Be sure to watch ELEAD1ONE’s Dealer Tip of The Month for March 2017 with David McCaughey, Desk Manager at Camp Chevrolet Cadillac in Spokane, Washington.
Here is the Dealer Tip of The Month from Anthony Stanley, BDC Manager for Priority Honda!
Service – customer retention is a stumbling block for many dealerships. There can be several reasons for this, but one of the main problems is dealers often fail to require the salesperson to make a proper introduction to the service department during the vehicle delivery process. If the salesperson’s pay is not tied to service-customer retention, then it simply isn’t done.
In order to improve sales to service conversions, dealers need to make sure their sales staff has skin in the game by tying this non-negotiable activity to their commission or bonus structure. Then, manage this activity by holding the sales staff accountable, as a condition of their pay and employment, through enforcement and consequences. You will see an immediate rise in tentative first appointments scheduled, which should be followed up with through a comprehensive service-marketing strategy.
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.
Bill Wittenmyer, ELEAD1ONE Partner, was recently featured as a guest blogger on the AutoSuccess Blog. You can find the original post on AutoSuccess Here
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Bill Wittenmyer and Russell Brown from CBT News discuss the evolving relationship between consumers and dealerships, and how dealers can (and should) adapt to new digital marketing strategies! Consumers are no longer tied to the brick and mortar of the dealership throughout their shopping process, but neither are salespeople. Learn what Bill thinks about how dealerships can take advantage of mobile trends, and other technologies.