The Road to Buying 100 Cars Per Month
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Today, more than ever – buying the right inventory and at the right price is the difference between setting records or furloughing employees. Learn how to buy 100 cars a month from the public resulting in an extra $1,200 per copy on the front while turning that inventory in less than 30 days. Yes, we know how that sounds. Speakers: Sean V. Bradley, CSP President | Dealer Synergy Danny Zaslavsky Dealer Principal; Partner | Country Hill Motors
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The Road to Buying 100 Cars Per Month
- 1. THE ROAD TO BUYING 100 CARS PER MONTH Build a reliable and sustainable private-party acquisition strategy that combines technology, people, and performance metrics to source inventory that sells faster with higher gross per copy.
- 2. THE ROAD TO BUYING 100 CARS A MONTH Danny Zaslavsky Sean V. Bradley PART I PART II One Dealer’s Journey to 100 Cars a Month CRM, HR, and Training Processes for the VBC MANAGING PARTNER, VINCUE GENERAL MANAGER, COUNTRY HILL MOTORS PRESIDENT, DEALER SYNERGY SEANB@DEALERSYNERGY.COM | (267) 319-6776
- 3. THE ROAD TO BUYING 100 CARS A MONTH WHERE HAVE ALL THE CARS GONE? Increasing competition, auction costs, delivery, processing, etc. AUCTIONS Point of diminishing return / scalability. PARTNERS Wholly dependent on inventory availability TRADE-INS
- 4. THE ROAD TO BUYING 100 CARS A MONTH PRIVATE PARTY ACQUISISION
- 5. THE ROAD TO BUYING 100 CARS A MONTH 2018 • Started crawling Craigslist for private party listings • Better understanding of inbound vs outbound best practices 2020 2016 • Committed to private-party buying strategy • Hired dedicated buying agents • Incentivized private-party acquisitions • Implemented VinCue Vehicle Buying Center™ • Engaged in agile product development • Redesign payment plans for inbound/outbound 0-30 CARS / MO 30-50 CARS / MO
- 6. THE ROAD TO BUYING 100 CARS A MONTH WHERE WE ARE TODAY 4Full-time Buying Agents PPA Per Month Avg Increase Front-End Gross Avg Turn on PPA
- 7. THE ROAD TO BUYING 100 CARS A MONTH TECHNOLOGY PROCESSES LEAD GEN PEOPLE Vehicle Buying Center VBC™
- 8. THE ROAD TO BUYING 100 CARS A MONTH LEAD GEN 1. Funny / Engaging Content 2.Multi-Channel Marketing 3. Digital Front Door (Landing Page) 4.Measure, Adjust, Reinvest Buy Cars from the Public Content Anchor Ad Social Clips TV Clip Radio Channels YouTube Facebook / Instagram TV Radio Google Ads Messages Get Rid of Payment Cash Now Life Change Funnel Landing Page KBB ISO VinCue VBC™
- 9. THE ROAD TO BUYING 100 CARS A MONTH CONTENT ANCHOR AD SHORT AD SHORT AD REFERRAL AD TESTIMONIAL TESTIMONIAL
- 10. THE ROAD TO BUYING 100 CARS A MONTH MULTI-CHANNEL MARKETING ü SOCIAL MEDIA ü EMAIL MARKETNIG AUTOMATION ü DIGITAL VIDEO ü TELEVISION & RADIO ü PRINT & MAIL ü IN-PERSON EVENTS
- 11. THE ROAD TO BUYING 100 CARS A MONTH DIGITAL FRONT DOOR
- 12. THE ROAD TO BUYING 100 CARS A MONTH PEOPLE What makes a great salesperson does not necessarily make a great VBC agent. Look for the heart of an educator. Use empathy to help sellers solve problems. Structure pay-plans accordingly.
- 13. THE ROAD TO BUYING 100 CARS A MONTH MOTIVATORS Does your seller want to… Get rid of a car they don’t need or want? Get rid of a car payment? Get cash money now? Trade? Adjust to a major life change? #SCOOTERLIFE
- 14. THE ROAD TO BUYING 100 CARS A MONTH PROCESSES Inbound PPA Outbound PPA Offers / Negotiation Schedule Appointments
- 15. THE ROAD TO BUYING 100 CARS A MONTH
- 16. THE ROAD TO BUYING 100 CARS A MONTH VBC ONBOARDING VBC™ Coordinator, Agent, & Manager Job Descriptions Inbound / Outbound KPIs & Payment Plans CRM Setup & DMS Reporting VBC™ Agent Messaging, Coaching, & Training VBC™ Process Documentation & Forms / Consents VBC™ Advertising
- 17. THE ROAD TO BUYING 100 CARS A MONTH Real-Time Offer • Communicate directly with the seller • Fast Cash v. Trade v. Private Sale • Pros & Cons of Private Sale • Live Market Comparables • Sold Retail Transactions
- 18. THE ROAD TO BUYING 100 CARS A MONTH I N B O U N D Digital Front Door Vehicle Info Instant Offer Working Leads Craigslist, Facebook, AutoTrader Leads Working Appraisals Acquired O U T B O U N D
- 19. THE ROAD TO BUYING 100 CARS A MONTH I N B O U N D KBB ICO Vendor 1 Vendor 2 VinCue VBC O p p y s C o n n e c t i o n s A p p t . A c q . % A c q Craigslist Only Facebook Only CarGurus Only VinCue VBC O p p y s C o n n e c t i o n s A p p t . A c q . % A c q KEY PERFORMANCE INDICATORS KEY PERFORMANCE INDICATORS O U T B O U N D
- 20. THE ROAD TO BUYING 100 CARS A MONTH Reportable Channels • Auction • Trade • Dealer Network • VBC (incl. Off Lease, Service) Sold by Date Range / Channel • # Units / Avg Gross / Avg Turn In Stock by Channel • # Units / Cost / Price to Market DMS REPORTING
- 21. THE ROAD TO BUYING 100 CARS A MONTH THE ROAD TO BUYING 100 CARS A MONTH +$1,200 Avg Gross/copy + Save $500 Auctions Costs/car x 100 Cars/month = $170k/mo Lift 20-30/MO 20-30/MO 20-30/MO 20-30/MO + + +
- 22. THE ROAD TO BUYING 100 CARS A MONTH Danny Zaslavsky Sean V. Bradley PART I PART II One Dealer’s Journey to 100 Cars a Month CRM, HR, and Training Processes for the VBC MANAGING PARTNER, VINCUE GENERAL MANAGER, COUNTRY HILL MOTORS PRESIDENT, DEALER SYNERGY SEANB@DEALERSYNERGY.COM | (267) 319-6776
- 23. THE ROAD TO BUYING 100 CARS A MONTH
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- 31. THE ROAD TO BUYING 100 CARS A MONTH
- 32. THE ROAD TO BUYING 100 CARS A MONTH PART I PART II • Lead Generation & Marketing • Finding the Right People • Establishing Clear Process • Utilize the Right Tools • How & Where to Find the Right VBC Agents • Proper VBC CRM Setup • Onboarding & Training VBC Agents Danny Zaslavsky Sean V. Bradley MANAGING PARTNER, VINCUE GENERAL MANAGER, COUNTRY HILL MOTORS PRESIDENT, DEALER SYNERGY SEANB@DEALERSYNERGY.COM | (267) 319-6776
- 33. THE ROAD TO BUYING 100 CARS A MONTH Danny Zaslavsky Sean V. Bradley THANK YOU OPEN TO Q&A MANAGING PARTNER, VINCUE GENERAL MANAGER, COUNTRY HILL MOTORS PRESIDENT, DEALER SYNERGY SEANB@DEALERSYNERGY.COM | (267) 319-6776
- 34. THE ROAD TO BUYING 100 CARS A MONTH Danny Zaslavsky MANAGING PARTNER, VINCUE GENERAL MANAGER, COUNTRY HILL MOTORS @VINCUEAUTO #BYDEALERSFORDEALERS DANNY@DEALERCUE.COM | (913) 808-7008
- 35. THE ROAD TO BUYING 100 CARS A MONTH