Use Data Today, To Sell More Cars Tomorrow<br />Chris Fousek<br />eCommerce Director <br />Cadillac Village of Norwood<br ...
1999<br />“See if you can figure this out.”<br />Local Computer Course<br />Salesman<br />The Print out<br />Given the Int...
“Just saying…”<br />“I know 50% of my advertising works…<br /> I just don’t know which 50%”old sales maxim<br />“Be an Ast...
Manage Your Pipeline With Business Intelligence<br />Reduce Cost<br />Increase Revenue<br />Improve Customer Satisfaction<...
Business Intelligence?<br />Computer-based techniques used to spot, dig-out, and analyze business data. <br />Historical, ...
Your Pipeline<br />Is only as good as the sum of it’s parts<br />Know your parts – don’t just mix them in<br />Identify th...
The Now<br />Until Now…<br />What’s been going on<br />Historic Data<br />Trending Data<br />What’s Happening Now…<br />Re...
Until Now…<br />Web Analytics<br />CRM Reporting<br />Call Reporting<br />Inventory Management Reporting<br />Vendor Repor...
#1: Your Web Analytics<br />Analytics Dashboard<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 20...
Always Drill Drown<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<br />
Keep Drilling<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<br />
E-Mail Campaigns & Long Term Follow Up<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<br />
Use Goals<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<br />
#2: Call Reporting<br />Call Analytics<br />Use tracking numbers<br />Source<br />How long is the call?<br />How many conn...
#3: Your CRM<br />LMP: Lead Management Process<br />Leads / Contacts/ Appts / Appt Shows / Sold<br />Leads / Outbound Call...
#4: Additional resources<br />Inventory Management Tools<br />Third Party Leads / Third Party Classifieds<br />Chat/Video/...
Monthly Internet Performance Summary<br />Monthly Snapshot<br />17<br />Chris Fousek  Village Automotive Group  9th Digita...
#5: Third Party ClassifiedMore than just leads…<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 20...
#6: On Exit Web Survey<br />Satisfaction<br />Primary purpose<br />Task completion<br />Why or why not?<br />Your customer...
4q iPercptionsFree tool<br />Avinash Kaushik<br />Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<...
ROI<br />It’s not always a clear ROI formula<br />Identify/Define the purpose of each part<br />What do I want to accompli...
What’s happening Now…<br />Real Time Data<br />Social Data<br />Mobile Platform: Anytime / Anywhere <br />New Technologies...
Chris Fousek  Village Automotive Group  9th Digital Dealer October 2010<br />
A Smarter PlanetIBM Video<br />http://youtu.be/sSSLYIURzmE<br />Chris Fousek  Village Automotive Group  9th Digital Dealer...
On the verge…<br />Social Media<br />Social CRM<br />The Social Data Revolution*<br />Andreas Weigand former Chief Scienti...
The Influence of Social Media<br />It’s not the ROI…<br />It’s the Social Data Revolution<br />Social CRM<br />Social Sear...
Thank you<br />Questions?<br />Chris FousekE Commerce DirectorVillage Automotive Groupcfousek@villageautomotive.com@cfouse...
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Use Data Today to Sell More Cars Tomorrow

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Transcript of "Use Data Today to Sell More Cars Tomorrow"

  1. 1. Use Data Today, To Sell More Cars Tomorrow<br />Chris Fousek<br />eCommerce Director <br />Cadillac Village of Norwood<br />Village Automotive Group9th Digital Dealer October 2010<br />
  2. 2. 1999<br />“See if you can figure this out.”<br />Local Computer Course<br />Salesman<br />The Print out<br />Given the Internet<br />The Leads<br />Website B.I. (Before Inventory)<br />Website as Core<br />The Pathway<br />ISM <br />Sales Manager<br />BDC<br />eCommerce Director<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  3. 3. “Just saying…”<br />“I know 50% of my advertising works…<br /> I just don’t know which 50%”old sales maxim<br />“Be an Astute Student of the Game”<br />Ted Sarandis – Ted NationWEEI - Boston<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  4. 4. Manage Your Pipeline With Business Intelligence<br />Reduce Cost<br />Increase Revenue<br />Improve Customer Satisfaction<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  5. 5. Business Intelligence?<br />Computer-based techniques used to spot, dig-out, and analyze business data. <br />Historical, current, and predictive views of business operations.<br />Common functions are reporting, analytics, data mining, business performance management, benchmarking, text mining, and predictive analytics. <br />Enables & Supports decision making without bias<br />-Wikipedia<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  6. 6. Your Pipeline<br />Is only as good as the sum of it’s parts<br />Know your parts – don’t just mix them in<br />Identify the purpose of the part <br />You can only manage what you understand <br />Measure what you manage<br />Think Accomplishments<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  7. 7. The Now<br />Until Now…<br />What’s been going on<br />Historic Data<br />Trending Data<br />What’s Happening Now…<br />Real Time Data<br />Social Data<br />New Technology<br />Greater Sophistication<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  8. 8. Until Now…<br />Web Analytics<br />CRM Reporting<br />Call Reporting<br />Inventory Management Reporting<br />Vendor Reporting<br />3rd Party Classified / Chat / Video / Lead providers<br />Web Site Surveys<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  9. 9. #1: Your Web Analytics<br />Analytics Dashboard<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  10. 10. Always Drill Drown<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  11. 11. Keep Drilling<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  12. 12. E-Mail Campaigns & Long Term Follow Up<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  13. 13. Use Goals<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  14. 14. #2: Call Reporting<br />Call Analytics<br />Use tracking numbers<br />Source<br />How long is the call?<br />How many connected calls?<br />During what hours?<br />Are they prospects?<br />What time of day ?<br />Remember, the key is to always drill down<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  15. 15. #3: Your CRM<br />LMP: Lead Management Process<br />Leads / Contacts/ Appts / Appt Shows / Sold<br />Leads / Outbound Calls /Outbound E-mailsInbound Calls / Inbound E-mails<br />ROI<br />Cost per lead<br />Cost per sale<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  16. 16. #4: Additional resources<br />Inventory Management Tools<br />Third Party Leads / Third Party Classifieds<br />Chat/Video/Finance/Training ….<br />Excel <br />On Exit Web Survey<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  17. 17. Monthly Internet Performance Summary<br />Monthly Snapshot<br />17<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  18. 18. #5: Third Party ClassifiedMore than just leads…<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  19. 19. #6: On Exit Web Survey<br />Satisfaction<br />Primary purpose<br />Task completion<br />Why or why not?<br />Your customers own words<br />Powerful, simple & FREE<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  20. 20. 4q iPercptionsFree tool<br />Avinash Kaushik<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  21. 21. ROI<br />It’s not always a clear ROI formula<br />Identify/Define the purpose of each part<br />What do I want to accomplish with…<br />My Website<br />The Individual Source<br />Think Dividends<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  22. 22. What’s happening Now…<br />Real Time Data<br />Social Data<br />Mobile Platform: Anytime / Anywhere <br />New Technologies<br />Greater Sophistication <br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  23. 23. Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  24. 24. A Smarter PlanetIBM Video<br />http://youtu.be/sSSLYIURzmE<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  25. 25. On the verge…<br />Social Media<br />Social CRM<br />The Social Data Revolution*<br />Andreas Weigand former Chief Scientist at Amazon<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  26. 26. The Influence of Social Media<br />It’s not the ROI…<br />It’s the Social Data Revolution<br />Social CRM<br />Social Search<br />Social Commerce<br />Socialnomics – Erik Qualman<br />Your Dealerships Own Relevance & Reach<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  27. 27. Thank you<br />Questions?<br />Chris FousekE Commerce DirectorVillage Automotive Groupcfousek@villageautomotive.com@cfouseklinkedin.com/chrisfousek<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
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