only be short lived, however, or not at the full magnitude that you are capable.</p>
<p> </p>
<p>Here is an example: If I said to everyone reading this <b>AutoSuccess</b> article that I am giving away $1,000,000 to <b>anyone</b> who can drive from Houston, Texas to Philadelphia, would you be in? Of course you would be. But here is the catch: You can only use this map that I give you. Are you still in? Of course you are. But there is <b>more</b> to the catch. The map is of the city of San Francisco. Uh, oh. That changes <b>everything</b>, because the rules of the $1,000,000 giveaway is that you have to use this map and <b>only</b> this map.</p>
<p> </p>
<p>So how in the world are you going to get this easy million dollars? Oh, I know: You can have a great attitude. You can think positively, and you can be happy about the opportunity. Is that going to help you accomplish that goal? No. A positive attitude is great, but it is not enough in this example, and it is not enough in the real world at your dealerships.</p>
<p> </p>
<p>OK, how about working hard? If you work really hard at looking at this map of San Francisco, maybe you can unlock some secret rout to Philadelphia from Houston? No, you can’t. So, working hard is important, but it is not the sole answer. You need to have a map; you need an internal global positioning system (GPS). You need to begin with the end in mind. Car dealerships are awesome, but they are hectic; there is a lot going on. Plus, it is a month-to-month business. I get it. You need, though, to take control of what you have control of — yourself.</p>
<p> </p>
<p>We all have multiple roles in our life. We are not just automotive professionals. Some additional roles that you might fall into include:</p>
<p> </p>
<p>• Parent • Son/daughter • Brother/sister • Manager</p>
<p>• Leader • Owner • Trainer • Motivator</p>
<p>• Analyst • Friend • Volunteer • Veteran</p>
<p>• Paramedic • Athlete • Pet owner • Community activist</p>
<p>• Baby Sitter (which can have multiple meanings…)</p>
<p> </p>
<p>So, now take into account how busy your day is, how hectic a dealership is, how intense our industry is and now add all of the roles you play in life. How are you juggling everything? Are you even trying to juggle or are you neglecting important things?</p>
<p> </p>
<p>There is a better way.</p>
<p> </p>
<p>Internationally respected leadership authority Dr. Stephen Covey says that the most effective planning is weekly planning — not monthly or daily. It is truly best to pick a time once a week (my wife and I prefer Friday, after work) and map out the following week. The key is not to overload or “pack” as much as possible into a short amount of time. Rather, you want to identify your priorities — a.k.a. “must do’s” — and schedule them first. This should include your different roles. You want to make sure that you put first things first. Here are some examples:</p>
<p> </p>
<p>• Showroom appointments</p>
<p>• Training sessions (can be from the dealership or on your own)</p>
<p>• Phone call and follow-up time</p>
<p>• Breaks, lunch, etc. (it is important to refresh yourself and “sharpen the saw”)</p>
<p>• Any days off</p>
<p>• Clients anniversaries, birthdays or other important dates</p>
<p>• Personal friends’/relatives’ anniversaries, birthdays or other important dates</p>
<p>• Special time with family (and or friends)</p>
<p>• Health appointments (doctors etc…)</p>
<p>• Relaxation time</p>
<p> </p>
<p>If you have any questions about this article or would like some advice on how to create a powerful weekly planning road map, please feel free to call me or e-mail me.</p>
<p> </p>
<p>Sean V. Bradley is the founder and CEO of Dealer Synergy, a nationally recognized training and consulting company in the automotive industry. He can be contacted at 267-319-6776, or by e-mail at sbradley@autosuccessonline.com.</p></div>5 Keys to SEO with Google Penguinhttps://automotiveinternetsales.com/profiles/blogs/5-keys-to-seo-with-google-penguin2012-05-28T10:56:45.000Z2012-05-28T10:56:45.000ZJD Ruckerhttps://automotiveinternetsales.com/members/JDRucker<div><p>The rules have changed in automotive SEO. In fact, they've changed for the entire search engine optimization world. It's no longer a function of quantity that determines rankings. More content, more links, more social signals - that's fine, but it won't help you as of April 24, 2012, the way it used to.</p><p>Today is the world of SEO quality over quantity. These changes have been anticipated for some time but only now are they really becoming apparent. Some dealers are dropping in rankings based upon their (or their vendor's) SEO efforts. As a result, others are moving up. Which side of the fence do you want to be on?</p><p>Here are some best practices to help you get on the right side of the fence. Click to enlarge.</p><p><a rel="nofollow" href="http://www.tkcarsites.com/5-keys-to-seo-under-penguin-pid22089"><img class="alignnone" title="5 Keys to SEO Under Penguin" src="http://i.imgur.com/MMT8l.png" alt="5 Keys to SEO Under Penguin" width="720"/></a></p></div>Sean V. Bradley is Training a HIGH LEVEL Automotive Internet Sales / BDC Director on "How to Identify LOST Opportunities" and how to EVOLVE her Employeeshttps://automotiveinternetsales.com/profiles/blogs/sean-v-bradley-is-training-a-high-level-automotive-internet-sales2012-05-23T13:52:04.000Z2012-05-23T13:52:04.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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<a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a><br />
Sean V. Bradley is Training a HIGH LEVEL Automotive Internet Sales / BDC Director on "How to Identify LOST Opportunities" and how to EVOLVE her Employees</p>
</div>Automotive Internet Sales LIVE Phone Training Workshop, Drilling & Role Play - Dealer Synergy's "12 Days of Christmas"https://automotiveinternetsales.com/profiles/blogs/automotive-internet-sales-live-phone-training-workshop-drilling-r2012-05-11T20:17:35.000Z2012-05-11T20:17:35.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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<p>Ok... You saw that video. Now watch the previous video. I am SO proud of this team. They went from Not feeling comfortabel, not being able to clear the whole 10 steps to CRUSHING it. </p>
<p>But that is STILL Not enough... I want my team to know the phone process inside and out, forwards and backwards. They will get there!</p>
<p>  <object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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<p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
</div>Mercedes-Benz Dealership Drives 200+ Website Leads Per Month With "Pay Per Click" (PPC)https://automotiveinternetsales.com/profiles/blogs/mercedes-benz-dealership-drives-200-website-leads-per-month-with-2012-04-11T22:30:00.000Z2012-04-11T22:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473050?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473050?profile=original" width="360" class="align-full"></a></p>
<p align="center"><b>Mercedes-Benz Dealership Drives 200+ Website Leads Per Month With PPC</b></p>
<p>A Mercedes-Benz dealership, who is part of a large auto group in North Carolina, invested in online Pay Per Click (PPC) advertising with ReachLocal in November 2010. Their goal was to reach potential car buyers in their metro region, and to win business that might otherwise buy a vehicle from a competitive Mercedes-Benz dealership, or buy another Make of vehicle altogether.</p>
<p>The dealership worked closely with their Internet Marketing Consultant to build out a comprehensive list of keywords that a car buyer might use in searching the web for a vehicle. This list included every model of new and used vehicle they sell, as well as competitive keywords that might attract other buyers online. Their final keyword list was comprised of hundreds of keywords, both stand alone, and those paired with the major city names their customers likely come from.</p>
<p>Text ads were created to describe the dealership’s strengths and to create a compelling “call to action”. Effective text ads work by attracting the right searchers, and deterring the wrong ones. These ads were then mapped to the appropriate pages within the dealership’s website so that the searchers experience was seamless.</p>
<p>Once all of the elements of the PPC program were created, ReachLocal implemented them across 98% of where people search, including Google, Yahoo!, Bing, AOL and Ask. Tracking was set in place to identify any phone call lead that came in through the campaign, as well as any email or request for more information.</p>
<p>The program ran for 12 months, averaging 157 inbound leads per month for the dealership. After the first 12 months, they were so pleased with the performance that they increased their budget. After the budget increase, they experienced an average of 220 inbound leads per month. This averaged out to be an $11 - $12 cost per lead. Not only was the volume of leads impressive, but they were also highly qualified leads. People searching online for a vehicle are doing their research and have a better idea of what they want when they do make contact. So the leads that came in through their PPC program were better quality than those they were receiving from offline forms of advertising.</p>
<p>The Mercedes-Benz dealership not only grew their own PPC program, they also expanded to create similar programs for the other dealerships within their automotive group. Currently their entire group is advertising online with ReachLocal to generate qualified, inbound auto leads.</p>
<p>To learn more about how you can implement a successful online PPC program for your dealership, Respond to this post-</p></div>Automotive Internet Sales and Google’s ZMOT for Car Dealerships - AutoSuccess April, 2012 - Sean V. Bradleyhttps://automotiveinternetsales.com/profiles/blogs/automotive-internet-sales-and-google-s-zmot-for-car-dealerships-a2012-04-09T19:03:51.000Z2012-04-09T19:03:51.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p align="center"><strong><span class="font-size-5"><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473039?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473039?profile=RESIZE_1024x1024" width="550" class="align-full"></a></span></strong></p>
<p align="center"><strong><span class="font-size-5">Automotive Internet Sales and Google’s ZMOT for Car Dealerships</span></strong></p>
<p>By now, nearly everyone has heard of ZMOT and how it might possibly be relevant for the automotive industry. In case you haven’t, ZMOT stands for “<a href="http://www.youtube.com/seanvbradleytv">Zero Moment of Truth</a>,” a concept developed by Google. It states that today, decisions on brand selection are happening before a consumer arrives at a store to make a purchasing decision. This also applies to how consumers shop for a car. This might not sound like anything new; we have all heard from NADA, JD Power & Associates, Cobalt, Autotrader and the OEMs that almost everyone goes online before they step into the dealership. Personally, I’ve been immersed in <a href="http://www.automotiveinternetsales.com/">Automotive Internet Sales</a> for more than 13 years. So, the fact that people are going online first isn’t a huge revelation — it is what it is. However, what has evolved is what is happening and why. People are finding out about a product or business (whether they know the URL or not). To be specific, more than 72 percent of all transactions start online, from one-dollar transactions to jet engines. The first place people go to is search engines (Google, Bing, Yahoo, etc.), or they may something on TV, radio, see something on a billboard or in a newspaper, magazine or hear about a product from a friend. In any event, they wind up on search engines relatively quickly. People believe that they will get the “real deal” on what they are looking for. “If it is on Google, it must be real,” they think. So, the consumer will do the initial research on the product or service online. That doesn’t necessarily mean they are accessing the Internet from a home computer or laptop. They can be accessing the information through their mobile device like an iPhone or Android. The next logical step for the prospect is to validate that information even further. Prospects can (and do) go to a myriad of review sites such as Google Places, <a href="http://www.dealeronlinreputation.com/">Dealer Online Reputation</a>, Yelp, Merchant Circle, Edmunds Dealer Reviews and Cars.com Reviews, just to name a few. The consumer wants to make sure that they do not waste their time with bad choices. They have access to too much information for them to have to deal with headaches. Take for example a couple choosing where to go eat out for their once a week “date night.” If you only had one time a week you were going out with your spouse because you have three kids, a puppy, a career, etc., try to imagine how someone will feel when they are spending $20,000, $30,000, $40,000 or more. That is why 80 percent of consumers say that peer reviews influence their buying decisions. An automotive purchase is usually the second most expensive thing the average human being will ever buy in their lifetime, next to a home. But there is another variable: social media. Consumers will also go to their <a href="http://www.facebook.com/dealersynergy">social networks</a> and ask their “friends and followers” thoughts, opinions on products or services before they ever go to the store or the dealership.</p>
<p>I am going to focus on online reputation for the rest of this article, and the next article I will dive deeper into the other parts of automotive ZMOT strategy.</p>
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473055?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473055?profile=original" width="276" class="align-full"></a></p>
<p>Dealerships need to make it <i>mandatory</i> to collect client reviews and testimonials from <i>both</i> sales and service. It is <i>not</i> enough to simply “suggest” to your team to try to get a review or testimonial. You need to make it part of the standard operating procedure. You might want to create incentives for your team, for example:</p>
<p>• Whoever gets the <i>most</i> reviews wins a reward (gift card or cash, etc.)</p>
<p>• Whoever gets the <i>most</i> video testimonials wins a reward</p>
<p> </p>
<p>You can create a mini-survey (maybe three to four questions) at delivery (<i>mandatory</i>). For example:</p>
<p> </p>
<p>1. How would you rate your experience at the dealership from 1 to 5 (5 being the highest)?</p>
<p>2. Did I (sales consultant) <i>exceed</i> your expectations? If so, <i>how</i>?</p>
<p>3. What did you like (or appreciate) the <i>most</i> in this experience in purchasing this vehicle?</p>
<p>4. Would you recommend me and this dealership to everyone / anyone?</p>
<p>You should then have at the bottom of the survey a legal disclaimer (have an attorney draw up a simple disclaimer) that says that they (the customer) give you <i>full</i> permission to post (or use) this (review/testimonial) anyway and anywhere you want. By doing this, you can repost or repurpose <i>all</i> of these reviews to all of the relevant reputation sites like:</p>
<p>• Google places</p>
<p>* <a href="http://www.localbusinessrater.com">Local Business Rater</a></p>
<p>* <a href="http://www.dealeronlinereputation.com">Dealer Online Reputation</a></p>
<p>• Merchant circle</p>
<p>• Yelp</p>
<p>• Edmunds reviews</p>
<p>• City Search</p>
<p>• Yellow Pages</p>
<p>• A <a href="http://www.bennettchevroletreviews.com">review blog</a> you’ve created yourself</p>
<p>It is TRUE that some review sites are IP Address specific and do NOT allow a client to post a review at the dealership, Here is the reality... there are a LOT of ways around that. </p>
<p>*** Please understand what I am saying here... I am NOT advocating using fake reviews or irrelevant reviews. I am saying ONLY to use REAL reviews that REAL clients give you and give you permission to use. </p>
<p>Try to image if <i>every</i> salesperson and service writer made 100-percent attempts to collect testimonials both in text as well as video, and you posted (syndicated) them to all of the relevant places online. In a short matter of time, you will be able to <i>dominate</i> the search engines with a ton of <i>positive</i> reviews.</p>
<p>I want to show you a quick example of a highline dealership that has bad online reputation. I happen to think they are an awesome store (and they are <i>not</i> a client). I serviced my brand-new vehicle there and I was so impressed with their service that I felt bad for their bad online reputation. On my own, as simply a customer, I shot a quick positive video review and posted it to YouTube and did the <a href="http://www.youtube.com/watch?v=UiWtbPboe9M">proper video optimization</a>. Now, when you Google them, my video shows up <i>prominently</i> on the first page of Google (<a href="https://www.google.com/#hl=en&gs_nf=1&tok=rsq6B1uZER2qrj2Oq2WB8Q&cp=15&gs_id=1m&xhr=t&q=cherry+hill+porsche&pf=p&sclient=psy-ab&oq=cherry+hill+por&aq=0&aqi=g4&aql=&gs_l=&pbx=1&bav=on.2,or.r_gc.r_pw.r_cp.,cf.osb&fp=a9a89efebee25aa1&biw=1280&bih=626">just Google “Cherry Hill Porsche”).</a> That is just me as a client — can you image if this dealership did what I did? Their online reputation will turn around <i>very</i> quickly!</p>
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473075?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473075?profile=RESIZE_1024x1024" width="550" class="align-full"></a></p>
<p> </p>
<p>Here is another screen shot:</p>
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473098?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473098?profile=RESIZE_480x480" width="450" class="align-full"></a></p>
<p>If you have <i>any</i> questions about this article, Google’s concept of “Zero Moment of Truth” / automotive ZMOT or how you can better equip your dealership (or individual sales consultant) to dominate with a <i>positive</i> online reputation, please feel free to call or e-mail me.</p>
<p></p>
<p> </p>
<p><i>Sean V. Bradley is the founder and CEO of Dealer Synergy, a nationally recognized training and consulting company in the automotive industry. He can be contacted at 856-264-0564, or by e-mail at Sean@dealersynergy.com.</i></p>
<p style="text-align: center;"><font class="Apple-style-span" color="#888888"><span class="Apple-style-span" style="font-size: 19px;"><br></span></font></p></div>My Recommendationhttps://automotiveinternetsales.com/profiles/blogs/my-recommendation2012-03-26T19:07:32.000Z2012-03-26T19:07:32.000ZAshley Poaghttps://automotiveinternetsales.com/members/AshleyPoag<div><h3 class="title"><a rel="nofollow" href="http://http://www.insigniagroup.com/blog/bid/80181/My-Recommendation" target="_blank">My Recommendation</a></h3><p><img id="img-1332248906361" src="http://www.insigniagroup.com/Portals/99165/images/delia_wc1.png" alt="describe the image" border="0" name="img-1332248906361"/> Courtesy of Insignia guest blogger Delia Passi, CEO of <a rel="nofollow" href="http://www.womencertified.com/consumer/index.aspx" title="WomenCertified Inc" target="_blank">WomenCertified Inc</a>., home to the Women’s Choice Award.To learn more about how you can get women to recommend your dealership, email Delia at <a rel="nofollow" href="mailto:dpassi@medelia.com">dpassi@medelia.com</a>.</p><p>A popular quote often attributed to George M. Cohan (and others) is “I don't care what the newspapers say about me, as long as they spell my name right.” It’s an interesting perspective but it is definitely not my advice, especially in this information age. What is said about you in the global forum of the Internet is very critical to your success.</p><p>A recent study by Cone Trend Tracker (Aug. ’11) found that “80% of consumers have changed their minds about purchasing a recommended product or service based solely on negative information they found online.” This figure is a significant increase from the prior year’s 67%.</p><p>It is becoming increasingly easy to find online reviews, comments, complaints (and praise), and blog entries about most products and services, and the companies that deliver them. That is why you need to do all you can to make sure that your happy customers have opportunities and encouragement to praise your great products and services.</p><p>Women are even more likely than men to turn to online sources to reaffirm their purchase decisions before they make them. And they’re also quite likely to turn to the web and other sources to offer their opinion of their buying experience after the experience, so make it great.</p><p>Your job is to incorporate feedback opportunities into your interactions with your customers, and to make that feedback available to prospective customers. Your website should have be a forum for customers to comment, hopefully positively. (If you get negative feedback then address it immediately. An unhappy customer has many places to complain online other than your website or Facebook page.)</p><p>Don’t plant glowing feedback to counter that of unhappy customers. If it is uncovered, the repercussions can be more trouble than the complaint.</p><p>Do what you can to let customers both on and offline know that you are doing wonderful things to keep them coming back. That’s the WomenCertified® Way!</p></div>If There is ANYONE Who Thinks Social Media is NOT Important, Valuable, Amazing, Useful, Needed - WATCH THIS VIDEO!https://automotiveinternetsales.com/profiles/blogs/if-there-is-anyone-who-thinks-social-media-is-not-important-valua2012-03-08T19:00:00.000Z2012-03-08T19:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><iframe width="400" height="225" src="http://player.vimeo.com/video/37119711?title=0&byline=0&portrait=0&color=d13030" frameborder="0"></iframe></p>
<p><a href="http://vimeo.com/37119711">KONY 2012</a> from <a href="http://vimeo.com/invisible">INVISIBLE CHILDREN</a> on <a href="http://vimeo.com">Vimeo</a>.</p>
<p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a><br />
If There is ANYONE who thinks Social Media is NOT Important, Valuable, Amazing, Useful, Needed - WATCH THIS VIDEO!</p>
<p>I was BLOWN away by this video!<br />
If they can accomplish ALL of that... You can ALL leverage Social Media for your dealership(s).</p>
<p>*** PLEASE FORWARD THIS VIDEO TO EVERYONE YOU CAN!!</p>
</div>4 Secrets to Effective PPC Advertisinghttps://automotiveinternetsales.com/profiles/blogs/4-secrets-to-effective-ppc-advertising2012-02-24T15:25:42.000Z2012-02-24T15:25:42.000ZNicole Jobeshttps://automotiveinternetsales.com/members/NicoleJobes<div><p>1. Advertise Where Your Prospects are</p><p>This seems too obvious to mention; yet many businesses advertise where the ad reps tell them to, or where it’s easy to place an ad, or where they can get a lot of vanity exposure. Make sure you build your ad campaigns in response to prospect behavior, not media convenience.</p><p>In search marketing, this is pretty easy. Choose the right keywords and by definition you’ve found your prospects.</p><p>Many keywords that seem to represent buyers may not; think about the difference between informational and transactional keywords: “I’m looking for info so I can solve this myself” vs. “I’m looking for just enough info to buy wisely.” Select keywords to target your ideal customer, the one who already agrees with your main value proposition.</p><p>2. Advertise When Your Prospects are Receptive to Your Offer</p><p>Figure out when your prospects are hungriest, and catch them then.</p><p>This also may seem obvious, but do you still get coupons on the back of your grocery store receipt offering a different brand of the thing you just bought? Can’t think of worse timing to make an offer like that.</p><p>In search marketing, timing relates to prospect readiness. Pay attention to the “readiness continuum” that goes from “I just starting thinking about this” to “When can you deliver?” <a rel="nofollow" href="http://www.benhunt.co/" target="_blank">Ben Hunt</a>, in his wonderful book "<a rel="nofollow" href="http://www.amazon.com/Convert-Designing-Increase-Traffic-Conversion/dp/0470616334/ref=ntt_at_ep_dpt_1" target="_blank">Convert!</a>", shares his ladder of awareness, which I’m pretty sure he’d let me reproduce here:</p><p>Place each of your top keywords on a rung on the ladder of awareness. Then make sure that your ad and landing page matches that level.</p><p>If your prospect is only just aware of a problem (“migraine pain”), and not familiar with potential solutions, don’t go on about how your solution is superior to the rest. If they searched for your brand name, take them straight to a “buy now” page. And so on…</p><p>3. Match Your Offer to Your Prospect’s Immediate Desire</p><p>In the AdWords display network, prospects aren’t actively searching for what you’ve got. Your ad must connect your product or service with a latent need or desire and raise the priority of that need or desire to “I gotta do something about this right away.”</p><p>4. Focus on ROI, Not Cost</p><p>By choosing to stand out in a premium location, you can get the benefit of a much higher return on investment (ROI).</p><p>We see this with our PPC clients who pay a premium for the top-rank ad locations (the ones above the organic search results, as opposed to the right column on the search results page). The difference in response is often astounding.</p><p>Within the very same campaign, the ads that appeared in the premium real estate were eight and a half times more attractive than the very same ads on the right side (2.49 percent click through rate vs 0.29 percent). Yes, they cost more per click ($7.67 vs $5.69), but they generated 22 conversions, compared to none for the side column ads.</p><p>This doesn't mean you should always pay a premium for the most visible ad space; that’s your sales rep’s job. Rather, you should experiment. Make investments that your competition is unwilling to make, then measure the results.</p><p>One way to get a premium listing is to pay for it. You may be the only local sewing machine store in your town to advertise on the Super Bowl, but that may not be a good use of funds. You can rent the biggest billboard, buy air time on the most popular morning talk show, and sponsor the biggest booth at the trade show; but that doesn’t mean you’re going to stand out and get noticed.</p><p>Ask the question, “How can we do something nobody else is doing?” and hit upon a winning strategy.</p><p>As you plan your next PPC campaign, be willing to spend for results, but start by spending your creative energy first. How can you get the right message to the right people at the right time in a way that sets you apart from your competition?</p></div>I just recieved an amazing email from one of my clients! (Thank You so much :)https://automotiveinternetsales.com/profiles/blogs/i-just-recieved-an-amazing-email-from-one-of-my-clients-thank-you2012-02-11T13:48:10.000Z2012-02-11T13:48:10.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><div id=":6tp" class="ii gt">
<div id=":6to">
<div>
<div>Hi Sean,</div>
<div>Thank you for taking your time to chat with us. You and your team had a huge impact on the overall mood of our department! I am ready to relax and recharge over the weekend and come back in here Monday morning with a different mindset.</div>
<div>As much as we enjoyed the cow and pirate joke I thought maybe you could use some new material.</div>
<div>I took the time out of my busy day to find you this link of jokes.</div>
<div><a href="http://www.ahajokes.com/top_ten_lists.html" target="_blank">http://www.ahajokes.com/top_ten_lists.html</a></div>
<div>Next meeting I expect to hear some of these! :) hehe</div>
<div>Happy Friday!!!</div>
<div>-Katie</div>
</div>
<div>Waynesville Automotive (N.C.)</div>
</div>
</div>
</div>Robert Wiesman "Your Hyundai Guy" Is On The Path to Becoming A Millionaire Car Salesman!https://automotiveinternetsales.com/profiles/blogs/robert-wiesman-your-hyundai-guy-is-on-the-path-to-becoming-a-mill2012-01-31T07:35:51.000Z2012-01-31T07:35:51.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="480" height="360" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false" ></param>
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<p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
</div>Dealer Principal & ENTIRE Management Team Attends The Dealer Synergy / FranklinCovey "7 Habits of Highly Effective People" Workshop in Jackson Tennesseehttps://automotiveinternetsales.com/profiles/blogs/dealer-principal-entire-management-team-attends-the-dealer-synerg2012-01-24T02:41:35.000Z2012-01-24T02:41:35.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><object width="560" height="315"><param name="movie" value="http://www.youtube.com/v/LTeyqMZ-tYs?version=3&hl=en_US&rel=0" ></param>
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<a href="http://www.franklincoveydealersynergy.com">http://www.franklincoveydealersynergy.com</a><br />
Dealer Principal & ENTIRE Management Team Attends The Dealer Synergy / FranklinCovey "7 Habits of Highly Effective People" Workshop in Jackson Tennessee
<p>These are the testimonials after a 1 day workshop!</p>
</div>Sean V is paying me!!!!https://automotiveinternetsales.com/profiles/blogs/sean-v-is-paying-me2012-01-23T06:00:00.000Z2012-01-23T06:00:00.000ZRobert Wiesmanhttps://automotiveinternetsales.com/members/RobertWiesman83<div><p> </p><p> My name is Robert Wiesman, a true front line automotive sales professional. I have roughly about a year and a half in this business and if want to be a six figure player YOU NEED TO INVEST AND TREAT THIS LIKE YOUR OWN business!! I can not stress that enough! Everybody knows it, everybody says it, but hardly any one really does it! I do!!</p><p> </p><p><strong>Invest in yourself</strong></p><p><strong>1.</strong> Look good</p><p><strong>2. D</strong>rive what you sell</p><p>3.Training materials, role play everyday and when you get home with your signifigant other, buy any books, audio, dvd and virtual training you can get your hands on, Derek Jeter hits the batting cage daily, if you are a pro you should as well.</p><p>4.Dominate social media, custom pages, solid informative content. You can not post too much.</p><p>5. Brand yourself. Look at <a rel="nofollow" href="http://www.robertwiesman.com/">www.robertwiesman.com</a>. Build yourself as a brand and keep it in front of people.(Not going to give away all my secrets.</p><p><strong>6</strong>. Your own website. Make yourself stand out to your clients as a true professional. 'Before we get together sir take a moment and check out my web page to learn a little more about the services I provide. Helps with credibilty. Keep it posted consistently with strong information that will make it a resource for car buyers.</p><p>7.YouTube Channel. Consistently record informative videos that give great information on one of life's biggest accomplishments buying a new car. Service tips, specials, up keep, performance, etc.</p><p>8.Prospecting tools. Keep your name in front of as many people as possible. Stickers with your information on them in the door jams and gas cap, pens of course drop them off at every bar, restaurant, etc. magnets for the refridgerator, insurance/registration card holders with your information on it, referral cards with your bird dog program on it,brochure with your information and a brief desription of the services you provide. I use many more and I am determined to stay on every ones mind and stay in front of as many people as I possibly can.</p><p>9.Marketing. Treat yourself like you are the dealer. Utilize SEO, VSEO, old school but effective is ads in local magazines ad newspapers. Radio is still solid but what is even better is being a guest on a local talk radio show as an "auto expert". I can not stress how important it is to brand yourself and keep your name buzzing and on the tip of everyones tongue. I am not going to give you all my creative ideas.</p><p><strong>10.</strong> Technology. Maximize and utilize all this amazing technology. The iPhone and iPad have some great tools to run your business more efficently. This is 2012 baby it's time you joined us!</p><p> </p><p>There are many other ways to invest in yourself and YOUR business. It really is your business so why would you even think for one second you do not need to invest in it? Treat you as if you are the dealer, the entity. Become a house hold brand, that is a automotive professional that geniunely cares about others vehicle needs.</p><p>The few ideas I listed above will plant many seeds and if done on a consistent basis will turn into many many deals that come to the showroom asking for YOU!!!!</p><p>Put your money where your mouth is!</p><p><a rel="nofollow" href="http://www.robertwiesman.com/">www.robertwiesman.com</a></p><p> </p><p>Robert Wiesman</p><p>717-816-9313</p></div>...It's not what you say, it's how you say it...https://automotiveinternetsales.com/profiles/blogs/it-s-not-what-you-say-it-s-how-you-say-it2012-01-19T19:08:09.000Z2012-01-19T19:08:09.000ZNickrod Givechihttps://automotiveinternetsales.com/members/NickrodGivechi<div><p>Not even a half-hour ago, I got off the phone...</p><p>I've done many things in my life, and I've encountered several different styles of teaching. I can honestly say, with no hesitation, that I am an extremely kinesthetic learner. In fact, I am SO kinesthetic that (in the past) my auditory learning abilities have lent themselves to selective hearing: I tend to fall asleep in class and tune out the lesson if there isn't enough visual stimulation, however...<br/><br/>...Not even a half-hour ago, I got off the phone with LA Williams.<br/><br/>Maybe I was wrong. Maybe I'm not so much visual / kinesthetic learner as I am an emotional learner. It seems to me that I retain information exponentially faster when the stimulus (be it visual, physical, or auditory) is warm and inviting. I've always been stubborn when it comes to opening up to new ideas (well...if I wasn't the originator of the thought), but to the outrageous credit of the staff at Dealer Synergy, and my recent conversation with LA Williams, I may not be so stubborn after all. Maybe I just needed the right energy thrown my way: someone I could relate to, whether it be on my learning terms or not. <br/><br/>Not even a half-hour ago, I got off the phone with LA Williams, and in a short period of time, I learned more about basic phone personality and transference of abstract energy than I have ever have in such a limited medium. LA has a knack for doing with his voice what most people have difficulty doing with their entire body. <br/><br/>Dealer Synergy is three for three. I feel like I have a strong support system in place.</p></div>SEAN you are going to pay me that $1000 dollars!! I am going to WIN your contest!! I have the secret to unsold showroom traffic!!!!https://automotiveinternetsales.com/profiles/blogs/sean-you-are-going-to-pay-me-that-1000-dollars-i-am-going-to-win2012-01-20T20:01:33.000Z2012-01-20T20:01:33.000Zjdellannohttps://automotiveinternetsales.com/members/jdellanno<div><p>One of my biggest secrets to bringing customers back into our showroom is my Customer Relations person. They are part of my BDC crew but her title is Customer Relations Representative. This is our way as a dealership to separate ourselves from the salesmanship mentality, giving a customer to trust that they are speaking with someone who wants to know how their visit went. Many dealers have their salespeople or sales manager make the next day thank you for visiting call but we have our Customer Relations Representative contact our unsold showroom traffic. I found in my experiences that when a sales manager and or a salesperson made those follow up next day calls customers do simple one liners such as “still looking”, “not in the market”, or “I will call you”. With my customer relations person they take out the threat of a sales tactic. The customer truly gets the feeling our dealership wants to know how their visit went and if they had any additional questions. Many times it opens the flood gates as to how poor our salesman were or how they did not like the sales managers attitude. More often though, many express on how they did not receive enough for their trade and we were not able to get to the payments they wanted. With those statements from our customer triggers my Customer relations person to ask appropriate questions such as: I’m sorry to hear that we were not able to get to where you wanted to be, but if we could re visit your deal with my sales manager and get to your number or close to it will you come back into our dealership? Majority say yes of course, then I the BDC Manager receives the deal, takes a look at what and how the customer was treated and find out why our sales floor did not sell the customer when they had been in the showroom. I then negotiate with my sales manager to either push the trade or take off on the sales price that was presented to the customer. The Customer Relations person is to handle all unsold traffic floor ups and internet ups.</p><p><b>Some Customer examples:</b></p><p><b>Example 1:</b></p><p>A customer had come into our showroom and was greeted by a salesperson just as they always do. Customer wanted to be at a certain price on one of our used cars and the sales manager would not agree to sell the car at that point to the customer for the price they wanted. My customer relations person called to find out how their visit went. The customer expressed that the dealer was not willing to negotiate and that she wanted to be at a particular price out the door. They had been waiting for a call back from the salesperson which they had still not received. My customer relations person asked what car they were working on and the number they needed to be at, the customer expressed concern as how are you going to help me if I was already at your dealership and they were not willing to do anything then. The customer relations person response was my sales manager re visits the deal and that if we can get you to the price on that car you will come back in? Since a relationship was developed with the customer relations person they found out the problem as to why she need to be at a certain price it was because she was approved through her credit union and wanted to purchase that car with them but we had been able to get her a better interest rate and to put the difference of our price of $265 dollars on her credit card we could make the deal happen. We didn’t do anymore on the price, but since the relationship was built and found out more details as a non salesperson we had been able to convince her of purchasing the vehicle with us and not changing the sales price.</p><p><b>Example2:</b></p><p>A customer had little and not much credit pretty much a ghost is how they described them. The sales manager did not waste too much time with them and expressed that we were not able to get them financed. Once my customer relations person had followed up and discussed what happen during their visit my representative was able to discover that a family member could provide $10,000 towards a purchase of a car and was able to come back down and bought one of our pre -owned car. </p><p><b>Example 3:</b></p><p>A customer’s vehicle choice of trim and model had to be located from another dealer. The particular salesperson they had in the showroom avoided locates at all costs. Once my customer relations person was able to talk with the customer so much information was collected they were able to find out that we need another salesperson to work this deal so we could find the car for this customer and sell it. </p><p><b><i>Below are some word tracks, scripts, and follow up process ideas:</i></b></p><p align="center"><b><u>Unsold Showroom Follow up Contact</u></b></p><p>1 day after visit Phone- BDC Thank you for visiting</p><p>2 day after visit Phone/email- BDC if did not contact 1<sup>st</sup> day after visit attempt another call- then unsold email</p><p>3 day after visit Phone- BDC Thank you for visiting</p><p>7 day after visit Phone- BDC Thank you for visiting- depending on previous contact</p><p>21 day after visit Phone- Are you still interested in make or model? Depending on previous contact-</p><p><b><i>Schedule appropriate phone/email based off the follow contact above- you are responsible for assigning your phone calls where you see appropriate</i></b></p><p><b><u>1 Day after visit (phone)</u></b></p><p><i>BDC Rep:</i> Hi, may I please speak with (customer name)</p><p><i>Customer:</i> This is (customer name)<br/> <br/> <i>BDC Rep:</i> Hi, (customer name), this is (BDC Rep name) from the customer relations department at Ray Price (make) the reason for my call is to thank you for visiting our showroom and to make sure your questions have been answered and to see how your visit had went with (salesperson).</p><p><i>If yes:</i> Great, do you have an idea of when you would be visiting or seeing (salesperson) again? Is there a message I can relay to him to help assist in your buying process?</p><p><b><i>Voicemail message:</i></b></p><p><i>If no:</i> (<i>This is where you may find out if the customer liked or disliked the sales representative, bring to appropriate managers attention for this customer service situation to be handled)</i><br/> If customer does not want to work with Salesperson, offer alternative solutions such as:<br/> Working with another salesperson<br/> Working directly with a sales manager<br/> <i>If resistance:</i> explain that we are looking for any feedback that could help us improve how they were treated in the sales department. It’s important to our dealership that we know how to improve.</p><p><b>More options for a process:</b></p><p>Unsold Traffic:</p><p>Guidelines to Succeed in Unsold Showroom traffic</p><ol><li>Reconcile daily to make sure the up count matches the number logged. It’s important to make sure all customers had been logged the previous day by the sales representatives or sales managers.</li></ol><p> </p><ol><li>BDC handles the call as customer relations call, BDC has a strong sense of confidence and belief towards the customer so customer show that we care here to assist on any situation</li></ol><p> </p><ol><li>BDC handles all objection and issues regarding the customers visit in the showroom, and brings the issues good/bad to the BDC/General Manager</li></ol><p>Process for Unsold</p><p>Next day follow up call is to ask customer how visit went, if a message is left assign again later that day- Do not leave message on 2<sup>nd</sup> attempt. If cannot reach by phone send unsold email</p><p>Day 3: make an attempt for call but do not leave a message, only one message should be left with in a 72 hour period especially if the salesperson has called the customer.</p><p>Day 5: Watch the salespersons follow up; make sure that salesperson has not yet already talked with customer</p><p>Depending on what happened after day 1-3 will determine follow up for next steps</p><p>If customer is not sure of when they are ready to purchase: <br/> Follow up calls every 5 days up to 30 days<br/> After 31 days call once a month<br/> If left message during this process use to your best knowledge of appropriate follow up</p><p>If customer bought elsewhere, transfer to BDC manager so it can be kept track of</p><p>IF customer has email address: <br/> Next day: Unsold email<br/> 3 Day: KIT email<br/> 5 Day: (email) Incentive?<br/> 7 Day: Unsold Email<br/> 12 Day: KIT email BDC<br/> Once a month, KIT email</p><p></p><p>Jenna Dellanno<br/>Business Development Manager<br/>Ray Price Auto Group<br/><a rel="nofollow" href="http://raypricecars.com" target="_blank">raypricecars.com</a></p></div>IF THATS not enought to WIN how about this IDEA- Like I said I am WINING THIS $1000 CONTEST SEAN :-)https://automotiveinternetsales.com/profiles/blogs/if-thats-not-enought-to-win-how-about-this-idea-like-i-said-i-am2012-01-20T20:17:46.000Z2012-01-20T20:17:46.000Zjdellannohttps://automotiveinternetsales.com/members/jdellanno<div><p><b>Rules and Regulations for the BDC:</b></p><p><b><br/> I have established rules and regulations for the BDC Center so it s understood what qualifies them as credit to the internet department and the sales floor has a clear understanding where and how this customer came into the showroom. This also gives trust and understanding to each internet representative and the sales team. The rules help with the double dipping on leads.</b></p><p><b>Example:</b></p><p>Prior 72 hours when a BDC Rep. receives contact through email or a phone it is the BDC representatives leads</p><p>After 72 hours if the customer responds in either a mass email or decides to call in the new BDC does all the work, then the new BDC gets the credit</p><p>If a phone up comes in and the BDC has had a response from the customer then it’s the original BDC Rep gets the credit. Need to develop a team environment.</p><p>If there is no contact through phone or email for 30 days then the record is open for any BDC</p><p>There must be a complete explanation in the notes of the CRM higher gear on what is going on with the customer. If there is not an accurate notation the manager has the right to decide what BDC rep deserves credit of lead, if any.</p><p>If customer comes in and does not make an appointment, but you have had contact with that customer the appointment will be the original BDC rep.</p><p>On the daily log, if there is an appointment made be the salesperson it is the salesperson appointment. NO BDC Rep is to take a salesperson appointment and make it theirs.</p><p>Cannot make an appointment when car is already sold or has a deposit taken</p><p>Etc…<b>Each representative signs and understands these rules and regulations so there are no questions of what is being paid on or gets credit for. Each Rep is responsible for handing there leads on the week bonus and commissions.</b></p><p>I use the method of SMART goals (retrieved from: <a rel="nofollow" href="http://www.projectsmart.co.uk/smart-goals.html">www.projectsmart.co.uk/smart-goals.html</a>) to help me establish my goals and objectives for my BDC team.</p><p><b>Specific:<br/> *Well defined<br/> *Clear to anyone that has a basic knowledge of the project</b></p><p><b>Measurable<br/> *Know if the goal is obtainable and how far away completion is<br/> *know when it has been achieved</b></p><p><b>Agreed upon<br/> *Agreement with all the stakeholders what the goals should be</b></p><p><b>Realistic<br/> *Within the availability of resources, knowledge and time</b></p><p><b>Time Based<br/> *Enough time to achieve the goal<br/> *Not too much time, which can affect project performance</b></p><p><b>Advertising:</b></p><p>Get everyone to your website! All advertising should bring customers directly to the dealer website. Use as little 3<sup>rd</sup> party vendors as possible. Less is more. The more contact and rapport you create with a customer the more loyal and trust worthy we become as a dealer. I work with six franchises and I found that the more you can control where you send your customers for information the closing percentage is much higher since you are guiding them to where you want them to go.</p><p>We have learned to use SEO/SEM on our website to our advantage. We have a very strong closing percentage from our SEO leads. We are now tapping into Adwords marketing which I feel will be a strong push for our internet leads this quarter.</p><p><b>Current lead providers: <br/> Website<br/> Manufacture<br/> Edmunds<br/> Auto trader<br/> ZAG/TrueCar</b></p><p><b>Since I have started with this organization and implemented my process and procedures for the BDC this organizations numbers from the internet department 2010 to 2011 have shown a 41% increase. The stores are not highway stores and have now relied on our department for 40-45% of monthly sales, not added units.</b></p><ul><li><b>Year 2010 internet deals 425 <br/> year 2011 internet deals 601</b></li></ul><p><b>41% increase</b></p><p><b>Jenna Dellanno<br/>Business Development Manager<br/>Ray Price Auto Group<br/><a rel="nofollow" href="http://raypricecars.com" target="_blank">raypricecars.com</a><br/></b></p><p><b><br/></b></p></div>Dealing with uphill battles at the dealershiphttps://automotiveinternetsales.com/profiles/blogs/dealing-with-uphill-battles-at-the-dealership2012-01-16T15:01:36.000Z2012-01-16T15:01:36.000ZKevin Pruitthttps://automotiveinternetsales.com/members/KevinPruitt<div><p>I am 26 years old and have grown up in the car business most of my life. My father played professional football in the NFL for 11 years and got into the car business a few years after he retired. So you can imagine growing up trying to live up to something like being ranked third in Cleveland Browns all time history of rushing yards behind Jim Brown and Leroy Kelly. Even if you aren’t a big football fan you have probably heard of those names. As a result I grew up being a very competitive and driven person because all I was used to hearing (and seeing my father’s old film highlights) from my parents was that you need to strive to be the best no matter what. I am extremely grateful for the way they brought me up because I think it has made me the man I am today.</p><p>Since I have grown up in the automotive business I have really grown to love it and take pride in telling people I work in this industry. The main reason I like this industry so much is that every day I come into work there is something new or different than the previous day. After graduating from college I really got a good sense of what career path I wanted to take. Being able to work in every single department in the dealership over the years, I have really grown to appreciate how each department is run like their own individual businesses. Also, being able to attend and graduate from NADA Dealer Academy really pushed my interest of the automotive business over the edge to where I can honestly say that this is what I want to do as my career. The things I learned from the academy had immediate impact on our dealership; from cost cutting to different ways of doing business to make customers happy and us some profits at the end of the day. I can truly say the academy gave me a wealth of knowledge that probably would have taken me years to gain. I would recommend it to any dealer son/daughter or just anyone who is serious about the automotive business as a career.</p><p>So, now on to my situation here at the dealership. Over the past few years I have had the opportunity to bring some ideas for us to improve as a dealership to the table, but being the owners son most of my ideas were viewed by some as stupid, juvenile, inexperienced, etc. But I can say that my father incorporated a lot of those ideas and we have grown our business because of those ideas. The biggest obstacle I constantly have to deal with at my dealership is the constant mediocrity and settling. A large majority of the decision makers (managers) do not have the ability in my opinion to think outside of the box. They rarely come up with different ideas on how to improve their processes, people, products, or increase business as a whole. A lot of them (including my father) are somewhat stuck in the old car business mantra of things that worked in the past work today. I just do not think that a lot of things do. Don’t get me wrong, there are a lot of things that worked in the past that still work today, and the basics of the automotive business do not really change, but I am talking about the things that have evolved over time. Things like the internet, which in my opinion is the most overlooked and underutilized department in most dealerships. I even think they overlook in the NADA Dealer Academy to be honest because they have a new car class but do not really delve into teaching how important the internet is and will be in the future. I think the most forward thinking managers at dealerships who understand the internet, and the future of the internet, are going to be the ones who will strive and survive the best in the future.</p><p> My problem I run into a lot here at my dealership is that I feel we are missing the whole paradigm shift that’s currently occurring in our industry right now. The days of being able to hold huge grosses has gone away, the internet has allowed our customers to become more knowledgeable of our vehicles that we are in reality. Being younger and seeing this trend I have tried to get my father, along with all the other managers to buy into putting most of our efforts (advertising, development ,etc.) into our internet department. Before I took over as the internet manager recently, our old “internet manager” was not performing any of the duties of an internet manager. He was simply a salesperson who cherry-picked the good leads and came to the managers meeting and gave false numbers. There was no tracking of anything at all besides how many leads he got for the month. What I have been trying to do is create an internet department that is based off of what I learned from dealer synergy over the past year. I found them in the autosuccess magazine that I read regularly and wanted to be one of their success stories. Unfortunately no one here at my dealership sees the value in their program and how they produce results for dealerships like our across the country.</p><p>What I have to do is fight the uphill battle of not only being the dealer’s son, but the fact that I basically have very little support, resources, and buy-in from the other employees here. Being the type of person that I am I just look at it as an obstacle that I will love to overcome. Not just to prove to everyone I was right, but to prove the fact that with an open mind we can have success in something that we are not accustomed to. By following the dealer synergy model of having designate coordinators who solely make phone calls, set appointment, and answer internet leads, I plan on taking our store from mediocre to one of the best internet departments in our area. I can only imagine being someone who does not have such a vested interest in the dealership, how hard it must be to be in the same situation as I am. Luckily for me I have the authority to do things like add lead providers, employees, products, etc. without having to go through the proper channels for permission. But the advice I would give someone who is in the same position as me, would be to put first things first and try to deal with the things that you have control over. Like the say, Rome wasn’t built in a day so you just have to take it piece by piece. That is what I am doing for my situation, yes will it take me longer to reach my goal of being the best, but at least I know I will remain focused on what the proper processes and procedures it will take me to reach that goal. As long as I surround myself with people like me and employees who can properly execute the things needed to succeed, everything will fall into place over time.</p></div>Dealer Synergy: Positive Attitude and Laws of Attractionhttps://automotiveinternetsales.com/profiles/blogs/dealer-synergy-positive-attitude-and-laws-of-attraction2012-01-15T06:07:44.000Z2012-01-15T06:07:44.000ZNickrod Givechihttps://automotiveinternetsales.com/members/NickrodGivechi<div><p></p><p> I truly believe that anyone can teach; not everyone can truly inspire. <br/><br/> On Monday, January 9th, after only two months on the sales floor of a car dealership, I had come dangerously close to falling into such a negative mind-state that I put in a soft resignation with the sales managers, and had almost completely decided to head in a different employment direction. With literally one foot out the door, the finance director pulled me to the side and asked if I would hang back for a minute while he checked on transferring me into the internet department... which, about a half hour later, he came back and told me to head upstairs for the training that was starting in 15 minutes. <br/><br/> For the next two days, I listened to Mr Sean Bradley talk with such passion and charisma (even through his cold and broken voice) about his company and the achievements that I decided maybe he was right -- maybe the Laws Of Attraction were more than just a "sales pitch", and there was validity to the science and chemistry behind it: similar elements attract, polar opposite mindsets repel... much like magnets. If I was to be successful, I had to get my mind right and radiate such a positive beacon of energy that negativity would deflect and glare at my success from a distance.<br/><br/> The message didn't thoroughly sink in, though, until Mr Anthony Alagona arrived at the dealership on Wednesday, January 11th. If anyone had asked me what I thought about positive people (even as recently as a week ago), although I would have loved to believe otherwise, my prior experiences would have led me to reply that positivity was a salesman's spin on reality; however, Anthony exceeded my expectations with far more than the right words... I saw, for the first time, positivity in another man's FACE. Belief in himself, and confidence in the future for everyone in his life, radiates off of Mr Alagona like nothing I've even encountered before. He made even the tedious task of running phone scripts enjoyable, taking on any challenge the group could throw at him -- flashing a charismatic smirk and dropping his characteristic "game on!" at anyone who came at him with a curve. <br/><br/> Neither Sean nor Anthony are salespeople; they both exude the same energy, as if they were made from a far greater mold. They're both incredibly positive and intensely passionate men who believe so deeply in a better tomorrow that labeling them with anything besides their given names is almost insulting. After only one week, they've both inspired me and made me stronger as a person... they just happened to be teaching me something about automotive sales. <br/><br/> Dealer Synergy is a powerful program; however, it's only a drop in the bucket of what the staff that run it are capable of. To the car dealerships who use them, use them wisely; to those that don't, you should probably come up for air before you sink; and to anyone NOT involved in automotive sales in anyway... I suggest figuring out another way to get acquainted with both Mr Bradley and Mr Alagona. They both have hearts of lions. <br/><br/> I owe my renewed faith in the possibilities of my personal success and the future of my career at the dealership to their presence and inspiration. Thank you both so much.</p></div>Builiding Value in excess of PRICE.https://automotiveinternetsales.com/profiles/blogs/builiding-value-in-excess-of-price2011-12-30T22:30:00.000Z2011-12-30T22:30:00.000ZGary Dean Westhttps://automotiveinternetsales.com/members/GaryDeanWest<div><p>We have all had the customer who consistently drills us throughout the sales process with "price, prce, price". "if the price isnt right, were not gonna buy it!".</p><p>Guys, its never about price. Never has been, and never will be. If the buyer doesnt LOVE it, and more importantly, if it doesnt solve PROBLEMS. They are not going to buy it, no matter what the price.</p><p>So we've sorted through all the inventory, overcame every objection and finally landed on the car they haveinterest in.We've done our job right? we have a car deal here, all you have to do is test drive and write em' up, get em' the lowest price and bang, money in your pocket.</p><p>No, no, no...</p><p>This is where 99.9% of all automotive professionals fail.</p><p>The first rule of selling is to ALWAYS agree with the customer. "This price is too high!" ..I agree with you sir, this price is high, follow me. Snap, just like that you now have there attention. Now that you've taken <em>control,</em> you now have to build value in excess of the price.</p><p>How is that accomplished? with 3 keys. Feature, Advantage, Benfit</p><p>Need an example? Feature: Alloy rims -- Benefit: Light weight, durable -- Benefit: Better gas mileage</p><p>If your selling a $30,000 product you have to sell $60,000 worth of features. $100,000 to $200,000 and so on.</p><p>I guarantee you if you follow this step every time. You will never be doubting yourself again and asking why they bought for $200 less at the dealer up the street.</p><p>Follow Me: <a rel="nofollow" href="http://twitter.com/#">http://twitter.com/#</a>!/GaryDeanWest @garydeanwest</p><p>Facebook: <a rel="nofollow" href="http://www.facebook.com/garydeanwest">www.facebook.com/garydeanwest</a></p><p></p><p></p></div>Personal Websitehttps://automotiveinternetsales.com/profiles/blogs/personal-website2012-01-06T04:19:44.000Z2012-01-06T04:19:44.000ZRobert Wiesmanhttps://automotiveinternetsales.com/members/RobertWiesman83<div><p>I think any and every front line sales professional should have their own website. Whether it functions as a "evidence manual" or a full blown "lead generator" with inventory, etc. Either way being able to say to a prospect " hey before we get together check out <a rel="nofollow" href="http://www.robertwiesman.com/">www.robertwiesman.com</a> to find out a little more about me and the services I provide and what some past customers have said about working with me." Automatically will seperate you from the other sales people they have spoke to or dealt with and shows you are a true professional. They will see videos of you giving service tips, walk arounds, customer testimonials etc. You can also have a bio on you, with pictures of your family and pets. Posting a reference sheet with names, numbers, emails and short testimonals from your best customers will score big! Sky is the limit with what you can do with it and it is just one more thing you can be doing that the "sales person" up the block, around the corner and down the street is not.</p></div>