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

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  • 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. 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. “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. 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. 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. 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. 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. 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. #1: Your Web Analytics<br />Analytics Dashboard<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 10. Always Drill Drown<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 11. Keep Drilling<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 12. E-Mail Campaigns & Long Term Follow Up<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 13. Use Goals<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 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. #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. #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. Monthly Internet Performance Summary<br />Monthly Snapshot<br />17<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 18. #5: Third Party ClassifiedMore than just leads…<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 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. 4q iPercptionsFree tool<br />Avinash Kaushik<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 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. 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. Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 24. A Smarter PlanetIBM Video<br />http://youtu.be/sSSLYIURzmE<br />Chris Fousek Village Automotive Group 9th Digital Dealer October 2010<br />
  • 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. 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. 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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