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NEWS
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Neil Automotive: a Big Commitment to the Internet Pays Off
Interview with Internet Director Sande Caplin
by Carl Montgomery
Neil Automotive is comprised of four stores and nine franchises located in two Long Island towns, Medford and Lynbrook. This is a business that sells a lot of vehicles—over 7,500 in 2005. Of these sales, 1,400 (18%) began as an Internet lead. We spoke with Internet director Sande Caplin to learn a bit about how Neil Automotive has achieved such remarkable success.
[FULL STORY]
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How to Staff Your Internet Department
Where to Find Talent and What Skills to Look for
Building a strong Internet team, or even hiring one Internet sales manager, can be a major challenge for many dealerships. Yet, it’s a critical area of operations that cannot be overlooked. For this article, we spoke with some of the industry’s top Internet sales trainers and dealers to find out where they find the right people for the job, and what skills they think are the most important.
[FULL STORY]
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56% of Leads Convert to Sales
Did They Buy from Your Dealership?
A new study by R.L. Polk and The Cobalt Group found that 56% of 1.1 million Internet leads studied resulted in a sale. Dealix aggregates high quality leads from the top sites on the Web, including: Edmunds, AOL Autos, Motor Trend, Kelley Blue Book, Yahoo Autos, IntelliChoice, AutoTrader.com, MSN Autos, and hundreds more, to connect you with serious car buyers. Don’t lose these sales to a competitor! Find out how many buyers are in your target market instantly with the Dealix On-Demand Lead EstimatorSM. Select your franchises, set the size of your territory, and get immediate results sent directly to your email inbox.
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How to Maintain Gross with Internet Customers
Creating a Value Package Proposition
by Sean V. Bradley
With the vast majority of car buyers going online before they ever step foot into a dealership, almost every customer is now an “Internet customer.” So, if your dealership can make gross with traditional "floor" customers, then you’ve got to be able to maintain gross with people who come to you via the Internet - because they now represent the majority of your customers.
[FULL STORY]
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Internet Customers? Not Anymore
CEO of Dominion Auto Group on the New Car Buyer
by Cliff Banks
Ten years ago, customers shopping online for cars were different. They shopped price and demanded better treatment. Now the Internet has gone beyond these so-called elite shoppers and is being used by the masses. Studies indicate anywhere from 60% to nearly 90% of automotive buyers conduct part of their search online. Ted Linhart, CEO for the Dominion Auto Group in Richmond, VA, says it is time to get rid of the idea that automotive Internet customers are different from other customers.
This article was originally published in the June 14, 2006 issue of Ward’s Dealer Business.
[FULL STORY]
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Home Field Advantage
Your Website at Work
by David Kain
When a sports team plays a home game, there is always the intangible advantage that comes from playing on their own field. Dealerships have a home field advantage too – it’s called the showroom – and it works similar to a home field in sports. The showroom is where the dealership has the most opportunity to motivate a customer to purchase. However, most prospects will not see a live showroom, so sales managers need to utilize their dealership's website as a primary marketing tool to increase opportunities and sales.
This article was originally published in the July 2006 issue of AutoSuccess Magazine.
[FULL STORY]
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Third-Party Internet Leads: Connecting Your Cars to More Customers
How You Optimize Leads Can Lead to Higher Profits
by Tamara Seymour
There is little doubt that third-party Internet lead providers offer a valuable service. Today, the focus is not so much on what the provider does, but on what your dealership can do to ensure higher quality leads that ultimately convert to real customers. By taking a fresh look at these leads and their providers and implementing some suggestions from industry experts, third-party Internet leads have the potential to make you more profitable.
This article was originally published in the June issue of Dealer Marketing Magazine.
[FULL STORY]
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Top Internet Sales Teams of Q2 2006
Dealers with the Highest Close Rate across the US
by Tracy Kraft
It’s time to announce the Top Internet Sales Teams for the second quarter of 2006. These dealerships have a strong momentum going as they enter the summer selling season because of their consistently high lead close rates. For this issue, we spoke with two sales veterans who started out selling on the floor and eventually migrated to Internet sales. Here’s what they had to say about how they’ve been so successful.
[FULL STORY]
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Internet Training and Industry Reminders
Upcoming Workshops, Dealer Marketing Magazine Resource Book, and More
Click Full Story for details.
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Previously in the Dealix Dealer Newsletter
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