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http://dealersynergy.com/karen-bradley

Karen Bradley, CEO of Dealer Synergy, was featured on the Autobytel Training Series Webinar April 18th, 2017. Karen is a certified FranklinCovey Trainer and Facilitator as she trains dealerships across the country.

There is a reason why “The 7 Habits of Highly Effective People” curriculum, written by the late Stephen R. Covey, is taught to over 65% of all Fortune 100 and Fortune 500 corporations. Additionally, there are over 6 Million people globally trained on the the “7 Habits”, with over 35 million book copies sold worldwide, making it the #1 non-fiction book of all time. The “7 Habits” focuses on time management, leadership, organization, communication and teaches you how to truly achieve Work / Life balance. I have spent a lot of time in dealerships and teaching this course and I cannot tell you how often I hear people say that they never have any time left over for themselves. They are used to putting themselves last. Their health has even suffered!! They eat poorly...if they eat at all and there is definitely no time for physical fitness. They work super long hours, have kids to be a parent to and even spending time with their families is difficult to accomplish. And friends? What are those?? I promise you that there is a better way. A way where you can achieve it all! Time to work and achieve objectives. Quality time for your kids. Time for your friends and especially, time for yourself! It all boils down to being effective!

If you work in a dealership, you know how chaotic it can be. Often times, it is difficult to distinguish the priorities from all of the noise. You invest 8, 10, even 12 hours of your day only to leave feeling like you got nothing accomplished. Also, it’s no secret there is a serious problem in the automotive industry with attrition! Our industry is plagued with mediocrity. You see it on the Showroom sales floor, in F&I, in Service, in the Internet Sales Dept and BDC… it’s everywhere! And if you are NOT in the automotive Industry...I’m sure you can still relate!! And this webinar is for you too! If you want to learn how to do more, be more and achieve more, you need to understand the “7 Habits of Highly Effective People” and how they can literally transform your LIFE! Register today and be well on your way to personal and professional effectiveness!

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https://attendee.gotowebinar.com/register/6030811763622147073 

Register For FREE Autobytel Webinar "The Phones and Internet Are The New Showroom", Presented by Sean V. Bradley, CSP 

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http://www.BradleyOnDemand.com/ 856-546-2440

In this week's Episode of Make Money Mondays Dealer Synergy's President, Sean V. Bradley suggest the importance of knowing your used car inventory. Over 46% of people who submit a now car purchase request will end up buying a used car. Most salespeople do not even present new car prospects the option to purchase a used car. You should walk your inventory everyday whether you are in the Showroom or a BDC representative. Become a master of your pre-owned vehicles.

Make Money Mondays with Sean V. Bradley - Know Your Used Car Inventory

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776.

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http://salemove.com 

The SaleMove Magic

Real-Time Movement

Faster and more instant than Google’s real-time analytics, SaleMove enables you to see visitors the second they enter your website- just as if they walked into your dealership. Don’t just see what link your visitors are looking at, observe them browsing (it's like sitting right next to them)!

Audio / Video Chat

You have your showroom & the phone to speak with your customers- now add a third line of high-touch communication. Connect with your customers using Audio & Video right on your website (no downloads or installation required). There is always the option for website chat but A/V is proven to be 10X more effective!

Shared Browsing

Have you ever found yourself describing your website to a customer on the phone (“you see that link in the top left near the About Us section...click there”)? Imagine that each of you had your own cursor and you could simply browse the website together- wouldn't that be easier? Don’t just push your visitor a link, customize a car or browse your inventory together (patents pending).

Statistics & Reporting

Monitor individual and collective performance. Listen to call recordings, view chat transcripts and understand your website’s real-time activity. Make adjustments to your staffing & sales strategy using all of SaleMove’s robust reporting capabilities.

In-Browser Experience

Instead of opening a separate window (think of today’s live chat providers) that drives attention away from your virtual showroom, SaleMove is always completely in-browser and a part of your customers’ shopping experiences.

One Line Activation

Activate SaleMove with one line of code (easier than Google Analytics). We also integrate with several top dealership website providers & CRMs so getting you up and running is super fast!

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http://www.dealersynergy.com 856-546-2440

Autobytel ACQUIRES AutoUSA - Automotive Internet Sales - 3rd Party Lead Source Provider

- Transaction Significantly Expands Autobytel's Dealer Network;
Expected to Deliver Meaningful Increases in Revenue and Cash Flow -

IRVINE, Calif.--(BUSINESS WIRE)-- Autobytel Inc. (Nasdaq: ABTL), pioneer of the automotive Internet and the company dedicated to connecting automotive consumers with dealers and manufacturers, today announced it has acquired Ft. Lauderdale-based AutoUSA, a longstanding, premier Web-based auto leads and services provider, from AutoNation, Inc. (NYSE: AN).

The purchase price included $10.0 million in cash, a $1.0 million, 6% convertible note payable in one lump sum in five years and convertible to Autobytel common stock at a conversion price reflecting a 20% premium over the price of Autobytel's common stock on the date of closing, and warrants giving AutoNation the right to purchase approximately $1.0 million of Autobytel's common stock at an exercise price reflecting a 5% premium over the price of the stock on the date of closing. The transaction was financed by Union Bank, N.A. through a newly established $9.0 million senior secured term loan, and by drawing on Autobytel's existing secured working capital revolver. Both the term loan and the revolver carry interest at a rate of LIBOR plus 2.5%. The term loan is amortized over a period of four years. AutoUSA generated 2013 revenues of approximately $30.0 million, with positive operating income and cash flow. The company believes that the transaction will be accretive to Autobytel's 2014 results.

Autobytel said the acquisition expands its reach and influence in the industry by increasing its national new and used car dealer network to more than 5,200 from approximately 3,800, while boosting its business with auto manufacturers. It also enables the company to offer its new mobile and SaleMove products to a larger customer base, while continuing to build on relationships with OEMs and large dealer groups, including the AutoNation family of dealers.

Autobytel, which was founded in 1995 by former Southern California car dealer Pete Ellis, has again grown to become one of the most influential automotive services organizations, providing high quality leads and innovative marketing and mobile services to dealers and OEMs. The company serves a critical role in the industry in helping car buyers find the right vehicle while delivering highly relevant consumer purchasing information to its industry partners.

Phil DuPree, President of AutoUSA, has joined Autobytel as Executive Vice President, President of Dealer Services. As an inducement for joining the company, DuPree was granted an option to acquire 40,000 shares of Autobytel common stock at an exercise price equal to the closing price of Autobytel's common stock on the acquisition closing date. The option will initially vest based on certain financial performance criteria related to Autobytel's dealer services group and then on DuPree's time of service with Autobytel.

"AutoUSA brings a new, high quality client base to the Autobytel family and strengthens our existing relationship with AutoNation, which is the largest U.S. automotive retailer," said Jeff Coats, Autobytel's president and CEO. "The transaction solidifies our leadership role in the industry, enabling us to offer an even larger base of dealers and automakers top quality products, including leads that convert to sales at nearly three times an estimated industry average, and a wide range of mobile products designed to sell more cars.

"AutoUSA represents an outstanding fit with Autobytel. In addition to its core leads business, AutoUSA's suite of complementary third-party, Web-based services includes payment-based pre-qualification tools, incentive programs and other products and services designed to help dealer customers and manufacturers increase their sales," Coats added.

"Since 2000, AutoUSA has developed very strong relationships with dealers across the country. The combination of Autobytel and AutoUSA adds strength to both organizations and represents an opportunity for consolidation in an industry segment that remains fragmented," said Mike Maroone, president and chief operating officer of AutoNation, Inc. "This combination benefits automotive consumers, dealers and manufacturers, alike."

As previously announced, in addition to AutoUSA, Autobytel also recently acquired Advanced Mobile, LLC, now known as Autobytel Mobile, which provides a full lineup of auto industry mobile products and services such as mobile apps, mobile websites, Send2Phone capabilities and text message marketing, and TextShield, a web-based portal that allows dealers to centrally manage text communications. Also as previously announced, the company recently made a strategic investment in SaleMove, which enables auto dealers and manufacturers to enhance the online shopping experience by interacting with consumers in real-time. These new services will be available to Autobytel's expanded network of automotive dealers and manufacturers.

About Autobytel Inc.
Autobytel Inc. provides high quality consumer leads and associated marketing services to automotive dealers and manufacturers throughout the United States and offers consumers robust and original online automotive content to help them make informed car-buying decisions. The company pioneered the automotive internet in 1995 with its flagship website www.autobytel.com and has since helped tens of millions of automotive consumers research vehicles; connected thousands of dealers nationwide with motivated car buyers; and helped every major automaker market its brand online.

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Dear Valued Partner,

As you may know, the FCC adopted changes to the rules under the Telephone Consumer Protection Act (“TCPA” ) that are going into effect October 16, 2013 for calls made to consumers on or after that date.

As a valued Autobytel dealer, we're reaching out to you to ensure that you're aware of these new rules so you can evaluate your practices and procedures for compliance when contacting consumers by voice communication or (SMS) text message.

In general, the changes to the TCPA rules require express prior written consent for each case in which a consumer is contacted for marketing or sales purposes by voice communication using an auto dialer or an automated message—or a system that has auto dialer capabilities, regardless of whether the feature is used in making calls to consumers. We understand it's possible you make calls to consumers, or that calls to consumers are made on your behalf by a call center or agency using a phone/phone system or other device or system with auto dialer capabilities. As such, we recommend you consider contacting consumers by means other than voice communication or (SMS) text message (e.g., email) to obtain express prior written consent in the future.

Please understand that the changes to the TCPA rules affect calls that are made to consumers effective October 16, 2013, regardless of when the consumer's phone number was obtained. Therefore, we recommend that any changes you make in consumer voice communications or (SMS) text message are effective prior to that date to ensure full TCPA compliance for calls or text messages on or after October 16.

This notice is sent as a courtesy and is not intended to provide a detailed description of the new rules (for example, the rules are somewhat different when calling wireless numbers vs. land lines). We strongly recommend that you consult with your legal advisors regarding the changes to the TCPA rules and your compliance with the new rules.

Thank you for your time. We appreciate the opportunity to provide you with information about these important new developments. Should you have any further questions, please feel free to contact me directly .

Sincerely,

Tara Wagoner

Vice President, Dealer and Consumer Operations

Direct: 949-862-1350

taraw@autobytel.com

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Tim Morgan of Radley Acura Named Autobytel Dealer of the Month; Dealer of the Year Awards Slated for January 2014

Autobytel honors exceptional dealers from a competitive field of thousands of automotive retailers for outstanding Internet lead management and customer service standards

IRVINE, Calif.--(BUSINESS WIRE)--June 28, 2013-- 

Autobytel Inc. (Nasdaq: ABTL), the company dedicated to helping automotive consumers and dealers connect online, has named Tim Morgan, General Sales Manager of Radley Acura in Falls Church, Virginia, the Autobytel Dealer of the Month for May 2013.

The company's Dealer Awards Program honors exceptional Autobytel dealers who employ the highest standards in customer service and Internet automotive retail sales and lead management processes. The Autobytel Dealer of the Year Award is slated to be announced at the NADA Convention & Expo in New Orleans in January 2014, with the crowning dealer chosen from this year's pool of monthly winners.

Tim joins Patti Scipione of M'Lady Nissan and Paul LeRose of Pauly Toyota--who were recently named Autobytel Dealers of the Month for March and April 2013--in that pool of winners.

"One of the primary reasons the Radley Acura team is so successful is the customized approach they take with every Internet customer they service," said Jeffrey Coats, President and CEO of Autobytel Inc. "Today's car buyers are unique, each with their own set of wants and needs when it comes to finding the perfect vehicle. Tim has helped implement a personalized sales process at Radley Acura--one that evaluates Internet leads individually, addresses every inquiry in a personalized way, and provides information of substance that goes above and beyond the standard price quote."

Each month, Autobytel's sales and dealer operations teams evaluate prospective candidates from a competitive field of thousands of automotive retailers in the Autobytel network, with a monthly winner selected based on key online automotive best practices.

Criteria evaluated for the Autobytel Dealer Awards Program include conversion rates, lead management processes, customer service principles, customer and brand retention analytics and Internet department practices, among others.

"We've learned a lot in the 10-plus years we've been an Autobytel dealer, " said Morgan. "The most important thing we've learned is how to communicate with Internet customers to gain a full understanding of what they're looking for in a new car and then guide them through the entire process of finding, buying and owning that car. Our customer service ratings and internal metrics prove we're successful, and Autobytel helps our efforts by sending us great quality leads. However, being named an Autobytel Dealer of the Month, which recognizes how well we stack up against other dealers, is especially rewarding."

Radley Acura is a 27-year Acura retailer located in Falls Church, Virginia, serving the Alexandria, Fairfax and Washington, D.C. markets. The dealership offers new, used and certified pre-owned Acuras and has been a part of the Autobytel program for over 10 years. Radley Acura is a Precision Team Dealer of Distinction, the most prestigious and coveted honor that Acura can grant to its dealerships, which recognizes those dealership teams that demonstrate superior achievement in customer satisfaction, new-car-unit sales volume, business management, customer follow-up, sales and service training.

Named #1 Dealers' Choice Awards in 2012 by Auto Dealer Monthly, and a finalist of the 2013 DrivingSales Most Valuable Insight Award this April, Autobytel consistently ranks as a top quality Internet lead provider, with the company's internally-generated leads converting at approximately three times the rate of the estimated industry average.

For more information about the Autobytel Dealer Awards Program, or to learn more about the winners as they're announced, visit the "Dealer Corner" at dealer.autobytel.com. Visit www.autobytel.com to learn about the company's leading automotive information, products and services; watch exclusive new car videos, test drives and car reviews at Autobytel's YouTube page; or join the conversation on the Autobytel Facebook Fan Page.

About Autobytel Inc.

Autobytel Inc., an online leader offering consumer purchase requests, or leads, and marketing resources to car dealers and manufacturers and providing consumers with the information they need to purchase new and used cars, pioneered the automotive Internet when it launched its flagship website, www.autobytel.com, in 1995. Autobytel continues to offer innovative products and services to help consumers buy, and auto dealers and manufacturers sell, more used and new cars. Autobytel has helped tens of millions of automotive consumers research vehicles; connected thousands of dealers nationwide with motivated car buyers; and helped every major automaker market its brand online. Through its flagship website, network of automotive sites and respected online affiliates, Autobytel continues its dedication to innovating the industry's highest quality Internet programs to provide consumers with a comprehensive and positive automotive research and purchasing experience, and auto dealers, dealer groups and auto manufacturers with some of the industry's most productive and cost-effective customer referral and marketing programs.

Investors and other interested parties can receive Autobytel news releases and invitations to special events by accessing the online registration form at investor.autobytel.com/alerts.cfm.

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Dear Valued Partner,

Autobytel is pleased to announce some enhancements to our Used Car program!

•  Autobytel is now able to post your Used Car listings on Craigslist. This will provide additional exposure for your inventory. There are a variety of benefits to this new display even if you are already posting your inventory with us.Please click here if you do not wish to post your inventory to Craigslist.

•  We have updated our Dealer Extranet to provide you with the ability to view your current Used Car inventory and to update and make changes with a few clicks. Below is a sample of what the online tool looks like. Click here to login to the Dealer Extranet and view your live inventory!

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DID YOU AUTHORIZE YOUR INVENTORY TO BE POSTED ON ANTI-DEALER OR HOSTILE WEBSITES?

5:00 AM and the Alpha Dawg is on the Point. Actually been awake since 4:00 AM. Did you ever have so much on your mind you couldn't sleep because you were thinking so hard? Well, a lot of side issues that came out of this Cars.com battle that are bothering me and I intend to pursue them.


First of all many people reported on the blogs and on Facebook and in Private Chats and Messages. That your inventory was showing up on TrueCar and CarGurus. 

Well, that is troubling. One participant in the blogs emailed a statement that ALL of our vendors, or at least most them, are brokering off our inventory to other websites you didn't subscribe to. OR, perhaps buying and selling your inventory to brokers and listing services where other websites pick up your cars and put them on their own sites. The example they used in the email to me was a listing site the sender claimed to me was brokering your inventory back and forth between these lead generator vendors buying and selling inventory to each other... your inventory, for $6.00 to $12.00 each. I have not investigated fully but I believe there's got to be some truth to that in essence. 

I HAVE NO PROBLEM RIGHT NOW WITH TRUECAR
I think their model revisions are as in line with dealers' best interests as any of the others.

BUT, I have a severe problem with CarGurus. I believe they are anti-dealer and NOT good for us or the consumer... my opinion based on what I have seen. 

CarGurus is an alleged lead generation service that Tells The Consumer whether or Not Your Unit Pricing is a Good Deal or a Bad Deal (in their opinion?) During the course of all of this, one of my dealers discovered his Chevrolet Tahoes listed on CarGurus and labeled as a Bad Deal. The rub is He never gave any inventory listing to CarGurus. According to him, the only vendor he was aware of with his inventory was Cars.com. Have you checked, CarGurus to see if your cars are listed there when you don't do business with them???? 

I am not sure if Cars.com, AutoByTel, AutoTrader, or any of your vendors have the right contractually to do this. I am also researching that. They may be acting strictly within the rights you have signed away somewhere in the deep paragraphs buried in the text of your agreement with them. We will find out.

Here is the language in the Cars.com agreement you probably signed that authorizes them to do this to your dealership.

4. Content. Customer grants Cars.com a perpetual, irrevocable, royalty-free, transferable, license to access, edit, store, enhance, modify, adapt, translate, copy, reproduce, distribute, transmit, broadcast, publish, perform and display publicly, prepare derivative works of, and otherwise use Content, and to sublicense such rights through multiple tiers. Cars.com reserves the right to modify the Sites and Products, and to edit or reject any Content or portion thereof from use on the Sites or Products in its sole discretion and without notice."

You need to get with your dealer and have this re-negotiated out of the agreement. 

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Dealer Synergy President, Karen Bradley Interviews Scott Pechstein, National Sales Director Of AutoByTel At NADA 2013 from Dealer Synergy 

http://www.internetsales20group.com
http://www.autobytel.com

Dealer Synergy President, Karen Bradley Interviews Scott Pechstein, National Sales Director Of AutoByTel At NADA 2013

Scott shares some exciting news about Autobytel and shares his thoughts on the upcoming Internet Sales 20 Group in Dallas, Texas

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LIVE Internet Sales 20 Group - Expert Panel - JD Rucker, Ralph Paglia, LA Williams & Frank Laporte - Automotive Sales from Dealer Synergy on Vimeo.

http://www.internetsales20group.com

LIVE Internet Sales 20 Group - Expert Panel - JD Rucker, Ralph Paglia, LA Williams & Frank Laporte - Automotive Sales...

This is an AWESOME LIVE "Expert Panel" at the Chicago, Internet Sales 20 Group

Sign up for the upcoming Dallas, Texas Internet Sales 20 Group March 19-21

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http://www.autobytel.com
http://www.internetsales20group.com

This is HUGE NEWS!~

Autobytel is a Platinum Sponsor of the Internet Sales 20 Group and they are HUGE supporters of this event...

On top of ALL of the VALUE you get for signing up for this event...

* Being a part of the composite
* All of the field intelligence
* Tremendous amount of speakers, experts, Dealer Principals, GMs etc...
* Individual action plans, custom "exit" strategies...
* Powerful network on www.automotiveinternetsales.com
* And MUCH MORE

*** Autobytel has SWEETENED the pot! They believe that Dealers that attend this workshop will hands down be BETTER and SELL MORE CARS, MORE OFTEN AND MORE PROFITABLY!!

So, ANY Current Autobytel dealer that signs up and attends the Internet Sales 20 Group will receive 1 month FREE of leads... up to $2,500!

Let me repeat that... FREE $2,500 in leads! That means at a 10% closing ratio.... you can make up to $20,000... FOR FREE!!!

And if you are NOT and Autobytel Dealer... that is ok, if you sign up and attend the Internet sales 20 group, you can also sign up for Autobytel and get ONE MONTH FREE Leads... up to $2,500!!

People, in my 14+ years in the Automotive industry... I have NEVER and I mean ever seen or heard of a vendor getting behind a workshop at this level.

Please remember, that Autobytel is a publicly traded company!

I promise you that they are doing it for one reason only... They believe that dealers that attend the Internet Sales 20 Group will be extremely successful, they will sell more cars!

Thank you Autobytel so much for this beyond generous incentive for our dealers to take part in this historic and powerful 3 - day training event!

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The Truth About 3rd Party Lead Source Providers, Aggregators & Online Classifieds

I hear all the time that “these leads suck”, “those leads suck” etc… The truth is that most of the times it is NOT the 3rd party provider, aggregator or online classified that “sucks”. It might be several other issues such as:

  • People
    •  There might be too many leads and not enough people to work the leads. If this is the case your dealership won’t be able to put the proper amount of time, energy, focus into cultivating that prospect into an in store appointment. Remember, Internet prospects have a 45-90 day “gestation” period.
    • Or reverse, you might not have enough leads…
    • “Cherry Picking” of leads…
    • You might not have the proper schedule in place. For example, the “prime time” to connect with prospects is between 6-8pm and if there is no one working the leads during that time or if the department or the dealership is closed at that time then you obviously miss out and this will affect the “connection ratio” with your prospects
    • Process –
      • This is a BIG ONE! I see over and over again dealerships that have a BAD process. They ONLY email, or they ONLY phone call, or they ONLY follow up with the prospect for a certain amount of time and assume this lead “sucks” and then they “dead” the lead.
      • Dealers assume leads with “No Phone Number” or “Wrong Phone Number” are “Bad Leads” but that is NOT true! What do you expect for $20? A closed deal? A guaranteed commission? No, what you get for a $20 “lead” is an OPPORTUNITY… That is all. There are no magic beans, there are no silver bullets. It is up to the dealership to cultivate that opportunity into an in store appointment. So, if you have a “lead” with no phone number or a wrong phone number then you should:
        • Open up the original lead in your CRM / ILM because sometimes the prospect info doesn’t parse
        • Call 4-1-1 and do a reverse look up
        • Go to www.anywho.com
        • Utilize Social Medial to find additional contact information. Some CRMs have Social Media integration just for purposes like this!
        • (Sites like Facebook, Twitter, LinkedIn etc…)
        • Technology –
          • I can NOT stress this enough… technology is one of the biggest culprits for mistakes, poor numbers, the illusion of “Bad leads”. What happens is that the dealership might not have set up the CRM / ILM the right way or they set it up but it wasn’t managed or up kept the right way so it might get congested, it can become a mess. The best analogy is a file cabinet that has only one drawer, no folders and no color tabs for the (non) folders… CHAOS!

With all of that being said, there is a HUGE value for having 3rd Party Providers, Aggregators and Classified Listings. But before I get into that I do want to stress that you should never put all your eggs in one basket. A dealership should diversify their marketing and specifically their digital marketing efforts with SEO, VSEO, Video Pre-Roll, PPC, Social Media and 3rd Party Sources.

If you are going to utilize 3rdy Party Lead Source Providers, Aggregators and Classified listings make sure:

  • You know what type of “leads” you are looking for. Each lead source provider has its own “specialty” some 3rd Party Sources specialize in New Car Leads, some specialize in Used Car Leads and others specialize in Special Finance Leads. I know that a lot of these companies offer both. I suggest you identify what your wants and needs are and find a 3rd party provider that fits your exact need and wants.
  • Do your research investigate all of the “Major” 3rd Party providers and ask them to do a “Market Analysis” on your market for the last 30, 60, 90 days. How many leads did they generate or were available through their network. Also ask for them to provide those numbers on different radiuses.
  • Remember that the farther out you go from your dealership, the lower the closing ratio. I am not saying don’t go too far. I am just stating a fact.
  • What you can do is secure a radius that is close to your dealership. Maybe you use your PMA given to you from your OEM or a certain mile circumference around your dealership (20, 30, 40 miles etc…) And then surgically creating smaller perimeters around your direct and indirect competitors. For example, lets say you secure a 35 mile radius around your dealership that generates you 100 new car leads. Lets also say you have 4 direct competitors within a 75 mile radius. Instead of just securing a “blanket” 75 mile perimeter around your dealership you secure that 35 mile radius that is yielding you 100 leads and then you can secure maybe a 5-10 mile radius perimeter directly around YOUR COMPETIROS, using their zip codes. This way you are focusing your energy more surgically.

Bottom line, 3rd Party Providers, Aggregators & Online Classifieds are a powerful resource if and only if we utilize them the right way.

If you have any questions about this article or you would like a list of lead source providers please contact me at seanb@dealersynergy.com or call me at 267-319-6776

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