Podcast: How Can Market Reports Help Me to Minimize Aged Inventory and Maximize Gross?

[podcast flashvars=”transparentpagebg: ‘yes’, titles: ‘Maximize Gross'”][/podcast] To stock your store with vehicles that turn quickly and generate a good profit, do you rely on gut feel or hard data? If you need help taking the guesswork out of this critical decision, ask your online advertising partners. These companies should be able to provide you with […]

Ten Strategic Email Rules for Internet New-Car Shoppers

By Daryl Sanders, Internet Dealer Solutions

There is mounting pressure in the internet automotive sales channel to embrace and rely on email high technology. With this growing trend and influx to utilize videos, jpg pictures, dealer banners, logos of cars and stores, there is also increased and regulated spam control. Therefore, this greatest and latest email strategy hardly ever gets through to potential buyers, and if it does, it quickly lands in a spam folder that most people ignore. Opening up a spam folder requires downloading pictures and content, so unless there is a trusted relationship established, most email recipients would always be leery of opening any unsolicited email.

Tough Times Require Smart Sales

Surviving and thriving in a changing economy requires more than hunkering down and waiting it out. To capitalize on the opportunities in today’s market and that automotive retail experts see in the months ahead, you’re better served by knuckling down and getting to work. To win the business for your store, look beyond the grim, final months of 2008. Focus instead on the factors you control: fully merchandising your listings to catch shoppers’ interest and doggedly sticking with prospects until they purchase.

Stick With the Sale

It happens every day. An online inquiry that looked so promising when it arrived seems to have gone colder than a penguin’s feet. And before you can say “lost commission,” the prospect is moved into the inactive system. That is often a mistake, according to Ralph Ebersole,’s director of automotive consulting and dealer training. “The only good reason to move prospects into the inactive system is because they asked you to,” he says. Otherwise, you should adopt a strategy to keep prospects alive longer – particularly in an economic downturn that makes every sale mission-critical. Let’s look at some suggestions on how to make that happen.

When Online Turns Offline

In theory, one of the unique benefits about online advertising, versus print or broadcast, is the ability to fully measure the effect of the ad. You post a listing on a third-party site such as, a shopper sees it and calls or clicks, and you have instant feedback that the ad did its job. It’s even easy to run a report that shows how many calls, clicks, chats or other contacts you received off your online ads that day, week, month, etc. Yet those reports fail to tell the whole story. A recent groundbreaking study conducted by found that for every two customers who contact you by phone or email, a third will simply visit the store. So that you’re not missing out on this traffic, let’s look at how you can measure the full value your online marketing efforts deliver. Podcast: How Do I Know If My Internet Program Needs a Tuneup?

[podcast flashvars=”transparentpagebg: ‘yes’, titles: ‘Internet Tuneup'”][/podcast] Q: How do I know if my internet program needs a tuneup? A: When your internet program falters, resist the temptation to simply throw in the towel on your online marketing initiatives. By asking yourself four questions, you can determine if it’s time to overhaul your program and use […]

Match Talents to Positions

By William Phillips, Automotive Internet Management Inc. It's early October, and I’m just leaving the J.D. Power and Associates Automotive Internet Roundtable in Las Vegas, where a wealth of great information was presented. The best thing I learned from this conference was that the work environment within a dealership is changing faster than anyone realizes. Technology is changing the face of who now works in this environment, and the industry is unprepared for or unaware of the change at hand. Podcast: How Should I Work With Women Car Buyers to Sell More Cars?

[podcast flashvars=”transparentpagebg: ‘yes’, titles: ‘Women Buyers'”][/podcast] A: I’m certain you’ve heard by now about countless studies indicating that women make and/or influence the majority of car-buying decisions. Yet, for many women, this authority still fails to translate into a pleasant shopping experience. Stop me if you’ve heard their concerns before: I felt like I did […]

When First In Doesn't Win

When working with online prospects, you understand the importance of promptly responding to their inquiries. Studies show that car buyers use the internet to save time while researching vehicles they’re considering and often award the sale to the first dealer to contact them. Missing from that scenario, of course, are the dealers who forget that speed can kill. In the race to be first, they fail to answer the shopper's questions or to provide compelling reasons to buy from them. Let’s look at how you can leverage the tools in your arsenal to work with internet car buyers, whether on the phone, via email or in your dealership, to win more than your fair share of the business. Remember, if you can't be first, be the best.