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NEWS
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Anderson Auto Group: High Sales in Rural Markets
Interview with Internet Director Randy Comer
Anderson Auto Group is comprised of five stores and twelve franchises located in Nebraska, Missouri, and Iowa. Anderson sells a lot of vehicles, and the Internet plays a big role: more than a quarter of 2005’s 8,000-plus sales began as an Internet lead. We spoke with Randy Comer, corporate director of Internet sales, to learn how the dealer group has achieved such remarkable success.
[FULL STORY]
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2006 J.D. Power and Associates Dealer Satisfaction with Online Buying Services Study
Interview with Senior Director Dennis Galbraith and Senior Analyst Min Cho
In September, J.D. Power and Associates released the results of the 2006 Dealer Satisfaction with Online Buying Services Study, in which dealers across the country rated lead providers on a variety of factors relating to how these services help them sell vehicles more efficiently. The Dealix Dealer Newsletter sat down with J.D. Power’s Dennis Galbraith, senior director of Internet studies and marketing solutions, and Min Cho, senior analyst of digital marketing solutions, to discuss this year’s study and the feedback they gleaned from dealers who participated.
[FULL STORY]
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10 Best Practices for Responding to Phone Leads
Like Email Leads, Phone-In Internet Leads Require Special Handling
As with email leads, dealerships should have a set process in place to respond to telephone leads in order to maximize close rates, as well as provide a better customer experience. Yet, too often, dealers fail at the basics: namely having real people answer the calls, and consistently following up in a professional and timely manner. Here are some basics to keep in mind in order to maximize close rate with your phone leads.
[FULL STORY]
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42% of Leads Close within 30 Days
Respond to Prospects Who Are Ready To Buy
Industry studies show that Internet customers who submit leads are serious about buying a car - 42% will so do within a one month, and 68% within three months, according the R.L. Polk and The Cobalt Group’s e-Business Performance Study, which interviewed over 1,300 dealers and analyzed 1.1 million leads. So, it’s extra important for dealers to launch a fast response – and to answer as many leads as they can - because those customers are not going to wait around. Dealix has many leads from serious car buyers - submitted at the best auto sites on the Web, including Edmunds, Motor Trend, Woman Motorist, Automobilemag.com, AOL Autos, Kelley Blue Book, Yahoo Autos, IntelliChoice, AutoTrader.com, MSN, and hundreds more - who are ready to talk to a dealer now. Find out how many are in your market with the Dealix On-Demand Lead EstimatorSM.
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Email or Phone? Don’t Let the Customer Decide
Ward's Cliff Banks Reminds Us that the Phone Is Still the Killer App.
by Cliff Banks
Several years ago, conventional wisdom said people shopping for vehicles online were doing so in order to avoid the dealership. However, if your Internet sales people are sitting behind a computer slamming out email responses to purchase requests, it might be time for another strategy.
This article was orginally published in the September 28, 2006 issue of Ward's Dealer Business.
[FULL STORY]
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Stop Internet Leads from Slipping Away
Meeting Your Prospects Where They Are in the Buying Process
by Kevin T. Root
Is your Internet sales department unknowingly letting Internet sales opportunities slip away? Unfortunately - yes. The good news is you can slow this slippage when you better understand where Internet shoppers truly are in their buying cycle, and then ask the right questions to guide their decision.
[FULL STORY]
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The Value of Trade-Ins
Interview with Industry Veteran Mike McFall, President of Veretech, Inc.
When an Internet sales professional first makes contact with a new prospect, whether or not that person has a trade-in is usually not at the forefront of their mind. Yet, trade-ins can bring so much added value to a new vehicle transaction, that it’s worth it for dealers to bring them in to the discussion early on. We spoke with industry veteran Mike McFall on why trade-ins are so important for dealers and how to maximize this opportunity.
[FULL STORY]
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Dealers, Factories Spending Less on Print Ads, More Online
by Richard Greene
Whether one reads market surveys or listens to industry watchers or talks with dealers, one trend is clear: As the popularity of the Internet as a tool to research, buy and sell vehicles continues to soar, more and more dealerships are shifting limited advertising dollars away from traditional print and increasingly investing in online marketing through their own Web sites and third-party services. And this development will only continue in the foreseeable future, experts report.
[FULL STORY]
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