Have You Hugged Your Salesperson Today?
A dealership’s salespeople humanize your brand and make you more responsive to customers: 97 percent of car buyers would like to select a salesperson before they visit a dealer.[i] A recently published Wall Street Journal article, “Dearth of a Salesman,” underscores why dealerships need to invest into their salespeople. Citing data from talent management firm […]
How Personalization Is Changing Automotive Shopping
Automotive dealerships are now trying to please consumers whose expectations for a great customer experience are set on non-automotive sites such as Amazon, Netflix, Spotify, and Tinder. These online destinations have successfully responded to a new breed of consumer who demands a more personalized shopping experience. They’ve flourished in part by using machine learning to […]
Three Ways Dealers Can Close the Year Strong
It’s make-or-break time for automotive retailers. U.S. automakers reported that the average selling price of a new car is increasing based on August auto sales, but the demand for passenger cars is dropping, and as the industry approaches the fourth quarter, clouds are on the horizon in the form of expected higher interest rates and […]
Three Ways to Prepare Your Digital Brand for Labor Day Weekend
Is your digital brand ready for Labor Day weekend? This year’s Labor Day sales might attract more shoppers than usual if the threat of auto tariffs creates a spike in searches for new cars to buy. As shoppers gear up for the big weekend, they’re visiting nearly 20 digital touchpoints, such as your website, digital […]
The Untapped Source for Attribution Learnings: Customer Reviews
Understanding the factors that influence a customer’s purchase decision is such a thorny issue that our industry devotes an entire conference focused solely on analytics and attribution. Dealerships continue to invest in tools that provide only a partial view of how and why a customer purchased a vehicle. To get a more complete picture of […]
What are the Real Reasons Women Buy from their Sales Adviser?
In 2018, women will spend an estimated $445 billion on new cars at franchised car dealerships. An average-sized dealer sells 819 total new and used vehicles annually to this market segment. When buying a car, half of women buyers are going to one store. The other half however, report visiting 3.2 dealers – which is almost twice […]
“If You Are Scared, You Better Get a Dog”: Auto Legend Steve Landers Speaks
Steve Landers has sold T-birds to Elvis Presley, rubbed elbows with Sam Walton, and worked for Roger Penske on his way to building the largest chain of dealerships in Arkansas. He has become an automotive legend, selling a dealership for $40 million by the time he was in his early 40s. When he visited Cars.com […]
How and Why You Should Build Brand Ambassadors
Salespeople sell cars. But brand ambassadors make your customers so happy that they tell other people about you and return to do business with you time and again. It’s obvious which type of person a dealership would prefer to have on staff. And more than ever, dealerships possess the tools required to cultivate brand ambassadors. […]
Does Your Automotive Marketplace Pass the Friction Test?
Let’s talk about friction. Friction doesn’t just play a critical role in physics. Removing friction from the automotive shopper’s journey is the key to automotive dealerships prospering in an industry fraught with the challenge of running a modern dealership. Twenty years ago, an automotive retailer needed to be proficient with one-to-three traditional media outlets to […]
10 Lessons from NADA 2018
At NADA 2018, the entire Cars.com family – Cars.com, Dealer Inspire, and DealerRater — was busy connecting with customers everywhere, ranging from the exhibition floor to special events. What we heard during informal conversations and speakers onstage underscored the importance of the 4Ps of Automotive Marketing™ — product, price, place, and person – to the […]
How Findlay Toyota Rocks Automotive Retailing
John Barr, general manager of Findlay Toyota in Henderson, Nevada, comes from a rock-and-roll background. Before he got into the automotive business, he worked with music stars such as Sammy Hagar and Ozzy Osbourne. And now he’s a rock star, managing a successful automotive retailer and being named the Leukemia and Lymphoma Man of the […]
Henderson Hyundai Lives the 4Ps of Automotive Marketing
John Tutino, general sales manager at Henderson Hyundai Superstore in Nevada, recently sat down with CBT Automotive Network to talk shop as part of Cars.com’s “Connecting on the Road to NADA” partnership with CBT Automotive Network. He gave us insight into his background and how Henderson Hyundai succeeds. Here are a few highlights of the […]