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October 2016 Cover of AutoSuccess Magazine - Money Mind Mapp - BradleyOnDemand

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 #AutomotiveSales industry! And our Bradley On Demand #Training platform has 1,200 training modules, $1.5 Million Dollars Cash in Training Content.

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

Congratulations Spirit Chrysler, Dodge, Jeep & Ram They Are The June 2014 COVER Of AutoSuccess Magazine &  Dealer Synergy Client!

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

AutoSuccess Publisher, Susan Givens & Dealer Synergy CEO, Sean v. Bradley Will Be Interviewed LIVE on Auto Dealer Live April 3rd At 3:30 Eastern

Prospecting Advice From A 30-Car Guy

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 www.automotiveinternetsales.com  (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.  

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! 

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.

Here are the MOST powerful online (Not the ONLY, just the most powerful) places to prospect for an Automotive Sales Professional:

• Google
• LinkedIn
• Facebook
• Twitter
• YouTube
• Online Classifieds
• Blog Sites

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.

Lets start with the big (fishing) pond… GOOGLE!

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.

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:

• New Car Sales
• Used Car Sales
• Trade-In information
• Aftermarket Sales
• Bad Credit / No Credit Car Loans
• Service Repairs, Oil Changes etc…
• Car Buying Tips
• Car Maintenance Tips
• Car Reviews
• Tips, Advice, Secrets
• “How To Buy A Car”
• The specific franchises you sell…

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”.

Here are ways / strategies that you NEED to be enveloped in to dominate Google:

• A Professional Website –Yes, that is right I suggest that ALL Sales “Professionals” have their OWN “Professional” website.
• Search Engine Optimization – 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.
• Video Search Engine Optimization (VSEO) -  VIDEO, VIDEO and MORE VIDEO! Sales Consultants can dominate Google with Video SEO. It is EASY and FREE!!
• Online Reputation – 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:
•  
  • Google Reviews
  • Yelp Reviews
  • Dealer Rater Reviews
  • Yellow Page Reviews
  • Edmunds.com Reviews
  • You can create your own review site or review blog
  • Pictures – 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:
    • Flickr.com
    • Pinterest.com
    • Photobucket.com

** Here is an AWESOME strategy:

• Create an LLC (Legalzoom.com is CHEAP). The LLC can be something like “Philadelphia Car Sales” or “Cherry Hill Used Car Sales”
• Make sure the “company” name is “Geo” (geographically targeted”)
• Now that you have an OFFICIAL “LLC” or Corporation… you can create a BUSINESS page on Google!!
• I would also create BUSINESS Social Media Accounts (rather than personal ones).

If 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. 

Dealer Principals & General Managers, When was the last time you…

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?  

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?

When was the last time you reviewed all of your email templates?

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?

When was the last time you reviewed your Social Media Strategy? You should know:

• What are you Facebooking?
• What are you Tweeting?
• What are you posting to your Google + account?
• What pictures are you uploading on Flickr or Pinterest?
• What videos are you uploading on YouTube?
• What are you saying to the public?

Have you investigated all of your review sites? For example:

• Google Reviews
• Yelp
• Edmunds
• Cars.com
• Yahoo
• Yellow Pages
• Dealer Rater
• Judy’s Book
• City Search
• Merchant Circle
• BBB

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.

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:

• Mission Statement
• Vision Statement
• Social Responsibility Statement
• Core Values and Principles

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.

The way it should work is:

• Dealer Principal or GM states the Mission, Vision, Values / Principle, Value Package Proposition (Why Buy From Us).

• 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.

• 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?

• 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.

Your brand is sacred, your word is your bond and your reputation is everything.

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.

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.

http://www.internetsales20group.com 

AutoSuccess Cover Story, Chris Carlson Will be A Speaker At Internet Sales 20 Group 

Sean V. Bradley, Writer For ALL Major Automotive Industry Publications Like AutoSuccess & Wards

BEWARE of YOUR Internet Or

Business Development Department Infrastructure

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.

Dealerships are not 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 worse, they have no appointment setters. They just rely on showroom consultants to handle all of those leads.

Let me just dive into my concerns in this scenario, beginning with having too few appointment setters. This doesn’t work because there are far 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.

Let me break this data down for you:

• On average, 50 call attempts will only 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 only 10 to 14 conversations out of 500 leads. Leads mean opportunities to do business. These prospects are in the market but we do not engage them?

• 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.

Now, let’s discuss the scenario of having no 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:

1. Walk-Ins

2. Be-Backs

3. Phone-Ups

4. Internet

5. Referrals

6. Prior Customers

7. Service

8. Prospecting

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 plus handle the 50, 75 or 100 fresh 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?

Exactly.

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 July 1 with 200 “carry over” leads, plus you will receive an additional 400 “fresh” leads for a total working lead opportunity of 600 leads. This is known as your residual flow factor.

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 AutoSuccess (The most recent would be Alan Vines Automotive, in the September 2012 issue).

Alan Vines Automotive has five appointment setters:

• Five coordinators X 120 calls per day = 600 calls per day

• 600 calls per day X five working days = 3,000 calls per week

• 3,000 calls per week X 4.3 weeks in a month = 12,900 calls

• 12,900 calls X 12 percent connection ratio = 1,548 connections with prospects

• 1,548 connections X 25 percent appointment made ratio = 387 appointments

• 387 appointments X 60 percent appointment show ratio = 232 appointment shows

• 232 appointment shows X 42 percent close ratio = 97 units delivered.

• 97 units delivered (as documented in the cover story)

Alan Vines Automotive receives 600 to 700 fresh leads per month and has a residual flow factor of 800 to 900 working leads.

My final point is that your Internet sales appointment setters should not 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. That is perfectly in alignment with the system. Do not, however, have them working on:

• Unsold showroom traffic

• Service

• CSI

• Data Mining

• Credit

• Getting lunch, coffee, etc.

• Taking pictures

• Greeting

If you think your one or two appointment setters (if you even have them) can work 300 to 500 fresh Internet leads plus 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.

If you have any questions or comment about this article, or if you would like me to personally review your Internet or BDC infrastructure with you, please feel free to e-mail or call me.

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.com.

http://www.autosuccessonline.com

 Do You Have Any Idea How to Make Money in Your Internet Department or BDC?

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 give 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.

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. 2013. I was selling 110 units online and making gross profits in 1999/2000. If you aren’t crushing it online, it is not because…

• … of the election. It’s over.
• … of the economy. People are buying vehicles, and we are having record months.
• … you can’t make money with Internet prospects. Everyone is an “Internet Prospect” to some degree. More than 90 percent of people go online before they ever step foot in your dealership. If you can make gross on the showroom floor, you have no excuse not to hold gross with Internet or BDC customers.
• … you don’t have the right manager. If you actually don’t have the right managers, find them.
• … you don’t have the budget. Make changes with your antiquated marketing and advertising strategy.
• … you don’t know how or where to even start. Join an Internet Sales 20 Group or hire a consultant — do not settle for mediocrity.

I have a friend who is the dealer principal of a domestic dealership in Chicago. He sells more than 200 units online. He has zero 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 right way, you will make money and lots of it.

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.

1. 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.

1. Make sure that your gestation period is around 20 days, meaning that the average Internet prospect is a 45 to 90 opportunity, but most dealerships’ “average selling ratio” is only seven to 11 days.

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 all 50 Internet sales from last month. Now, I want you to add 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 not 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 your average selling ratio to Internet prospects only seven to 11 days? Exactly!

1. 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 not 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 not just about working hard. It is also about working smart.

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.

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 

 http://www.autosucconline.com 

http://www.internetsales20group.com 

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

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

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

With all of that being said, there is a HUGE value for having 3^rd 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^rd Party Sources.

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

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

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

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

http://www.automotiveinternetsales.com

http://www.internetsales20group.com

3 Part Video Interview with Durran Cage, GSM of Alan Vines Automotive The September 2012 AutoSuccess Cover Story...

You can meet Durran Cage at the upcoming Internet Sales 20 Group in Chicago October 23-25th

http://www.internetsales20group.com

http://www.alanvinesautomotive.com 

AUDUBON, N.J., Aug. 31, 2012 /PRNewswire/ -- GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group Workshop in Chicago, October 23-25^th. 

Sean V. Bradley, Creator and Moderator for the Internet Sales 20 Group, is quoted as saying, "It is an honor to have Durran Cage 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. Alan Vines 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."

The upcoming Internet Sales 20 Group will be held in beautiful downtown Chicago at the Hilton from October 23^rd, 24^th and 25^th.

This is a major industry event with some of the most prestigious companies in the Automotive Sales industry sponsoring the event, such as:

• Dealix
• KPA
• Carsdirect
• Car-Mercial
• ReachLocal
• Autobytel
• AutoUSA
• Cars.com
• CarChat24
• Social Dealer
• AutoSuccess Magazine
• Cactus Sky
• AutomotiveInternetSales.com
• Dealer Synergy

Additional Speakers at the Internet Sales 20 Group are:

• Sean V. Bradley – CEO of Dealer Synergy, Founder of www.AutomotiveInternetSales.com, 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.
• Bill Finocchiaro – President of Peruzzi Toyota. 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.
• Robert Wiesman – Sales Consultant at Massey Hyundai. 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.
• AJ Leblanc – Co-Founder of Car-Mercial. AJ is one of the pioneers of Video Search Engine Optimization and is the leading subject matter expert on the topic.
• Ralph Paglia – Founder of www.automotivedigitalmarketing.com and www.autocon2012.com. Ralph Paglia is one of the top Automotive Digital Marketing Experts in the country.
• JD Rucker – Vice President of Digital Marketing at KPA / TK 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".
• Peter "Web Doc" Martin – CEO of Cactus Sky and Former CEO of AskPatty.com.  Peter is one of the top experts on Email Marketing and Data Mining. Peter has an incredible workshop presentation combining both subjects.
• Susan Givens – Publisher of AutoSuccess Magazine. 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.
• Stan Sher – Editor of www.automotiveinternetsales.com 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.
• Fran Taylor – President of Taylor Techniques. Fran is the "Undisputed Prospecting King". Fran Taylor is one of the absolute best Sales and Sales Management Trainers in the country.
• Karen M. Bradley – President of Dealer Synergy. 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).

** The first 20 Dealerships to sign up before September 15^th will receive a FREE consulting Package worth $1,500. Package includes:

• 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.
• A thorough assessment of your dealership's Social Media initiatives. We will use analytics and software to evaluate your Social Media visibility and relevancy.
• A thorough assessment on your dealership's online reputation.
• A thorough assessment on your dealership's website.
• A thorough assessment of your dealership's Search Engine Optimization presence and penetration.

** 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".

If you want to register for the Internet Sales 20 Group you can use this registration code DSIS20 to save $500 off Registration.

For more information on the upcoming Internet Sales 20 Group in Chicago, October 23^rd, 24^th and 25^th please go to www.internetsales20group.com or call 267-319-6776.

Contact is Amanda Melendez

SOURCE Synergized Media

PR Newswire (http://s.tt/1mccS)

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

http://www.alanvinesautomotive.com 

http://www.dealersynergy.com 

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:

• 95 Units Per Month!
• 2.3 Million Dollars Gross Profit from Their Annual ONLINE SALES! 
• Durran Cage, Internet Sales Director gets promoted to GSM of the Dealership!! 

This is such an incredible success story and it couldn't have happened to a better person, a better department or a better dealership.

So, from everyone here at AIS... CONGRATULATIONS!!!

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!

Let Me give you some of the highlights...

• 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.
• I have a FULL Partner on the Actual Composite... A Dealer Principal with over 27 years Automotive Experience!
• The FIRST 20 Dealerships to SIGN UP for this 20 Group Workshop (BEFORE September 15th) will receive a FREE SWOT Analysis:
  • We will conduct 2 different Mystery Shop Calls, record the MP3, GRADE the calls on BOTH quantitative and qualitative measures.
  • We will evaluate your dealership's Social Media Relevancy
  • We will evaluate your website and create a "punch-list" to identify opportunities to evolve and enhance your site
  • We will analyze your dealer sip's online reputation
  • We will evaluate your dealership's SEO penetration and visibility....
  • And some other important evaluations...
• We have AMAZING High Level DEALERSHIP Speakers... NATIONALLY RECOGNIZED!
  • 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!
  • 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!
  • 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!
• We have Some INCREDIBLE Industry speakers in the roster:
  • Susan Givens - Publisher of AutoSuccess Magazine
  • Cory Mosley
  • AJ Leblanc / Car-Mercial
  • Carsdirect
  • Peter Martin - Cactus Sky
  • Fran Taylor
  • Stan Sher
  • Karen Bradley - Dealer Synergy / FranklinCovey
  • Sean Bradley - Dealer Synergy / FranklinCovey
• We are going to have an AMAZING VIP Networking Cocktail Event & Dinner

*** 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.

So, PLEASE mark your calendars!

Message me if you have any questions!

UPCOMING Internet Sales 20 Group - Mark Your Calendars... October 23rd, 24th and 25th Downtown Chicago at the Hilton

WEBSITE COMING SOON!

If you want to Sell MORE Cars…

Remember “Macro” Versus “Micro”

http://www.dealersynergy.com 

http://www.seanvbradley.com 

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!

• You have a six percent closing ratio off of OEM leads (Leads from your manufacturer)
• You have an eight percent closing ratio from 3^rd party leads… but remember that over 70+ percent of the leads you get from 3^rd parties originates from search engine optimization and or search engine marketing
• 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.

*** (Here is the MIND BLOWING PART)

• On average you have a 27 percent closing ratio from membership buying services like:
  • Costco
  • BJs
  • Sam’s Club
  • AAA
  • Etc…
  • As a matter of fact Costco had a 35 percent closing ratio!

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”.

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 www.njcops.comit 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:

• Every Police Department in NJ
• Every Sheriff Department in NJ
• Every Correctional Facility in NJ
• Every State Trooper Barrack in NJ
• Every Federal Agency located in NJ
• EVEN Law Enforcement from outside NJ like NY, Maryland etc… views this publication.

I created a full page ad in the free publication as well as full digital marketing and branding on their website www.njcops.com . 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!  

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.

What you need to do to start selling on a macro level versus a micro level is:

• Understand the difference
• 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…
• Create a POWERFUL “Value Package Proposition” for your targeted Macro Audience.
• Create a POWERFUL Marketing Campaign to fully engage your new audience
• Get ready to sell a lot more cars!

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

http://www.dealersynergy.com 

Schedule your priorities, Not prioritize your schedule

“Things which matter most should never be at the mercy of things which matter least.”

—     Johann Wolfgang von Goethe

 http://www.dealersynergy.com 

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 nothing 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,” “a constant fire drill,” “not organized,” “overwhelming,” “stressful,” etc.

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 time management. 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.”

You can get up and have a positive attitude and want to work really hard, but if you have no plan, you can’t expect to be tremendously successful. Don’t get me wrong — I am sure you can have some success. It will only be short lived, however, or not at the full magnitude that you are capable.

Here is an example: If I said to everyone reading this AutoSuccess article that I am giving away $1,000,000 to anyone 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 more to the catch. The map is of the city of San Francisco. Uh, oh. That changes everything, because the rules of the $1,000,000 giveaway is that you have to use this map and only this map.

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.

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.

We all have multiple roles in our life. We are not just automotive professionals. Some additional roles that you might fall into include:

• Parent • Son/daughter • Brother/sister • Manager

• Leader • Owner • Trainer • Motivator

• Analyst • Friend • Volunteer • Veteran

• Paramedic • Athlete • Pet owner • Community activist

• Baby Sitter (which can have multiple meanings…)

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?

There is a better way.

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:

• Showroom appointments

• Training sessions (can be from the dealership or on your own)

• Phone call and follow-up time

• Breaks, lunch, etc. (it is important to refresh yourself and “sharpen the saw”)

• Any days off

• Clients anniversaries, birthdays or other important dates

• Personal friends’/relatives’ anniversaries, birthdays or other important dates

• Special time with family (and or friends)

• Health appointments (doctors etc…)

• Relaxation time

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.

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.