1) The document discusses an interview with Ralph Paglia, Director of Digital Marketing at ADP Dealer Services, in which he provides best practices for handling internet leads.
2) Paglia notes that dealership leads have a higher close rate than third party leads since the customer has already indicated a willingness to do business with that dealership.
3) For third party leads, Paglia advises responding very quickly to invite the customer to the dealer's website, as these customers may be contacting multiple dealers.
Ralph Paglia Interview in Dealer Management WeeklyRalph Paglia
The US Department of Health and Human Services retracted advice given to employees recommending they purchase foreign over domestic vehicles. The department issued an apology after receiving complaints from Michigan representatives about advising the 67,000 employees to buy Toyota, Honda or Nissan instead of Chevrolet, Ford or Dodge in order to cut fuel costs. The retraction shows the Detroit 3 automakers still have political influence despite recent defeats on fuel economy rules.
This document discusses fixing leaks in business operations to improve profitability. It outlines how examining where customers are lost throughout the customer journey can help businesses understand how to increase conversion and repeat purchases. The benefits of fixing leaks include deeper customer understanding, higher customer satisfaction, ROI and profits. Common areas where leaks occur include online sales processes, in-store sales, telephone orders, fulfillment and repeat purchases. Fixing leaks requires analyzing customer data and forming a cross-departmental task force to identify issues and implement solutions.
500Startups Discussion - Startup Selling: Conquering the EnterpriseShervin Talieh
This document provides advice for early stage startups selling to large enterprises. It recommends focusing on learning who the ideal customers are in different size segments. For emerging enterprises, executives may relate better to startups and see opportunities. The document outlines common mistakes like overcommitting and not closing deals. It advises finding early adopters through networks to get feedback and references quickly. Selling requires pushing deals along instead of letting prospects drag things out without commitment. Incumbents will use tactics to prolong deals so startups must qualify prospects and not get stuck in unnecessary meetings or proposals.
Integrate provides high quality, pre-screened sales leads to buyers through an online platform. Leads are verified through multiple checkpoints to ensure accuracy. Both buyers and sellers benefit through this real-time system - buyers get qualified leads and sellers get exposure and revenue. Integrate has solved common issues in lead generation through screening out invalid sources, accurate tracking, effective delivery, and verification.
The annals of commercial history are full of anecdotes about the B2B buyer-seller relationship. Variously described as a contest, a war, a win/win partnership, a value-adding collaboration, a strategic venture, there are very few sales people who don’t have an epic tale to tell about an encounter with a purchasing manager. And, on the other side of the fence, most procurement professionals have plenty to say about sales people!
We wanted to find out how the sales function interacts with procurement in 2012, and for this reason, we decided to re-run a survey we carried out in 2007 which revealed some stark messages about Sales’ preparedness for dealing with this rapidly evolving function. We also added some new questions to the original survey to make for a richer picture.
In essence, the research showed sales people being reactive, transactional, overly focused on face-to-face behavioural negotiation tactics, and unaware of the strategic, analytical and longer term methods being employed by, arguably, a superiorly-educated procurement profession.
Our conclusions are that sales and account management must:-
•Do their homework; undertake Analysis Before Action
•Recognise procurement is after your job as The New Trusted Advisor
•Understand the Levers of Power and Value at play in their key relationships
•Ditch any avoidance behaviour and accept that it’s now Time to Engage with Procurement
We debate the survey results from both the Sales and Procurement points of view, and suggest that no longer this issue can be ignored by suppliers where procurement is in the game.
www.fourpillars.co
This document discusses outsourcing sales and customer service. It provides tips for businesses considering outsourcing, such as establishing goals, visiting call centers, understanding laws, and determining if work will stay domestic. Outsourcing can be cheaper than hiring internally but loses personal touch. Businesses must decide what approach fits their needs best. The summary also touches on keeping sales and customer service in-house through commissioned employees.
FFUSA is a merchant services company that aims to rise above industry norms by making it easy for merchants and prioritizing customer service. The company's founder, John Eliason, has always believed in innovating to help customers. For example, FFUSA developed free software to automatically upgrade merchants' equipment for new payment processes. Additionally, the company's GiveBack Program donates 10% of transaction fees to merchants' chosen charities, benefiting all parties involved. By focusing on long-term relationships over quick sales, FFUSA has achieved low attrition rates and positive feedback from merchants.
Treasure island downbranding a service offering to appeal to the mass market ...Douglas McPherson
If you manage the set-up in the right way and ensure there is a distance from your main brand, fixed price/commoditised off the shelf services can deliver.
Ralph Paglia Interview in Dealer Management WeeklyRalph Paglia
The US Department of Health and Human Services retracted advice given to employees recommending they purchase foreign over domestic vehicles. The department issued an apology after receiving complaints from Michigan representatives about advising the 67,000 employees to buy Toyota, Honda or Nissan instead of Chevrolet, Ford or Dodge in order to cut fuel costs. The retraction shows the Detroit 3 automakers still have political influence despite recent defeats on fuel economy rules.
This document discusses fixing leaks in business operations to improve profitability. It outlines how examining where customers are lost throughout the customer journey can help businesses understand how to increase conversion and repeat purchases. The benefits of fixing leaks include deeper customer understanding, higher customer satisfaction, ROI and profits. Common areas where leaks occur include online sales processes, in-store sales, telephone orders, fulfillment and repeat purchases. Fixing leaks requires analyzing customer data and forming a cross-departmental task force to identify issues and implement solutions.
500Startups Discussion - Startup Selling: Conquering the EnterpriseShervin Talieh
This document provides advice for early stage startups selling to large enterprises. It recommends focusing on learning who the ideal customers are in different size segments. For emerging enterprises, executives may relate better to startups and see opportunities. The document outlines common mistakes like overcommitting and not closing deals. It advises finding early adopters through networks to get feedback and references quickly. Selling requires pushing deals along instead of letting prospects drag things out without commitment. Incumbents will use tactics to prolong deals so startups must qualify prospects and not get stuck in unnecessary meetings or proposals.
Integrate provides high quality, pre-screened sales leads to buyers through an online platform. Leads are verified through multiple checkpoints to ensure accuracy. Both buyers and sellers benefit through this real-time system - buyers get qualified leads and sellers get exposure and revenue. Integrate has solved common issues in lead generation through screening out invalid sources, accurate tracking, effective delivery, and verification.
The annals of commercial history are full of anecdotes about the B2B buyer-seller relationship. Variously described as a contest, a war, a win/win partnership, a value-adding collaboration, a strategic venture, there are very few sales people who don’t have an epic tale to tell about an encounter with a purchasing manager. And, on the other side of the fence, most procurement professionals have plenty to say about sales people!
We wanted to find out how the sales function interacts with procurement in 2012, and for this reason, we decided to re-run a survey we carried out in 2007 which revealed some stark messages about Sales’ preparedness for dealing with this rapidly evolving function. We also added some new questions to the original survey to make for a richer picture.
In essence, the research showed sales people being reactive, transactional, overly focused on face-to-face behavioural negotiation tactics, and unaware of the strategic, analytical and longer term methods being employed by, arguably, a superiorly-educated procurement profession.
Our conclusions are that sales and account management must:-
•Do their homework; undertake Analysis Before Action
•Recognise procurement is after your job as The New Trusted Advisor
•Understand the Levers of Power and Value at play in their key relationships
•Ditch any avoidance behaviour and accept that it’s now Time to Engage with Procurement
We debate the survey results from both the Sales and Procurement points of view, and suggest that no longer this issue can be ignored by suppliers where procurement is in the game.
www.fourpillars.co
This document discusses outsourcing sales and customer service. It provides tips for businesses considering outsourcing, such as establishing goals, visiting call centers, understanding laws, and determining if work will stay domestic. Outsourcing can be cheaper than hiring internally but loses personal touch. Businesses must decide what approach fits their needs best. The summary also touches on keeping sales and customer service in-house through commissioned employees.
FFUSA is a merchant services company that aims to rise above industry norms by making it easy for merchants and prioritizing customer service. The company's founder, John Eliason, has always believed in innovating to help customers. For example, FFUSA developed free software to automatically upgrade merchants' equipment for new payment processes. Additionally, the company's GiveBack Program donates 10% of transaction fees to merchants' chosen charities, benefiting all parties involved. By focusing on long-term relationships over quick sales, FFUSA has achieved low attrition rates and positive feedback from merchants.
Treasure island downbranding a service offering to appeal to the mass market ...Douglas McPherson
If you manage the set-up in the right way and ensure there is a distance from your main brand, fixed price/commoditised off the shelf services can deliver.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For similar content visit http://www.autosuccesssocial.com/
Best Digital Dealer Magazine Issue Ever PrintedRalph Paglia
The document is the homepage for Digital Dealer magazine. It includes headlines promoting becoming a female friendly dealer and integrating CRM with websites. The featured article discusses what type of customer a dealer wants. Other articles discuss maintaining active vs inactive leads and interview an internet manager. The page also includes an auto industry calendar of upcoming events.
The case of missing customer 99.06.outside inSergiu Rusu
The document discusses rethinking business from the customer's perspective. It summarizes how Sprint improved customer experience by addressing small issues like dropped calls, which reduced customer complaints and costs. Research shows companies with better customer experiences significantly outperform competitors financially. However, customer experience problems are difficult to solve because they are rooted across a company's policies, partnerships and processes. Fixing billing issues at Charter by simplifying legal disclaimers improved the customer experience ecosystem.
This newsletter from Automotive Dealers Network provides information and articles related to automotive sales, service, and management. The articles in this issue discuss a dealer who paid for a customer's expensive engine repair out of goodwill, strategies for managing internet leads and digital advertising campaigns, and how struggling dealers are boosting service departments and body shops to increase revenue. The newsletter also promotes upcoming training events and reviews new vehicles and industry trends.
Ralph Paglia is an expert in organizational development and human resource management in the automotive industry. He has over 20 years of experience helping dealerships improve their internet sales processes, including developing best practices for screening, selecting, and training dealership employees. The document discusses strategies for defining roles and responsibilities, documenting processes, and using tools like video assessments to improve hiring and prepare employees for success.
Enterprise Car Share has lower traffic and engagement than competitor Zipcar based on a traffic analysis. Enterprise averages 113,558 monthly visits and 100,908 unique visitors compared to Zipcar's 1,516,666 monthly visits and 765,966 unique visitors. Enterprise could improve by adding 3D car tours to provide value and encourage longer visits by allowing users to explore vehicle options in detail.
Cellular Sales of Knoxville has created a unique business model for selling Verizon Wireless products through retail stores. They focus on personal relationships, with each salesperson serving as a dedicated representative for their customers. This personal approach has allowed Cellular Sales to continue growing, with same store sales up 50%, even during the economic recession. Their model of empowering individual salespeople and prioritizing customer service has proven successful.
D-A-T-I-N-G Your Customer® for nightclubs and barsJames Feldman
The most competitive differentiation for any business is Customer retention. It's all about relationships. Develop retention plans for your employees, suppliers, and of course your Customers. It costs more to obtain new ones that retain existing ones. Focus on What's In It For Them...not you.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Customer experience letter Bank of America thoughtsClient X Client
Bank of America's Chairman's letter to 270000 employees about customer experience got my attention as a customer and a customer experience strategist. Why does the bank suddenly care about customer experience? Will my experience change? Will change be for better? Whom will be affected by change? What are the costs? How will employees think differently? How will customer experience be made visible to employees? Connected to roles? Who is ultimately responsible for BofA's customer experience?
Reshare provides software that enables manufacturers to sell directly to consumers online without alienating distributors and retailers by sharing a portion of online revenue with them. While online sales are growing, few manufacturers currently sell directly online due to potential "channel conflicts". Reshare aims to address this by having manufacturers choose a preferred local retailer for each online sale and sharing revenue. The company is undertaking several initiatives like lawsuits and fundraising to help boost awareness and sales of its solution.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Aquent/AMA Webcast: Priming the Pump: Driving Loyalty with Targeting and Posi...Aquent
It’s no secret that in many categories brand loyalty is declining faster than the price of Facebook’s stock. Kevin Clancy believes poor targeting and a lack of consistent, compelling positioning are major reasons so many companies struggle with connecting customers to their brand.
In this webcast, Kevin will outline a process that considers profit-related criteria such as retention potential, level of satisfaction with current brand, likelihood to try or usage of a competitor’s brand, and problem potential when assessing the value of current and prospective customers. He will also explain the relationship between the magnitude of the problem a brand solves for a customer and market response in the form of sales and advocacy.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Will The Real BDC Manager, Please Stand Upkarinabradley
This document provides guidance on hiring, training, and managing business development center (BDC) managers. It recommends writing thorough job descriptions, conducting phone and in-person interviews, checking references, and training new hires. The training process involves 5 days of shadowing, practicing phone scripts, learning metrics reporting and the customer relationship management tool. Ongoing responsibilities include attending weekly meetings, monitoring mystery shops, overseeing direct mail campaigns, and ensuring appointment show rates are tracked. BDC managers are expected to make live calls, update websites, follow dress codes, and adhere to performance benchmarks.
The Business Development Company (BDC) aims to facilitate the development of internationally competitive companies in non-energy sectors to positively impact GDP. The BDC offers business development services including capacity building, innovation and research funding, and lease financing. It focuses on developing competitive, export-ready, model companies in sectors like food and beverage, printing, and creative industries through business training, innovation audits, research grants, and export market assistance. The BDC has partnered with organizations to support cluster development initiatives.
Breakfast with Pierre Cléroux, Vice President, Research and Chief Economist a...Milton Chamber of Commerce
The document discusses the importance of measuring productivity for businesses. It notes that most Canadian small and medium enterprises do not formally measure productivity, but that those who do see benefits like higher profits, increased revenues, new business opportunities, and improved competitive positioning. Specifically, businesses that actively measure productivity see sales increases of 5-20% in the next three years. The document advocates for businesses to measure productivity in order to reduce waste, invest appropriately, and respond effectively to changes in order to maximize revenue from available resources.
Ralph Paglia ILM Implementation For General Motors DealersRalph Paglia
Courtesy Chevrolet has emerged as the top internet retailer of new and used Chevrolets. It uses an integrated online and traditional marketing strategy along with business development centers and dedicated internet sales teams to dominate the online car buying experience. The dealership generates over 60,000 online leads annually and sold over 4,000 vehicles in 2006 through its internet sales department by implementing an effective lead management process. This process involves routing online leads into a customer relationship management tool, having staff make initial contact within 30 minutes, and scheduling test drive appointments to convert leads into sales.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For similar content visit http://www.autosuccesssocial.com/
Best Digital Dealer Magazine Issue Ever PrintedRalph Paglia
The document is the homepage for Digital Dealer magazine. It includes headlines promoting becoming a female friendly dealer and integrating CRM with websites. The featured article discusses what type of customer a dealer wants. Other articles discuss maintaining active vs inactive leads and interview an internet manager. The page also includes an auto industry calendar of upcoming events.
The case of missing customer 99.06.outside inSergiu Rusu
The document discusses rethinking business from the customer's perspective. It summarizes how Sprint improved customer experience by addressing small issues like dropped calls, which reduced customer complaints and costs. Research shows companies with better customer experiences significantly outperform competitors financially. However, customer experience problems are difficult to solve because they are rooted across a company's policies, partnerships and processes. Fixing billing issues at Charter by simplifying legal disclaimers improved the customer experience ecosystem.
This newsletter from Automotive Dealers Network provides information and articles related to automotive sales, service, and management. The articles in this issue discuss a dealer who paid for a customer's expensive engine repair out of goodwill, strategies for managing internet leads and digital advertising campaigns, and how struggling dealers are boosting service departments and body shops to increase revenue. The newsletter also promotes upcoming training events and reviews new vehicles and industry trends.
Ralph Paglia is an expert in organizational development and human resource management in the automotive industry. He has over 20 years of experience helping dealerships improve their internet sales processes, including developing best practices for screening, selecting, and training dealership employees. The document discusses strategies for defining roles and responsibilities, documenting processes, and using tools like video assessments to improve hiring and prepare employees for success.
Enterprise Car Share has lower traffic and engagement than competitor Zipcar based on a traffic analysis. Enterprise averages 113,558 monthly visits and 100,908 unique visitors compared to Zipcar's 1,516,666 monthly visits and 765,966 unique visitors. Enterprise could improve by adding 3D car tours to provide value and encourage longer visits by allowing users to explore vehicle options in detail.
Cellular Sales of Knoxville has created a unique business model for selling Verizon Wireless products through retail stores. They focus on personal relationships, with each salesperson serving as a dedicated representative for their customers. This personal approach has allowed Cellular Sales to continue growing, with same store sales up 50%, even during the economic recession. Their model of empowering individual salespeople and prioritizing customer service has proven successful.
D-A-T-I-N-G Your Customer® for nightclubs and barsJames Feldman
The most competitive differentiation for any business is Customer retention. It's all about relationships. Develop retention plans for your employees, suppliers, and of course your Customers. It costs more to obtain new ones that retain existing ones. Focus on What's In It For Them...not you.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Customer experience letter Bank of America thoughtsClient X Client
Bank of America's Chairman's letter to 270000 employees about customer experience got my attention as a customer and a customer experience strategist. Why does the bank suddenly care about customer experience? Will my experience change? Will change be for better? Whom will be affected by change? What are the costs? How will employees think differently? How will customer experience be made visible to employees? Connected to roles? Who is ultimately responsible for BofA's customer experience?
Reshare provides software that enables manufacturers to sell directly to consumers online without alienating distributors and retailers by sharing a portion of online revenue with them. While online sales are growing, few manufacturers currently sell directly online due to potential "channel conflicts". Reshare aims to address this by having manufacturers choose a preferred local retailer for each online sale and sharing revenue. The company is undertaking several initiatives like lawsuits and fundraising to help boost awareness and sales of its solution.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Aquent/AMA Webcast: Priming the Pump: Driving Loyalty with Targeting and Posi...Aquent
It’s no secret that in many categories brand loyalty is declining faster than the price of Facebook’s stock. Kevin Clancy believes poor targeting and a lack of consistent, compelling positioning are major reasons so many companies struggle with connecting customers to their brand.
In this webcast, Kevin will outline a process that considers profit-related criteria such as retention potential, level of satisfaction with current brand, likelihood to try or usage of a competitor’s brand, and problem potential when assessing the value of current and prospective customers. He will also explain the relationship between the magnitude of the problem a brand solves for a customer and market response in the form of sales and advocacy.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Will The Real BDC Manager, Please Stand Upkarinabradley
This document provides guidance on hiring, training, and managing business development center (BDC) managers. It recommends writing thorough job descriptions, conducting phone and in-person interviews, checking references, and training new hires. The training process involves 5 days of shadowing, practicing phone scripts, learning metrics reporting and the customer relationship management tool. Ongoing responsibilities include attending weekly meetings, monitoring mystery shops, overseeing direct mail campaigns, and ensuring appointment show rates are tracked. BDC managers are expected to make live calls, update websites, follow dress codes, and adhere to performance benchmarks.
The Business Development Company (BDC) aims to facilitate the development of internationally competitive companies in non-energy sectors to positively impact GDP. The BDC offers business development services including capacity building, innovation and research funding, and lease financing. It focuses on developing competitive, export-ready, model companies in sectors like food and beverage, printing, and creative industries through business training, innovation audits, research grants, and export market assistance. The BDC has partnered with organizations to support cluster development initiatives.
Breakfast with Pierre Cléroux, Vice President, Research and Chief Economist a...Milton Chamber of Commerce
The document discusses the importance of measuring productivity for businesses. It notes that most Canadian small and medium enterprises do not formally measure productivity, but that those who do see benefits like higher profits, increased revenues, new business opportunities, and improved competitive positioning. Specifically, businesses that actively measure productivity see sales increases of 5-20% in the next three years. The document advocates for businesses to measure productivity in order to reduce waste, invest appropriately, and respond effectively to changes in order to maximize revenue from available resources.
Ralph Paglia ILM Implementation For General Motors DealersRalph Paglia
Courtesy Chevrolet has emerged as the top internet retailer of new and used Chevrolets. It uses an integrated online and traditional marketing strategy along with business development centers and dedicated internet sales teams to dominate the online car buying experience. The dealership generates over 60,000 online leads annually and sold over 4,000 vehicles in 2006 through its internet sales department by implementing an effective lead management process. This process involves routing online leads into a customer relationship management tool, having staff make initial contact within 30 minutes, and scheduling test drive appointments to convert leads into sales.
This document describes the Call Transaction Method for batch input in SAP. It discusses how to use the CALL TRANSACTION statement to execute a transaction from a batch input program. Errors are not handled automatically and must be addressed in the program. An example shows how to declare a BDC table, populate it from a sequential file, and call transaction FK02 to update vendor data asynchronously or synchronously. Synchronous updating allows checking for errors while asynchronous does not guarantee the database is updated.
The document discusses setting up an effective business development center (BDC) for an automotive dealership. It provides information on recruiting BDC managers and coordinators, including ideal skills and personality traits. It also covers implementing schedules, pay plans, hardware and software needs, and best practices such as paying bonuses for appointments kept. The overall goal is to incrementally increase the dealership's monthly and annual gross profits through the BDC's inbound phone, internet, and RTCM/RCL sales contributions.
The document outlines the agenda for a Business Development Marketing conference taking place on July 21-23, 2004. The agenda includes presentations and discussions on topics such as BDC performance, consumer privacy initiatives, FordDirect call tracking services, dealer websites, internet marketing metrics, and regional needs assessments. The document also provides background on Ford's business development marketing initiatives and a competitive analysis of other automakers' customer acquisition and retention capabilities.
The document provides details about operations and procedures for a Business Development Center (BDC) including:
1) The BDC aims to establish and maintain professional customer relationships to generate sales appointments and increase vehicles sold/serviced.
2) Key BDC processes include inbound phone calls, internet leads, follow up with sold customers, and future plans to incorporate unsold follow up and showroom traffic.
3) The BDC structure and staffing include a manager, coordinators to handle communications, and future plans to incorporate more departments and prospects. Performance metrics and pay plans are also outlined.
The customer called to inquire about a wrong bill they received. The agent verified the customer's account and name, and found that the bill was generated before the customer's recent payment was processed, so they could disregard the amount. The agent also informed the customer that bill delays can occur due to courier delays, and provided an alternative to check their more updated balance online. The agent ensured there were no other issues before concluding the call.
Ralph Paglia Interview Dealer Management WeeklyRalph Paglia
The US Department of Health and Human Services retracted advice given to employees recommending they purchase foreign over domestic vehicles. The department issued an apology after receiving complaints from Michigan representatives about advising the 67,000 employees to buy Toyota, Honda or Nissan instead of Chevrolet, Ford or Dodge in order to cut fuel costs. The retraction shows the Detroit 3 automakers still have political influence despite recent defeats on fuel economy rules.
Ralph Paglia Interview Dealer Management WeeklyRalph Paglia
The US Department of Health and Human Services retracted advice given to 67,000 employees to purchase foreign cars over domestic ones to save on fuel costs. This came after complaints from Michigan's House Representatives and shows the Detroit 3 still have political influence, despite recent defeats like tighter fuel economy rules. The department issued an apology for the advice in their e-newsletter after mounting pressure from politicians concerned about supporting the struggling Detroit automakers.
Dealix Ralph Paglia Automotive Marketing Interview Part1Ralph Paglia
The document summarizes an interview with Ralph Paglia, the CRM/e-business director of Courtesy Chevrolet, one of the top Chevrolet dealers. Paglia discusses how most online car buyers submit leads to multiple dealerships for different brands, which results in high lead defection rates. He also explains that Courtesy Chevrolet has adapted its lead management process to better pursue buyers who are considering other brands and models beyond their original submission.
This newsletter from Automotive Dealers Network provides information and articles related to automotive sales, service, and management. The newsletter includes articles on a dealer paying for a customer's engine repair to maintain goodwill, using an internet lead management tool to track customer relationships, and sprucing up service departments as new car sales decline. It also previews upcoming industry events and trainings, provides vehicle reviews, and discusses using surveys to gather customer feedback.
DealerLink - Real Time Exclusive Special Finance Leadsdw_n_cinti
DealerLink leads are Real Time Exclusive Special Finance leads from people already searching for cars and making sure that they qualify of an auto loan.
They are people who are ready, willing, and now able to buy a car.
Call Dave @ 513 294-8767
This document discusses Richard Bustillo's journey to improve his dealership's social media presence and customer experience. It begins by examining the problems with the dealership's outdated and negative social media presence. It then details the development of a new social media strategy, including simplifying customer experiences, consistent branding, and leveraging employee relationships. The strategy aims to generate positive local interactions, be sustainable, and integrate social media into the overall marketing approach. It focuses on quickly addressing customer concerns and using social platforms to enhance the dealership's reputation.
This document outlines Richard Bustillo's strategy for improving the social media presence of Rick Case Honda. It begins by examining the dealership's previous weaknesses in social media, such as out-dated posts and lack of a consistent strategy. It then details the new strategy, which includes simplifying the customer experience, leveraging the dealership's large customer base and employee relationships, promptly addressing any negative feedback, and using video production to promote the dealership's culture and advantages online. The goal is to make the customer experience online match the positive reputation the dealership has offline.
This document outlines Richard Bustillo's strategy for improving the social media presence of Rick Case Honda. It begins by examining the dealership's previous weaknesses in social media, such as out-dated posts and lack of a consistent strategy. It then details the new strategy, which includes simplifying the customer experience, leveraging the dealership's large customer base and employee relationships, promptly addressing any negative feedback, and using video production to promote the dealership's culture and advantages online. The goal is to make the customer experience online match the positive reputation the dealership has offline.
The document discusses the importance of branding and positioning based on emotion rather than logic. It notes that 70% of purchases are made on an emotional level, so brands need to focus on differentiating themselves through promises and positioning rather than generic claims about quality or price. The document advocates developing an active, strategic brand that is determined by the business rather than outside factors.
Rick Case Honda social media Case StudyRalph Paglia
Richard Bustillo, General Manager of Rick Case Honda in Davie, presented on developing an effective social media strategy. He discussed discovering their current weaknesses in social media through evaluating all departments. Their new strategy focused on using video production to increase their digital presence, facilitating positive customer reviews and ratings, and engaging employees. The goals were to control search results and leverage relationships to reduce negative content while promoting a consistent brand message. Initial results included increased website traffic, social media reach, and higher Google rankings. The future includes treating social media as a new customer relationship management platform.
Better Business Bureaus December 2019 Market Monitor includes stories on the purchase of BBB's new building, 2020 board of elections, vanity award scams, and more!
The document discusses why businesses need a web presence. It explains that a web presence allows businesses to start conversations with customers and prospects online about why they should buy from the business. It allows businesses to track engagement, compete better against larger competitors, market in niche areas more cost-effectively, appear larger than they are by reaching local and global customers, and be open 24/7. The document outlines 10 specific reasons why a web presence is important for businesses and concludes that every part of a website should lead visitors to take action and inspire them through connecting to their needs and buying process.
IS20G14 - BDC Staffing & Digital Marketing - Tommy Burgess & Rico Glover, Ben...Sean Bradley
Car dealerships are used to facing staffing challenges with high rates of attrition pre-covid. Consequently, now with many other factors such as stimulus payouts, remote working environments, and inventory issues, dealerships are forced to place their resources to where it matters most. Our massive lead response approach and Facebook lead generation service will provide you with solutions to maximize your desired ROI.
Key Takeaway:
Targeting car buyer's on Social Media with a massive lead response platform which integrates with all your lead providers
IS20G14 - Philadelphia, PA
LIVE! Casino & Hotel
January 11-13, 2022
This document provides an agenda for the Summit VI conference, which focuses on best practices for leadership, internet marketing, customer relationship management, marketing, business development centers, and sales. The agenda lists several speakers who will discuss topics like motivation, sales training, goal setting, expanding internet departments, search engine marketing, power prospecting, dealership processes, using technology for marketing and sales, and improving pre-owned vehicle profits.
Slides from my presentation at the November 8, 2012 Freemium Meetup in San Francisco... this is more like an outline; the important stuff was what I said, not what's on the slides!
This document provides 10 questions for lenders to consider when evaluating a title company partner. The questions address key areas like communication, technology use, experience, insurance coverage, and reputation. Using a title company that can effectively communicate and integrate technology will help support the lender's pipeline and improve turn times. It is important for the title company to have the proper insurance coverage, experience operating nationally, and positive references. Addressing these 10 questions can help lenders choose a title company that is an effective partner and extension of their business.
This document provides an overview of an agenda for launching a new idea or business. It discusses validating ideas through quick prototyping, finding product-market fit, developing an MVP, telling your brand's story, and optimizing sales and marketing systems. Caveats for technology businesses are also presented, such as the risk of inertia, the likelihood that the initial idea will be wrong, and potential challenges as the tech business outpaces the core business. Guest speaker Greg Woodman shares his experience transforming a niche business into a major fundraising platform through database marketing.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For similar content visit http://www.autosuccesssocial.com/
Similar to Ralph Paglia A D P Feature Auto Dealer Digest (20)
This document discusses reputation management strategies for car dealerships. It explains that a dealership's reputation is formed through search engines, review websites, social media, blogs, and forums. It recommends that dealerships develop a reputation management plan to control positive content on search engine results pages, major review websites, and social networks. Specific tactics include claiming and updating business profiles, asking satisfied customers to post reviews, responding to reviews, publishing helpful articles and videos online, and engaging customers on social media. The goal is to populate search results and distribute positive content across the internet to attract more customers.
Google Display Marketing Jargon BusterRalph Paglia
Google Display Marketing Jargon Buster provides definitions and explanations of various buzzwords thrown about so effortlessly by sales reps, trainers and presenters.
The document provides tips for effectively summarizing a client's current situation and desired situation in order to make recommendations. It advises asking open-ended questions about the client's business model, marketing efforts, and personal goals to understand where they are today and where they want to be. Understanding both the current and desired situations allows one to define a roadmap to help clients achieve their objectives. Sample questions are provided to evaluate the client's current situation in their business, marketing, and individual priorities as well as questions to understand their desired situation and priorities for the future.
Google Digital Marketing Crossword PuzzleRalph Paglia
This document is a crossword puzzle containing common terms from digital marketing. Across and down clues are provided to fill in the boxes with terms like: search engine marketing, traffic acquisition, mobile device, pay-per-click, organic listings, URL, social media, unique visitor, session, ranking, landing page, search engine optimization, link, paid listings, and query. Completing the crossword requires knowledge of these fundamental digital marketing concepts and terms.
Google: Building Mobile Sites | Best PracticesRalph Paglia
This document provides information on optimizing websites for mobile experiences. It discusses principles of mobile site design like making site search visible and ensuring relevant results. It notes that over 50% of searches are now on mobile phones. Case studies are presented on how companies like Zazzle and Autoglass improved their mobile experiences and increased conversions and sales through mobile optimization.
The document is a guide to the new Google AdWords experience. It provides an overview of the new interface and features, including improved reporting, new campaign types, and streamlined access to tools and settings. The guide walks through how to navigate the new interface, find key areas and make changes. It also covers troubleshooting issues like fixing disapproved ads or suspended sites.
This document discusses how using ad extensions in Google Ads can increase visibility, clickthrough rates, and return on investment. It identifies six types of ad extensions - sitelinks, callout extensions, review extensions, call extensions, location extensions, and app extensions - and explains how each can help qualify customers and make ads more relevant. On average, each new ad extension results in a 10-15% increase in clickthrough rate. Ad extensions can appear on search network ads and some may also appear on display network ads, with AdWords choosing the most useful combination.
Genuine google seo checklist top secretRalph Paglia
The document provides an optimization checklist for various marketing objectives and tactics in Google AdWords. It lists best practices for optimizing search campaigns, display campaigns, TrueView video ads, bidding strategies, targeting, mobile sites, and more. The checklist notes that the recommendations are not guaranteed to improve performance and should be used at the advertiser's discretion. The most up-to-date version can be found on google.com/partners.
This document provides a checklist of digital growth strategies for e-commerce businesses, including branding, social media management, email marketing, content marketing, search engine optimization, online reputation management, and digital advertising strategies like pay per click advertising and search engine advertising. It also includes recommendations around ecommerce website development, mobile commerce, warehouse integration, analytics, and ensuring a complete digital presence and strategy.
Digital and physical touchpoints in the automotive industryRalph Paglia
1. The automotive industry is undergoing a digital transformation, with OEMs investing heavily in digital solutions to sell vehicles and services online as consumers expect seamless experiences across digital and physical channels.
2. However, most customers still want some physical interactions, like seeing vehicles in person before purchasing. OEMs must balance digital and physical touchpoints to meet evolving consumer expectations.
3. Providing a seamless omnichannel experience across all customer interactions will be key to success. OEMs must integrate their digital and physical systems to ensure smooth transitions between channels.
The document discusses an excerpt from the book "42 Rules of Social Media for Small Business" which provides rules and guidance for using social media effectively for small businesses. It describes the changing context of communication as new technologies have emerged and how social media is affecting personal and global communication. The excerpt emphasizes that understanding principles of online communication is more important than chasing the latest trends and that small businesses should focus on select social media platforms and stick with them to make an impact.
Google dealer guidebook best practices completeRalph Paglia
The document provides guidance for dealers and agency partners on optimizing their use of Google's products. It is organized into four pillars: Fundamentals, Basics, Differentiators, and Growth Levers. The Fundamentals section focuses on basic but important tactics like prioritizing website speed and simplicity. The Basics section outlines tested growth strategies for paid search, display, and audience targeting like maximizing brand search and location-based targeting. The Differentiators section presents advanced strategies in these areas. The Growth Levers section explores emerging tactics for measurement and automation. The goal is to help partners prioritize Google's products based on their marketing objectives and digital maturity.
This document provides recommendations for Triumph Motorcycles to harness digital media to drive sales and brand awareness. It discusses how media consumption has shifted online and the benefits of a modern digital advertising approach using paid search, retargeting, and attribution modeling. It also stresses the importance of continuing traditional media efforts while leveraging relationships, and monitoring social media to understand brand perceptions. A three-step plan is proposed focusing on optimizing digital advertising, partnering with publishers, and initiating social listening.
Toyota kc region dealer summit presentationRalph Paglia
Ralph Paglia presented at a Toyota dealer summit on digital marketing and internet sales challenges. He discussed how 5 Toyota dealers in the Kansas City region stood out for better website content marketing and higher website visitor to contact conversion rates. Paglia also covered how setting up social media sharing and online reviews can help dealers, and the importance of lead management practices like direct phone contact and follow up to increase sales closing ratios from internet leads. He emphasized that increasing closing ratios requires more than just timely response, but showing genuine interest in customers and their needs.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
Tips modular strategy for digital marketingRalph Paglia
Traffic to a website is generated through marketing, search engine optimization, and referrals. Interactive content like inventory and forms allows customers to interact. The process refers to how dealers respond to leads through email and phone techniques. Sales activities happen after leads become showroom visitors. Effectiveness is measured by unique visitors, form submissions, appointment shows, and closing ratios.
The mercedes benz x-class concept pickup truck is hereRalph Paglia
Mercedes-Benz unveiled the X-Class concept pickup truck. The X-Class will be the first "premium" pickup and is intended to fill a gap in Mercedes' product portfolio. It will compete in growing midsize pickup markets globally but not in the US, where Detroit automakers dominate. The X-Class concept emphasizes luxury and off-road capability and will enter production in late 2017 with diesel power and all-wheel drive.
Seo in a mobile first era markteters editionRalph Paglia
The document discusses optimizing a website for mobile-first search engine optimization (SEO). It recommends developing a responsive mobile website or mobile-specific site, optimizing page speed, implementing AMP pages, ensuring accessible mobile content, adding relevant structured data, and tracking mobile search queries and performance. The overall message is that mobile-first practices are crucial as search becomes increasingly dominated by mobile users.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
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Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
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Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
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IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
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Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
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The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
1. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
Tuesday, September 25, 2007
LATE & BREAKING NEWS
LITHIA WILL SWITCH TO NO-HAGGLE: Lithia Motors Inc. will switch to no-haggle
vehicle pricing at its more than 100 dealerships within three years, CEO Sid DeBoer
says. The public retailer calls its program "Assured Cars and Trucks." In its first phase,
Lithia sets maximum prices for new vehicles - generally less than automakers' sticker
prices - that leave little room for negotiation. The pricing policy also covers used
vehicles.
Automotive News, September 24, 2007
Recent Related Digests: Lithia Motors Will Launch Separate Used-Car Chain
WILHITE RESIGNS FROM HYUNDAI: Steve Wilhite has resigned as chief operating
officer of Hyundai Motor America after a little over a year at the automaker....Mr.
Wilhite's resignation comes just days before Hyundai's annual national dealer
meeting in San Diego this Thursday...Mr. Wilhite's tenure at Hyundai has been rocky;
speculation about his departure has been buzzing on the grapevine for months.
AdAge.com, September 24, 2007
Recent Related Digests: Hyundai Seeks to Shed 'Value' Image in New
Campaign
Videos & Voices of Significance This Week
Ralph Paglia
ADP Dealer Services
Challenges and
opportunities facing
ADP Dealer Services
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1 of 12 9/27/2007 9:59 AM
2. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
This Week: Ralph Paglia
Ralph Paglia joined the ADP Dealer Services Division, headquartered
in Hoffman Estates, IL, as their Director of Digital Marketing
responsible for OEM and National Accounts in March, 2007. He is
focused on developing ADP's Digital Marketing growth opportunities
with car companies and enterprise level dealer organizations. Prior to
joining ADP, Ralph served as OEM Partnership Executive for the
Reynolds and Reynolds Company of Dayton, OH.
Ralph Paglia
Director – Digital Marketing
ADP Dealer Services
1. When responding to an Internet sales lead, which comes
Ralph_Paglia@ADP.com first, an e-mail or a phone call?
An email response that provides the information requested by the
customer is a non-negotiable aspect of successfully responding to
Internet leads because it is what the consumer expects, and usually
what they have been promised by the web site where they submitted
their inquiry. However, immediately following that initial email, your
most successful approach is to get the customer on the phone as
soon as possible. The quick e-mail providing fast and written answers
to the customer's questions can help you start to establish some
rapport on the phone.
2. How do you handle a known subprime customer versus a
customer with good credit or someone you can't identify?
Where prime credit customers will get what they want, subprime
customers need flexibility to switch to a different vehicle. The
subprime buyer can come in looking for a truck and drive out in an
economy car.
If you don't know the customer's credit background, there are usually
some quick giveaways. The customer could mention that they
currently have a high interest rate on their existing note. The primary
objective of making a connection with a prospective customer is to
establish some level of positive rapport. One of the biggest mistakes
most sales professionals make is getting into discussions around
credit background before the customer has been to the dealership.
3. How do you handle your own dealership's Internet leads
versus third party leads?
With a dealership lead, the customer has indicated a certain level of
acceptance and a willingness to do business with that dealership, or
you would never have obtained the lead. It's only natural your own
leads will close at a higher rate.
One of the best practices with third party leads is to invite them to
your web site. But do it quickly. Keep in mind those third party leads
are probably going to several dealers at once. You're competing with
other stores. It's like a horse race. The gun goes off and the fastest
horse to the finish line wins. Time is super critical.
2 of 12 9/27/2007 9:59 AM
3. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
With leads from your own web sites, you still have the burden of
responding quickly, but there's a little more leeway, a little less work
to do. You don't have to spend as much time convincing them your
dealership is a good place to do business; they've already indicated
that they are willing to do business with your store.
4. Are there differences in best practices between new vehicle
shoppers and used vehicle shoppers?
With a used car shopper, you're going to get into a lot more phone
and physical running-around work than Internet work. New car
shoppers will look more to the Internet. A used car shopper is looking
for a specific vehicle online, and if the car that generated the lead is
no longer available, then you need to tell them it's under contract,
but that you have a number of other vehicles very similar to it. A new
car buyer isn't as concerned with supply because he or she knows
that the manufacturer will always make more, or your store can
locate the vehicle they want.
Compared to used car leads, whether or not you are successful in
making a sale to a new car lead seems to depend a lot more on how
you treat the customer than whether or not you have it in stock, or
even the exact pricing specifics. Convenience is a very big factor in
successfully handling new car leads. If the customer can get the deal
done by phone and email and then come pick up their car in less than
an hour, you'll get great CSI scores.
=========================================Advertisement=========================================
Online shopping isn't about clicking.
It's about closing.
Online lead providers love to talk about how much traffic they
generate. They're less eager to talk about how many sales they
generate.
Except AutoUSA.
We consistently deliver the industry's top lead-to-close ratio. Click
here to find out why.
SIGNIFICANT NEWS News digested 09/17/2007 -- 09/21/2007
1) Analysts: Auto Sector Recession 'Armageddon' for Detroit
2) JD Power: Large Pickup Market Share Hits 20-Month High
3 of 12 9/27/2007 9:59 AM
4. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
3) Jim Press Aims To Increase Market Share While Shrinking Dealer Body
4) US Health Agency Retracts Advice to Employees to Purchase Foreign Cars
5) Megadealer Penske Boosts Profits with Foreign Franchises
6) AutoUSA Initiative Results in High New-Car Closing Rate
7) Automakers, Consumers Moving Towards Crossovers
8) Hybrid Sales Jump 49% This Year
9) GM Offering Zero Percent Interest to Move Out 2007 Models
10) Another Marketing Exec Leaving VW
11) Francisco Codina Leaving Ford
12) JD Power Answers the Question: What Do Women Want?
=========================================Advertisement=========================================
DEPARTMENTS
Industry Conferences Coming Up
Press Releases Worthy of Read
People Going Places
What Industry Leaders are Saying
"Elite Wheels" Vehicle Reviews
=========================================Advertisement=========================================
Industry Conferences Coming Up
23rd Annual Clean Air Conference
Breckenridge, Colorado, September 24 - September 27, 2007
International Trucking Show
Los Angeles, CA, September 28 - September 30, 2007
Visit Calendar of Industry Events for More Information on These Events
4 of 12 9/27/2007 9:59 AM
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http://www.automotivedigest.com/calendar.asp?mod=calendar
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=========================================Advertisement=========================================
Press Releases Worthy of Read
This Week's FEATURED Industry Press Releases
Auto Dealer Traffic Certified as Google AdWords Company For Third
Year (9/19/2007)
AutoTrader.com Ranks Highest In Overall Satisfaction Among Both New and
Used-Vehicle Services in J.D. Power and Associates Study (9/21/2007)
Compli and Hudson Cook LLC Form Alliance to Provide Expert Compliance
Content to U.S. Auto Dealerships (9/20/2007)
DataScan Field Services Contracts with Chrysler Financial for Off-Lease
Inspections (9/17/2007)
Georgia Auto Dealership Increases Internet Car Sales with Dealerskins Web
Solutions (9/18/2007)
Click here for more Industry Press Releases!
=========================================Advertisement=========================================
People Going Places
WHO: Francisco Codina
WHERE: Ford Motor Company
WHAT: Francisco Codina, Ford Motor Co's US sales chief, is retiring on November 1.
Codina, 55, has been group vice president of North American marketing,
sales and service since early 2006. He joined Ford in 1977. His career
included being head of the customer service division, general marketing
manager for Ford division and president of Ford of Argentina. Ford has not
named a replacement, but says it will begin a search immediately.
READ ABOUT MORE PEOPLE!
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What Industry Leaders are Saying
5 of 12 9/27/2007 9:59 AM
6. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
Analysts: Auto Sector Recession 'Armageddon' for Detroit:
"I'm predicting that we will be in a recession around the end of this year. Quite honestly, that
would be an Armageddon type of scenario." -- Erich Merkle, director of automotive
forecasting, IRM Inc
"The Detroit 3 are struggling enough right now on what we forecast is a 16 million light-vehicle
year for 2007." -- Ephraim Levy, analyst, Standard & Poor's Equity Research
Sourced From: Automotive News, September 17, 2007, page 1
Return to top
=========================================Advertisement=========================================
Elite Wheels Vehicle Reviews
Mazda6 Upgraded Inside and Out for 2007
Return to top
=========================================Advertisement=========================================
1) Analysts: Auto Sector Recession 'Armageddon' for Detroit
Situation
These are not happy days for Detroit 3: sales down 7.9% in 2007, car sales
declined 13.5%
Market share for GM, Ford, Chrysler continues slide, down almost 3
percentage points in 1st 8 months of 2007
US automakers have been bleeding market share for years in a robust
market
New-vehicle sales in US haven't dipped below 16M since 1998
Car-truck sales trailed 2006 in 6 of 8 months in 2007; sales have been down
for 3 months in a row
Even Toyota suffered sales declines in July and Aug
Significant Points
Some analysts see signs of an auto recession
Has not been full-fledged auto recession since early 1990s
Last 8 years (1999-2006) have been best in history of US auto industry
Detroit 3 have lost 18.5 points of market share; fallen from 69.8% in 1998
In 1998, Detroit 3 sold 10.9M new cars and light trucks; in 2006 they sold 8.9M
If market dropped to 14M, the Detroit 3 would be looking at annual sales of 7M
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23128
Sourced From: Automotive News, September 17, 2007, page 1
6 of 12 9/27/2007 9:59 AM
7. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
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2) JD Power: Large Pickup Market Share Hits 20-Month High
Situation
Large pickup market share has hit 20-month high of 14.9%, says JD
Power report
And net prices for large pickups being driven closer together by intense
competition
Incentive spending on large pickups was $4.5K on average in August,
playing a key role in driving sales
Incentives haven't been that high for large pickups since July 2006
Significant Points
Price gap for the 7 large pickups narrowed from $4.8K in Jan to $3.4K in August
Loyalty ratings among large pickup owners hit 74.2% in August
That's 2nd-highest it's been in past 20 months
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23098
Sourced From: J. D. Power and Associates, September 19, 2007
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=========================================Advertisement=========================================
3) Jim Press Aims To Increase Market Share While Shrinking Dealer Body
Situation
Jim Press made surprise career move to join Chrysler LLC; said time was right for
job change
New job as vice chairman/president gives him opportunity to apply lessons
learned at Toyota
Chrysler in midst of turnaround; lost $680M in 2006 and $2B in 1st quarter of
2007
Cerberus Capital Management LP bought 80.1% stake in Chrysler in August Jim Press
Number of Chrysler dealers may have to be reduced to strengthen network
Significant Points
Mr Press expects Chrysler and other US automakers to re-gain market share
Chrysler's effort to shrink dealer base would continue
Compelled by Cerberus's offer to help rebuild American icon
Chrysler hadn't made responses necessary to keep retail organization profitable
Cerberus making moves to build top-notch management team
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23097
Sourced From: Detroit News; The Wall Street Journal, September 21, 2007
7 of 12 9/27/2007 9:59 AM
8. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
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=========================================Advertisement=========================================
4) US Health Agency Retracts Advice to Employees to Purchase Foreign Cars
Situation
Under mounting pressure, US Department of Health and Human Services issued
apology for advising 67K employees to purchase Japanese or S Korean cars
Move shows that Detroit 3 still have some clout, despite recent political defeats
Including tighter fuel economy rules recently passed by Senate
Department e-newsletter advised buying Toyota, Honda, or Nissan over Chevy,
Ford, or Dodge to cut back on fuel costs
Michigan's 15 House Representatives all complained to Health and Human Michael Leavitt
Services Secretary Mike Leavitt
Significant Points
E-newsletter listed top 12 "green" cars, according to American Council for an Energy Efficient
Economy
All 12 models were Japanese or S Korean
List included Toyota Prius and Yaris, Honda Fit and Hyundai Accent
As well as hybrid versions of Nissan Altima, Honda Civic, Toyota Camry
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23113
Sourced From: Financial Times; Detroit News September 21, 2007
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5) Megadealer Penske Boosts Profits with Foreign Franchises
Situation
US-made autos have declined in sales volume over the past several years
Penske Automotive Group began buying foreign franchises several years ago
Now PAG is expanding its overseas franchises, totalling 145 in UK, Germany
JP Morgan analyst Ed Yruma: PAG focus on import brands largely overlooked
by others
PAG won sole right to distribute Smart cars in US due partly to global
outreach
Significant Points
Analysts see Penske as 1 dealer capable of bringing global market to the US
Luxury autos, imports make up 95% of Bloomfield Hills, MI-based megadealer
Diversification has helped Penske weather sales decline in N American market
Total US sales fell 2.8% in Aug, to 11M, lowest year-to-date total since 1998
New-car sales up 2.2% in UK, where 90% of PAG's non-US sales are concentrated
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23126
Sourced From: Detroit News, September 17, 2007
Return to top
6) AutoUSA Initiative Results in High New-Car Closing Rate
8 of 12 9/27/2007 9:59 AM
9. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
Situation
Kain Automotive, training/consulting group, ran 6-month study of lead
providers
Kain found that among 80 dealers, Jan-June, AutoUSA close rate at 11.61%
2nd-closest to AutoUSA is Autobytel, about 3% behind, both way ahead of the
rest
AutoNation pleased by close rate through AutoUSA, 20% higher than other
providers
Significant Points
High AutoUSA close rate attributed to close partnerships w/ top websites
Top-rated websites include Edmunds.com, Kelley Blue Book, MSN and Yahoo!
AutoUSA increased capital expenditures, hired top-notch employees to reach goals
AutoUSA employees hired for technical expertise and customer-oriented focus
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23117
Sourced From: AutoUSA Press Release, September 17, 2007
Return to top
7) Automakers, Consumers Moving Towards Crossovers
Situation
More consumers reject minivans, truck-based SUVs
Looking at crossover utility vehicles
They're like an SUV but built on car chassis for smoother ride
Crossover sales also impacting minivans 2008 Ford Taurus X
Ford, GM no longer selling minivans
Chrysler hopes innovation holds its minivan customers
Significant Points
Crossovers outsold truck-based SUVs for 1st time last year; 2.4M total units
More than 50 models are now on market; could be 80 in 2 years
Crossovers range from small 4-passenger to models that seat 8
Detroit automakers hope to recapture customers who abandoned SUVs
Detroit's market share under 50% for 1st time ever
Ford crossover sales up 44% this year
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23109
Sourced From: AP via MSNBC, September 21, 2007
Return to top
8) Hybrid Sales Jump 49% This Year
Situation
Sales of hybrid vehicles up 49% so far in 2007
Midwest region leading charge; sales there up 47%
Significant Points
OK leads all states w/ 143% jump in hybrid sales
RL Polk says 215,997 new hybrid vehicles registered in 2007
Toyota Prius and Camry Hybrid most popular models
HI only state to register decline in hybrid sales
9 of 12 9/27/2007 9:59 AM
10. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
Elsewhere, West region up 52%, Northeast up 49%, South up 42%
Analysts say hybrid sales likely to surpass 300K units this year
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23129
Sourced From: AP via Detroit News, September 18, 2007
Return to top
9) GM Offering Zero Percent Interest to Move Out 2007 Models
Situation
GM giving zero-interest loans of up to 5 years on some 2007 Chevy Silverado
and GMC Sierra large pickups to clear them out
Program designed for GM to "continue its sales momentum" and clear 2007
models from lots
Program also offering $1K discounts on models including 2007 Chevy Impala
and Saturn Ion sedans, GMC Yukon SUVs
Leihmann Brothers analyst Brian Johnson says GM will be challenged to clear
out light trucks
Significant Points
$1K discount also being given on 2008 Buick Lucerne and Pontiac G6 models
Chevy Silverado saw 2.2% sales decline this year through Aug
GMC Sierra saw 2.4% sales decline through Aug 2007
Large pickups represent about 25% of GM's US sales
Read Quotes
Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23131
Sourced From: Detroit News, September 21, 2007
Return to top
10) Another Marketing Exec Leaving VW
Situation
David Goggins has left position as director of product marketing and strategy at
VW after 14 months
Kerri Martin, former director of brand innovation, and Karen Marderosian, former
director of marketing and brand experience, also left VW this year
Goggins is going back to Bentley, where he had been marketing chief until July
2006
VW sources say marketing dept is being overhauled as company moves to Virginia David Goggins
from Detroit
And few of current marketing team will be asked to move along w/ company
Significant Points
Martin brought on ad agency Crispin Porter during her tenure
9 key employees have left VW in past 18 months
This year VW has seen stalling sales due to lack of new product
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http://www.automotivedigest.com/view_art.asp?articlesID=23130
Sourced From: ADWEEK, September 21, 2007
10 of 12 9/27/2007 9:59 AM
11. DEALER WEEKLY -- 'Armageddon' In Store for Detroit?; ADP's Pagli... http://www.automotivedigest.com/DealerMgmtWeekly.html
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11) Francisco Codina Leaving Ford
Situation
Francisco Codina, group VP of marketing, sales, and service leaving Ford on Nov
1 after 30 years
Ford president of the Americas Mark Fields gave Codina credit for starting to
stabilize retail market share
Even though company has missed key retail share objectives in past several
months
Shoring up consumer sales critical to Ford's ability to stop losing money, limit Francisco Codina
job cuts
But all of Detroit 3 still having trouble convincing consumers to buy their
products
Significant Points
Rumors have spread throughout Ford for months that Codina would be leaving
Ford currently has 44K N American job cuts underway
Ford's retail market share fell to 12.5% in July, after hovering around 13%
If Ford hires a new CMO to replace Codina, it will have 41 corporate officers
Down from 53 corporate officers when turnaround plan was announced in Jan 2006
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http://www.automotivedigest.com/view_art.asp?articlesID=23096
Sourced From: Detroit Free Press; Detroit News, September 21, 2007; AdAge, September 21,
2007
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12) JD Power Answers the Question: What Do Women Want?
Situation
Luxury car w/ highest male ownership is Audi RS4; w/ highest female
ownership is Volvo S40
Women's top 10: sensible, entry-level cars, small SUVs; stress safety,
quality, reliability, value 2008 Volvo S40
Volvo brand dominated top 10 w/ 3 winners; #1 luxury brand for female
ownership overall
Most popular, w/ 58.3% of all female buyers, was VW's New Beetle
Including non-luxury brands, Suzuki was # 1 brand purchased by women this
year
JD Power's Power Information Network's survey of cars w/ highest
percentage of female ownership
Significant Points
Men more likely to buy cars w/ their heart; women w/ their head
Volvo popularity doesn't translate to sales: S40 sale down about 17% YTD
BMW 3 Series sales up about 25%; not on PIN's top 10 list of women's favorites
Including non-luxury brands, women bought 37.3% of new vehicles in 2007 thru Aug
Most popular luxury list purchased by women are entry level for their respective brands
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Click Here for Full Digest and Source Article:
http://www.automotivedigest.com/view_art.asp?articlesID=23110
Sourced From: Business Week, September 20, 2007
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