This month in the Dealix Dealer Newsletter, we’re introducing a new top ten list: The Top 10 Dealers by Close Rate in the Eastern, Middle, and Western US. These dealers are doing a phenomenal job closing their Internet sales leads, so we thought you’d be interested in learning more about who they are. Look for more top ten lists like this in upcoming issues of the Dealix Dealer Newsletter.

# 1 in the Eastern US – Lawrence Toyota of Trenton, NJ
Louise St. Romain, Internet Sales Manager

Louise’s Background:

Louise started as a floor salesperson and also did financing and leasing.  A self-proclaimed “techy,” she was comfortable on the computer because of her background as an IT consultant and web designer.  It was a natural transition for her to become the Internet sales manager and she’s had even more success with her Internet customers.

Percent of total sales that are from the Internet:

~20%

Pecent of total sales that are out of their market:

not a statistic they track

Is their gross higher for Internet or floor sales?

They’re about the same.

How is their Internet department structured?

Louise has an assistant who helps with administration and with emails, so Louise has face time with her customers.  She also coordinates with the floor sales team, handling email correspondence with their customers.  

#1 in the Middle US – Jennings Volkswagen of Glenview, IL 

Brad Hellman, Internet Sales Manager

Brad’s Background:

Brad was a floor salesperson who started relationships with online providers. As the Internet leads side of the business grew, a department was created.  Brad attends training and seminars whenever possible to hone his skills.

Percent of total sales that are from the Internet:

          33%

Percent of total sales that are out of their market:

          Roughly 20% come from beyond 10 miles.

Is their gross higher for Internet or floor sales?

          It’s about the same.

How is their Internet department structured?

One manager contacts all the leads and gives pricing up front. The customer is then turned over to a salesperson for appointments and follow-up.

#1 in the Western US – Pacific Honda of San Diego, CA

Michael Lavezzi, Internet Director

Michael’s Background:

Michael was in telephone sales and sales management and was never a floor salesperson. His GM (Erik Nelson) had the vision of using a phone specialist in the Internet department. Michael runs his department on two basic concepts: 1 - Customer service first. The team is constantly reminded that they are there to service the customer and to help facilitate the customer’s purchase. 2 - Utilize the phone. It's the most powerful tool they have.

Percent of total sales that are from the Internet:

          17%

Percent of total sales that are out of their market:

          ~18%

Is their gross higher for Internet or floor sales?

          It’s about even.

How is their Internet department structured?

Their Internet department is integrated with their Business Development Center.  BDC reps verify Internet inquiries, book appointments with customers and relay communications to the sales force. Pacific’s Internet department focuses on being both a customer service department as well as a sales support department.

About the Study
The Dealix Dealership Close Rate Index^SM is a weighted index based on the number of Internet sales leads that are generated from the Dealix Lead Trading Platform^SM and result in a sale.  Primary data is derived from email and phone surveys conducted on customers that Dealix Corporation delivers to its dealer partners as Internet sales leads.  The smallest accepted sample size per dealership was 50 surveys.  This study does not represent data for all dealers, nor does it claim to state close rates for dealers and Internet leads not included in the study.  This report is brought to you by Dealix Business Intelligence^SM  (DBI^SM).

Eastern US
Rank	Internet Sales Professional	Dealership		State	Franchises		Score
1	Louise St. Romain	Lawrence Toyota		NJ	Toyota		10.00
2	Danny Martin	Pohanka Honda		MD	Honda		9.73
3	Wally Hammond	Rick Hendrick Toyota		NC	Toyota		9.58
4	Laurie Toland	Pasco Motors		FL	Buick, Oldsmobile,  Pontiac, GMC		8.28
5	Steve Pincus	Honda Of Nanuet		NY	Honda		7.28
6	Rhett Sanders	Car Mart Subaru / Wilmington Mitsubishi		MA	Subaru, Mitsubishi		7.51
7	Jeff Haraden & James Goyette	Mohawk Honda		NY	Honda		6.78
8	David Silverstein	Stewart Toyota		FL	Toyota		6.78
9	Bob McNerney	Bernardi Honda/VW		MA	Honda, Volkswagen		6.59
10	Paul Laudenslager	Hendrick Honda		VA	Honda		6.55
Middle US
Rank	Internet Sales  Professional	Dealership		State	Franchises		Score
1	Brad Hellman	Jennings Volkswagen		IL	Volkswagen		10.00
2	Sean Musser	Vandergriff Acura		TX	Acura		9.95
3	Ross Meyer & Gary Thorsten	Maplewood Toyota		MN	Toyota		9.64
4	Scott Haynes & Mark Goodman	Penske Chevrolet		IN	Chevrolet		8.76
5	Phil Noorda	Larry H. Miller Toyota		UT	Toyota		8.65
6	Matt Keech & Dan Drabek	Roger Smith & Sons, Inc.		KS	Toyota		7.93
7	Daryl Sanders	Jeffrey Honda		MI	Honda		7.41
8	Ed Harris	Superior Toyota		KS	Toyota		7.15
9	Robert Koreman	Woodfield Lexus		IL	Lexus		6.89
10	Ernest Moss, Tom Charpentir,   & Steve Buras	Ray Brandt Toyota		LA	Toyota		6.74
Western US
Rank	Internet Sales  Professional	Dealership		State	Franchises		Score
1	Michael Lavezzi	Pacific Honda		CA	Honda		10.00
2	Rob Trackman	Valencia Chrysler Jeep		CA	Chrysler, Jeep		8.44
3	Barry Raygan & Carol Strukel	Santa Ana Honda		CA	Honda		8.44
4	Matt Orr & Terry Middlesworth	Crown Lexus		CA	Lexus		8.14
5	Ken Aloha, Doug Stetson  & Doug  Stetson	McKenna Motors		CA	Isuzu, Volkswagen		8.10
6	Steve Jackson, Tom Holst &  Larry Bosworth	Magnussen's Dodge Chrysler Jeep		CA	Chrysler, Jeep,  Dodge		8.02
7	Radek Kubiak	Capitol Honda		CA	Honda		7.59
8	Steve Smith & Rick  Baker	Tempe Honda		AZ	Honda		7.55
9	Larry Underwood	Frontier Infiniti		CA	Infiniti		7.55
10	Tom Heutmaker	Bowen Scarff Ford Sales		WA	Ford		7.55