September 7th, 2010
Auto dealers and auto makers have been faced with a dilemma this summer. Although sales have been down, partially due to the cash for clunkers program from last summer, the demand has still been there. In a recent survey conducted by Automotive News, 73% of dealers reported that they did not have enough new vehicles in stock, and were losing sales as a result of this. Here is the dilemma. Profits have been posted with the current strategy implemented by the auto makers, which has been to not over produce and sell more vehicles at a lower price, but to produce the amount of vehicles that they expect to sell, and sell these vehicles at a higher price. They can continue to play it safe with this strategy, or take a chance at recapturing those “lost” sales due to lack of stock, and produce more vehicles, believing that they will be able to recapture those lost sales. This is a chance that could be quite profitable, or end poorly if the real demand is not in line with the projected demand. With the economy in the current state that it is in, I don’t expect to see them take this chance, but I’m not so sure that it’s the right decision to play it safe here. What do you think?
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September 2nd, 2010
August auto sales in the U.S plummeted to their lowest point since February this year. 10.8 million Units were sold, which fell well short of the projected sales of about 11.5 million units, reports Automotive News. This can partially be attributed to the cash for clunkers government program that helped maintain auto sale levels last August. There is no doubt that the 21 percent decrease in sales from last August and the lack of the cash for clunkers program this summer are connected. Obviously cash for clunkers was necessary in order to bring the Auto Industry out of the 21 month slump of losing money that it was in until August of last year, but now that the government incentives have ended so that in effect, the government has taken the training wheels off, the question is, will things turn around? Or will sales once again wane, calling for another governmental intervention? Weigh in if you have anything to add.
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September 1st, 2010
In a response to the upcoming federal proposal to implement a letter grading system for new vehicles fuel economy, NADA spokesman Bailey Wood told Automotive News that the National Automobile Dealers Association will oppose the proposed governmental plan. Opposing this proposal was clearly the right move by the NADA, because it was in the best interest of the Auto Dealers, but as a result of this stance that they have taken, they have cemented themselves in a position against the powerful environmental groups that have backed the proposal. And unfortunately for the NADA, this came right after they also recently butted heads with the environmental groups over whether stickers should be put on electric and plug-in hybrid automobiles detailing the pollution that is produced by charging those vehicles, which the NADA was against. The NADA has made all the right moves here, but they have now found themselves in a battle against the government and some powerful lobbyist groups. I’m not sure who will come out on top at the end of this, but it could get ugly. Which party is right here, and whose initiative will get passed? I’m not really sure at this juncture, so weigh in if you have any thoughts or anything to add.
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May 14th, 2010
“If the rate of change on the outside exceeds the rate of change on the inside, the end is near.” -Jack Welch
In the last five years technology has brought many changes to the way we think and operate. At AutoRaptor adapting is one of our major themes. We recently added a mobile version of AutoRaptor to work on the following phones; Iphone, Android and Palm Pre as well as a version for the new Ipad. If you do not have a Smartphone you will still be notified via email of any new leads. We want our users to stay connected, so they can convert the lead to a sale quickly. That is what we are about!
Connection to your customers starts with a process that should be simple, affordable and powerful. The traditional rules using snail mail and cold calling need to be replaced with new marketing rules. Many dealers have a reluctance to enter the social media networks because they do not understand the way people connect digitally. It is not just about the daily things people do; it is about passing information and ideas to your customers on a large scale. It is about staying connected in 140 characters or less. To make social connections succeed you must make a commitment to invest your time and resources to understand what social media is and how it works. Connecting to the customer through social media has many additional benefits; customer service, service appointments, sales appointments, register issues and build a relationship with your existing clients.
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April 5th, 2010
Why are so many dealers DMS databases incomplete? It requires commitment and a process above the normal course of business. You as Owners need to see the benefit and how your database will make you consistent profits. Managing your database is like managing your check book. Out of date balances lead to overdrawn accounts and lost money. As dealers we invest in expensive systems to manage our companies and then do not do our diligence in making sure that the data is useful and accurate. How many incorrect phone numbers, bad addresses and missing information does it take to create some action? As a CRM application that polls dealer databases we see it all. Some dealers rely on the DMS system to refresh their databases monthly and that is a start but the dealer should start at the sale with all contact information from the customer. You as the dealer are required to meet the Red Flag rules since credit is a good part of the transaction. Maintaining a solid database for your records is good business and is a requirement in today’s world. Do not assume it is being done in your dealership, it is boring work but the payback is high. Check your processes today and periodically to assure that you have the database tool that will help sell more cars.
AutoRaptor can migrate your sales history and periodically updates as new business is created. With the ability to export any defined search, having an up to date database is the best marketing strategy you can have. Just follow time proven processes and manage your database today to get on the road to more sales.
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April 2nd, 2010
This a familiar topic that I keep coming back to: Why is it so difficult for some sales people to adopt to new technologies? How many sales people do not have an email address? Approximately 30 percent do not have a personal address let alone one for business use. Getting one is so easy and it is one of the few things in this world that are free. Fear of technology and the lack of understanding of how to use this communication device to create sales stops them in their tracks. Some can talk but just can’t type or spell correctly. I once downloaded a typing program to help my staff get started. It helped some but not all. Sales people who stare out the window waiting for the next up just do not want to change. Proactive follow up is just not in their genes. So how do we make them see the potential to increase their sales by using one piece of technology? You the owner or manager have to champion the process; it always starts by command till the benefit is realized by your staff.
A side benefit is that you will also have an additional way to communicate with your staff, written communications that can tell you that the mail was read, is a sure way to keep everyone on the same page. It is an efficient and productive method to make sure your directives are read and followed.
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February 16th, 2010
What a difference a year makes. This year the show was obvious smaller but the attitudes were a 1000 percent better. Dealers and Exhibitors are looking forward, the sense that the hardest part is over was very evident. The dealers that we spoke too were in quest of better solutions at an economical cost. They were reviewing their options to see if there are alternatives to their current systems and practices that can improve their business.
The DMS systems are under assault to change their behavior and cost structure. Dealer Track was slamming when we stopped by as an alternative to ADP and Reynolds. Dealers want support to be better and cost effective. Everyone is working to keep their customers happy and satisfy their needs but it is a battle.
AutoRaptor had a great show, new business and connecting with all our partners, Carfax, Dealer Track, PBS, AutoTrader, Autobytel, ADP, the list goes on.
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January 28th, 2010
Follow up, follow up, and follow up has been the mantra of Managers and Owners since the horse and buggy years. The though being if you follow up you will sell more cars. Follow up alone will not close more deals, it is only one piece of the puzzle. Relationship building in conjunction with smart follow up is what will increase your closing percentage. Greet and listen to the customer and find his needs and interests as you follow the steps of the sales process. The information that you gather in the first couple minutes will increase your odds of winning the deal. Knowledge is king and the use of technology to record data will give you an edge when you reach for the sale.
Dealers overthink the basics and forget about the sales relationship between a sales person and the potential customer. The concern is more about the steps of the sale than the sale. Steps of the sale and structure are important in the process but building a common ground with the customer will close more deals than just following a restrictive sales process.
Dealers should think of today’s Smartphone, IPod, IPad and the new way to communicate and empower the sales person, it would be a novel idea. I ran a sales floor for over 35 years and empowering does work. All that it needs to work well is a team effort with a strong champion, simple technology and structure. Sales persons will embrace technology and see the benefits of data management as they sell more cars. Empowered sales people do not give away the store; they increase profitability by keeping strong business relations with their customers. Empowerment helps retain sales people, which in turn help retain your customer base. It is a WIN, WIN for all.
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Posted in General Thoughts | No Comments » |
January 10th, 2010
AutoRaptor approaches the idea of a CRM with a different philosophy than its competitors. Our mission is to provide a SALES SOLUTION that can easily be adapted and used by any user with tech skills or not.Why complicate the follow up process with multiple screens and restrictions to the natural sales flow. Without the initial sale the rest does not matter, whether it is fresh leads or your customer base why make it difficult for the end user to follow up.
Many dealers and managers want a system that will control the sales process without human involvement. If a sales person fails in the process they want the system to send a flag that they can react too. I believe that managers need to be pro active in the sales process and correct bad behavior as it happens. With AutoRaptor Managers see real time data entries by their sales persons. It is more effective than alerts of bad behavior. When a sales person enters data to an up sheet, the Manager can see and react to help make a deal. I have seen dealers with other systems make sales persons print an up sheet so they can treat the digital world as their old paper world. The present and future is digital, leave paper in the past and stop the back and forth between the sales person and the customer. Everyone knows that the biggest complaint by the consumers is the back and forth. It is not needed in today’s world, change your though process and you will be surprised how many more cars you can sell.
As Dealers and Managers you need to take charge and a condition of employment for your sales staffs is use the system you’re committed to. Listen to what I hear from some dealers.
*If my sales persons like it I will buy it.
*I do not want to force my Manager to change they way he works.
*We do not sell enough cars to warrant the expense.
*Why change I am making money.
There is more but I think you get the idea, lack of commitment and responsibility by the Dealer for any process or system means failure. AutoRaptor does make it simple and yet powerful as you enter the digital world. Make the move forward and succeed.
All comments welcome,
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January 7th, 2010
AutoRaptor CRM solution is today’s answer for the forward thinking Independent dealer who wants to maximize their profit the simple way. Not every solution has to break the bank; quick return on investment (ROI) married with a high tech sales solution is what will help your business succeed. We have so much confidence in AutoRaptor, that we do not require contracts or setup fees. The only commitment is yours to work the process.
“As an independent dealer, we chose AutoRaptor as a way to more effectively manage our leads. Its low cost and web-based platform was ideal for a dealership of our size. What we also discovered along the way, however, was AutoRaptor’s ability to become an easy to use and comprehensive way to manage deals from beginning to end. “
Jahon Jamali, General Manager
Just one comment from an Independent dealer who sees what technology can do to improve his business. Small staff or large AutoRaptor can handle all types of users with custom settings for the way you operate. Integrated with other web services so that your inventory is always within the application. Desk deals, send emails and follow up, follow up, follow up and win the deal.
Call for a free demo at 888-421-6533 or email to contact@autoraptor.com and get started in managing your leads
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