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NEWS
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Consolidate Your Internet Sales Department
The Internet Director's Role, with Full Job Description
by Gilbert A. Chavez
I was doing research for my next article when a mega dealer from the East coast called to ask me what I thought about them consolidating their Internet sales department. I asked, “You mean you’re not consolidated yet?” Gnashing your teeth about the added overhead expense that could come from consolidating your department is not a healthy attitude to take. Whatever you think you might lose in paying a professional to oversee your Internet operations, you most assuredly are losing in productivity. Most dealer groups have a fixed operations guru and an F&I guru; why not an Internet sales guru? This person can be the key to generating the optimal performance for your Internet program.
[FULL STORY]
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Create an Effective Auto Response Email
The Essential First Impression
by David Kain
Each week I mystery shop dealership websites to see how they “greet” me online with their auto response email. The auto response provides the first impression and is an effective way for me to determine if they operate a productive Internet department. As sales people we are all taught the steps to the sale during our first days of training and the greatest emphasis is placed on the initial greeting because it sets the stage for the relationship. Unfortunately, most auto response emails are not an effective greeting for the dealership, and fail to arouse or motivate their audience. Spending the time necessary to make your first impression a great one will be worth your efforts.
This article was also published in the August issue of AutoSuccess.
[FULL STORY]
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Lou Fusz Director’s Customer Contact Schedule
Structure Your Internet Processes for Sales
by Jasen Rice
Once you make the commitment to your Internet department and to marketing your dealership via the Internet, a structured process is going to be the key to whether your efforts yield the results you want. Implement the following structure and customer contact schedule, and you’ll get the results you’re looking for.
This article was also published in the August issue of Dealer Magazine’s Digital Dealer.
[FULL STORY]
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Setting Effective Internet Appointments
Eight Best Practices to Improve Show Ratios
by Jennifer Suzuki
Once you have established a relationship with your prospective buyer, built value in your Internet department, and reviewed your prospect’s vehicle of choice, it’s time to secure an appointment! Here are a few tips.
[FULL STORY]
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Get an Immediate Count of the Number of Buyers in Your Preferred Market
Instant Results Sent to You via Email
A customer who submits a request for more information at a third party site (an Internet lead) is the equivalent to one who walks into your showroom and says, “Hi, I’m interested in this particular vehicle, right now, and here is all my contact information.” Don’t ignore these great customers! Find out how many, from the best auto sites on the Web, including Yahoo Autos, AOL Autos, AutoTrader.com, Edmunds, KBB, MSN Autos, NewCarTest Drive, IntelliChoice, MotorTrend, ABC.com, Intelliprice, WomanMotorist, plus hundreds more, are in your ideal sales territory instantly with the Dealix On-Demand Lead EstimatorSM. Choose multiple franchises, sales territories by mile radius, and Zip codes. Get immediate results.
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Five Trends in Internet Sales
As the Number of Online Buyers Grows, Dealer Skills and Tool Sets Continue to Evolve
by Chip Perry
While dealers may take different approaches to being successful with Internet sales, one thing that Internet sales professionals do agree on is - the number of consumers researching and finding vehicles online continues to skyrocket. As a result, tools for dealing with phone calls, leads and dealership advertising online continue to evolve.
This article was also published in the August issue of Dealer Magazine’s Digital Dealer.
[FULL STORY]
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Industry Reminders
Network with Industry Experts and Top Internet Dealers
AutoSuccess Best Practices Summit III
AutoSuccess’ third Best Practices Summit will take place in Las Vegas, November 3-4, 2005.
Internet Sales Training Workshops by e-Dealer Solutions
e-Dealer Solutions will present a series of Internet sales training workshops: September 12 - Phoenix, AZ; September 13 - Seattle, WA; September 15 - Denver, CO; and September 16 - Houston, TX
Click Full Story for details.
[FULL STORY]
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