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Use Data Today to Sell More Cars Tomorrow
 

Use Data Today to Sell More Cars Tomorrow

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    Use Data Today to Sell More Cars Tomorrow Use Data Today to Sell More Cars Tomorrow Presentation Transcript

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