Thank you for the presentation. Does anyone have any other questions?

1. Pg. 36
BDC & Internet
Department HR
Craig Lockerd
Founder
AutoMax Recruiting and Training

2. Did You Hire Them Dead, or Kill Them After You Got
Them?

3. Quality/Quantity Of Applicants
 How To Write An Effective Help Wanted Ad
 Where To Post The Help Wanted Ad For
Maximum Result
 Does Your Dealership Have A Career Tab
 Job Aggregators – Indeed.com, SimplyHired.com, Twitter, Etc.
 Carjobsonline.com
 Scheduling Interviews Applicant Tracking System
( ATS)

4. How To Write An Effective
Help Wanted Ad
1. Title of help wanted ad
2. Body of the ad
3. Keywords and Tags
Think Search

5. How To Write An Effective
Help Wanted Ad
Title
The title of your help wanted ad must be specific and have the
highest search potential.
Example: Interactive Marketing Developer/Automotive Internet
Salesperson, rather than Internet Sales Example: Internet Product
Specialist/Automotive Customer Service, rather than BDC.
Name of your dealership and experience level
How you titled you ad is important for search and also tracking
which we will discuss later in the workshop.

6. How To Write An Effective
Help Wanted Ad
Body / Description
Example:
Increasing traffic has put ABC Motors in need of superstar
internet salesman. Top comp plan in the area, tons of
inventory.
Don’t ever use that

7. What hasn’t changed in 50 years, what we “Think”
employees want
1. Good Wages
2. Job Security
3. Promotion/growth opportunities
4. Good working conditions
5. Interesting work
6. Personal loyalty to workers
7. Tactful discipline
8. Full appreciation for work done
9. Sympathetic help with personal problems
10. Feeling “in” on things

8. What Employees Actually Want
1. Full appreciation for work done
2. Feeling “in” on things
3. Sympathetic help on personal problems
4. Job security
5. Good wages
6. Interesting work
7. Promotion/growth opportunities
8. Personal loyalty to workers
9. Good working conditions
10. Tactful discipline

9. How To Write An Effective
Help Wanted Ad
Body / Description Continued
 Use success stories that you currently employ with pictures.
 Tell the job seekers why you work there and why it’s such a swell
place.
 Talk about the culture of your dealership, community involvement
etc.
 Determine appropriate attire, interview dates and time, and who to ask
for.
 Exact dealership location and map if applicable.
 Paragraph discussing other industries in your area where you can
tap into top talent.

10. In 2011, 94% of vehicle purchases started with the Internet.
Customers spend an average of 18 hours researching vehicles and
companies.
40% of dealership sales come from the Internet.
We are making a considerable investment to ensure you have the
best opportunities.

11. Primary Responsibilities:
• Communicates effectively with Internet customers within
established time frames.
• Has thorough knowledge of all dealership products and
services.
• Sets up appointments for customers to visit the dealership for
test drives and sales presentations.
• Utilizes Social Channels to communicate with prospects and
customers
• Utilizes Data Mining tools to attract new opportunities
• Entices the customer to visit the dealership and buy a car!

12. Job Requirements
• Outstanding communication skills
• Extremely organized
• Great attitude with a high-energy personality
• Superior customer service skills
• Must have Outstanding phone skills and follow up
• Dealership experience preferred
• Bilingual individuals (Spanish/English) is a plus

13. How To Write An Effective
Help Wanted Ad
Keywords and Tag words:
As many related job titles as possible.
Example:
Keywords – sales clerk, outside sales, call
center, training, recruiting, wireless, careers, resume, internet
sales, advertising
sales, marketing, insurance, finance, consulting, mortgage
broker, automotive, auto sales, auto salesman, car salesman, car
salespeople, salespeople, salesperson, business development, real
estate, pharmaceuticals, restaurant, servers, bartenders, client rep, client
service rep, customer service
rep, sales, salesman, saleswoman, selling, inside sales, account
executive, business development
representative, hospitality, hotel, retail, sales representative, entry
level, new grad, new graduate, sales rep, telemarketing, e-
commerce, internet, military, veteran, vet, army, navy, air

14. Where To Post The Help Wanted
Ad For Maximum Result
1. Career tab on dealership homepage
2. Job can be aggregated by Indeed.com,
Simplyhired.com and Tweetmyjob.com etc.
3. Job aggregator, you determine the budget cost
per click
4. CareerBuilder, Monster, Beyond.com, Ziprecruiter,
Craigslist, etc. Be sure to ask about their niche sites.
5. www.onlinevetjobs.com
6. National Veteran Job Bank
7. carjobsonline.com

15. Scheduling Interviews Applicant
Tracking System ( ATS)
Where did I put that resume?
This phase of tapping into top talent is very
similar to an internet lead.
Get back to them quickly , personally, call to
action store data
Sendouts.com
, hrmdirect.com, halogensoftware.com

16. Interview/Screen
What Does The Interview Process Look Like?
 “So what makes you think you can sell cars?”
 “Why did you leave your last job?”
 “Can you handle 60-hour workweeks?”
 “How do you feel about working with a bunch of men hitting on
you everyday?”
 “Sell me this pen.”
Dealerships Need To Rethink The Interview Process
 Use A Predictive Index Or Screening Tool
 Wunderlick
 D.I.S.C
 The Car Sales Simulator by Hire the Winners

17. KEEPING THE TEAM MOTIVATED
Salespeople Will NOT Be Motivated If Management
Doesn’t Understand Their Real “Why”
 Why Is A Must Instead Of A Should
 Take The Time To Find Out The Why Each Month
 Encourage Salespeople To Express What They Want
 Write It Down
 Obtain The Feeling
 Write It Down
 Keep A Copy And Give A Copy To The Salesperson

18. How Often Should Daily Training
Take Place?
 Training Must Happen Daily!
 Salesperson Lead Training
 Be A Facilitator
 Ask The Sales Team About The Situations Their
Having Trouble With
 Ask Sales Team About Solutions
 The Facilitator Can Share Their Solution
 Creates Engagement

19. Q&A
• Clockerd@AutoMaxRecruiting.com
• Office: 800-878-5090 x 5
• Cell: 609-517-1152
• AutoMaxRecruitingAndTraining.com