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How to Create an Interdependent Dealership
by Bridging the Gap Between your Internet
and Showroom Departments
How to Create an Interdependent Dealership
by Bridging the Gap Between your Internet
and Showroom Departments
Sean V. Bradley
CEO
Keynote Speaker
Sean V. Bradley, CSP
Current Situation Analysis
Overview
average showroom sales consultant sells 9.6 units per
month
10 sales people, 2 - 3 managers (plus F&I) for 360 “ups” and 96
deliveries!
Current Situation Analysis
Output
Deliveries
360
“ups”
96
Sales team
Current Situation Analysis
Allocation
Total opportunitiesResidual Flow FactorFresh Internet leads
650400 250
Sales team
Current Situation Analysis
Conflict
Lack of respect . No support . Lopsided resources . No
training
Current Situation Analysis
Mis-match
Many dealers still do NOT recognize the SINGLE MOST POWERFUL Opportunity… the
INTERNET! The way they engage the Internet is NOT conducive to success.
Current Situation Analysis
Division
Dealers that do recognize the Internet is the ultimate opportunity for profound growth and
success, they almost all fail to implement a true holistic approach.
Doing the SAME thing expecting DIFFERENT results
INSANITY
Current Situation Analysis
Approach
What is the
right way?
Internet Leads
Divide the leads among
showroom staff
Segregated &
dedicated sales team
Team of Internet sales
consultants
Current Situation Analysis
Approach
Action
A DEDICATED TEAM
Open to close
in shifts.
Constant
TEAM of
phone sales
professionals
AND follow up
Evidence
Success Stories
Success Stories
Top 1% FCA Dealer Nationally
#2 CPO Nationally 3 Years running
#1 KIA Dealership in Philadelphia DMA
#4 Mitsu Dealer
Nationally
Proper Showroom Strategy
Individual
Production
Team Synchronization
Dealership Production
Implementation
An interdependent “Internet”
dealership.
Synergistically setting up BOTH the Showroom department as well as the Internet
department and then INTEGRATING them together!
Showroom
dept
Internet
dept
Training & Certification Process for Sales Professionals
Internet / BDC
Process
PhoneEmail
Turn over
not ALWAYS necessary
Setting appts Confirmed appts
Appointment
showsText
Social Media
Video
Follow up
CRM
Operations
protocol
Action
plans
Notes
Prospect
status
Database
segmentation
Create ACCOUNTABILITY . Inspire GROWTH . Produce RESULTS
Sell More Cars
You want to have a Holistic and Synergistic approach to Internet Sales / BDC.
Creating a continuous “customer appointment factory” is the GOAL.
Sean V. Bradley, CSP
Thank you

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