This document outlines the benefits of using mobile devices like tablets and smartphones as part of the car sales process. It argues that customers now research purchases online like they do for cars. The system described turns any internet-connected device into a "sales tower" loaded with inventory and sales processes. Key benefits include improved customer and sales experiences, better training and impact and lifetime customer relationships through collaboration and transparency. In the end it asks if dealerships should keep the current process or offer the iPad experience that customers now expect.

1. But…do we want to sell just one car,
or develop a lifetime relationship?
salescontroltower.com
combined mobile intelligence © 2014
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2.  Reality Check / The Facts
 How it works
 The Power of “We”
 Where are my Sales people?
 Sales Team Impact
 Management Impact
 Sales Training Impact
 F & I Impact
 New Hire Impact
 Expense Impact
 C.S.I. Impact
 Lifetime customer Impact
 Should we Do this?
Control Tower
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3.  The 3 most profound inventions in the
history of the modern world;
1. The computer
2. The internet
3. The smart phone/tablet
 208 million tablets were sold in 2014*
 In 2015, Gartner predicts a total of 320
million tablet sales, versus just 316 million
PC sales (desktops and laptops
 IDC: 87% Of Connected Devices Sales By
2017 Will Be Tablets And Smartphones
 Lets sell cars – the way our customers are
shopping for cars.
 *Gartner research
the facts
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4.  Start with any Apple or Android
based tablet or smartphone
 Log on to SalesControlTower
 Tablet/ Phone is now loaded with
YOUR roadmap to the sale,
Dealership inventory, as well as
Factory inventory.
 Any device with an internet
connection is now converted to
your sales tower.
works…
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5.  If we all know we need to stand out…
Why do all look, talk, and act the same?
 We now have the technology to eliminate
trial and error.
 Our customers know as much, if not
more than our salespeople with regard
to both features and price… thanks to the
internet.
 Lets update our “Roadmap to the Sale”
with the one thing that shows up as
“easy” to everyone –
Pressing a button, to get what you want…
 A straight forward process with zero
margin for error, plus 100% clear,
accurate information in real time - as a
customer experience.
Lifetime
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6.  Negotiation, Persuasion, our best
effort – the talent we employ
never make it to the table without
rapport.
 This tablet sends the message: All
of my resources and advantages
are now your resources and
advantages- “I have your back”
that is real rapport.
 The automobile buying experience
is now a collaborative effort –
there is no more “us vs. them”
with the Sales Traffic Control
Tower application.
Power
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7.  It all starts the moment they begin
their shift.
 Customer experience tablets are
kept at the control tower –
manager assigns them as your
sales professional clocks in…Tablets
are turned in at the end of the
shift. Time stamps capture real
presence.
 Constant Connection from the
moment our sales team arrives –
to the moment they leave.
Where are
my sales
people?
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8.  Instant icebreaker- good guy
message sent from the first
handshake.
 Better Customer Experience equals
better Sales Experience – less fatigue
on the sales person.
 iPads make smarter Salespeople.
Confidence soars knowing they have
all the answers in advance, and a
perfect delivery system
 The tablet is a universal tool to show
“relevance” and a cutting edge sales
relationship.
impact
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9.  How do we manage – what we
cannot see or control?
 The skill set of anticipation is now
at their fingertips.
 Human capital increase vs.
depreciation.
 Managers go through the same
frustrations that the sales team
do… the negative energy of a
botched sale leads to enormous
fatigue.
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10.  Training as we know it today: A
bunch of rookies or career
professionals thrown in a room
with a Trainer – taking notes –
watching videos – etc… will simply
no longer exist in 12 months.
 Formal training will exist – but the
learning curve will be cut from 2
weeks to 48 hours thanks to the
technology behind this tablet
application…and the discipline will
be burned in over and over again.
 Any rookie with a week on the
floor will have 100 times the fire
power as a veteran who – after
many years is still “wingin” it.
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11.  F & I managers now have their
finger on the pulse of the store.
 Customers are less worn out
coming into the business office –
the sales process has been clean
and efficient. Their guard is not as
high.
 Heavy delivery traffic rush and
chaos is now organized and
manageable. Preparation is now
obtainable to the minute.
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12.  How much information can a
human retain during formal
training?
 How long does it take for the hype
to wear off?
 How long does it take for the sales
floor to “re-train” our new hires?
 The toughest challenge with sales
is consistency… This tablet
provides the perfect delivery
system for positive action on a
consistent platform.
 This will send a definitive message
that this is who we are – and you
will not fail.
New Hire
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13.  W=PTn
 Your Wealth equals your
physical resources X
technology and the
exponential effect that
feeds on itself.
 Moore’s Law: is the observation
that, over the history of computing
hardware, the number of
transistors on integrated circuits
doubles approximately every two
years.
Expense
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14.  Consumer complaint number 1.
Our current process takes too
long. A clear roadmap manages
the stuttering, wingin’ it, and
hiccups out of the picture.
Perception is 90% of the game
here.
 Unresolved issues that could lead
to your customer not being
“completely satisfied” now get
handled in real time via the
seamless Pre-Csi Survey.
CSI
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15.  This program of Intelligent Action will
feed on itself via the “improve the
experience” feedback – this will take the
wisdom of experience from every sales
person/customer relationship moving
forward to gather real lifetime customer
ideas.
 Who wouldn’t refer a friend or family
member to your “no-nonsense”, squared
away, customer friendly sales team.
 Positive contrast against other dealers
will create the LOYALTY that dealers pay
countless millions of dollars to develop –
only to lose that investment because a
sales person is “having a bad day”.
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16.  Q: Should we do this?
Better question: Do I want my
customer to experience my best
effort – or keep on wingin’ it while
everyone else is offering the iPad
experience?
 Business as usual -
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