October 1, 2013
Need to Know
INDUSTRY NEWS IN THE LAST 24

average_age_vehicles22 Polk: Average Age of Light Vehicles is Rising

A recent Polk study finds that the aver­age age of light vehi­cles on the road is con­tin­u­ing to increase, even though a record num­ber of new vehi­cles have been sold.

Find out more about what the Polk data reveals for cars and light trucks. [More]


PR Newswire
digital_ad_spend22 Digital Advertising Sees Rising Trend Worldwide

Dig­i­tal ad spend is on the rise glob­ally, accord­ing to esti­mates from eMar­keter and Star­com Medi­aVest Group, and will con­tinue to rise next year as well.

Get the facts and fig­ures on media use and spend­ing trends for 2013. [More]


Media Post
reuss_mark22 GM Pickups Join Texas Battle for Supremacy

Almost every­body in Texas dri­ves a pickup, Mark Reuss, GM North Amer­i­cas pres­i­dent, dis­cov­ered while vis­it­ing the State Fair of Texas last week.

Find out more about what’s at stake as GM works on improv­ing its truck lines. [More]


Bloomberg News
TODAY: How Smart Dealers are Benefit from Big Data; Building Successful Service Departments; More 
Video news that moves people and ideas
filan-kevin

Big Data Tells a Simple Story

From a sur­vey of 250,000 car buy­ers, Auto­Trader found the #1 rea­son why con­sumers pur­chased a car — watch the video to find out what it was…

filan-kevin Big Data Tells a Simple Story
KEVIN FILAN VP, Customer Marketing & Industry Relations, AutoTrader Group
westcott-david NADA Chairman: How CFPB Guidance Could Hurt Consumers
DAVID WESTCOTT Chairman, NADA
heather-mackinnon-skype Service Reviews: An Opportunity for Growth
HEATHER MACKINNON VP of National Accounts, DealerRater
VIDEO: Better Leads and Big Data
coats-jeff
  Data = Transparency with Third Party Leads
 

Big data is now being uti­lized to show deal­ers the qual­ity of third party leads.


Click here to watch video
VIDEO: Big Data Pros and Cons
anwyl-jeremy
  Edmunds: Big Data a Double-Edged Sword
 

Big data can pro­vide a lot of con­sumer infor­ma­tion that deal­ers and mar­keters desire, but pri­vacy issues may derail this excit­ing tech­no­log­i­cal devel­op­ment. Pro­ceed­ing with trans­parency is key to future success.


Click here to watch video




Dealer Pain Points
BY NADA UNIVERSITY

Stolen Service Profits Stolen Service Profits

The famed bank rob­ber Willie Sut­ton said he robbed banks because that’s where the money is.

If he were going after deal­er­ship prof­itabil­ity, his rich­est tar­get would be your ser­vice department.

It’s a stealth attack.

Click here to learn more.

Low Service Contract Sales Low Service Contract Sales

Ser­vice con­tracts don’t exactly sell them­selves, do they?

What dealer wouldn’t want a prod­uct that not only makes money today but improves ser­vice depart­ment prof­itabil­ity and brings cus­tomers back to buy their next car?

Click here to learn more.

Perishable profits Perishable Profits

Deal­ers don’t sell fruits and veg­eta­bles but they carry some­thing that’s even more per­ish­able and far more valuable.

Tick. Tock. Every sec­ond that passes by is a lost oppor­tu­nity. Tick. Tock. Every lost minute is poten­tial rev­enue lost forever.

Tick Tock.

Click here to learn more.

Doing It Right  
HOW-TOs BY INDUSTRY EXPERTS

While many have already started prepar­ing a eulogy for brick-and-mortar retail, they shouldn’t be so fast to declare it obsolete.

Pur­chas­ing deci­sions of the wealthy rarely have any­thing to do with cost. If some­one has a sub­stan­tially high income, then what is a cou­ple dol­lar dif­fer­ence going to make? Prob­a­bly not much of one at all.

Brick-and-mortar still offers an expe­ri­ence that can­not be repli­cated online, and the afflu­ent are one of the biggest fac­tors in this phe­nom­e­non. There is a cer­tain panache that comes with actu­ally shop­ping at a lux­ury retail loca­tion. Lux­ury car pur­chases help drive the brick-and-mortar success.

Read on

 
Behind the Numbers  
UNION NEGOTIATIONS

There’s a lot at stake in Chat­tanooga, Tenn.

Volk­swa­gen may become the first “trans­plant” automaker in the south to have its work­ers vote in a United Auto Work­ers contract.

UAW has been flex­i­ble to move for­ward, talk­ing to VW man­age­ment about set­ting up a “works coun­cil” like it has in Ger­many. The union would love to see worker’s break the bar­rier and bring con­tract nego­ti­a­tions to the south – where sev­eral for­eign automak­ers have set up shop.

They’re mak­ing wages sim­i­lar to what Detroit 3 pay­ing, but it would cost trans­plant automak­ers a lot more if the union enters the picture.

VW wants to be the lead­ing global automaker in sales and is count­ing on US mar­ket to get there. Check out some of the strate­gic issues being faced by VW, UAW, and the assem­bly plant workforce.




Build a Better Dealership
SMART INSIGHTS FOR SMART DEALERS

big-dataThree Big Data Trends Dealers Should Know About

It’s been a sweet year for new and pre-owned vehi­cle sales, loans and leases, sched­uled main­te­nance, and after­mar­ket. Big Data is becom­ing some­thing like the blood­stream for all of it.

It’s built into third-party dig­i­tal mar­ket­ing part­ners, upstream remar­ket­ing chan­nels, and dealer man­age­ment sys­tems.

The trick is bal­anc­ing some­where between “no duh” for tech­nol­ogy processes that are built into every­thing we do today and a “Rubik’s Cube” for man­agers over­whelmed with data sources and fig­ur­ing out what to do with them. Stay­ing cur­rent on the issues is a good way to do it.

Jon LeSage, edi­tor of Used Car Mar­ket Reports, looks at three devel­op­ments that deal­ers should know about Big Data and what ana­lysts are say­ing about it.

leahy_terry22What Dealers Can Learn from the ‘Godfather of Big Data’

The Sit­u­a­tion:

What IT peo­ple nowa­days call “Big Data” is what CEOs and lead­ers – includ­ing Dealer Man­agers – describe as Data Invest­ment Man­age­ment, and Britisher Sir Terry Leahy is con­sid­ered the God­fa­ther of Big Data. Why? Because he made it work in favor of his com­pany to increase prof­its by at least 25 percent.

What does this mean for Auto Dealerships?

With the acqui­si­tion of sophis­ti­cated soft­ware that deal­er­ships use today, an enor­mous amount of cus­tomer data is being accu­mu­lated – but it is hardly being put to use.

Sir Terry Leahy, for­mer CEO of British retail com­pany Tesco, says busi­nesses change slowly, but cus­tomers change quickly. As they change, you change. Drill down to get valu­able tips on how to uti­lize the cus­tomer data you already have to retain cus­tomers and acquire new ones.

Smart Thinking - Pass It On  
AUTOMOTIVE TECHNOLOGY AND BIG DATA JOIN FORCES

At Issue:

There’s more to big data than how much data is being cre­ated – it’s how much and how well data is being used that’s impor­tant – and this is where big data com­pa­nies will be competing.

Back­story:

Since the advent of fuel injec­tion in the 1970s, cars have had some kind of com­puter on board—granted, those com­put­ers weren’t any­where near what they became in decades mov­ing for­ward. With all the changes cars face, onboard com­put­ers and high-end tech­nolo­gies will only become more com­plex, gen­er­at­ing more and more data.

The term “big data” is some­thing auto deal­ers will be hear­ing from now on, in the course of auto­mo­tive tech­nol­ogy and the his­tory of the indus­try. Drill down fur­ther to learn more about the rela­tion­ship between auto­mo­tive tech­nol­ogy, big data, and your dealership!

 
Successful Service Departments Drive Sales  
THE SERVICE DEPARTMENT IS THE LIFEBLOOD OF YOUR DEALERSHIP

The Sit­u­a­tion:

In the past few years, the Ser­vice Depart­ment has become a way to not only drive reten­tion but also cap­ture the most cov­eted prize in any busi­ness: cus­tomer loy­alty. In good times, and in bad, the profit mar­gin from new-car sales is likely over­shad­owed by that of ser­vice and parts. So the ques­tion deal­ers are ask­ing is: What can we do to pro­mote Ser­vice busi­ness? The answer could well like in pro­mot­ing “cap­tive ser­vice” at your dealership!

Pre-Paid Main­te­nance plans offer more than ser­vice reten­tion and an increased like­li­hood of sell­ing a new car to the PPM recip­i­ent. Drill down fur­ther to find out more about this key profit-promoting tool for your dealership’s Ser­vice Depart­ment today!










Dealer Resources 
Autobytel
Looking for the Best Leads in the business?
DealerRater.com
Helping dealers manage their reputation.
OneCommand
OneCommand deploys leading-edge communications technology proven to increase response rates, drive traffic, and lower marketing costs. OneCommand provides a Customer Marketing and Loyalty Automation Platform™, designed to drive customer loyalty.
AutoRaptor.com
The solution to your CRM dilemma and building long lasting customers.
FirstLook Systems
FirstLook Systems provides advanced Retail Performance Management solutions helping automotive dealers gain better visibility, decision making and performance of pre-owned retail operations.
PassTime
Payment Assurance & GPS Tracking technology designed to protect your assets.
AutoTrader.com
Partnering with AutoTrader.com alone gives your inventory unparalleled online exposure.
Fiserv
Fiserv offerings address every step of the automotive lending process.
Thrifty Car Sales
Find out what Thrifty Car Sales Franchise Opportunities can do for you.
AutoUSA
AutoUSA Internet Sales Solutions brings the best-in-class tools to increase Internet sales and lower costs for automotive dealerships.
IMN
IMN is the digital marketing company that delivers branded newsletters and content for more than 3,000 organizations worldwide, combining custom, vertically-oriented content with advanced publishing technology and services.
vAuto
vAuto's Provision™ suite of inventory management tools is the auto industry's leading solution to help dealers increase used vehicle sales, profitability and return on investment.
Dataium
Dataium is the largest aggregator of Internet automotive shopping activity. With its Cloud Intelligence® platform, the company collects, analyzes, and indexes billions of online automotive shopping events from over 20 million active auto shoppers monthly.
NADA University
One Sources, Endless Possibilities, 24/7.
Xtime
Xtime is the leading provider of hosted Customer Relationship Management (CRM) systems for automotive services departments that seek to increase service revenue and customer retention.
Dealer.com
Turn-key automotive Internet marketing on one platform.
NextGear Capital
We are the largest independent inventory finance provider for used automobiles providing inventory financing to dealership operations in the areas of Retail, Wholesale, Rental, and Salvage.






If you find that you received this newsletter by mistake or wish to unsubscribe to this publication, please click here to unsubscribe from the mailing list.

ADVERTISE WITH US - Contact AIN Media Publisher Chuck Parker at cparker@automotivedigest.com or (310) 265-2225 to learn more.