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Automotive CRM

Increase_Lease_Penetration_Rates

Editor’s Note: A special thanks to contributor, Billy Reynolds, Eastern Regional Vice President of Sales for ELEAD1ONE. As an expert in Leasing and Equity Mining strategies, Billy has helped sales teams increase profits utilizing automotive retail technology at the dealer level and as a vendor partner for almost two decades.

As profit margins continue to shrink on new vehicles, what’s your strategy to make up some of that lost profit? I’ve talked with dealers who are pushing more extras like extended warranties, buying more leads or hiring more staff. But we all know that in this type of market, trying to stay competitive can be a race to the bottom and additional expenses don’t always equal results.

I believe a better strategy is to focus on increasing your volume and decreasing your trade cycle through better maintenance of your lease portfolio. Inside every CRM there should be a recession-proof book of business that requires few budget dollars to reach. Read More

Successful_People_Prepare

This editorial appeared in the April 2017 edition of AutoSuccess Magazine.

As I was catching up with a group of colleagues, one of them used the adage, “I would rather be lucky than good.” I paused for a moment, and then without thinking, I blurted out, “Whoever said that must not have been very good to begin with.” They all looked at me with a familiar expression of sarcastic acknowledgment before one person took the brave step to ask me to explain myself.

While the tone in my answer may have seemed a little cocky or overconfident, my answer and belief in the lack of luck are deeply rooted in preparation. I am not one who hits a windfall — big wins through scratch-offs and raffles have escaped me. Sure, it would be nice to cash in on a big win, but the lack of a quick windfall doesn’t mean fortune hasn’t found its way into my life. I am certainly very fortunate and recognize that good things happen to me and around me. But good occurs because you do good things and put good things out into the universe. For me, those good things are steeped in a foundation of preparation.

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Prepare_Your_Dealership _Digital_Retail

This article was originally published in Dealer Magazine.

Does your dealership offer customers the option to purchase a car online? If not, you’re missing opportunities and sales. According to surveys, 83% of consumers want to do one or more steps of the purchase process online.

Of course, other surveys show that just as many consumers still want to visit a dealership to test drive a vehicle, trade in their vehicles and sign final documents. 

But that doesn’t mean you should adopt a wait-and-see mentality when it comes to online car buying. Manufacturers, large auto groups, used vehicle retailers and other third parties are rolling out a variety of solutions designed to capture sales from customers who are looking for a more convenient car buying process.

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How_to_Motivate_Salespeople

In the car business money has always been used to motivate salespeople. The idea is that commissions are a big enough motivator to drive salespeople to do what they need to do in order to sell a car.

Today we have to question whether this method works on a new breed of salespeople. I’m not referring to Millennials. I’ve never really liked the word “Millennial” because I don’t believe you can slap labels on an entire generation. Besides, I have noticed that many 40- to 50- year old salespeople fit into this new breed; which is simply a large percentage of people who aren’t super motivated by money.

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NADA_2019_Takeaways

Each year dealers, industry experts and automotive professionals head to NADA Expo to catch a preview of the hottest technology and keep up with the latest automotive retail trends. We want to thank our existing and new clients, as well as industry friends who visited our booth and helped us achieve record-breaking success.

Did you miss the show? It’s not too late to join the conversation. Here are some of the biggest highlights from day two of NADA, and we’re still far from over. 

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5 of the Most Popular Topics in Automotive Retail in 2018

As we prepare to usher in 2019, the ELEAD team is feeling grateful for the opportunity to serve our incredible dealer customers, partners and friends. Throughout the year, we continuously learn from the automotive community and its best and brightest dealers, and sharing those tips to help you succeed is one of the best parts of what we do.

In that spirit, we’ve gathered the highlights of what we learned this year and curated a list of our most popular content in 2018 to share with you as you reflect on 2018 and prepare for the New Year.

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