October 7, 2013
Need to Know
INDUSTRY NEWS IN THE LAST 24

toyota2_logo22 September Sales Reflect Toyota’s Continued Growth

Despite any reports to the con­trary, Toy­ota Motor Sales U.S.A. con­tin­ues to post high sales num­bers, and the Toy­ota Camry is still the best-selling car in America.

Get the full pic­ture as Toy­ota records sales-per-day increases for Sep­tem­ber. [More]


PR Newswire
nactoy_awards22 NACTOY Candidates Feature a Host of GM Vehicles

It’s not too early to begin lin­ing up con­tenders for the 2014 North Amer­i­can Car and Truck of the Year (NACTOY) awards, and Gen­eral Motors vehi­cles fig­ure prominently.

Find out more about the short list of con­tenders as we move closer to deci­sion time. [More]


Detroit Free Press
dunne_tim22 Flux and Shift Surrounds Global Auto Industry

The global auto indus­try is in flux with dra­matic changes and growth in emerg­ing markets—especially in the Asia-Pacific region, accord­ing to a white paper deliv­ered by J.D. Power’s Tim Dunne.

Find out more about the insights offered in a white paper by this J.D. Power expert. [More]


J.D. Power blog
TODAY: Reaping the Rewards of Cheap Cars; Capturing More Web Traffic; Auto Lending Today; More 
Video news that moves people and ideas
coats-jeff-aug2013

What is a Valid Lead?

The pri­mary fric­tion point of a sales lead and the dealer sales team is the process of get­ting the prospect on the phone.

coats-jeff-aug2013 What is a Valid Lead?
JEFF COATS President and CEO, Autobytel
leavitt-howard-niada-2013 Cost Per Up and Good Money Bets
HOWARD LEAVITT President, AutoRaptor CRM
parker-scott Where Do You Want to Take Your Business in 5 Years?
SCOTT PARKER Director of BDC Sales, DealerTrack
VIDEO: Reputation is Mission-Critical
wagoner-tara-aug2013
  Show Off Your Good Reputation
 

Deal­ers can make a great impres­sion on cur­rent and poten­tial buy­ers by deliv­er­ing good ser­vice, and show­ing off their good deeds…


Click here to watch video
VIDEO: Understanding Millennials
pechstein-scott-aug2013
  Millennials’ Buying Habits Shaped by Today’s Events
 

Deal­ers need to under­stand mil­len­ni­als, and to reach them where they are. Smart use of social media is a good place to start.


Click here to watch video




Dealer Pain Points
BY NADA UNIVERSITY

Cash Cash Flow Killers

While it’s true that Cash is King, the King’s life is always in mor­tal dan­ger at auto deal­er­ships. Every depart­ment has assas­sins in the form of prac­tices, processes and pro­ce­dures that are cash flow killers.

As every dealer knows, a bal­ance sheet show­ing a profit doesn’t mean you have cash in the bank.

Click here to learn more.

service technician Revenue Booster: How “Free” Adds Up!

More and more peo­ple are keep­ing their vehi­cles for longer peri­ods and, more than ever, need their cars kept in good run­ning order.

The fact is many deal­ers don’t need more cus­tomers in the ser­vice department—they need to more fully ser­vice their exist­ing cus­tomers’ vehicles.

Click here to learn more.

Paint Booth Are You Ready for New Paint Booth Rules?

Between six and eight thou­sand deal­ers have body shops. The new rules issued by the Envi­ron­men­tal Pro­tec­tion Agency gov­ern the equip­ment being used and the employ­ees using it.

The rules are intended to pro­tect the envi­ron­ment, body shop employ­ees and the peo­ple in the sur­round­ing community.

Click here to learn more.

Doing It Right  
HOW-TOs BY INDUSTRY EXPERTS

The Sit­u­a­tion for deal­ers: The ‘cheap’ in cheap cars doesn’t mean cheaply made. The days of stereo­typ­ing small, inex­pen­sive cars as any­thing but eco­nom­i­cal trans­porta­tion have changed.

Is your sales team up to date on the “cheap cars” and how to present them to the buy­ers with low budgets?

The experts at Auto­by­tel have named their top picks for the most affordably-priced, high qual­ity cars offer­ing buy­ers great fea­tures, design, per­for­mance and reliability.

“The com­pacts and sub­com­pacts on our list don’t always get the atten­tion they deserve.  They’re well-built, reli­able and afford­able to own, with stan­dard fea­tures you don’t expect.  These aren’t top picks for first-time car buy­ers only—they’re excel­lent choices for any­one look­ing to buy a great qual­ity vehi­cle at the best price,”  said Michelle Naranjo, editor-in-chief of Autobytel.

Know the top five picks for great qual­ity cars with the cheap­est price as selected by Auto­by­tel.

 
Behind the Numbers  
MARKETING CAMPAIGNS

“Grow your local busi­ness today with Twit­ter Ads” – That’s the sub­ject line of an email Twit­ter has been send­ing out lately explain­ing how Twit­ter Ads can drive sales to your local busi­ness. Not long ago, Twit­ter was con­sid­ered a fun place to post 140 char­ac­ter mes­sages to friends – but more recently its’ become an essen­tial mar­ket­ing chan­nel for retail­ers, up there with Facebook.

Deal­ers are learn­ing a lot more about mobile phone apps tied into Face­book – and now Twit­ter is see­ing a lot of growth in inter­est from retail­ers using their Twit­ter Ads.

Twit­ter is fol­low­ing Facebook’s path by launch­ing an ini­tial pub­lic offer­ing some­time soon that could sub­stan­tially increase its mar­ket value.

Read all about what Twit­ter has been doing to grow its busi­ness through the adver­tis­ing side – and what ana­lysts are think­ing about the company’s likely mar­ket value.




Build a Better Dealership
SMART INSIGHTS FOR SMART DEALERS

Facebook TV adsHave You Considered Converting TV Ad Spend Over to Social Media?

For deal­ers and automak­ers plan­ning their TV adver­tis­ing spend for Q4 and into 2014, it may start drift­ing away from local TV and cable stations.

Face­book is test­ing videos that play auto­mat­i­cally on web­sites and on mobile devices.

The 1.15 billion-member social net­work wants to set up an attrac­tive venue for lucra­tive, television-like video ads.

The videos will be silent when they appear in a Face­book user’s news­feed, but expand and play the audio when clicked.

TV ads on social media will poten­tially become a major avenue for reach­ing con­sumers who’ve left tra­di­tional media – the chal­lenge will be engag­ing them and not turn­ing them off alto­gether from Face­book and other social media sites.

Check out what’s hap­pen­ing with major social media sites break­ing into the huge TV adver­tis­ing space.…

financeAutomotive Financing Being Relied on Now More Than Ever Before

New vehi­cle financ­ing is at the high­est level since track­ing began in 2006. A record 84.5 per­cent of con­sumers who acquired a new vehi­cle in the sec­ond quar­ter obtained either a loan or a lease to fund the purchase.

“Loans have become more acces­si­ble in recent years, and we’ve seen a steady growth in the per­cent­age of con­sumers financ­ing their vehi­cles,” said Melinda Zabrit­ski, senior direc­tor of auto­mo­tive credit for Exper­ian Auto­mo­tive. 

Find­ings from the lat­est Exper­ian Auto­mo­tive State of the Auto­mo­tive Finance Mar­ket report include:

• Of all new vehi­cles financed, leases accounted for an all-time high of 27.64 per­cent dur­ing the sec­ond quar­ter, up from 24.4 per­cent in Q2 2012.

• The dif­fer­ences in financ­ing attrib­utes, such as aver­age monthly pay­ment, credit score and financ­ing term. For exam­ple, the aver­age monthly lease pay­ment was $408, com­pared with $457 on a new vehi­cle loan.

• Non­prime, sub­prime and deep-subprime new vehi­cle loans increased to 27.45 per­cent mar­ket share in Q2 2013, up from 25.41 per­cent in Q2 2012.

• For used vehi­cles, non­prime, sub­prime and deep-subprime loans accounted for 57.31 per­cent mar­ket share in Q2 2013, up from 56.46 per­cent in Q2 2012.

Learn more about the Exper­ian Auto­mo­tive 2013 Q2 findings.

Smart Thinking - Pass It On  
AUTOBYTEL ENHANCES AUTOMOTIVE ADVERTISER OPPORTUNITIES

The Sit­u­a­tion:

Auto­by­tel has invested $2.5 mil­lion in cash to help build, launch and grow AutoWeb, Inc.’s pay-per-click (PPC), auction-driven auto­mo­tive adver­tis­ing mar­ket­place – cre­at­ing sub­stan­tial oppor­tu­ni­ties for Auto­by­tel cus­tomers in cost-effective cus­tomer refer­ral and mar­ket­ing programs.

“We believe our invest­ment in AutoWeb will not only cre­ate sub­stan­tial oppor­tu­ni­ties to deliver seri­ous car buy­ers to our cus­tomers and a per­son­al­ized online expe­ri­ence to con­sumers, but will also increase mon­e­ti­za­tion of our web­site traf­fic,” says Jef­frey Coats, Pres­i­dent and Chief Exec­u­tive Offi­cer of Auto­by­tel.

Make Sure Your Deal­er­ship in On Board for 2014 Launch

Autobytel’s strate­gic invest­ment in newly-formed AutoWeb, Inc. posi­tions the com­pany to cap­ture a larger share of online auto­mo­tive rev­enue. Drill down fur­ther to dis­cover how this will ben­e­fit auto­mo­tive adver­tis­ers, man­u­fac­tur­ers and their dealers.

 
Automotive Lending Today  
EQUIFAX HAS THE ANSWER DEALERS ARE LOOKING FOR

At Issue:

Even the most inno­v­a­tive vehi­cle on the planet can’t make an impres­sion if its man­u­fac­turer can’t get it to con­sumers. That was the chal­lenge fac­ing the man­u­fac­turer of a cutting-edge elec­tric car and its captive-financing divi­sion: How to con­vince local deal­ers to stock, pro­mote and invest in ser­vices for the new vehicle.

Is there a happy end­ing to the elec­tric car challenge?

Advanced analy­sis from Equifax IXI Ser­vices offered the impe­tus behind this company’s mar­ket­ing effi­ciency. Drill down fur­ther to find out how this suc­cess story unfolded and what your deal­er­ship can gain from a cost-effective tai­lored mar­ket­ing strategy.










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.






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