Massachusetts State Automobile Dealers Association Presentation - Internet Sales / BDC

1. Cell: 267-319-6776; sean@dealersynergy.com Keeping What’s Yours (And Taking What’s Theirs)

2. Sean V. Bradley Friday, June 21, 2013 Cell: 267-319-6776; sean@dealersynergy.com

3. Cell: 267-319-6776; sean@dealersynergy.com Sean V. Bradley

4. Cell: 267-319-6776; sean@dealersynergy.com Success Stories

5. Cell: 267-319-6776; sean@dealersynergy.com

6. Cell: 267-319-6776; sean@dealersynergy.com We ONLY have 86,400 seconds in a day… (4,500 seconds in this presentation)

7. Cell: 267-319-6776; sean@dealersynergy.com 15+ Million Car Sales Projected… Are you taking advantage of the tremendous opportunity?

8. Are You Dipping Your Toe In The Water… Or, Are You Scuba Diving? Cell: 267-319-6776; sean@dealersynergy.com

9. Cell: 267-319-6776; sean@dealersynergy.com IMPORTANT Statistics That You NEED to Know • Over 92-99% of Americans go online before they Step foot into a dealership • The average Internet prospect is a 45-90 Day opportunity • The average prospect is searching 5-8 OTHER Dealerships or websites • The average prospect is influenced by 18+ mediums before they decide

12. Cell: 267-319-6776; sean@dealersynergy.com Lets Take A Closer Look At The Money…

13. Cell: 267-319-6776; sean@dealersynergy.com The Average Dealership in the US… • Sells 96 units per month • Has 10 sales people • 4-5 Managers • Average Sales Person sells 9.6 units • Dealerships has 500 “Ups” per month • Average closing ratio is 19% • Average Cost Per Sale = $600 per car!

14. Cell: 267-319-6776; sean@dealersynergy.com A Successful Internet DEALERSHIP • Can Sell OVER 100 units per month ONLINE • 1 Internet Director & 5 Internet Sales Coordinators (Appointment Setters) • Average Coordinator = 20 units! • Internet Leads = 1,000+ • Average closing ratio is 47% (in showroom) • Average Cost Per Sale (A) = $190 per car!

15. Cell: 267-319-6776; sean@dealersynergy.com Are you engaging the 92-99% of shoppers? Then what is your: • Strategy ? • Infrastructure ? • Lead count ? • Message ? • Success rate ?

16. Cell: 267-319-6776; sean@dealersynergy.com An internet department is made or broken, maximized or underutilized in 4 key areas. The Four P’s

17. Cell: 267-319-6776; sean@dealersynergy.com Products (Resources) • CRM/ILM • Website • Call Monitoring Tool • Inventory Pricing Tool • Telephones, Cell Phones, Head Sets • Templates, Scripts, Word Tracks, • Objections/Rebuttals • Hardware – Computes, iPads, Laptops, etc. – Video Production Equipment – Video/Digital Cameras

18. Cell: 267-319-6776; sean@dealersynergy.com 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 • Personal Development • Motivation, Inspiration, Leadership • Tracking/Accountability • Coaching, Mentoring • Support

19. Cell: 267-319-6776; sean@dealersynergy.com 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

20. Cell: 267-319-6776; sean@dealersynergy.com Promotions • How To DOMINATE “Googleopoly” • Onsite/Offsite 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 • Mobile!

21. Cell: 267-319-6776; sean@dealersynergy.com Putting it All Together…

22. Cell: 267-319-6776; sean@dealersynergy.com • ONLY .5% of people go past the 1st Page • ONLY 20% Of People Will “Click” Pay Per Click Ads • ORGANIC Optimization is the MOST Powerful Strategy • Google Prefers VIDEO Content OVER Static Content & Links • Videos show up in 50% of Google Searches FACTS

24. Cell: 267-319-6776; sean@dealersynergy.com Understanding the Power of Video The average buyer spends 11 hours performing online research with three hours spent on video on and two hours doing searches. More then 3 Billion Google Searches are completed daily Videos show up in 50% of Google Searches Video is 53 time more likely to be selected over static text link Video is off place SEO and is ranked more highly then on site SEO

26. Cell: 267-319-6776; sean@dealersynergy.com If your Dealership is like a Row Boat in the Ocean of The Internet… What do you expect?

27. Cell: 267-319-6776; sean@dealersynergy.com Tactical Strategy

28. Cell: 267-319-6776; sean@dealersynergy.com CRUSH The Competition!

33. Cell: 267-319-6776; sean@dealersynergy.com Things You NEED to Focus on: • That there is TREMENDOUS Opportunity Right Now! • Proper Operational Set up & S.O.P.s • CONQUESTING • Video Search Engine Optimization • Mobile

34. Cell: 267-319-6776; sean@dealersynergy.com Sign up for Automotive Internet Sales.com!

Massachusetts State Automobile Dealers Association Presentation - Internet Sales / BDC

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