David Kain, President of Kain Automotive Inc. covers the 5 Simple Steps to Digital Success in a presentation from October 9, 2015 in San Juan, Puerto Rico

1. 5
Simple Steps
to Digital Success
Presented by David Kain
President, Kain Automotive Inc.
859-269-8302
david@kainautomotive.com
www.KainAutomotive.com
@KainAutomotive
#Live2Lead
#KainTrained

2. David Kain
20 Years of Automotive Retail Experience
Co-founder / previous COO of FordDirect
President of Kain Automotive Inc.

3. 5

4. 1. Customer Experience
2. Employee Development
3. Persistent Processes
4. Compelling Tactics
5. Measure and Adjust

5. 1. Customer Experience

7. DrivingSales.com Study
99% Expected process to be a hassle
50% Leave if a Test Drive is required to get a quote
56% Would buy more with easier processes

8. Trust is built online

9. …then lost on the Floor

10. 17 out of 4002 shoppers
surveyed prefer the
current car buying process

12. 2. Employee Development

17. 3. Persistent Processes

18. 100%
OF YOUR OPPORTUNITIES
COME FROM
MARKETING

19. 100%
OF YOUR SALES
COME FROM
PROCESS

20. Never Give UP!

21. It’s all about Connecting

22. Be 1st and Be BEST!

23. Call 1st
and
Call Often

24. Study
8 Calls
3 Emails

25. Voicemails are
1:1 Commercials

26. Day 1 Day 2 Day 3 Day 5 Day 8 Day 11 Day 14
SP/BDC
Personal
Call
Manager Call if
needed
SP/BDC
Personal Call
Dealer Satisfaction Survey
Email
SP/BDC
Quick Update Email
SP/BDC
Bridge to long-term
Email
SP/BDC
Personal
Call
Auto Response
SP/BDC
Call 2x
SP/BDC
Personal
Email 2x
Optional
Personal
Note & TEXT
SP/BDC
Personal
Email
Manager Email
SP/BDC Quick
Email
SP/BDC Personal
Call
CONNECT&QUICKLY&WITH&&
PERSONAL&COMMUNICATIONS!
SP/BDC
Personal Call
Manager Lead
Review
Meeting
Connec'on!Plan!
“PERSONAL!PUSH”!
Recommended!Ac'ons!
“TWO!WEEK!PRESS”!
Recommended!Ac'ons!

27. 2"x"Month" 1"x"Month"
up"to"3"months"
SP/BDC""
Personal"Call"
Dealership"
eNewsle<er""
&"Specials""Email"
NURTURE&PHASE&&
3&+&Weeks&

28. 4. Compelling Tactics

29. Telephone
Mastery

30. The Power of the
Subject Line

31. Co-Navigate

32. It’s always about the
VEHICLE

33. Leverage Video to
BUILD TRUST

35. 5. Measure and Adjust

37. Marketing ROI
5 x

38. 75% Connection Rate
25% Kept Appointment Rate
60% Sold Appointment Rate
15% Close Rate

39. Close
Rate
Summary
Gross
Profit
Cost
PVS

40. % of Budget

41. Lead Volume : Close Rate

42. 1. Customer Experience
2. Employee Development
3. Persistent Processes
4. Compelling Tactics
5. Measure and Adjust

43. Key Takeaways
1. It’s always about the Customer
2. Serve your Team, they’ll serve your customers
3. Consistency in Processes
4. Tactics that inspire customers
5. What your measure, you can improve

44. Q & A

45. Download the
Presentation at
SlideShare.com
Search - David Kain

46. Muchas Gracias!
Please keep in touch
David@KainAutomotive.com
859-269-8302
www.KainAutomotive.com
www.KainUniversity.com
@KainAutomotive
#KainTrained
#Live2Lead