Rapid Response at JD Power and Associate Automotive Internet Roundtable


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Rapid Response at JD Power and Associate Automotive Internet Roundtable

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  • Rapid Response at JD Power and Associate Automotive Internet Roundtable

    1. 1. Mark Garms, Senior Vice President, Dealer Operations October 2007 KEEP IN TOUCH WITH
    2. 2. Key to Success - Speed of Response Sources: Third-Party Study and Cars Online Study, Cap Gemini 6/07 <ul><li>A quick response from a dealer is critical to high closing ratios </li></ul><ul><li>Dealers responding to Internet customers within an hour have a 25% higher closing ratio </li></ul><ul><li>24% of consumers expect a response within an hour </li></ul><ul><li>Over 50% of consumers will switch to a new dealer if they do not receive a quick enough response </li></ul>
    3. 3. So Many Leads … So Little Staff Source: Survey. com, October 2007 43% of dealers surveyed have only 1-2 sales professionals managing approximately 146 Internet leads per month !
    4. 4. Source: Survey.com, October 2007 and Autobytel Internal Survey, 6/07-10/07 Disconnect Between Dealers and Consumers <ul><li>78% of dealers surveyed say their dealership followed up on leads with a personal response within an hour </li></ul>Dealer Perception <ul><li>21% of consumers indicated that they received a response from the dealership within an hour </li></ul>Consumer Perception Consumers 21% 100% 50% Dealers 78% Response Within 60 Minutes
    5. 5. How it Works Request Submitted The customer submits a Purchase Request “ Tim Rogers. Please hold for message from Bill Smith. You have received a new car lead from Autobytel. Automated Operator A request has come in! Get the details from your Your phone rings! home, office or mobile phone! Make the connection Press “1” to be connected to your customer
    6. 6. Rapid Response Case Studies <ul><li>Castle Toyota/Scion’s results: </li></ul><ul><ul><li>52% higher closing ratios on customers contacted through Rapid Response </li></ul></ul><ul><ul><li>17-30 additional Internet sales per month </li></ul></ul><ul><ul><li>Improved team morale and lower employee turnover </li></ul></ul><ul><li>George Chevrolet’s results: </li></ul><ul><ul><li>Closing ratios improved 300% </li></ul></ul><ul><ul><li>Car sales through Autobytel have doubled </li></ul></ul><ul><ul><li>Customer contact rates improved significantly </li></ul></ul><ul><li>Continental Honda’s results: </li></ul><ul><ul><li>Customer contact rates improved from 30% to nearly 80% </li></ul></ul><ul><ul><li>Sales generated from Autobytel leads tripled </li></ul></ul><ul><ul><li>Improved team morale regarding Internet leads </li></ul></ul>
    7. 7. Dealer Testimonials “ With Autobytel’s Rapid Response service we’ve experienced a near perfect closing ratio .  In one month, we went from selling 50 cars per month to 93 on the Internet .”  Chris Lorenzo, BDC/Internet Director The Great Americans “ When our customers are contacted immediately with Rapid Response, it adds credibility to our establishment .  It sends a message that we want to earn their business.” Scott Schiller, Business Dev Manager Stamford Motors <ul><li>“ Autobytel’s Rapid Response works beautifully - it allows us to connect with customers immediately. Rapid Response has become  an essential part of our dealership’s success . It is truly one of the greatest inventions of our time .” </li></ul><ul><ul><ul><li>Peter Elia, Internet Manager </li></ul></ul></ul><ul><ul><ul><li>Hawthorne Chevrolet </li></ul></ul></ul>
    8. 8. Please join us for a demo