from 25 to 95 units per month online: how to make it happen for your dealership
TRANSCRIPT
From 25 to 95 Units per Month Online:
How to Make it Happen For Your Dealership
Sean V. Bradley Founder & CEO, Dealer Synergy
Alan Vines Automotive Went From 25 Units Per Month To 95 Units Per Month in 90 Days!
They Went From a “1-Man Show to FULL Internet Sales Department (NOT a BDC) with 5-6 Full Time Internet Sales Coordinators (Phones Sales Experts / Appointment Setters)
Creating the “Business Model”
To SELL an addition 50 units out of their Internet Department… that means to go from 25 – 75 Units
Alan Vines Automotive’s Goal
• 600 ADDITONAL Leads • You want to OVER
Compensate. 600 for 60 sales to “NET INCREASE” 50 Units
• Hire 5 ISC to handle the traffic
• 120 Make or Take Phone Calls Per Day…
• 11 – 14% connection ratio (14 -17 bodies)
• 25 – 33% converted into appointments (4-6)
• 62 - 65% appointments show • 40 - 42% sold units (Varies)
Projection • 120 calls X 5 working days =
600 per week • 600 calls X 4.3 weeks = 2,580
in a month • 2,580 X 14% C = 361.2 • 361 X 33% A = 119.1 • 119 X 62% S = 73.9 • 73.9 X 42 D = 31 UNITS!
The 4 P’s
An Internet Department is made or broken, maximized or underutilized in 4 key areas
PRODUCTS
PEOPLE
PROCESS
PROMOTIONS
An Internet Department is made or broken, maximized or underutilized in 4 key areas
Products (Resources)- • CRM / ILM • Website • Call Monitoring Tool • Inventory Pricing Tool • Telephones, cell phones, head sets • Templates, Scripts, Word Tracks, Objections / Rebuttals • Hardware
• Computers, Ipads, Laptops etc… • Video Production Equipment • Video / Digital Cameras
People- • Assessments of current Staff • Profiling, Recruiting, Screening Interviewing, Hiring • Job Descriptions • Pay Plans: Salary, Commissions, Bonuses, Incentives
etc… • Schedules • Goal Planning, Projecting, Forecasting • Training, Training, Training • Personnel Development • Motivation, Inspiration, Leadership • Tracking / Accountability • Coaching, Mentoring • Support
Process- • Outbound / Inbound Phone Call Process • Outbound / Inbound Email Process • Follow up Process • Engagement Process • How To PROPERLY Qualify a Prospect & Identify wants, wishes,
expectations • *** How to EXCEED expectations with a Value Package
Proposition (Why Buy From Us) • Objections / Rebuttals • How to Handle PRICE, Availability, Credit, No Phone #, “Email
ONLY”, Difficult People etc… How to Handle ALL “What Ifs” • Reviews / Testimonials • Tracking, Reporting, • ** Management is a whole other Power Point
Promotions- • How to DOMINATE “Googleopoly” • Onsite / Off Sites SEO • Video Search Engine Optimization • Video Pre-Roll • Social Media & Social Search Engine Optimization • Reputation Management & Reputation Optimization • Focus Sites / Micro Sites • Pay Per Click (SEM) • Retargeting • Cross Promotional Marketing • OEM Leads • 3rd Party Leads • Online Classifieds • EZ Referrals
Why Don’t People Lift Weights? … Because they are heavy!
Go to AutomotiveInternetSales.com
to read the entire
AutoSuccess Article & to see the video interview of
Durran Cage