Learn how to involve your entire organization with an all hands on line philosophy. Double profits effortlessly and increase your contact effectivenes.

1. Turning Sales Leads into
Fixed-Ops Customers
You can dot the i(nternet) now learn
how to cross the T’s to maximize profits
Copyright 2013 RayFenster.com LLC

2. Theology
Dealerships all over the
world invest millions of
dollars and still struggle
with making the (i)nternet
work for them. This
presentation will provide a
roadmap on how to get
from ground zero to the
moon. Crossing the T's
starts with understanding
the all hands on line
process and then moving
through simple easy to
understand steps to go
from good - to great - to
excellent.
Copyright 2013 RayFenster.com LLC

3. Trust
Once a dealership
memorializes its philosophy
and has buy in from the top
to the bottom of the
organization the next step
in ensuring the right people
are in place and have what
they need to succeed. The
process must be intuitive
and visible to everyone to
make things happen
efficiently. Your staff should
be able to rely on each
other to ensure prospects
and customers don’t fall
thru the cracks.
Copyright 2013 RayFenster.com LLC

4. Top
For an effective adoption
and implementation the
very top (Dealer Principle)
of the organization must not
only believe in what your
doing but also embrace it.
Facts:
Closing ratios from new sales
leads average between 8% to
12% nationally.
Closing rations on vehicle
sales from service customers
average between 75% to 85%
nationally.
Copyright 2013 RayFenster.com LLC

5. Toe
All Dealership Personnel from
Management including the GM,
All managers and directors
(fixed & Variable), Variable
Operations Staff, New Vehicle
Sales Consultants, Used
Vehicle Sales Consultants,
Internet Managers, Internet
Consultants, Fixed Operations
Staff including; Service
Advisors, Technicians, Parts
Counter, Collision personnel,
Detailers, Porters, etc.
Copyright 2013 RayFenster.com LLC

6. Tactics
A critical component of the
all hands on line system
deals with the proper
implementation of process.
Each organization must
adopt a process that fits its
current structure and allows
for individuals to grow.
While your process may
differ from others some
fundamental principles
must be adhered to.
Copyright 2013 RayFenster.com LLC

7. Team
Because of the competitive
nature of sales it is in many
cases difficult to have the
staff perceive of a team
approach. The way the all
hands on line system works
best is that it allows all
parties to benefit on
success. If an individual
believes that it is work
without reward the team will
most likely have an upward
battle to gain success.
Copyright 2013 RayFenster.com LLC

8. Training
All staff should understand
how and when to use your
CRM. Consistent coaching
and mentoring throughout
the organization what
makes profits soar.
Copyright 2013 RayFenster.com LLC

9. Tariffs
Monetary and/or other
benefits rewards should be a
part of the plan. The
individual that initially
handles a prospect or
customer should receive
some type of reward for
identifying when and
notifying others of a potential
fixed-ops customer.
Copyright 2013 RayFenster.com LLC

10. Techniques
Those that follow up on a
prospect sales lead quickly
with good information go
from good to great, but
those that understand the
customers needs including
servicing the vehicle they
already own go to
excellent.
Copyright 2013 RayFenster.com LLC

11. Transfer
When a new or used car
prospect comes into your
organization it should be
viewed not only as a sales
lead but also a service or
parts potential customer.
Regardless of what CRM
system you have it is
important that templates
are sent that invite the
customer as your guest and
enjoy a non
threatening, non pushing
and pleasant value oriented
visit.
Copyright 2013 RayFenster.com LLC

12. Timing
Consumer buying habits
are changing all the time.
We know that those that
find us through our own
website may buy within 30
days while those that come
for the OEM site may buy
within 90 days of more. It
is therefore important that
both the variable and fixed
ops side of the business
keep in regular contact with
both prospects and
customers.
Copyright 2013 RayFenster.com LLC

13. Transparency
One of the keys for having
a successful closing of
prospects given the new
age of digital is their ability
to understand and accept
all the information they
request without any attempt
to hide or mislead.
Copyright 2013 RayFenster.com LLC

14. Termination
The only time a prospect
should be eliminated from
contact as a potential client
is when they ask to opt out.
The buying cycle for many
will be long than 90 days
and we must remember
that the average age of
vehicle ownership is now
over 10 years.
Copyright 2013 RayFenster.com LLC

15. Copyright 2013 RayFenster.com LLC