“Better than a thousand days of diligent study is one day with a great teacher."
--Japanese proverb

As Internet sales professionals occupy an increasingly important role in every dealership, the demand for qualified Internet sales trainers is on the rise.  Working to help auto dealers improve their overall sales performance, these trainers can be the key to whether a dealership’s Internet department sinks or swims. From consultative training to plug-n-play Internet departments, training programs vary as much as Internet departments do.  The key is finding the right program for your dealership’s needs.  Here are a few of the best trainers in the field today.

Automotive Internet Technologies

Al Amersdorfer, President

With his team of auto industry veterans, Al Amersdorfer offers a full-service turnkey solution, or what he calls “the perfect Internet solution,” to help any kind of dealership succeed on the Internet.  Basing programs on each dealership’s “unique qualities,” Automotive Internet Technologies (AIT) offers a variety of training programs including Best Practices and Advanced Internet Training, Internet Operations Analysis and Consultation, as well as Web site design and development.

Consulting and training services can occur in-dealership or at AIT’s Detroit facility.  Classes are held every two months, with periodic review courses for new personnel and existing clients.  Training covers the most tactical aspects to automotive Internet selling, such as reading leads properly, writing emails, handling phone-ups, and using lead management tools.

As part of its ongoing training, AIT performs reviews on dealers’ responses to Internet prospects, close rates, and other metrics.  A big part of any dealership’s success is support from management, says Amersdorfer, so AIT works to include management in the training process, offering reviews and reporting on Internet sales people’s performance.  Pricing is dependent on each dealership’s needs and budget and can range from as low as $600 to in the thousands. Amersdorfer says he asks every client the simple question, “How good do you want to be?”

Web: www.autonettech.com

Email: ait@autonettech.com

Phone: 800.616.2632

Cobalt University - Dealer Advisory Services (DAS)

Kevin Root, Vice President and General Manager

As one of the biggest players in the space, Cobalt Group bundles its training programs with its technology, though you don’t have to use Cobalt technology to use the company’s DAS training programs. Headed up by VP and GM Kevin Root, Cobalt’s training program is the result of field based research conducted on 12,000 high caliber Internet departments. 

The curriculum is based around three platforms, with workshops held in major metro areas nationwide.  Platforms include: Foundation for e-Business Success, which is tailored to Internet sales representatives; Advanced e-Business Strategies, tailored to Internet and business development sales managers; and e-Business Leadership, tailored to GMs and dealer principals.  Catering to both small dealerships and large dealer groups, Cobalt’s two-day training workshops are conducted using computer workstations and Web-based training, with no more than 20 students in a class.

Coursework covers everything from up-to-date research on the industry to role-playing to practical, step-by-step processes for selling cars on the Internet.  Cobalt training emphasizes tracking and performance measurement and getting the maximum return on investment from a dealership’s Internet program.

Web: www.cobaltgroup.com

Email: das@cobaltgroup.com

Phone: 800.909.8244 ext. 8223

Individual phone inquiries can be made to Tina Miller at 206.219.8447.

Dealer Cat and Sales Pro Training Solutions 

Dennis Rushing, CEO

With the introduction of his latest sales training program, Sales Pro Training Solution, CEO Dennis Rushing aims to have sales training schools in 80 locations throughout the US by next year.  Currently there are Sales Pro Training centers in Phoenix and Orlando and Rushing conducts regular workshops in major cities on a regular basis.  

During one week courses, dealers have phones and Internet access, calling on real customers while being coached by Rushing, an expert in the Internet sales arena. Dealers can also use their own lead management tools during training. 

Rushing’s programs go beyond the one-size-fits-all concept.  Through the Internet division, Dealer Cat, dealers can do Web-based training and have access to a library of training materials, including videos.  Dealer Cat's In-house programs offer in-depth training with a customized approach.  Dealers can select the length of training needed.  Dealer clients get charged for access to Rushing’s online program and not usage, so a dealership’s entire sales force can use the program.  Rushing also provides recruiting services, helping dealerships find the best people to staff their sales teams.  

Web: www.thesalespros.com  and www.dealercat.com

Email: info@dealercat.com

Phone: 888.268.2209

e-Dealer Solutions

Patrick Gibson, Owner

Former director of sales at StoneAge, Patrick Gibson, now owner of e-Dealer Solutions, is an expert at handling Internet sales leads.  Working for a lead provider, Gibson saw problems in the processes of how dealers were handling their Internet sales leads.  Gibson’s niche is outsourced Internet management, or offering a "plug-n-play" Internet department solution.  e-Dealers Solutions will pick the right lead providers for its clients, build email templates, send emails and conduct the initial contact with prospects, and weed out the less-than-serious buyers. 

e-Dealers Solutions also focuses on helping dealers properly manage sales lead territories, get the best ROI from leads from their own sites, and work to increase close ratios.  Phone and Web-based training is also available. 

Web: Look for a re-launch of the e-dealersolutions.com Web site - coming soon.

Phone: 866.359.4460

Email: edealersolutions@aol.com

HyperDrive Technologies

Eddie Coleman, CEO

Author of the two definitive books on automotive Internet selling (Mastering the Art of Selling Cars Online and 101 Internet Sales Objections), industry trainer and consultant Eddie Coleman can go into any dealership and do a complete over haul of its sales program or whatever it takes to make it successful.  HyperDrive's consultative training covers everything from the best way to advertise to increasing conversion rates on dealer websites to managing lead providers.

Training can occur in-dealership or over the Web.  Training involves both hands-on tactical skills, such as dealing with the toughest customers, and critical big picture concepts, such as setting departmental goals and developing both short and long term strategies for success.  Focusing on monthly metrics, another aspect to HyperDrive’s training involves monthly sales teleconferences with key dealership staff members; monthly marketing teleconferences and one-on-one consultations; custom monthly targets and goals based on prior months' sales results; a member idea exchange and best practices council; and regular workshops.

Whether a dealership is creating a new Internet department or wants to improve its existing one, HyperDrive offers training solutions to fit any dealership's needs. 

Web: www.hyperdrivetech.com

Email: sales@hyperdrivetech.com

Phone: 503.227.3515 ext. 105 

Kain Automotive

David Kain, President

Former dealer principal and COO of FordDirect, David Kain brings over 20 years of industry experience to Kain Automotive. Offering training in what Kain calls a “complete A-Z” program, Kain Automotive looks at dealerships’ overall sales processes.  Training covers virtually every area in automotive Internet selling, including Internet sales processes, Internet and database marketing, lead provider selection and management, Web site management, reporting, personnel selection and pay plans, and technology.

Training occurs in-dealership and can be customized to suit each dealership’s needs.  Kain Automotive focuses on having ongoing relationships with its clients. Working with both single point auto dealers and large dealer groups, Kain Automotive helps dealerships build entire departments or simply improve efficiencies in existing ones.  Prices vary depending on the scope of projects.

Web: www.kainautomotive.com

Email: david@kainautomotive.com

Phone: 859.533.2626

Results Consultants

Mike Stinsen, President

Results Consultants began as a business consulting company that helped businesses maximize their presence on the Internet.  Seeing a strong need in the automotive space, Results developed training programs to help dealers best use the power of the Internet to their advantage.  With a philosophy of “if it isn’t broken, we don’t fix it,” Results focuses on improving dealerships’ existing systems and processes.  Results can help with everything from equipment assessments to auto responders to lead management tools.  Even if a dealership’s only Internet initiative is to list cars on eBay Motors, Results can help to maximize that program.  By focusing on systems, says president Mike Stinsen, good habits can be developed and performance improved.  

Results conducts in-dealership training, the duration of which depends on the dealership.  The goal is to have a dealership up and running within 30 days, says Stinsen, with ongoing consultations when personnel or other changes occur.

Web: www.rintuit.com

Email: results@rintuit.com

Phone: 817.300.6229

The Rikess Group

Mark Rikess, CEO

Seasoned veteran Mark Rikess offers overall auto sales training, of which, Internet selling is a main program.  Offering a turnkey solution, The Rikess Group conducts a thorough dealership e-commerce assessment, including everything from Web site analysis to marketing strategies to job descriptions. 

A focal point of the program is customer-focused sales processes because, Rikess contends, quality customer service is the most important aspect to sales and the hardest thing to teach.  Training focuses on improving sales and follow-up processes and understanding where consumers truly are in their buying process.  

Another area where Rikess training focuses is on organization. Rikess sees many ISMs getting overwhelmed with sales leads, when good organization skills are all they need to optimize their leads.  An aspect to Rikess' organizational training is human resource organization.  Training includes the role of management in overall Internet department operations and working to get a dealership’s GM and owner on board.  Training dealership leaders and getting their buy-in on the Internet program is essential, says Rikess, as the most successful programs have the support of upper management.  

Assessment and training are conducted in-dealership by Performance Consultants from The Rikess Group.  Training is ongoing or can occur in one-to-two visits to the dealership.  Pricing is quoted after the initial assessment and is dependant on each dealership’s budget.

Web: www.rikessgroup.com

Email: Rikessgroup@rikessgroup.com