autosuccess - Blog - Automotive Internet Sales - BDC - Free Training Resources2024-03-28T15:10:41Zhttps://automotiveinternetsales.com/profiles/blogs/feed/tag/autosuccessOctober 2016 Cover of AutoSuccess Magazine - Money Mind Mapp - BradleyOnDemandhttps://automotiveinternetsales.com/profiles/blogs/october-2016-cover-of-autosuccess-magazine-money-mind-mapp-bradle2016-10-14T16:48:05.000Z2016-10-14T16:48:05.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1475727?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1475727?profile=RESIZE_1024x1024" width="750" class="align-full" height="486"></a></p>
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<p><span data-offset-key="a26ru-0-0">October 2016 Cover of AutoSuccess Magazine - Money Mind Mapp - BradleyOnDemand</span></p>
<p><span data-offset-key="a26ru-0-0">I am excited about the NEW October 2016 Cover of AutoSuccess Magazine... We are on it! Its OFFICIAL, the Money Mind Mapp is now LIVE!!! After almost 2 years of development, we have launched a software application that will revolutionize the</span> <span data-offset-key="a26ru-0-0"><span data-offset-key="a26ru-0-0"><span data-offset-key="a26ru-0-0">#AutomotiveSales</span></span></span> <span data-offset-key="a26ru-0-0">industry! And our Bradley On Demand</span> <span data-offset-key="a26ru-0-0"><span data-offset-key="a26ru-0-0"><span data-offset-key="a26ru-0-0">#Training</span></span></span> <span data-offset-key="a26ru-0-0">platform has 1,200 training modules, $1.5 Million Dollars Cash in Training Content.</span></p>
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<span data-offset-key="a26ru-0-0">Call or text me for a Test Drive at 267-319-6776</span>
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<span data-offset-key="a26ru-0-0">https://issuu.com/autosuccess/docs/as.oct16</span>
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</div></div>Spirit Chrysler DOUBLES Their ENTIRE Dealership Sales In Less Than 60 Days & Becomes The COVER Story Of AutoSuccess Magazinehttps://automotiveinternetsales.com/profiles/blogs/spirit-chrysler-doubles-their-entire-dealership-sales-in-less-tha2014-06-17T04:06:43.000Z2014-06-17T04:06:43.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1474916?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1474916?profile=RESIZE_1024x1024" width="750" class="align-full" height="445"></a></p>
<p></p>
<p>http://www.dealersynergy.com 856-546-2440 </p>
<p>http://www.autosuccessonline.com </p>
<p>Spirit Chrysler DOUBLES Their ENTIRE Dealership Sales In Less Than 60 Days & Becomes The COVER Story Of AutoSuccess Magazine</p>
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<p><iframe width="500" height="281" src="//player.vimeo.com/video/98328612?color=ff9933" frameborder="0" webkitallowfullscreen="" mozallowfullscreen="" allowfullscreen=""></iframe></p>
<p><a href="http://vimeo.com/98328612">Sean V. Bradley Interviews Spirit Chrysler-Dodge-Jeep-Ram</a> from <a href="http://vimeo.com/user10000721">Dealer Synergy</a> on <a href="https://vimeo.com">Vimeo</a>.</p></div>Congratulations Spirit Chrysler, Dodge, Jeep & Ram They Are The June 2014 COVER Of AutoSuccess Magazine & Dealer Synergy Client!https://automotiveinternetsales.com/profiles/blogs/congratulations-spirit-chrysler-dodge-jeep-ram-they-are-the-june-2014-05-13T12:02:06.000Z2014-05-13T12:02:06.000ZSean 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> 856-546-2440</p>
<p>Congratulations Spirit Chrysler, Dodge, Jeep & Ram They Are The June 2014 COVER Of AutoSuccess Magazine &  Dealer Synergy Client!</p>
</div>Make Money Mondays with Sean V. Bradley - Special Edition - Susan Givens - "Social Media Tip"https://automotiveinternetsales.com/profiles/blogs/make-money-mondays-with-sean-v-bradley-special-edition-susan-give2014-05-12T15:06:55.000Z2014-05-12T15:06:55.000ZSean 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.automotivedigitaltraining.com">http://www.automotivedigitaltraining.com</a> 856-546-2440</p>
</div>AutoSuccess Magazine Publisher, Susan Givens & Dealer Synergy CEO, Sean v. Bradley Will Be Interviewed LIVE on Auto Dealer Live April 3rd At 3:30 Easternhttps://automotiveinternetsales.com/profiles/blogs/autosuccess-publisher-susan-givens-dealer-synergy-ceo-sean-v-brad2014-04-01T17:00:00.000Z2014-04-01T17:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1474407?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1474407?profile=original" width="599" class="align-full"></a></p>
<p>AutoSuccess Publisher, Susan Givens & Dealer Synergy CEO, Sean v. Bradley Will Be Interviewed LIVE on Auto Dealer Live April 3rd At 3:30 Eastern</p></div>Prospecting Advice From A 30-Car Guy - AutoSuccess Magazine - September 2013https://automotiveinternetsales.com/profiles/blogs/prospecting-advice-from-a-30-car-guy-autosuccess-magazine-septemb2013-09-19T13:30:00.000Z2013-09-19T13:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p align="center" style="text-align: left;"><span class="font-size-5"><b><a href="http://storage.ning.com/topology/rest/1.0/file/get/1474150?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1474150?profile=original" width="552" class="align-full" height="308"></a></b></span></p>
<p align="center"><span class="font-size-5"><b>Prospecting Advice From A 30-Car Guy</b></span></p>
<p><b> </b></p>
<p>Last year I wrote an article that I received literally HUNDREDS & HUNDREDS of emails, calls, social media messages from OEM reps, Dealer Principals, GMs, Sales Consultants, Automotive Professionals from all over the country. The article was so popular that I created a webinar that over 500 dealers signed up for. I then uploaded that webinar to <a href="http://www.automotiveinternetsales.com">www.automotiveinternetsales.com</a> (Via YouTube) and that has almost 6,000 views. Because of the huge success of the article and the webinar I decided to create a curriculum for Associations such as the Detroit Auto Dealers Association (DADA) And the Greater New York Auto Dealers Association (GNYADA). Here is part two of that article. I am going to go deeper on ideas of prospecting in 2013, 2014 and beyond. </p>
<p> </p>
<p>Remember the saying “Car Sales is like owning your own business”…? Then act like it! It is NOT 1983, its 2013. Don’t prospect like you did 30 years ago, like you did 20 years ago or even like you did 10 years ago! You need to get with the times and prospect with resources and strategies of this Millennium! </p>
<p> </p>
<p>First and foremost, 92-99 percent of Americans go online BEFORE they ever step foot into a dealership! So, if you were going to go fishing, would you go to the beach and cast your fishing line in the sand? No, of course not! Then why would you do it at the dealership? You need to fish, where the fish are. So, lets start there.</p>
<p> </p>
<p> </p>
<p> </p>
<p> </p>
<p>Here are the MOST powerful online (Not the ONLY, just the most powerful) places to prospect for an Automotive Sales Professional:</p>
<p> </p>
<ul>
<li>Google</li>
<li>LinkedIn</li>
<li>Facebook</li>
<li>Twitter</li>
<li>YouTube</li>
<li>Online Classifieds</li>
<li>Blog Sites</li>
</ul>
<p> </p>
<p>It is important to create a strategy for each of these areas and stick with it. It is counter productive to start initiatives in multiple areas without a strategy, without consistency. In other words, either do it or don’t do it.</p>
<p> </p>
<p>Lets start with the big (fishing) pond… GOOGLE!</p>
<p> </p>
<p>If you know that almost every single person goes online BEFORE they step foot into the dealership, then you need to show up NUMEROUS times on the first page of Google. Think of your dealership, your OEM. They must have a Google strategy. So, if they have one and you believe “Car Sales Is Like Owning Your Own Business”. Then you too need to dominate Google.</p>
<p> </p>
<p>Are you even showing up on Google? I am NOT talking about if someone types in your name into Google, do you show up. I am talking about if someone is searching for:</p>
<p> </p>
<ul>
<li>New Car Sales</li>
<li>Used Car Sales</li>
<li>Trade-In information</li>
<li>Aftermarket Sales</li>
<li>Bad Credit / No Credit Car Loans</li>
<li>Service Repairs, Oil Changes etc…</li>
<li>Car Buying Tips</li>
<li>Car Maintenance Tips</li>
<li>Car Reviews</li>
<li>Tips, Advice, Secrets</li>
<li>“How To Buy A Car”</li>
<li>The specific franchises you sell…</li>
</ul>
<p> </p>
<p>I can go on all day long but think about it PLEASE! Most people go online to research, find & surf, compared to people who go online to BUY. So, you should be coming up in Google (And other search engines) for the “Point Of Interest” shopper and for the “Point Of Purchase Buyer”.</p>
<p> </p>
<p>Here are ways / strategies that you NEED to be enveloped in to dominate Google:</p>
<p> </p>
<ul>
<li><b>A Professional Website –</b>Yes, that is right I suggest that ALL Sales “Professionals” have their OWN “Professional” website.</li>
<li><b>Search Engine Optimization –</b> That website needs to have BOTH “onsite” and “offsite” SEO strategies. Just because you have build or purchased a professional website does NOT mean that site is optimized. Also, websites need continuous optimization.</li>
<li><b>Video Search Engine Optimization (VSEO) -</b> VIDEO, VIDEO and MORE VIDEO! Sales Consultants can dominate Google with Video SEO. It is EASY and FREE!!</li>
<li><b>Online Reputation –</b> Sales Consultants MUST have a POWERFUL online reputation strategy. Reviews INDEX on Google! The more reviews that you have online, the more times you and your name can show up on the first page of Google. There are also numerous online reputation sites that you can focus on:</li>
<li><b> </b>
<ul>
<li><b>Google Reviews</b></li>
<li><b>Yelp Reviews</b></li>
<li><b>Dealer Rater Reviews</b></li>
<li><b>Yellow Page Reviews</b></li>
<li><b>Edmunds.com Reviews</b></li>
<li><b>You can create your own review site or review blog</b></li>
<li><b>Pictures –</b> Believe it or not but images index very well on Google. They can be straight images or within an image sharing site or engine like:
<ul>
<li><b>Flickr.</b>com</li>
<li><b>Pinterest.</b>com</li>
<li><b>Photobucket.</b>com</li>
</ul> </li>
</ul> </li>
</ul>
<p><b> </b></p>
<p><b>** Here is an AWESOME strategy:</b></p>
<p><b> </b></p>
<ul>
<li><b>Create an LLC (Legalzoom.com is CHEAP). The LLC can be something like “Philadelphia Car Sales” or “Cherry Hill Used Car Sales”</b></li>
<li><b>Make sure the “company” name is “Geo” (geographically targeted”)</b></li>
<li><b>Now that you have an OFFICIAL “LLC” or Corporation… you can create a BUSINESS page on Google!!</b></li>
<li><b>I would also create BUSINESS Social Media Accounts (rather than personal ones).</b></li>
</ul>
<p><b> </b></p>
<p><b>I</b>f you believe that car sales is “like having your own business”. Then you need to act like it! You need to seriously make it your own business. I do suggest that you ask your Dealer’s permission and or advice on anything you see in this article, before you just run and do it. These strategies are powerful and serious. </p></div>Dealer Principals & General Managers, When was the last time you… (AutoSuccess August 2013 Article)https://automotiveinternetsales.com/profiles/blogs/dealer-principals-general-managers-when-was-the-last-time-you-aut2013-09-01T22:48:26.000Z2013-09-01T22:48:26.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p align="center"><span class="font-size-5"><b>Dealer Principals & General Managers, When was the last time you…</b></span></p>
<p align="center"><b> </b></p>
<p>When was the last time you actually went and listened to your Internet Sales Coordinators, BDC reps, appointment setters, sales consultants and sales managers’ phone calls? If you have a call monitoring system, do you log in yourself and listen to the MP3 calls, or do you delegate it to someone else? Do you ever “mystery shop” your employees? Or, if you have hired an outside company (training or consulting) and they conduct call monitoring and/or mystery shopping on your behalf, do you ever read the corresponding reports and assessments?  </p>
<p> </p>
<p>When was the last time you went through your own website? I am not talking about a quick log on and review of the homepage. I am talking about you actually taking a deep dive into your entire website by clicking on EVERY single link, button, photo and drill down page. Pretend you are a customer. Is your website providing the type of experience you would hope for and expect if you were the shopper? After all, with consumers shopping an average of 5-8 different websites, will your website’s experience be enough to initiate a phone call?</p>
<p> </p>
<p>When was the last time you reviewed all of your email templates?</p>
<p> </p>
<p>When was the last time you listened to the way your people leave voice mail messages? Are they leaving the same mundane messages your competitor down the street is leaving, or are they leaving voice messages that will entice the customer to return your phone call and/or distinguish your dealership from the rest. Was a sense of urgency created?</p>
<p> </p>
<p>When was the last time you reviewed your Social Media Strategy? You should know:</p>
<p> </p>
<ul>
<li>What are you Facebooking?</li>
<li>What are you Tweeting?</li>
<li>What are you posting to your Google + account?</li>
<li>What pictures are you uploading on Flickr or Pinterest?</li>
<li>What videos are you uploading on YouTube?</li>
<li>What are you saying to the public?</li>
</ul>
<p> </p>
<p>Have you investigated all of your review sites? For example:</p>
<p> </p>
<ul>
<li>Google Reviews</li>
<li>Yelp</li>
<li>Edmunds</li>
<li>Cars.com</li>
<li>Yahoo</li>
<li>Yellow Pages</li>
<li>Dealer Rater</li>
<li>Judy’s Book</li>
<li>City Search</li>
<li>Merchant Circle</li>
<li>BBB</li>
</ul>
<p> </p>
<p>Are you even responding to people that are leaving reviews about your dealership, positive or negative? And if your dealership is responding, is it with the right message? A negative review can turn into a positive review with the right response and action(s) taken.</p>
<p> </p>
<p>How about the paradigm of the dealership? I travel all over the country and work with thousands of dealerships and what I have found astounds me! I sit with Dealer Principals and listen to their explanation of their organization. I listen to their:</p>
<p> </p>
<ul>
<li>Mission Statement</li>
<li>Vision Statement</li>
<li>Social Responsibility Statement</li>
<li>Core Values and Principles</li>
</ul>
<p> </p>
<p>I listen to how proud they are of their organization(s). I listen to the AMAZING things they do in their community. I hear about altruism, integrity, dedication, respect, love, honor, tenacity, success and more.  But what I SEE is usually COMPLETELY different from what I hear, and that is a problem! Perception is reality and what people “perceive” is their reality. Dealers might have a strong vision, mission, values and value package, but if it is NOT conveyed to the managers, sales consultants, service writers, technicians, BDC reps, receptionist etc… then it is LOST mission.  As a matter of fact, when I go onsite to dealerships, one of the first things that I ask managers and employees is “What is the organization’s mission statement”? “What is the vision”? And almost ALL of these people have no idea that a mission statement even exists in their organization.  And of the few people that knew that there was a mission statement, they had no idea what it actually was. Sadly enough, this is true for some General Mangers too. There are GMs that have no idea what the Mission Statement or The Vision Statement is. How in the world is the organization going to personify the “vision” of the Dealer Principal if no one is even aware what the vision is? How can the organization perpetuate the momentum of the Dealer? It is difficult to say the least, unless that is EVERYONE is on the same page.</p>
<p> </p>
<p>The way it should work is:</p>
<p> </p>
<ul>
<li>Dealer Principal or GM states the Mission, Vision, Values / Principle, Value Package Proposition (Why Buy From Us).</li>
</ul>
<p> </p>
<ul>
<li>THEN and only then does the dealership find vendors and employees that align with the dealership’s vision, mission and values.  A lot of times, dealers “Frankenstein” vendors, just trying to sell cars. They also hire people at random without consulting the blue print and guidelines set by the mission statement.</li>
</ul>
<p> </p>
<ul>
<li>Make sure that EACH of the following communication mediums; website, email templates, voice mail templates, advertisements, social media etc, are all set up with the Dealer’s vision, mission and values clearly evident. Does the homepage of your website recite the mission?</li>
</ul>
<p> </p>
<ul>
<li>You want it to be that when a prospect or a client engages your dealership in ANY way what so ever, it is crystal clear “Who” the dealership is and what the dealership’s unique value package proposition is.</li>
</ul>
<p> </p>
<p>Your brand is sacred, your word is your bond and your reputation is everything.</p>
<p> </p>
<p>If you believe that statement, then you need to make sure your dealership not only knows and understands the organization’s statement, but it is also perpetuating the vision, value and mission of the Dealer Principal / GM through actions, not just words.</p>
<p> </p>
<p>If you have any questions about this article or if you would like some free advice on how to create a Mission, Vision and Value Statement please email or call me.</p>
</div>AutoSuccess Cover Story, Chris Carlson Will be A Speaker At Internet Sales 20 Grouphttps://automotiveinternetsales.com/profiles/blogs/autosuccess-cover-story-chris-carlson-will-be-a-speaker-at-intern2013-08-03T18:15:30.000Z2013-08-03T18:15:30.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1474113?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1474113?profile=original" width="605" class="align-full"></a></p>
<p> </p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a> </p>
<p>AutoSuccess Cover Story, Chris Carlson Will be A Speaker At Internet Sales 20 Group </p>
<p> <object width="420" 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 name="allowscriptaccess" value="never"> <param name="src" value="//www.youtube.com/v/d4nlexzVy-Q?version=3&hl=en_US&rel=0"> <param name="allowfullscreen" value="false"> <embed wmode="opaque" width="420" height="315" type="application/x-shockwave-flash" src="//www.youtube.com/v/d4nlexzVy-Q?version=3&hl=en_US&rel=0" allowscriptaccess="never" allowfullscreen="false"> <param name="wmode" value="opaque"></object></p></div>Sean V. Bradley, Writer For ALL Major Automotive Industry Publications Like AutoSuccess & Wardshttps://automotiveinternetsales.com/profiles/blogs/sean-v-bradley-writer-for-all-major-automotive-industry-publicati2013-07-20T03:33:56.000Z2013-07-20T03:33:56.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><object width="560" height="315"><param name="movie" value="//www.youtube.com/v/h9MTKS9d1Qw?hl=en_US&version=3&rel=0" ></param>
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<embed wmode="opaque" src="//www.youtube.com/v/h9MTKS9d1Qw?hl=en_US&version=3&rel=0" type="application/x-shockwave-flash" width="560" height="315" allowscriptaccess="never" allowfullscreen="false"></embed> <param name="wmode" value="opaque" ></param></object><br />
<a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a><br />
<a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a>
<p>Sean V. Bradley, Writer For ALL Major Automotive Industry Publications Like AutoSuccess & Wards</p>
</div>BEWARE of YOUR Internet Or Business Development Department Infrastructurehttps://automotiveinternetsales.com/profiles/blogs/beware-of-your-internet-or-business-development-department-infras2013-06-21T04:30:00.000Z2013-06-21T04:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p dir="ltr"><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473993?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473993?profile=original" width="318" class="align-full"></a></p>
<p dir="ltr"></p>
<p dir="ltr" style="text-align: center;"><span>BEWARE of YOUR Internet Or</span></p>
<p dir="ltr" style="text-align: center;"><span>Business Development Department Infrastructure</span></p>
<p dir="ltr"></p>
<p dir="ltr"><span>For more than nine years, I have traveled the country conducting consulting and training for approximately 500 dealerships, and before that I worked on the front lines for five and half years. I have tracked trends, patterns, common situations that effect dealership’s success, and what is crystal clear is that region, franchise or demographics don’t matter. I want to share some revelations I have identified that will help you sell more cars, more often and more profitably.</span></p>
<p></p>
<p dir="ltr"><span>Dealerships are</span> <span>not</span> <span>staffing their Internet or business development department the right way. I see the same thing over and over at dealership after dealership. For example, dealers will have 500 leads in their CRM and have one or two appointment setters working those leads — or</span> <span>worse</span><span>, they have</span> <span>no</span> <span>appointment setters. They just rely on showroom consultants to handle all of those leads.</span></p>
<p></p>
<p dir="ltr"><span>Let me just dive into my concerns in this scenario, beginning with having too few appointment setters. This doesn’t work because there are</span> <span>far</span> <span>too many leads to be handled for only one to two appointment setters. Understand that you only have an 11 to 14 percent connection ratio from phone call attempts. I train clients to make 120 calls per day, no exceptions. However, we find that the average dealership’s appointment setters are making only 50 to 75 calls per day.</span></p>
<p></p>
<p dir="ltr"><span>Let me break this data down for you:</span></p>
<p></p>
<ul>
<li dir="ltr"> <p dir="ltr"><span>On average, 50 call attempts will</span> <span>only</span> <span>convert to five to seven conversations. Does that sound productive for an eight-hour day? Of course not. With two appointment setters each making 50 calls, they will have 10 to 14 conversations for the entire day. Remember that is</span> <span>only</span> <span>10 to 14 conversations out of 500 leads. Leads mean opportunities to do business. These prospects</span> <span>are in the market</span> <span>but we do</span> <span>not</span> <span>engage them?</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Even if your people were making 75 calls each. One rep’s connections would be seven to 10 conversations and two rep’s connections would be 14 to 20 connections. That’s still inadequate compared to the lead volume.</span></p> </li>
</ul>
<p></p>
<p dir="ltr"><span>Now, let’s discuss the scenario of having</span> <span>no</span> <span>appointment setters and just utilizing your showroom sales consultants. The average dealership has approximately 10 sales consultants, and they have lots of responsibilities as well as ways for them to sell an automobile. Let’s look at the eight different ways a showroom sales consultant can sell an automobile:</span></p>
<p></p>
<ol>
<li dir="ltr"> <p dir="ltr"><span>Walk-Ins</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Be-Backs</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Phone-Ups</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Internet</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Referrals</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Prior Customers</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Service</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Prospecting</span></p> </li>
</ol>
<p></p>
<p dir="ltr"><span>Lets be honest: I believe the vast majority of automotive sales consultants do not engage the full eight ways to sell an automobile and even if they do, the majority do not do it consistently. But, let’s pretend for a second that they do. How can the average sales consultant handle their full sales responsibilities</span> <span>plus</span> <span>handle the 50, 75 or 100</span> <span>fresh</span> <span>Internet leads they receive per month? If an appointment setter — who does not have to do a product presentation, demo drive or a delivery — only makes 50 to 75 calls per day and converts only five to seven conversations per day, how many phone call attempts do you really think your sales people are making?</span></p>
<p></p>
<p dir="ltr"><span>Exactly.</span></p>
<p></p>
<p dir="ltr"><span>Let’s add another crazy, but important, variable called the residual flow factor. That means the “carry over leads.” Remember that the average Internet prospect is approximately 45 to 90 days. So, if you receive 400 leads in the month of June and you sell 40 units, it doesn’t end there. Just because you close your month doesn’t mean that all of those 370 other leads that didn’t buy are garbage. On the contrary, those are actual working (“cooking”) opportunities. So, let’s say that out of the 370 remaining leads, 200 are still active and viable opportunities. You will start <span class="aBn"><span class="aQJ">July 1</span></span> with 200 “carry over” leads, plus you will receive an additional 400 “fresh” leads for a total working lead opportunity of</span> <span>600 leads</span><span>. This is known as your residual flow factor.</span></p>
<p></p>
<p dir="ltr"><span>Now, let me give you the “secret formula” to success. I have numerous nationally recognized client success stories. Clients using this formula have graced the cover of every major automotive magazine, including</span> <span>AutoSuccess</span> <span>(The most recent would be Alan Vines Automotive, in the September 2012 issue).</span></p>
<p></p>
<p dir="ltr"><span>Alan Vines Automotive has five appointment setters:</span></p>
<p></p>
<ul>
<li dir="ltr"> <p dir="ltr"><span>Five coordinators X 120 calls per day = 600 calls per day</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>600 calls per day X five working days = 3,000 calls per week</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>3,000 calls per week X 4.3 weeks in a month = 12,900 calls</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>12,900 calls X 12 percent connection ratio = 1,548 connections with prospects</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>1,548 connections X 25 percent appointment made ratio = 387 appointments</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>387 appointments X 60 percent appointment show ratio = 232 appointment shows</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>232 appointment shows X 42 percent close ratio = 97 units delivered.</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>97 units delivered (as documented in the cover story)</span></p> </li>
</ul>
<p></p>
<p dir="ltr"><span>Alan Vines Automotive receives 600 to 700 fresh leads per month and has a residual flow factor of 800 to 900 working leads.</span></p>
<p></p>
<p dir="ltr"><span>My final point is that your Internet sales appointment setters should</span> <span>not</span> <span>be doing anything other than dealing with fresh and carry over Internet sales leads. The only exception is if you have them take incoming phone-ups.</span> <span>That</span> <span>is perfectly in alignment with the system. Do not, however, have them working on:</span></p>
<ul>
<li dir="ltr"> <p dir="ltr"><span>Unsold showroom traffic</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Service</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>CSI</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Data Mining</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Credit</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Getting lunch, coffee, etc.</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Taking pictures</span></p> </li>
<li dir="ltr"> <p dir="ltr"><span>Greeting</span></p> </li>
</ul>
<p></p>
<p dir="ltr"><span>If you think your one or two appointment setters (if you even have them) can work 300 to 500 fresh Internet leads</span> <span>plus</span> <span>do any or all of these things, you are wrong. If your dealership has these efforts tasked to the Internet appointment setter, I suggest that you delegate to someone else, hire BDC appointment setters or accept mediocrity.</span></p>
<p></p>
<p dir="ltr"><span>If you have any questions or comment about this article,</span> <span>or</span> <span>if you would like me to personally review your Internet or BDC infrastructure with you, please feel free to e-mail or call me.</span></p>
<p></p>
<p dir="ltr"><span>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 <a target="_blank">866.648.7400</a>, or by e-mail at <a href="mailto:sbradley@autosuccessonline.com" target="_blank">sbradley@autosuccessonline.com</a>.</span></p></div>Sean V. Bradley Says You Have To Subscribe & Read AutoSuccess Magazinehttps://automotiveinternetsales.com/profiles/blogs/sean-v-bradley-says-you-have-to-subscribe-read-autosuccess-magazi2013-01-26T04:41:38.000Z2013-01-26T04:41:38.000ZSean 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.autosuccessonline.com">http://www.autosuccessonline.com</a></p>
</div>Do You Have Any Idea How to Make Money in Your Internet Department or BDC? (AutoSuccess Magazine Article)https://automotiveinternetsales.com/profiles/blogs/do-you-have-any-idea-how-to-make-money-in-your-internet-departmen2013-01-17T15:00:00.000Z2013-01-17T15:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><b><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473734?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473734?profile=original" width="480" class="align-full"></a></b></p>
<p> <b>Do You Have Any Idea How to Make </b>Money in Your Internet Department or BDC?</p>
<p>It is a simple enough question to ask. I am disappointed to have to say that most dealers do not know how to make money in their Internet department or BDC. Some dealers know how to sell cars from their departments, but they don’t know how to build value, which means they cannot make gross on these deals — so they <i>give</i> units away. Even if they are making a little bit of profit, it’s not because of some thought-out strategy, business model or action plan.</p>
<p>If you are reading this article, it means that the world didn’t end. The Mayan calendar had no effect on us. It also means that it is January 2013. <i>2013</i>. I was selling 110 units <i>online</i> and making gross profits in 1999/2000. If you aren’t crushing it online, it is <i>not</i> because…</p>
<ul>
<li>… of the election. It’s over.</li>
<li>… of the economy. People are buying vehicles, and we are having <i>record</i> months.</li>
<li>… you can’t make money with Internet prospects. <i>Everyone</i> is an “Internet Prospect” to some degree. More than 90 percent of people go online before they <i>ever</i> step foot in your dealership. If you can make gross on the showroom floor, you have <i>no excuse</i> not to hold gross with Internet or BDC customers.</li>
<li>… you don’t have the right manager. If you actually <i>don’t</i> have the right managers, <i>find them</i>.</li>
<li>… you don’t have the budget. Make changes with your antiquated marketing and advertising strategy.</li>
<li>… you don’t know how or where to even start. Join an Internet Sales 20 Group or hire a consultant — <i>do not</i> settle for mediocrity.</li>
</ul>
<p>I have a friend who is the dealer principal of a domestic dealership in Chicago. He sells more than 200 units <i>online</i>. He has <i>zero</i> conventional advertising, and his average cost per sale is less than $100 (NADA says average cost per sale is $600 per car). That is how it should be. You should be able to sell more cars, more profitably, more often with Internet sales. I have built hundreds of Internet sales departments all over the country that are ridiculously profitable. It doesn't matter what franchise you have or what region of the country you are in. As long as you set up the business model for your Internet department or BDC the <i>right</i> way, you will make money and lots of it.</p>
<p>Here are some things that you need to make sure you are doing and tracking; if you’re not, you’re probably not making money in your department, or as much money as you should be.</p>
<ol>
<li>Make sure your average cost per sale with your Internet customers is $200 or less per car. If it’s higher, then that means you have a problem. You either have a problem with your digital marketing or advertising initiatives, or you have a problem with your people not converting the right way. It might be a training or process issue.</li>
</ol>
<p> </p>
<ol>
<li>Make sure that your gestation period is around 20 days, meaning that the average Internet prospect is a 45 to 90 opportunity, but <i>most</i> dealerships’ “average selling ratio” is <i>only</i> seven to 11 days.</li>
</ol>
<p>Here is how you can check your status. Take your last month’s Internet sales (let’s say you sold 50 “Internet Deals”), then add three additional variables to track: the date the lead came in on, the date the lead closed and the “window period.” Now, go and track that for <i>all</i> 50 Internet sales from last month. Now, I want you to <i>add</i> all 50 Internet sales’ window period, then divide that number by 50. This will give you the “average window period” or “the gestation period.” You want to make sure you are <i>not</i> just selling to the “low hanging fruit.” Think about it: If the average buying cycle for Internet prospects is 45 to 90 days, then why is <i>your</i> average selling ratio to Internet prospects only seven to 11 days? Exactly!</p>
<p> </p>
<ol>
<li>Make sure that you are attempting to contact prospects during prime time, which is between 6 and 8 p.m. I am shocked that dealers all over the country close at 6 p.m. or 7 p.m. This is like making it to the Super Bowl and saying “no, thank you,” or making it to the Super Bowl halftime and saying “Thanks, we have had enough; we’ll try to see you next year!” This just doesn't make any sense. Think about it: What do you expect if you keep calling someone’s home number during work hours and they are at work? Exactly — you will <i>not</i> reach them. Now, does it matter if you are calling them for 30 straight days, numerous times a day? No, it won’t. Please remember, its <i>not</i> just about working <i>hard</i>. It is also about working <i>smart</i>.</li>
</ol>
<p>I can seriously go on and on about this subject, but at the end of the day, it’s about making money. If you are not making money in your Internet department or BDC, or if you have no clue if you are really making money or not, e-mail me or call me ASAP.</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 888-3-SYNERGY, or by e-mail at sean@dealersynergy.com </i></p>
<p> <a href="http://www.autosucconline.com">http://www.autosucconline.com</a> </p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a> </p></div>The Truth About 3rd Party Lead Source Providers, Aggregators & Online Classifiedshttps://automotiveinternetsales.com/profiles/blogs/the-truth-about-3rd-party-lead-source-providers-aggregators-onlin2012-10-02T13:00:00.000Z2012-10-02T13:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473276?profile=original" target="_self"><img class="align-full" src="http://storage.ning.com/topology/rest/1.0/file/get/1473276?profile=original" width="360"></a></p>
<p align="center"><b>The Truth About 3rd Party Lead Source Providers, Aggregators & Online Classifieds</b></p>
<p>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 3<sup>rd</sup> party provider, aggregator or online classified that “sucks”. It might be several other issues such as:</p>
<ul>
<li><b>People</b> –
<ul>
<li> There might be <b>too many leads and not enough people</b> 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.</li>
<li>Or reverse, you might <b>not have enough leads…</b></li>
<li><b>“Cherry Picking”</b> of leads…</li>
<li>You might <b>not have the proper schedule in place</b>. 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</li>
<li><b>Process –</b>
<ul>
<li>This is a BIG ONE! I see over and over again dealerships that have a <b>BAD process.</b> 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.</li>
<li>Dealers assume leads with <b>“No Phone Number”</b> 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 <b>you should:</b>
<ul>
<li>Open up the original lead in your CRM / ILM because sometimes the prospect info doesn’t parse</li>
<li>Call 4-1-1 and do a reverse look up</li>
<li>Go to <a href="http://www.anywho.com">www.anywho.com</a></li>
<li>Utilize Social Medial to find additional contact information. Some CRMs have Social Media integration just for purposes like this!</li>
<li>(Sites like Facebook, Twitter, LinkedIn etc…)</li>
<li><b>Technology –</b>
<ul>
<li>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!</li>
</ul> </li>
</ul> </li>
</ul> </li>
</ul> </li>
</ul>
<p>With all of that being said, there is a HUGE value for having 3<sup>rd</sup> 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 3<sup>rd</sup> Party Sources.</p>
<p>If you are going to utilize 3rdy Party Lead Source Providers, Aggregators and Classified listings make sure:</p>
<ul>
<li>You <b>know what type of “leads” you are looking for</b>. Each lead source provider has its own “specialty” some 3<sup>rd</sup> 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 3<sup>rd</sup> party provider that fits your exact need and wants.</li>
<li>Do your research investigate all of the “Major” 3<sup>rd</sup> Party providers and ask them to do a <b>“Market Analysis”</b> 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.</li>
<li>Remember that <b>the farther out you go</b> from your dealership, the lower the closing ratio. I am not saying don’t go too far. I am just stating a fact.</li>
<li>What you can do is <b>secure a radius that is close to your dealership.</b> 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 <b>your direct and indirect competitors.</b> 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.</li>
</ul>
<p>Bottom line, 3<sup>rd</sup> Party Providers, Aggregators & Online Classifieds are a powerful resource if and only if we utilize them the right way.</p>
<p>If you have any questions about this article or you would like a list of lead source providers please contact me at <a href="mailto:seanb@dealersynergy.com">seanb@dealersynergy.com</a> or call me at 267-319-6776</p></div>3 Part Video Interview with Durran Cage, GSM of Alan Vines Automotive The September 2012 AutoSuccess Cover Storyhttps://automotiveinternetsales.com/profiles/blogs/3-part-video-interview-with-durran-cage-gsm-of-alan-vines-automot2012-09-16T01:30:00.000Z2012-09-16T01:30:00.000ZSean 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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<p><a href="http://www.automotiveinternetsales.com">http://www.automotiveinternetsales.com</a><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.internetsales20group.com">http://www.internetsales20group.com</a><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>3 Part Video Interview with Durran Cage, GSM of Alan Vines Automotive The September 2012 AutoSuccess Cover Story...</p>
<p>You can meet Durran Cage at the upcoming Internet Sales 20 Group in Chicago October 23-25th</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>Alan Vines Automotive is the COVER Story for The September 2012 AutoSuccess Magazine!!! Congratulations!https://automotiveinternetsales.com/profiles/blogs/alan-vines-automotive-is-the-cover-story-for-the-september-2012-a2012-08-05T21:38:19.000Z2012-08-05T21:38:19.000ZSean 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><a href="http://www.alanvinesautomotive.com">http://www.alanvinesautomotive.com</a> </p>
<p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> </p>
<p>Durran Cage went from a Chrysler OEM Rep to an Internet Sales Manager... He was delivering 25-27 units per month. They brought in Dealer Synergy and we helped them get to:</p>
<ul>
<li>95 Units Per Month!</li>
<li>2.3 Million Dollars Gross Profit from Their Annual ONLINE SALES! </li>
<li>Durran Cage, Internet Sales Director gets promoted to GSM of the Dealership!! </li>
</ul>
<p>This is such an incredible success story and it couldn't have happened to a better person, a better department or a better dealership.</p>
<p>So, from everyone here at AIS... CONGRATULATIONS!!!</p>
</div>UPCOMING Internet Sales 20 Group - Mark Your Calendars... October 23rd, 24th and 25th Downtown Chicago at the Hiltonhttps://automotiveinternetsales.com/profiles/blogs/upcoming-internet-sales-20-group-mark-your-calendars-october-23rd2012-07-11T13:30:00.000Z2012-07-11T13:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a target="_self" href="http://storage.ning.com/topology/rest/1.0/file/get/1473128?profile=original"><img class="align-full" src="http://storage.ning.com/topology/rest/1.0/file/get/1473128?profile=RESIZE_1024x1024" width="750"></a></p>
<p><span class="font-size-4">Its official everyone! We have locked in the Date, Time, Location and are currently working on the details for our upcoming Internet Sales 20 Group!</span></p>
<p><br> <span class="font-size-4">Let Me give you some of the highlights...</span></p>
<ul>
<li>This is a "REAL" 20 Group... An Internet Sales / Digital Marketing 20 Group. Complete with Bench Mark Composites. I have spoken to over 75 NADA & NCM 20 Groups, I have worked with current and former NADA / NCM Moderators as well as Dealer Principals to create the MOST Amazing Composite & Benchmark Data.</li>
<li>I have a FULL Partner on the Actual Composite... A Dealer Principal with over 27 years Automotive Experience!</li>
<li>The FIRST 20 Dealerships to SIGN UP for this 20 Group Workshop (BEFORE September 15th) will receive a FREE SWOT Analysis:
<ul>
<li>We will conduct 2 different Mystery Shop Calls, record the MP3, GRADE the calls on BOTH quantitative and qualitative measures.</li>
<li>We will evaluate your dealership's Social Media Relevancy</li>
<li>We will evaluate your website and create a "punch-list" to identify opportunities to evolve and enhance your site</li>
<li>We will analyze your dealer sip's online reputation</li>
<li>We will evaluate your dealership's SEO penetration and visibility....</li>
<li>And some other important evaluations...</li>
</ul> </li>
<li>We have AMAZING High Level DEALERSHIP Speakers... NATIONALLY RECOGNIZED!
<ul>
<li>Bill Finocchiaro - President of Peruzzi Toyota and COVER STORY for Auto Dealer Monthly Magazine. He took his store's Internet Department from 30+ units per month online to OVER 117 units per month online!</li>
<li>Durran Cage - General Sales Manager for Alan Vines Automotive... He will on the COVER of AutoSuccess Magazine THIS SEPTEMBER!! He went from Chrysler OEM Rep, To and Internet Manager selling 27 units per month to building his department to OVER 95 units per month and NOW he JUST got promoted to GSM!</li>
<li>Robert Wiesman - Nationally recognized by AutoSuccess Magazine for his profound internet sales success as a SHOWROOM SALES CONSULTANT! He sells OVER 25-30 units per month and has MORE visibility online than most dealerships!</li>
</ul> </li>
<li>We have Some INCREDIBLE Industry speakers in the roster:
<ul>
<li>Susan Givens - Publisher of AutoSuccess Magazine</li>
<li>Cory Mosley</li>
<li>AJ Leblanc / Car-Mercial</li>
<li>Carsdirect</li>
<li>Peter Martin - Cactus Sky</li>
<li>Fran Taylor</li>
<li>Stan Sher</li>
<li>Karen Bradley - Dealer Synergy / FranklinCovey</li>
<li>Sean Bradley - Dealer Synergy / FranklinCovey</li>
</ul> </li>
<li>We are going to have an AMAZING VIP Networking Cocktail Event & Dinner</li>
</ul>
<p>*** There is MUCH, MUCH more... I just wanted to give you a little teaser to what is coming. October seems a long time away BUT... it will come faster than we all realize.</p>
<p><br> So, PLEASE mark your calendars!</p>
<p>Message me if you have any questions!</p>
<p></p>
<p>UPCOMING Internet Sales 20 Group - Mark Your Calendars... October 23rd, 24th and 25th Downtown Chicago at the Hilton</p>
<p>WEBSITE COMING SOON!</p></div>If you want to Sell MORE Cars… Remember “Macro” Versus “Micro” - AutoSuccess Magazine Articlehttps://automotiveinternetsales.com/profiles/blogs/if-you-want-to-sell-more-cars-remember-macro-versus-micro-autosuc2012-06-26T20:12:31.000Z2012-06-26T20:12:31.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://storage.ning.com/topology/rest/1.0/file/get/1473087?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/1473087?profile=original" width="150" class="align-full"></a></p>
<p align="center"><span class="font-size-5"><b>If you want to Sell MORE Cars…</b></span></p>
<p align="center"><span class="font-size-5"><b>Remember “Macro” Versus “Micro”</b></span></p>
<p align="center" style="text-align: left;"><b><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> </b></p>
<p align="center" style="text-align: left;"><b><a href="http://www.seanvbradley.com">http://www.seanvbradley.com</a> </b></p>
<p>The goal is to sell more cars, more often and more profitable. The question is how can we do this? How can we stack the deck in our favor to ensure consistent success? The answer is to sell on a Macro level versus a micro level. First, let me explain the difference between the two. “Micro” selling is the way the typical sales consultant sells… one deal at a time, working off of “Ups” or referrals. “Macro” selling is when you are able to sell multiple units at a time or sell to multiple people at a time. For example “Fleet” sales is a form of macro selling, if you have a company that wants to buy several units in one deal. Sometimes this might be better than selling one unit at a time and sometimes it’s not. You might be thinking how can you even say something like that Sean…? Simple, with a lot of “Fleet” deals, there might be multiple units getting delivered however; they are discounted or heavily discounted because the client is buying multiple units in one transaction. So, is it better to sell one unit at a $2,200 (total) gross or sell four units in one fleet transaction for a TOTAL gross of $4,000? That is a good argument. On one hand you are making $4,000 on the other hand you are obviously NOT maximizing on gross. Before I give you my opinion, I want to share with you some statistics that might BLOW YOUR MIND!</p>
<ul>
<li>You have a six percent closing ratio off of OEM leads (Leads from your manufacturer)</li>
<li>You have an eight percent closing ratio from 3<sup>rd</sup> party leads… but remember that over 70+ percent of the leads you get from 3<sup>rd</sup> parties originates from search engine optimization and or search engine marketing</li>
<li>You have a 14-16 percent closing ratio from leads you generate through SEO and SEM initiatives and or from leads from your dealership website.</li>
</ul>
<p>*** (Here is the MIND BLOWING PART)</p>
<ul>
<li>On average you have a 27 percent closing ratio from membership buying services like:
<ul>
<li>Costco</li>
<li>BJs</li>
<li>Sam’s Club</li>
<li>AAA</li>
<li>Etc…</li>
<li>As a matter of fact Costco had a 35 percent closing ratio!</li>
</ul> </li>
</ul>
<p>People believe that if they are in a “Membership Buying Program” they will get a better deal. Numbers do not lie. Most dealerships and most sales people sell the hardest way “One at a time”. There is a better way… “Macro Selling”.</p>
<p>What you need to do is start a “Membership Buying Program” for your dealership. Here is a very serious example of how I did this myself when I was a manager at a dealership in New Jersey. I created a membership buying program through my dealership for law enforcement. I worked with a company called <a href="http://www.njcops.com">www.njcops.com</a>it is both a FREE newspaper as well as a website. It goes to EVERY law enforcement division in the state of New Jersey. For example:</p>
<ul>
<li>Every Police Department in NJ</li>
<li>Every Sheriff Department in NJ</li>
<li>Every Correctional Facility in NJ</li>
<li>Every State Trooper Barrack in NJ</li>
<li>Every Federal Agency located in NJ</li>
<li>EVEN Law Enforcement from outside NJ like NY, Maryland etc… views this publication.</li>
</ul>
<p>I created a full page ad in the free publication as well as full digital marketing and branding on their website <a href="http://www.njcops.com">www.njcops.com</a> . I came up with a complete value package proposition (An AWESOME, “Why Buy From Us”). Basically the ad said “Show me your badge and we will…” But it wasn’t JUST for the officers… it was for EVERYONE at the police department including dispatch etc… And their spouses and their kids and… Do you get it? It was for EVERYONE. Sound familiar…?? There is ALWAYS a sale going on EVERYDAY at your dealership at EVERY dealership. Same concept, Perception is REALITY! We wanted EVERY single person reading NJ COPs Magazine and website to think and know that if they or ANYONE they knew wanted or needed ANYTHING automotive… Sales, Service, Parts, Finance, Special Finance, Body Shop, Aftermarket. There was NO OTHER PLACE OTHER than Sean V. Bradley and my Dealership! </p>
<p>We literally signed up 22 different Police Departments in 1 week! And we sold a ton of cars! Let me explain further, when I say that we signed up 22 police departments in 1 week. That means that 22 different police departments as well as every one of their officers, employees, family and friends. Anytime anyone needed anything automotive they came to me and my dealership. We were our own Costco, BJs, Sam’s Club, AAA. We eventually moved beyond just law enforcement. We created a membership buying program for the military, teachers, firefighters and more.</p>
<p>What you need to do to start selling on a macro level versus a micro level is:</p>
<ul>
<li>Understand the difference</li>
<li>Identify which “Macro” audience you want to target first. It might not be law enforcement or military. For example if you are highline and you are in Clear Lake Texas (Right next to NASA), you might want to target NASA…</li>
<li>Create a POWERFUL “Value Package Proposition” for your targeted Macro Audience.</li>
<li>Create a POWERFUL Marketing Campaign to fully engage your new audience</li>
<li>Get ready to sell a lot more cars!</li>
</ul>
<p>If you have ANY questions about this article or if you would like me to help you identify what “Macro” opportunities you have in your area, please feel free to email or call me</p></div>Expert Sales Consultant Who Sold 27 Units in 3 weeks Gives Some Great Insight & Advicehttps://automotiveinternetsales.com/profiles/blogs/expert-sales-consultant-who-sold-27-units-in-3-weeks-gives-some-g2012-06-13T22:09:13.000Z2012-06-13T22:09:13.000ZSean 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><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> </p>
</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>Sean V. Bradley Elaborates on His May 2012 AutoSuccess Article "Fire Your Internet Sales Director"https://automotiveinternetsales.com/profiles/blogs/sean-v-bradley-elaborates-on-his-may-2012-autosuccess-article-fir2012-05-08T16:52:11.000Z2012-05-08T16:52:11.000ZSean 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>Fire Your Internet Sales Manager - Sean V. Bradley - AutoSuccess May 2012https://automotiveinternetsales.com/profiles/blogs/fire-your-internet-sales-manager-sean-v-bradley-autosuccess-may-22012-05-03T19:30:00.000Z2012-05-03T19:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p class="BasicParagraph" style="text-align: center;"><span class="font-size-5"><strong>Fire Your Internet Sales Manager</strong></span></p>
<p class="BasicParagraph" style="text-align: left;"><span class="font-size-5"><strong><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a> <br /></strong></span></p>
<p>I know I am going to get a lot of heat on this article, but it has to be said. I have worked with thousands of dealerships over the years and there have been numerous reasons given for mediocrity, and even failure. In the beginning of automotive Internet sales in the late 1990s, it was a novelty and an incremental business, but most dealerships were not able to truly harness it and make it a major profit center. However, over the years and through evolution of the automotive sales industry, and the country as a whole, there has been a lot of change — change in how people are researching, shopping, making decisions and ultimately buying a vehicle. There has even been change inside our industry by dealer principals, GMs and sales consultants. It seems that dealers are getting it. They understand that Internet sales, business development, digital marketing, and social media are all important.</p>
<p> </p>
<p>What I am seeing now is a <i>scary</i> pattern emerging. A lot of dealerships are <i>not</i> maximizing on opportunities right in front of them because they do not have the <i>right</i> person in place. The Internet sales manager or BDC director that they have in place is the <i>wrong</i> person for the position, and they are <i>hurting</i> the dealership! Here are some problems I’ve seen at dealerships:</p>
<p><b>• </b> <b>A computer geek in the position who is</b> <b><i>not</i></b> <b>an automotive professional.</b> There is nothing wrong with being a geek. I have a problem if they have no idea how to sell a car, and don’t have the respect of their team and employees. They can’t motivate and <i>drive</i> the department to success.</p>
<p><b>• </b> <b>An IT professional is the head of an Internet sales department or business development center.</b> Just because they are good at fixing computers or understanding technology does not necessarily make them the best choice to run a million-dollar sales department. “Internet sales” is still <i>sales</i>.</p>
<p><b>• </b> <b>Instead of terminating a sales consultant from the showroom floor, they are given a “second chance” running the Internet sales department.</b> I don’t get this one at all. If someone can not be effective on the showroom floor, why would you have that person be the head of a department where 92 percent of Americans go <i>before</i> they ever step foot into your dealership?</p>
<p><b>• </b> <b>A sales consultant is promoted from the showroom to running the Internet department</b>. Please understand just because someone can sell a car does not mean they can run a department, let alone an Internet sales or business development department. Just because they can sell cars <i>does not</i> mean they are capable of being a manager or a leader. There are a lot of successful sales consultants who sell 20 or 30 cars per month, but don’t work well with others. They have no concept of interdependence.</p>
<p><b>• </b> <b>There is</b> <b><i>no</i></b> <b>Internet sales manager/BDC director at all</b>. That is just bad, and again, makes no sense whatsoever. When 92 percent of people are going online, there needs to be major attention to this area.</p>
<p><b>• </b> <b>A dealership’s manager</b> <b><i>also</i></b> <b>manages the Internet department.</b> I have seen it all, my friends. The dealer principal or general manager takes on the Internet department as an “additional” responsibility instead of having a dedicated manager, or they dump the responsibility of the Internet department onto the GSM or sales manager. This is <i>not</i> a viable solution.</p>
<p> </p>
<p>Remember Basic Math</p>
<p>The <i>average</i> dealership in the United States delivers fewer than 100 units per month. But the <i>average</i> dealership has:</p>
<p><b>• </b> A GM or GSM</p>
<p><b>• </b> One to two sales managers (new car/used car), or “closers”</p>
<p><b>• </b> An F&I manager</p>
<p><b>• </b> 10 Sales Consultants</p>
<p> </p>
<p>If you want <i>your</i> Internet or business development department to deliver units, you are going to need the <i>right</i> Internet manager or BDC director.</p>
<p> </p>
<p>Yes, you might need to fire your current Internet sales manager or BDC director. You might have been thinking about doing it for months now but weren’t sure. Let me make it easier for you.</p>
<p>Think of your current Internet sales manager or BDC director:</p>
<p><b>• </b> Are they a family member or in a relationship with <i>anyone</i> else in the dealership?</p>
<p><b>• </b> Do they have <i>any</i> automotive sales or management experience?</p>
<p><b>• </b> Do they have an aversion to the phone?</p>
<p><b>• </b> Do they have the ability to take a “TO” from their employees, sales consultants, appointment setters, etc?</p>
<p><b>• </b> Do they have the ability <i>or</i> desire to <i>proactively</i> “TO”?</p>
<p><b>• </b> Do they have the <i>respect</i> of their team (or the dealership for that matter)?</p>
<p><b>• </b> Can they, or do they, lead by example?</p>
<p><b>• </b> Do they train their team? Do they know how to train their team?</p>
<p><b>• </b> Do they have “one on ones” with their team?</p>
<p><b>• </b> Do they know how to project and forecast, and not merely guess and hope?</p>
<p><b>• </b> Are they rude and or mean to their team or their customers?</p>
<p><b>• </b> Do they have Standard Operating Procedures (S.O.P.s), or do they just “wing it”?</p>
<p><b>• </b> Can they desk a deal?</p>
<p> </p>
<p>If you are reading this and you are a dealer or GM, do this calculation before you open the showroom tomorrow:</p>
<p> </p>
<p>Look at your electronic leads, phone leads and walk-in leads. Say your electronic and phone leads are 70 percent or greater of <i>all</i> leads. Now look at your manager running your Internet or business development department. Are you comfortable with them in charge of 70 percent of your opportunities? If <i>not</i>, make the change today. If you can’t promote that person as your nest general sales manager, you have the <i>wrong person</i> in place.</p>
<p> </p>
<p>If you would like a free personalized analysis of your Internet Sales Manager, contact me at the email below with “ISM” as the subject line.</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 866.648.7400, or by e-mail at</i></p>
<p><i>sbradley@autosuccessonline.com.</i></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>Robert Wiesman Thanks AutoSuccess and Sean V. Bradley for Winning The $1,000 Cash Contesthttps://automotiveinternetsales.com/profiles/blogs/robert-wiesman-thanks-autosuccess-and-sean-v-bradley-for-winning-2012-03-20T12:19:35.000Z2012-03-20T12:19:35.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><object width="420" 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>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>Who should be running my internet department or bdc? - Written by Sean V. Bradley, Re Post from November 2011 AutoSuccess Magazinehttps://automotiveinternetsales.com/profiles/blogs/who-should-be-running-my-internet-department-or-bdc-written-by-se2011-11-08T10:13:45.000Z2011-11-08T10:13:45.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
<p style="text-align: center;"><span class="font-size-4" style="color: #ff6600;">Who should be running my internet department or bdc?</span></p>
<p style="text-align: center;"><span class="font-size-4"> </span></p>
<p>This is another question I am asked from dealers all over the country — and the dealers who don’t ask me this question really should. While I acknowledge the fact that there are many different types of dealerships, please have an open mind to what you are about to read.</p>
<p> </p>
<p>First, I am sure that we are all aware that 88 to 98 percent of people go online before they ever step foot into the dealership. We also know that social media is the No. 1 form of communication in this country. The problem that I continue to see, however, is that many dealerships in this country <i>still</i> don’t view the Internet or business development department as a “real” department.</p>
<p> </p>
<p>Too many times I walk into dealerships and you can immediately feel the tension in the air; it’s an “us vs. them” mentality. There is dissention on the floor, frustration, anger and even sabotage — not to mention disrespect. I often hear the same thing from Internet coordinators, managers, directors and BDC reps; they are neither appreciated nor respected, and are treated as the “stepchild” in the dealership, and that goes from the dealer to the GM to the GSM, all the way down the food chain.</p>
<p> </p>
<p>And, as we all know, perception is reality. If the dealer feels this way — that the manager of the department isn’t a “real” manager — they aren’t going to have an idea of who the right person is for the job, or what type of a pay plan to put together. They might not give this manager authority in the dealership. They might only make this person a “manager” in title only.</p>
<p> </p>
<p>They also might put in place the <i>wrong</i> people. They have people who aren’t working out on showroom floor, so they give them a shot in the Internet department. Or, they might hire someone computer savvy because they feel that qualifies them to run an Internet <i>sales</i> department. Dealers also hire young people because they feel they can relate to the prospects better. These are <i>all wrong strategies</i>. The Internet Department or BDC in the dealership should be a <i>major</i> department, on a level with the new, used, finance and fixed ops departments. We are focusing on Internet “sales” department, but it goes deeper than that (Internet sales, service, parts, body shop, finance,</p>
<p>aftermarket, leasing, fleet, special finance, etc.).</p>
<p> </p>
<p>Here are some facts: The average dealership delivers approximately 100 units new and used a month. An average dealership has approximately 10 salespeople, a finance manager, a sales manager and either a GSM or GM. All of that goes into selling about 100 units. Now, I have dealers who tell me that they want to sell 50, 100 or 150+ units per month from their Internet department, but they don’t want to treat the department as more <i>important</i> than the other departments or profit centers in the dealership. Furthermore, they want to put in place the wrong type of person to manage and run the department. They don’t want to pay the Internet sales director like the other “real” managers in the dealership. They also do not allow them to have any “real” manager authority, but they will put all of the responsibility on that person’s shoulders.</p>
<p> </p>
<p>So, what exactly is the right profile? Who should run an Internet sales department? First and foremost, you want to make sure you have a person who is an automotive <i>sales</i> manager, or at the very least have someone who is a great sales consultant and closer with the potential to be a great sales manager with the proper training and support. Let’s go deeper: If you are trying to run a department that delivers more than 100 units a month online, you should have at the <i>bare minimum</i> a <i>great</i> sales manager, or even a GSM or GSM-caliber person running that department. Answer this question: Would you ever have a non-salesperson run your <i>entire</i> dealership, or even be a GSM at your dealership?</p>
<p> </p>
<p>You want a <i>sales manager</i> in that department who can drive the momentum in that room. You want someone who can put a deal together and can even desk a deal if necessary. You also want to have someone who will be respected by the other managers and the showroom sales force — not just by the Internet department.</p>
<p> </p>
<p>So, how in the world do you expect to deliver that number of units without having the caliber of individual I just outlined? The argument is that dealers need someone to manage the Website, take pictures, create videos, get testimonials, handle I.T., take care of the CRM/ILM, handle online reputation management, SEO, VSEO and all other forms of digital marketing. I agree 100 percent — all of that needs to be taken care of. However, I do not think that the Internet <i>sales</i> director or Internet <i>sales</i> manager should be that person, <i>especially</i> when you are trying to deliver 100+ units per month from the department. You should either hire a person to do those jobs, or outsource those duties. Anything else is not going to be as productive in the long run. They are, at a minimum, two different jobs.</p>
<p> </p>
<p>Don’t freak out if you are a current Internet sales or BDC director and don’t fit the profile I just mentioned. And don’t freak out if you are a GM or dealer who just hired someone who doesn’t fit the profile outlined in this article. I would say, if they were the “right” individual who you believe in, get that person training on product knowledge, I would have them get certified as a sales consultant from your OEMs and I would get them certified as a sales manager by your OEMs. If you have to invest time, money and training to get the department head at the level of any other department head in your organization, it is what it is. If you don’t, you will suffer.</p>
<p> </p>
<p>The bottom line is that having the right Internet sales / BDC director is <i>crucial</i> to the success of the dealer’s online initiative. If you have any questions about this article or if you would like some examples or ideas of ways to ensure your department’s success, feel free to e-mail me or call me.</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.</i></p>
</div>After 12+ Years in Automotive Internet Sales... Re-Post From October 2011 AutoSuccess Written by Sean V. Bradleyhttps://automotiveinternetsales.com/profiles/blogs/after-12-years-in-the-automotive-internet-sales-re-post-from-octo2011-10-07T17:00:00.000Z2011-10-07T17:00:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p style="text-align: center;"><span class="font-size-5"><strong>After 12+ years in Automotive Internet Sales...</strong></span></p>
<p style="text-align: center;"> </p>
<p>I have learned a lot about what to do and what not to do. I have seen firsthand how powerful automotive Internet sales can be for a dealership. I have also seen how it can wreak havoc in a dealership that doesn’t execute properly. After speaking with and training more than 2,000 dealer principals and GMs personally, I have identified a lot of similarities that are consistent all over the country and do not discriminate.</p>
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<p>First, dealers see the value, need and urgency to maximize the Internet not only to increase market share, volume and gross, but actually to <i>retain</i> current market share and profits.</p>
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<p>The problem is that there is a lot of disinformation everywhere. <i>Everyone</i> has an idea and a strategy, but finding the <i>right</i> information that fits a particular dealership’s scenario and goals is hard to find. There really isn’t a lot of continuity out there. Sometimes “experts” contradict the ideas and strategies of other “experts.” The other issue is that there are a lot of these “experts” out there, but mostly these people have an “expertise” in only one or two fields — not enough.</p>
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<p>Maximizing an Internet department is more than knowing how to build the “ultimate” dealership Website. It is more than having 5,000 followers on Twitter for your dealership. It is more than having a state-of-the-art BDC. The issue I see is that dealers are told if they do or buy something, it will be a “silver bullet.” <i>There are no “silver bullets.”</i> There never have been and I doubt there ever will be any. An Internet department (or any department, for that matter) is made or broken, maximized or underutilized in four key areas: Products, People, Process and Promotions. That means that all “4-Ps” need to be working “synergistically” to ensure maximum success. You <i>cannot</i> have all or most of your attention in one or two areas. You need to make sure that all four “cylinders” are firing.</p>
<p> </p>
<p>Here are the questions that dealers should ask:</p>
<p>• What are you looking to accomplish with your Internet department? Increasing only Internet sales, or maximizing <i>all</i> profit centers online (parts, service, finance, body shop, etc.)?</p>
<p>• Do you want to sell volume, gross or both? Are you looking to increase new vehicle sales, used vehicle sales or both? Each possibility has a different strategy.</p>
<p>• Do you want to be proactive, reactive or not at all for special finance?</p>
<p>• Do you have all of the right tools (technology, resources, programs, etc.) for a viable department?</p>
<p>• Do you have the <i>right</i> people and the right <i>amount</i> of people in place?</p>
<p>• Have you developed a “mission statement”? Have you created a standard operating procedure for everything in that department?</p>
<p>• How are you planning to drive traffic? How are you going to handle your conventional advertising strategy? What is the proper formula between conventional and digital?</p>
<p>• How are you going to perpetuate success after initial launch?</p>
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<p>After you answer all of these questions thoroughly and start to create a plan, you will need to <i>prioritize</i>. This is another sand trap for dealers. They have problems “putting first things, first,” and the result is that they do not focus on the most important items. The dealers who work hard but <i>not</i> smart are rarely successful.</p>
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<p>Lack of consistency and acceptance of mediocrity are the biggest reasons for failure or limited success for a dealership’s Internet or business development department. That might sting, but that is the truth. We have found all over the country, no matter what the franchise or geographic region there are dealers who fall into this category. Sometimes it is the dealer principal, sometimes it’s the GM and other times it’s the Internet/BDC director, but it is the same story. Someone at the dealership heard of a successful Internet/BDC department or they read an article or they went to some workshop or 20 Group and were inspired and excited. So, they create a plan (with or without an outside consultant or trainer), and for a short while things are good (sometimes). Then, after a bit of time — or sometimes right after implementation — reality kicks in and they start to deviate from the plan.</p>
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<p>Here is what I see on a regular basis from dealerships that succumb to mediocrity:</p>
<p>• They start to compromise their process based on outside influences, such as their competition doing business a certain way, and they feel they must conform.</p>
<p>• They are not consistent. They might do different parts of the strategy at different time. No continuity = No success.</p>
<p>• They do not track details of the department properly, if at all.</p>
<p>• They are not consistent with training, or don’t even bother to train at all.</p>
<p>• They are disorganized. There is no prioritizing of tasks, so the department is working and grinding all day but they are not being effective at their overall mission.</p>
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<p>And, as important as all this is, <i>people</i> are the “wild cards” of the “4-Ps.” With money, you can buy everything else. But you have to find and cultivate and keep people. There are a lot of variables to think about in this area, including:</p>
<p>• Do you have the <i>right</i> person for the job? Do they have the right skill set and fit the profile for success? This is a common problem.</p>
<p>• Do you have the right <i>amount</i> of people? I have seen two Internet reps working 600 fresh leads per month. Not the best strategy.</p>
<p>• Do you have a schedule that make  sense and maximizes business potential? Statistically, you will connect with more people between the hours of 6 and 8 p.m. So, it might not be a good idea if you have everyone leaving at 5 p.m.</p>
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<p>Bottom line, you need to embrace Internet sales. You cannot wait until tomorrow to get it together. If you don’t create a plan for today, there might not be tomorrow.</p>
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<p>If you have any questions about this article or if you would like examples (for free) Please call or e-mail me.</p>
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<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 866.648.7400, or by e-mail at sbradley@autosuccessonline</i></p>
</div>Dealer Principals, GMs, Internet Directors at the Automotive Internet Sales 20 Group in Philly 2011https://automotiveinternetsales.com/profiles/blogs/dealer-principals-gms-internet-directors-at-the-automotive-intern2011-09-29T19:03:48.000Z2011-09-29T19:03:48.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><object width="560" height="315"><param name="movie" value="http://www.youtube.com/v/CxM58Ydp9tM?version=3&hl=en_US&rel=0" ></param>
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</div>Great Question(s)! Written by Sean V. Bradley - AutoSuccess September 2011 "Why Appointment Setters, BDC Reps Etc..."https://automotiveinternetsales.com/profiles/blogs/great-question-s-written-by-sean-v-bradley-autosuccess-september-2011-09-19T15:30:00.000Z2011-09-19T15:30:00.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
<p>AutoSuccess September 2011</p>
<p> </p>
<p align="center">Great Question(s)!</p>
<p align="center"> </p>
<p>I received a lot of great responses from my article a couple of months ago on getting Internet sales departments to effectively make phone calls. I had some people contact me with skepticism, but after we hung up from our call, they were complete believers and understood exactly what I was trying to articulate in my article. I also had people excited because <i>finally</i> someone broke it down with details on how things should work and <i>why</i>. But, I also had some communication with people that were a little confused about the numbers and the strategy. So, this article is going to break things down a little deeper.</p>
<p>Let me recap the highlights from that article:</p>
<ul>
<li>Your Internet Sales Department is <i>primarily</i> a phone sales department.</li>
<li>You want to have a <i>minimum</i> of 120 phone calls per day per rep.</li>
<li><i>Do not</i> let your team settle for mediocrity.</li>
<li>Implement the “power hour” exercise ASAP.</li>
<li>The average <i>connection</i> ratio (From phone call attempts to connections) is only 11 to 14 percent.</li>
<li>The key to success is understanding the logic: The more people you attempt to call, the more people you will connect with on the phone; the more connections, the more appointments; the more appointments, the more confirmations; the more confirmations, the more shows; the more show, the more sales.</li>
</ul>
<p>Here, however, is the <i>most</i> powerful advice I can give:</p>
<p><i>Every</i> dealership should <i>really</i> think about having professional appointment setters in their dealership, and I mean <i>every</i> dealership. We have clients all over this country and abroad, and it doesn’t matter if they are a small dealership, a large dealership, a dealer group, highline, import, domestic or even an independent dealer. Our <i>most</i> successful clients have professional appointment setters and some even have a full-blown team of appointment setters.</p>
<p>One recent example is Gary Mathews of Jackson in Jackson, Tennessee. This is a Chrysler, Dodge, Jeep and Hyundai dealership that went from 35 units per month to 86 units per month and were on track for 102 for August.  In a down economy, they have broken dealership record after record. And they are proud to tell you why: their dedication to their Internet business. One of the <i>main</i> keys to their success is that they have a team of appointment setters, and <i>all</i> they do from open to close in shifts is pound the phones and e-mail (the CRM is programmed with an automated e-mail action plan).  Think about it: How much more successful would your dealership be if you had a team of trained appointment setters, and all they did at your dealership was make phone calls <i>all day</i> from open to close in shifts?</p>
<p>Remember that you only have a 11 to 14 percent connection ratio on the phones. So, if you only make 50 calls, you will only have five to seven connections. Plus, if you leave this up to your sales team to do, there will be <i>no consistency</i>. How could there be? They have to do follow-ups, product presentations and deliveries; they sometimes chase stips; they have days off, shifts off, personal time, and so on.</p>
<p>You <i>need</i> <i>100 percent consistency</i> on those phones, from open to close.</p>
<p>I will give you another example. We have a Honda Dealership client in New Jersey that went from 60 units online to more than 200. How did they do this? Well, they had a team of 12 professionally trained appointment setters who made 120 calls per day five days per week for a total of more than 30,000 phone calls in one month. <i>That’s</i> what it takes to sell 200 units <i>online</i>. More than 15,000 phone calls to sell 100 units online. More than 7,500 phone calls to sell 50 units online.</p>
<p>Math is math.</p>
<p>The push back I get from dealers is that they don’t trust “BDC Reps,” “appointment setters,” etc. The reason why <i>most</i> are not successful is that they have the <i>wrong people</i> in those positions and most don’t have the proper training.</p>
<p>At minimum, an automotive Internet sales / phone sales professional — A.K.A. “Phone Ninja” — should be trained in areas including:</p>
<ul>
<li>Inbound / outbound phone process</li>
<li>How to qualify a prospect and Identify wants, wishes and expectations.</li>
<li>Objections / rebuttals</li>
<li>The power of leaving a <i>great</i> voice mail</li>
<li>Outbound / inbound e-mail protocol</li>
<li>How to execute the dealership’s value package proposition</li>
<li>Science of communication — tone, inflection, etc.</li>
<li>Automotive Internet sales knowledge</li>
<li>Product knowledge</li>
</ul>
<p>These people are truly phone sales professionals. The only difference between them and your showwroom sales professional is that they <i>do not</i> sell the vehicle; they sell the <i>appointment</i>. They should, however, be no less intelligent, skilled and trained.</p>
<p>If you have any questions about this article please feel free to call or e-mail me.</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 866.648.7400</i>
</div>Special Finance ONLINE - Re-Post from AutoSuccess Magazine August 2011- Written by Sean V. Bradleyhttps://automotiveinternetsales.com/profiles/blogs/special-finance-online-re-post-from-autosuccess-magazine-august-22011-08-11T17:24:29.000Z2011-08-11T17:24:29.000ZSean V. Bradleyhttps://automotiveinternetsales.com/members/SeanVBradley<div><p align="center" style="text-align: left;"><b><a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></b></p>
<p align="center" style="text-align: left;"><b><a href="http://www.twitter.com/seanvbradley">http://www.twitter.com/seanvbradley</a></b></p>
<p align="center" style="text-align: left;"><b><a href="http://www.facebook.com/seanvbradley">http://www.facebook.com/seanvbradley</a></b></p>
<p align="center"><b> </b></p>
<p align="center"><b>Special Finance Online</b></p>
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<p>Special finance is back — I am seeing all over the country that sub-prime sales are up. More and more banks are approving people with bad credit and no credit. Special finance is not just for used car dealerships and buy-here pay-here dealerships. Special finance is for <i>every</i> dealership, even highline stores can benefit from sub-prime deals. More than 50 percent of the United States has less-than-perfect credit. So, if you are not <i>actively</i> and <i>proactively</i> taking advantage of special finance, you are missing the boat. Dealerships that are successful with special finance boast grosses averaging of more than $3,000 per copy.</p>
<p>Now that I have your attention, let’s focus on something very special — “special finance online,” where special finance meets the Internet. We know that more than 89 percent of Americans go online <i>before</i> they ever step into the dealership for some type of research. That goes for people looking for a bad credit/no credit car loan. Most dealerships in 2011 are doing unsatisfactory in their Internet departments; <i>most</i> dealerships’ Internet sales departments or BDCs are non-functioning or unprofitable. The bottom line is that most dealers are still struggling with automotive Internet sales, so it would seem absurd for most dealerships to worry about any <i>other</i> form of Internet sales. That fact, however, is in <i>your</i> best interest. There is a huge opportunity with “special finance online.” It is like the Wild Wild West. Since no one really has dominated special finance online, which means the door is wide open for you and your dealership.</p>
<p>Here is what you need to do to dominate special finance online:</p>
<ul>
<li>First, create a “special finance” Website like <a href="http://www.autocreditapprove.com/">www.autocreditapprove.com</a> – Make sure it is NOT <a href="http://www.abcmotors.com/">www.abcmotors.com</a> / we do bad credit / no credit. You want to make it a complete separate entity, as if you have your own special finance lead source provider site.</li>
<li>Make sure that you have the proper “onsite” SEO done to your site. Title tags, descriptions, anchor text, alt tags, key words, site map, and so on.</li>
<li>Make sure you set up a separate Google Places page for your new special finance company, fully set up with unique content.</li>
<li>Set up Google Alerts.</li>
<li>Create an online reputation strategy for your sub-prime site. Google Reviews, Dealer Review Boost, Dealer Rater, Car Folks, Edmund Reviews, Yelp, etc.</li>
<li>Create a campaign of “focus” (microsites) — one site for each relevant category.</li>
<li>Create a Video Search Engine Optimization (VSEO) campaign.</li>
<li>Set up a full special finance social media campaign/strategy (along with social media SEO)
<ul>
<li>Facebook</li>
<li>Twitter</li>
<li>Tumblr</li>
<li>Flickr</li>
<li>YouTube</li>
<li>MySpace</li>
<li>WordPress Blog</li>
<li>Create a powerful search engine marketing campaign (Pay Per Click)</li>
</ul>
</li>
</ul>
<p>Basically, you are going to build a special finance site and think of it as a brand new dealership. In the same way that you are going to dominate automotive Internet sales, you are going to dominate special finance online. The idea is to make sure that when <i>anyone</i> searches for <i>anything</i> at all related to bad credit/no credit auto loan in your area (and surrounding areas) they will find your sub-prime site. You are going to be the “Autotrader” or the “Cars.com” for special finance online in your area.</p>
<p>You might be asking how is this possible? It’s simple: Everyone is <i>asleep at the wheel</i>. Again, most dealerships are struggling on how to simply survive with automotive Internet sales, special finance online is not even on their radar.</p>
<p>If you have any questions about this article or you would like me to assist you for <i>free</i> in starting your special finance online campaign, please call or e-mail me.</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.</i>
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