1. Committed To
Leading
The Great JohnWooden said “It’s the little details that
are vital. Little things make big things happen.”
You can choose to survive or choose to do the little
things brilliantly.
Duane spoke today about confirming appointments.
I talk about the importance of texting daily.
The future is in your hands, your unique commitment to
focus on our goals will make your dreams come true.
Move outside your comfort zone and never give up the
opportunity to get better every day.
I believe in you. I believe you can achieve whatever you
want as a leader in this great commpany. Put it all on the
line and never be satisfied with your past performance.
InYour Corner, Joe
Message from
the coach:
New website,
New digital
Retailing anD New
crm performance
“A Coach must never forget
that he is a leader and not
merely a person with authority.”
– John Wooden
Leadership
SummitOctober 15, 2015
“Leadership is
getting someone
to do what they
don’t want to do,
to achieve what they
want to acheive.”
– Tom Landry
It’s Time to Bring Your “A” Game!

2. Winning Isn’t
Everything,
but it beats anything that
comes in second
new world class website design
4 Texting 4 Email Blasts
4 Scanning Drivers Licenses 4 Appointments and Confirmations
Leaders understand that the SMALL things turn into the BIG wins, and tracking the groups increases in the items
listed above certainly are some of the small things that have turned into big wins that ASAG has experienced:
A Walk Down Memory Lane:
ASAG sales volume from the last full year on eLEAD CRM (2012) to the past 2 years sales volume since moving to
Car Research XRM. ASAG has had New and Used combined sales increases of 8.5% (the first year) and 28.5%
(the second year) over the 2012 numbers when the group was last on eLEAD CRM. See the comparison below:
Sales Volume Increased 28.5%
Last full year with eLEADS CRM:ASAG Group Sales New and Used (2012) = 14,695
2nd Half 2013 thru 1st Half 2014:ASAG Group Sales New and Used (XRM) = 15,941 (Increased 8.5% vs 2012)
2nd Half 2014 thru 1st Half 2015:ASAG Group Sales New and Used (XRM) = 18,892 (Increased 28.5% vs 2012)
I believe that not only has CRM usage increased since moving to XRM, but also the relationship with the eCare
team and account managers team has helped to keep the focus on the ‘small things’ that turn into BIG THINGS!!!!
key performance indicators
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12 Sep-12 Oct-12 Nov-12 Dec-12 TOTAL
eLEAD
CRM
1120 1088 1310 1240 1328 1239 1349 1377 1184 1158 1084 1218 14,695
Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-13 Jan-14 Feb-14 Mar-14 Apr-14 May-14 Jun-14 TOTAL
XRM
CRM
1400 1358 1152 1183 1183 1299 1237 1364 1520 1306 1505 1407 15,914
Jul-14 Aug-14 Sep-14 Oct-14 Nov-14 Dec-14 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 TOTAL
XRM
CRM
1578 1517 1424 1433 1472 1570 1422 1452 1763 1692 1756 1813 18,892
SIMPLE BY DESIGN
1. By having a bigger focus on media, the hero image or slide show does a good job of affirming that the users have
entered an online space which will meet their expectations without introducing unwieldy text and overly specific
messaging. In other words, it’s simple and gets them the info they need immediately rather than getting lost in a sea
of widgets.
RESPONSIVE WEBSITE
2.The “I know what I want” - “I know my budget” - and “I just want to browse” spaces are providing three, meaning-
fully discrete pathways which users effectively identify as being directed towards desirable work flows. Users like feeling
as though they are in control of this process, and these pathways give them that feeling that they are shaping their own
shopping experience.
SEAMLESS WEBSITE
3.The “NewVehicle Lineup” space provides immediate visual feedback for less knowledgeable users who can’t identify
the vehicles they are attracted to by model name alone.
EASY TO NAVIGATE
4.The headings in the top level navigation has an appropriate number of items in their drop downs that given clear cut
categories that you can expand upon. Again, the information is there if you want to access it, but looks clean and to
the point when it isn’t selected.
ENGAGE AND CONVERT
5.The faceted search capacity on the left margin of theVLP is outfitted with checkboxes as opposed to radio buttons
(for most attributes at least) that let people shape their own searches rather than being limited to only one option.
OPTIMAL ONLINE PRICING
6.The stacked pricing arrangements are sufficient to speak to a savings opportunity without overloading the user with
numbers and making it difficult to identify the “listed price that matters.”
What Digital Retailing does for the dealership:
4 Dealers average 8 additional sales per month because this product pulls more serious buyers because you give them
the option to determine themselves vehicle affordability.
4 We’ve had dealers see a 60% plus increase in new vehicle gross profit after investing in Digital Retailing.
4 On average, 30% of Finance Driver leads convert to sales. These deals usually have an average of $480 more profit
than those not involving Digital Retailing.
Yogi Berra
Played on More World
Champions (10) Than Any
Other Player in History
“If you want to walk
the heavenly streets
of gold, you gotta
know the password,
ROLL TIDE ROLL”
– Bear Bryant
“If you come
to a fork in
the road,
take it.”
– Yogi Berra