Tag Archives: automotive crm

Sales Manager Superstitions

Back in 1998, while I was selling cars at a small Chevrolet dealership in Georgia, we had a daily ritual known as a lot party. This “party” consisted of completely rearranging the lot by moving different types of vehicles to the front line to draw the attention of potential customers. After the cars were moved and lined up precisely, the process of blowing up exactly 99 red balloons began. I’m not really sure why the number had to be exactly 99, other than the fact that our sales manager was a big fan of the 80’s song, “99 Red Balloons,” by the band Nena. Once the balloons were ready, the salespeople gathered 10 to 15 each and began attaching them to the cars on the lot. I don’t know if this garnered any additional business, but my manager insisted this routine be done every day.

The car business, like baseball, is full of these type superstitions. Read More

Better ROI

Being able to capture a lead and track from start to finish provides a clearer picture of the quality of the lead and the quality of the interactions of your sales team. And a good CRM helps dealers measure the benchmarks or activities important to them, such as prospect logging, lead response time, appointment set to shown ratio and most importantly, appointment shown to sold ratio. Read More

Car Dealer Tip of the Month - Aug

Training, Accountability, and Consequences

Even the most experienced salesperson or service advisor needs a 15-minute business tune-up now and then.

I recently tweeted about another company’s salesperson that didn’t know how to calculate forecast and pace — one of the key indicators of the success of a dealership’s sales team. Read More

Turning Leads into Sales

ELEAD Digital is regularly asked how best to grow a dealership’s digital business.   Many factors go into deciding on the best digital strategy to help achieve maximum success. Whether you have an in-house or outsourced BDC or cradle-to-grave style department, the single most important piece is your in-store processes.
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Service is the New Sales

The fixed operations department generates the most profit and is key to the overall success of your store, as we well know. So why are most service departments still operating with antiquated processes and outdated software tools? Why is such a small percentage of marketing dollars allocated to the Service Department versus sales? It is almost as if the Fixed Ops Department is stuck in a time warp.

Over the past ten years, automotive dealerships have installed CRM and trade appraisal systems, desking tools and countless other software programs in their Sales, Internet and Finance Departments. Dealers attend seminars ad nauseam and hire consultants to help them nail down the best processes to practice. Tens of thousands of dollars are spent on advertising, both conventional and digital, yet the Fixed Ops Department is lucky to have a marketing company that sends emails and postcards to retain defecting customers.

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