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From 25 to 95 Units per Month Online: How to Make it Happen For Your Dealership

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http://www.automotiveinternetsales.com
http://www.internetsales20group.com
Alan Vines Automotive from Jackson Tennessee went from 25 units per month online to over 95 units per month online and I broke down how they did it and how ANY dealership can do it...

From 25 to 95 Units per Month Online: How to Make it Happen For Your Dealership

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From 25 to 95 Units per Month Online: How to Make it Happen For Your Dealership

  1. 1. From 25 to 95 Units per Month Online: How to Make it Happen For Your Dealership • Sean V. Bradley Founder & CEO, Dealer Synergy
  2. 2. Moderator Becky Ross Marketing Manager Office: (303) 228-8753 bross@kpaonline.com
  3. 3. Presenter• Sean V. Bradley• Founder & CEO,• Dealer Synergy• (866) 432-3555• seanb@dealersynergy.com
  4. 4. QUESTIONSQuestions If you have questions during the presentation, please submit them using the “Questions” feature Questions will be answered at the end of the webinar
  5. 5. Alan Vines Automotive Went From25 Units Per Month To 95 Units PerMonth in 90 Days!They Went From a “1-Man Show toFULL Internet Sales Department (NOTa BDC) with 5-6 Full Time InternetSales Coordinators (Phones SalesExperts / Appointment Setters)
  6. 6. Creating the “Business Model”
  7. 7. Alan Vines Automotive’s GoalTo SELL an addition 50 units out of their Internet Department…that means to go from 25 – 75 Units
  8. 8. • 600 ADDITONAL Leads • You want to OVER Compensate. 600 for 60 sales to “NET INCREASE” 50 Units• Hire 5 ISC to handle the traffic
  9. 9. • 120 Make or Take Phone Calls Per Day…• 11 – 14% connection ratio (14 -17 bodies)• 25 – 33% converted into appointments (4-6)• 62 - 65% appointments show• 40 - 42% sold units (Varies)Projection• 120 calls X 5 working days = 600 per week• 600 calls X 4.3 weeks = 2,580 in a month• 2,580 X 14% C = 361.2• 361 X 33% A = 119.1• 119 X 62% S = 73.9• 73.9 X 42 D = 31 UNITS!
  10. 10. An Internet Department is made or broken, maximized or underutilized in 4 key areas The 4 P’s PRODUCTS PEOPLE PROCESS PROMOTIONS
  11. 11. An Internet Department is made or broken, maximized or underutilized in 4 key areas
  12. 12. Products (Resources)- • CRM / ILM • Website • Call Monitoring Tool • Inventory Pricing Tool • Telephones, cell phones, head sets • Templates, Scripts, Word Tracks, Objections / Rebuttals • Hardware • Computers, Ipads, Laptops etc… • Video Production Equipment • Video / Digital Cameras
  13. 13. People- • Assessments of current Staff • Profiling, Recruiting, Screening Interviewing, Hiring • Job Descriptions • Pay Plans: Salary, Commissions, Bonuses, Incentives etc… • Schedules • Goal Planning, Projecting, Forecasting • Training, Training, Training • Personnel Development • Motivation, Inspiration, Leadership • Tracking / Accountability • Coaching, Mentoring • Support
  14. 14. Process- • Outbound / Inbound Phone Call Process • Outbound / Inbound Email Process • Follow up Process • Engagement Process • How To PROPERLY Qualify a Prospect & Identify wants, wishes, expectations • *** How to EXCEED expectations with a Value Package Proposition (Why Buy From Us) • Objections / Rebuttals • How to Handle PRICE, Availability, Credit, No Phone #, “Email ONLY”, Difficult People etc… How to Handle ALL “What Ifs” • Reviews / Testimonials • Tracking, Reporting, • ** Management is a whole other Power Point 
  15. 15. Promotions- • How to DOMINATE “Googleopoly” • Onsite / Off Sites SEO • Video Search Engine Optimization • Video Pre-Roll • Social Media & Social Search Engine Optimization • Reputation Management & Reputation Optimization • Focus Sites / Micro Sites • Pay Per Click (SEM) • Retargeting • Cross Promotional Marketing • OEM Leads • 3rd Party Leads • Online Classifieds • EZ Referrals
  16. 16. Why Don’t People Lift Weights? … Because they are heavy!
  17. 17. Go toAutomotiveInternetSales.com to read the entire AutoSuccess Article & tosee the video interview of Durran Cage

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