Jim Flint, President Of Local Search Group Reviews the Internet Sales 20 Group in Los Angeles, Ca
Congratulations Kristen Buckley For Winning The Internet Sales 20 Group's "Best Idea Contest" $1,000 CASH Prize Sponsored By Dealertrack Technologies
Canadian Internet & Digital Marketing Director, Ryan Holtz Reviews the Internet Sales 20 Group
Ryan flew all the way from Canada to attend the most recent Internet Sales 20 group in Los Angeles. He was blown away by the #is20g. He said it was the BEST conference that he has ever attended... EVER!
The Evolution Of The Automotive Sales Industry - Automotive Internet Sales - Car Sales
The Internet Sales 20 Group's VIP Networking Party Will Be Held In Hollywood's #1 Nightclub, The Emerson Theatre
The 2013 Internet Sales 20 Group in Los Angeles California will have its VIP Networking event in Hollywood's #1 Nightclub, The Emerson Theatre!!
The VIP Networking event is being sponsored by TrueCar & Trade-In Velocity
In addition, DealerTrack will be GIVING AWAY $1,000 CASH for the "Best Idea Contest"!!
You do NOT want to MISS this event!!!
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CarsDirect.com is pleased to be a presenting sponsor at the upcoming Internet 20 Sales Group Los Angeles , taking place November 12-14 at the Renaissance LAX Hotel. This award-winning sales workshop is focused exclusively on Internet sales!
Our seasoned CarsDirect Internet sales experts will explore the latest buying trends, the reasons customers aren't buying, and how you can change your processes to immediately improve closing ratios. Attendance at this event is limited, so secure your spot today!
Best of all, take advantage of these great benefits - a $2,000+ value! - for registering as a CarsDirect dealer:
- $250 off registration costs! Simply use discount code carsdirect1112upon registration check-out.
- A free month of Used Car listings on CarsDirect*
- 25,000 free banner ad impressions on CarsDirect's leading network of automotive websites that gets 35+ million monthly visits**
* with the purchase of two months of CarsDirect Used Car listings
** with the paid purchase of any CarsDirect product
Connect with us:
909 N. Sepulveda Ave.
El Segundo, CA 90245
Yelp and Siri Integration
Did you know Yelp is directly connected to Siri on the iPhone as well as apple maps? Since half of smart phone owners have an iPhone, the effects of Yelp on your business are even greater. Every 5 seconds a call is made to a local business directly from the Yelp platform on iOS, and over 30 percent of all searches on Yelp.com come from a mobile device.
Whenever someone asks Siri to find an “XX business type” near them, Siri automatically pulls up businesses with Yelp reviews attached. If you pull up apple maps and activate your tracking, you can view businesses in your area who all have Yelp reviews automatically attached. It simply cannot be ignored anymore. Yelp has major connections in the area of mobile and online reputation.
So what should you, as a business owner, do? Here’s a checklist:
Claim your page! This shows reviewers that you’re interested in their feedback and you are responsive. It also gives your company a little boost in the search engines.
Fill out all the details of your business, just like you have on your website.
Add photos. This adds a personal touch to the listing.
Respond to reviews, negative AND positive. This keeps the “Google Juice” flowing.
Run a check-in special and advertise it in your store. This will create more buzz about your business online.
Get ACTIVE YELPERS to write reviews for you. If they’re not active (more than one review), their review will most likely get filtered. You need to seek out people who make a habit of leaving reviews for businesses.
Following these guidelines, and identifying active yelpers will boost your business ratings as well as your SEO. It’s very clear that it’s a new age of online reviews and Yelp has staked its claim at the top.
Gaining the Competitive Edge As A Member Of A 20 Group
Before I go into the “why”, let’s discuss the “what”. Specifically, what is a 20 group? A “20 Group” is a group of dealers in noncompeting markets that get together in exotic locations nationally and internationally, on a quarterly basis, to “synergize”. Although once required that a group consist of approximately 20 dealers (hence the name “20 Group”), this does not always hold true today. Some “20 groups” consist of 30 dealers while others may only consist of 15. Ultimately, the number of dealers in the group is not as relevant as the criteria by which the group itself is structured.
Today 20 Groups are structured a little differently, but it’s important to understand their origin in order to appreciate their evolution. Originally, the 20 group audience was composed of Dealer Principals, General Managers and/or senior executives of the dealership. It also originally focused on franchise dealerships. For example, in a “Toyota” 20 Group, you would find 20 different Toyota dealerships from 20 different markets, usually from all over the country. But even though the franchise was exactly the same, diversity still existed within the “Toyota” 20 group itself. For example, you could have dealerships that were small, large, part of a dealer group, part of a corporation, in a rural area, in the city, single point or part of a multi franchise point; all with different strengths, weaknesses, passions and fears. These dealers were intentionally diverse. This was imperative to the success of the 20 group to ensure impartial feedback.
Some of the most common areas of comparison, coverage and discussion in a traditional 20 group were:
- Financial Composite
- Break Down of Different Departments
- New Car Sales
- Used Car Sales
- Advertising / Marketing
- Vendors / Suppliers
- CSI / Customer Service
- Human Resources
- OEM Situations
- Accounting / Floor Plan
- And More…
How was the data collected? Each dealer within the 20 Group would be responsible for filling out their “input sheets”, which would become part of the overall 20 group composite. The input sheets worked as the core for analyzing all of the details, metrics and financials mentioned above. The sheer act of an individual dealership filling out an input sheet and tracking the proper metrics was worth the price of membership. Always remember, what isn’t being tracked, can’t be measured and what can’t be measured, cannot be improved upon. Surprisingly, a lot of dealerships today still simply “wing it”. The 20 group input sheets forces the dealers to hold themselves accountable because they have no choice but to fill them out. Lack of doing so could lead to the dealer being fined or worse yet, kicked out of the 20 group completely. After all, in order for the composite to hold its validity, the numbers must be true. Garbage in equates to garbage out. Now with those completed input sheets, the 20 group, led by the 20 Group “Moderator”, was able to take the dealers individual metrics and consolidate all 20 dealerships’ input sheets into the group’s composite. Upon consolidation of the metrics, the moderator and each dealer within the 20 group, is able to see the entire 20 Group in one view and see which dealers are excelling and which individual category they are excelling in. On the opposite spectrum, the group could see which dealers are struggling, where and why. From this data, the group could create “standards” or “benchmarks”. The group could see who is above, below or on track for 20 Group standards. But, this is only the beginning. Now that all of this “field intelligence” has been exposed, the real “SYNERGY” begins! Within each individual 20 Group session, dealers spend time discussing what is successful, what vendors are good and what strategies are successful. Also, what vendors are bad and what to do when bad things happen. In essence, the composite acts as a conversational starter. The true value is being part of a specific group of like minded people, at your level (or better) and the group works together for one sole goal…to evolve the entire group synergistically.
The core principals described above still remain constant and relevant for today’s 20 groups. People need cars today like they needed cars back then. That hasn’t changed. But what has changed, is the medium by which people are buying cars. With 97% of consumers going online prior to stepping foot into a dealership, the Internet Sales Department was created. As mentioned, 20 Groups originally were for franchised dealers and broken down by franchise. Soon after, Independent Dealership 20 Groups started popping up, followed by:
- Used Car 20 Groups
- Special Finance 20 Groups
- GM 20 Groups
- CFO 20 Groups
- Internet Sales 20 Groups
20 Groups are essential for success in today’s market. Shakespeare said “Show me your friends and I will tell you who you are”. If you are a Dealer Principal, GM, Internet Sales or BDC Director or any other senior executive within a dealership or dealer group, I suggest that you find a 20 Group that fits your dealership’s focus and needs.
Remember to find the RIGHT 20 Group for your unique needs and situation. You do not want to join a CFO 20 Group if you are looking for BDC information and clarity. Just like you wouldn’t hire a Service Writer Trainer to train your Internet Sales Department, you do not want to join a “traditional” 20 Group if you need information, strategy and clarity for Internet Sales. I also suggest that you are careful with 20 Groups that claim to do “everything”. Dr Stephen Covey, author of The 7 Habits of Highly Effective People, says “Put First Things First”. Meaning, you want to identify which area of the dealership you want to perfect first and concentrate solely on that department. Once you solidify the success of that specific department, you can move on to the next focus. For example, if you want to compare and synergize with other Porsche Dealerships, then join a Porsche 20 Group. But if you are looking for clarity on your Internet Sales Department, BDC or Digital Marketing initiative, then find a 20 group that specializes in that area.
Danny Benites, GM Of Greg Lair Buick GMC Will Be a Panelist At Internet Sales 20 Group Los Angeles
Danny Alkassmi, Odo Club Promotional Special For Internet Sales 20 Group Members ONLY
Automotive Internet Sales Interviews TrueCar & Responds To Joe Webb & Brian Pasch...
It seems that there was a negative post about TrueCar recently, http://www.dealerknows.com/is-this-the-beginning-of-the-end-for-truecar/ Joe Webb of Dealer Knows published the post and then a lot of people in the industry started to jump on the band wagon of the negativity. One of those people was Brian Pasch of PCG.
I have a problem about what was said and the people saying it. Especially when TrueCar is the TITLE sponsor for AutoCon... How can you tell dealers that they are great and good enough to be a title sponsor and then say they are wrong or bad out of the other side of your mouth...
So, I wanted to set the record straight. The first part of this video is ME and MY opinion of the situation. And the second part (the majority) of the video is the ACTUAL GoTo Meeting interview with Ken Potter, VP Of Dealer Development & Mike Timmons, Executive VP of TrueCar. Automotive Internet Sales.cm had the opportunity to sit with TrueCar and get their feedback and official position on the situation.
I normally DO NOT get involved in these situations BUT... Ken Potter has been a friend for over 12 years now and I do not like people attacking him unfairly. He is an integrity based individual. And I do not feel that TrueCar is doing ANYTHING wrong with their policy for "Write Offs" on their leads...
I am ALWAYS open for conversation if you want to reach me. Please email me at firstname.lastname@example.org or call me on my cell 267-319-6776
The Alpha Dog, Jim Ziegler wants you to sign up now for the 4th National Internet Sales 20 Group, November 12, 13 and 14 in Los Angeles California BEFORE It Sells Out.
Jim even gives his personal phone number and invites Dealers to call him directly for details.
The Internet Sales 20 Group is going to be Epic!
Sign Up For The Most Powerful Workshop In The Automotive Sales Industry - Internet Sales 20 Group
Make Money Mondays With Sean V. Bradley - Special Guest, Glenn Pasch - Audit Your Search Results
Sean V. Bradley Ft. Kalina Bradley "Stop Making Excuses" Success Is In YOUR Power & Control
12 year old Kalina S. Bradley discusses insight of the "7 Habits Of Highly Effective Teens" as well as the "Secret". Kalina at age 12 has a very balanced life and a clear understanding of what success and "effectiveness" means...
Internet Sales 20 Group Los Angeles, California - November 12, 13 & 14
AutoSuccess Cover Story, Chris Carlson Will be A Speaker At Internet Sales 20 Group
Be sure to check out the Internet Sales 20 Group in November to learn more about this topic...
Look, I get it. I understand that it’s hard for vendors and OEMs to produce a social media solution for their dealers that scales properly while still bringing in good content. I do not, however, understand the concept of not even trying to mix things up. There’s an easy road and a hard road for automotive social media, but there’s also the right road, the one that scales properly while still maintaining individuality and creativity at the core of the service.
I know this for a fact. I’ve developed it.
It wasn’t easy, but it wasn’t hard, either. It took some time, plenty of planning, a ton of testing, and an unyielding principle to do for clients what I would want done if I were at a dealership, but the results have been astounding (beyond my own expectations) and the effort is exactly as it should be – enough to make a strategy that helps dealers sell more cars but not so much that it become cost prohibitive. Every dealer and vendor should examine what they’re doing in social media and decide whether or not it’s worth risking your dealership’s reputation by reposting content from someone else.
Keep in mind, sharing is perfectly acceptable. If you see something on a different Facebook page that your audience will enjoy, share it! Don’t do it too often – it’s not algorithmically viable to have shared content filling your page – but it’s better than grabbing it and reposting it. What’s worse is to grab it and repost it on a bunch of other dealers’ pages as well.
I first noticed this during the Toyota Corolla launch a couple of weeks ago. We posted an image of the new Corolla and it did very well for our client. Minutes later, it was posted again. And again. And again. There’s no telling how many Toyota dealers had the same content posted almost simultaneously, but it wasn’t a case of imitation being the best for of flattery. It was ridiculous, but I let it go. Maybe someone was in a hurry. Maybe our post was just that compelling and needed to be shared. I didn’t think it was a standard practice, but now I know differently.
You deserve better. Your content should be unique regardless of how widespread your marketing company is. Again, and I cannot stress this enough, it’s scalable and extremely effective to post 100% unique content on Facebook for hundreds, even thousands of clients. It’s not acceptable to take shortcuts for the sake of a vendor’s bottom line. It shouldn’t be this way. There’s way too much potential with social media done the right way to allow laziness or cost savings to supersede a client’s needs.
That’s it. Sorry for the rant. This stuff gets me riled up.
Great follow up to the Dallas event everyone! Also great to hear the updates from some of our members, and thank you to everyone that helped me learn last month in at the Internet Sales 20 Group.
I got back to the office and my scatter-brain didn't know what to do first. I have had the advantage of doing this a few times before with a previous job... ;-) so we are doing a pretty good job of not making mistakes as we build moving forward. I find myself continually referring back to my IS20G handbook, and the Thirty-something pages of notes I took in 3 days to help me be thorough in anything we work on improving.
As Karen and Sean Bradley mentioned on the phone, we have to focus on a few goals, then define a way to get there, then have an action plan to accomplish it. I am taking the next step now on working on the next 3 action plans to grow the department. I feel that our team has implemented strategies and process to address our first 3 issues that I deemed urgent at IS20G. Our most important goal was to get rid of our sub-par rating on all customer review websites NOW, and we did some VERY basic things in just one month to see INSTANT improvement:
- Make colorful flyers and put them at all salespeople's desks, as well as the sales tower. Have them actively put them in customers hands while delivering their new vehicle.
- Send "Thank you" cards for everyone that purchased and visited the previous day.
- Conduct "how was your experience" surveys while addressing the "Thank you" cards.
- Send my flyers for reviews in the "Thank you" cards, especially the customers that I speak to and complete the quick survey
- Take pictures of everyone with thier new vehicles! Ask for permission to use the picture on Facebook and other social media websites..and make it FUN! Ask the customer to tag themselves, like/share the picture, and be active in your dealership's pages. Who doesn't like to brag and show-off to everyone when they purchase a new vehicle!??
- SPIFF our salespeople on getting reviews, and asking customers to mention thier names. My personal reward that we came up with here: I buy them a drink! (...no alcohol! Starbucks, Rockstars and Monsters to keep them alert!!! LOL "Drink of thier choice" is inexpensive and goes a long way with your sales team!)
The key to implementing successful proceedures is to have everyone embrace the new process, show everyone in your dealerships that it is a positive thing that you are implementing, and most importantly, make sure everyone is AWARE and proactive in sharing with customers.
I did a simple "S.W.O.T." (Strengths, Weaknesses, Opportunities to grow, Threats to hinder us) analysis to see where I was when I flew back to California a month ago, as opposed to where I am at month end. I can see where I have improved, and where we still have room to implement new strategies to continue to sell more cars, more profitably and more often!
p.s. Let's get on the phone with our Accountabila-buddies! Synergize to be more successful...and see you all in L.A. in November!
Director of Intenet Sales, Lithia Nissan Hyundai of Fresno
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