October 16, 2013
Need to Know

krafcik_john22 Government Shutdown Sure to Affect Auto Sales

Automak­ers are hop­ing the gov­ern­ment shut­down will end soon, as some are report­ing a decline in sales dur­ing Octo­ber due to the stand­off in Washington.

Find out what Hyundai Motor U.S. sales unit CEO John Kraf­cik has to say. [More]

Bloomberg News
mobility_future22 The Future Car is a What…?

With tech­no­log­i­cal advances so sophis­ti­cated and read­ily avail­able, they will one day add a new dimen­sion to the mobil­ity behav­ior of human beings, accord­ing to a recent report.

Find out what Frost & Sul­li­van projects the future car we will be dri­ving will be like. [More]

PR Newswire
bmw_electric22 Consumer Demand Dictates Course of Electrics

Despite neg­a­tive news to the con­trary, Amer­i­cans are still very inter­ested in elec­tric vehi­cles and BMW is about to boost pro­duc­tion to com­ply with demand in the U.S. and elsewhere.

Find out which BMW model is sell­ing off the shelves before it hits show­rooms. [More]

Detroit Free Press
TODAY: Tech-Savvy Customers Get the Deals; Reviewing an Innovative Loan Information System; More 
Video news that moves people and ideas

Leasing is On the Upswing

We’re see­ing very high pen­e­tra­tion rates for leas­ing today — and next year lease returns are expected to be 70% higher than this year. So what will hap­pen a cou­ple years down the road?

carrow-craig Leasing is On the Upswing
CRAIG CARROW Vice President of Automotive Solutions, Fiserv
Gutierrez_Alec_KBB field trip Pickup Truck Demand Way Up
ALEC GUTIERREZ Senior Market Analyst, Kelley Blue Book
rowe-jared Delivering Meaningful Content
JARED ROWE President, Kelley Blue Book
VIDEO: What Independents Need
  DMS Tailored for the Independent Dealer

Inde­pen­dent deal­ers have DMS con­cerns that are some­times dif­fer­ent from fran­chise dealers.

Click here to watch video
BLOG: Automotive Digestibles
  How You & Leasing Can Ensure Your Dealership’s Future–By Not Being a Dealership

The Appar­ent Sit­u­a­tion: Leas­ing is back in the dealer show­room – With sup­pos­edly less risk based on the “right” resid­u­als to keep the trek toward 16M new vehi­cle sales going, all while being a cat­a­lyst to trans­form what “deal­ers” think they must do.

The smartest option for deal­ers may well be not to act like a deal­er­ship at all. For exam­ple, by  becom­ing a com­plete  “Per­sonal  Vehi­cle Trans­porta­tion Cen­ter” and using the leas­ing con­cept to help trans­form the way you sell cars.

Click here to read more

Dealer Pain Points

tires Pumping Up Service Profitability

Are your ser­vice advi­sors on the look­out for wear and tear on the vehi­cles pulling into the ser­vice drive? All it takes is a few sec­onds to check the tread and add a line to the repair order.

Improv­ing the customer’s grip on the road also pro­pels prof­itabil­ity into the fast lane for both your ser­vice and parts departments.

Click here to learn more.

cashflow_1_10_2010-9_59_am.jpg Cash Flow Giving You a Sinking Feeling?

You’re mak­ing sales and show­ing a profit but the bank bal­ance is close to zero or worse! If you’re in choppy finan­cial waters, then some­where in the store there’s a Bermuda tri­an­gle swal­low­ing up cash and threat­en­ing to sink the dealership.

As cap­tains of the ship, deal­ers must locate the prob­lem and chart a course to calmer waters.

Click here to learn more.

Website Hits and Misses Website Hits and Misses

In base­ball, a bat­ter can’t just have a good-looking swing. He’s actu­ally got to hit the ball. It’s the same with websites.

Is your site even get­ting to first base with poten­tial cus­tomers? Is it strik­ing out too much? And just as in base­ball if a bat­ter is not per­form­ing well, the man­ager makes adjust­ments. You’re the man­ager of your Inter­net team.

Click here to learn more.

Doing It Right  

In today’s auto­mo­tive mar­ket, the younger and more plugged-in cus­tomers are bet­ter informed about their buy­ing options.

This is not lim­ited to the selec­tion of a vehi­cle or a deal­er­ship, but also extends to the deci­sion of how to finance their purchase.

The days of going to the library to look up a used car value, con­tact­ing var­i­ous banks to find out rates and call­ing a friend who gets an indus­try pub­li­ca­tion to look up avail­able incen­tives are long gone.

Nowa­days, most con­sumers have access to exten­sive online infor­ma­tion, includ­ing the var­i­ous finance options avail­able, from the com­fort of their home.

This new car-buying par­a­digm results in cus­tomers who have done their research upfront and, in many cases, are less inclined to need the rec­om­men­da­tion of a dealer because they walk into the show­room with a spe­cific vehi­cle, price and finance option in mind.

This type of cus­tomer is much harder to con­vert to another financ­ing option than one who walks into a deal­er­ship with just a monthly pay­ment in mind.

Read on…

Behind the Numbers  

As deal­ers see growth in used vehi­cle sales vol­ume, find­ing the best strat­egy for lead gen­er­a­tion is crit­i­cal for retain­ing tal­ented employ­ees and increas­ing rev­enue and profits.

A few years ago, a deal­er­ship might have had one used car man­ager han­dling most of the sales trans­ac­tions; lately that’s evolved into a team that includes inter­net sales and needs more resources and sup­port. They might be expected to call a long list of leads, which can wear thin later in the day.

“They’re gen­er­at­ing more leads with less value,” said Michael Richards, Pres­i­dent of Tril­ogy Automotive.

Tril­ogy talked to Used Car Mar­ket Reports about what it takes reach car shop­pers with gen­uine pur­chase intent ver­sus what Trilogy’s Michael Richards calls, “arti­fi­cially man­u­fac­tured leads.” And how new car deal­ers asked Tril­ogy for guid­ance on used car lead gen­er­a­tion. Read on for more……

Build a Better Dealership

auto repairSafety-Related Auto Repairs Delayed by Drivers

Extended war­ranty provider ForeverCar.com ana­lyzed 1,500 com­ments on Twit­ter and Face­book dur­ing the last three months to bet­ter under­stand dri­ver pri­or­i­ties when it comes to vehi­cle repairs.

“Peo­ple can’t live with­out their air con­di­tion­ing, but they will find every way to delay mak­ing pay­ments for a sus­pen­sion sys­tem,” said Russ Carpel, CEO and founder of ForeverCar.com. “Our claims admin­is­tra­tors are not at all sur­prised to see this type of sen­ti­ment, as many of them wit­nessed this type of ser­vice pri­or­ity in many repair facil­i­ties through­out the country.”

The results were eye-opening …

nissan_leaf22Solid Used Segment to Reach: Green Cars

Look­ing for a prof­itable used vehi­cle mar­ket seg­ment to reach? How about green cars – hybrids, elec­tric vehi­cles, and fuel effi­cient vehicles?

Fran­chised and inde­pen­dent deal­ers are see­ing a lot of used inven­tory on the mar­ket today, and some of it, espe­cially trucks, is see­ing strong pric­ing. What we’re see­ing though is that deal­ers are doing well by sell­ing lots of used vehi­cle the right way.

Prices might be down on small, fuel effi­cient cars and hybrids, but all things con­sid­ered, they’re not bad – and sell­ing a lot of them can be prof­itable.

There’s a cou­ple of inter­est­ing announce­ment this week that speak to the issue – one is that Nis­san has added its Leaf elec­tric car to its cer­ti­fied pre-owned vehi­cle list; and the other is an online tool for used cars rat­ing fuel effi­ciency and emis­sions from the US Dept. of Energy (DOE) and Envi­ron­men­tal Pro­tec­tion Agency (EPA).

Check out details on these announce­ment and three other sig­nif­i­cant indi­ca­tors that used green cars are a mar­ket niche to con­sider……

Smart Thinking - Pass It On  

The Prob­lem:

Auto fun­ders and deal­ers need help chang­ing the way finan­cial ser­vices are deliv­ered with a process and sys­tems that makes the loan and lease trans­ac­tion work effi­ciently and eas­ily in the F&I depart­ment of deal­er­ships and in the lend­ing insti­tu­tions that finance new and used vehi­cle purchases.

The Solu­tion:

Fis­erv dri­ves inno­va­tion in Pay­ments, Pro­cess­ing Ser­vices, Risk & Com­pli­ance, Cus­tomer & Chan­nel Man­age­ment, and Insights & Opti­miza­tion, and lead­ing the trans­for­ma­tion of finan­cial ser­vices technology.

Fis­erv can help change the way you serve your cus­tomers — pro­vid­ing new prod­ucts and ser­vices, rev­o­lu­tion­iz­ing finan­cial trans­ac­tions, deep­en­ing loy­alty while giv­ing you keen insight into cus­tomer behav­ior. Drill down fur­ther to learn more about all the things you need to prof­itably grow your business.

Buying Preferences Today  

The Sit­u­a­tion:

U.S. retail mcom­merce sales growth has been dra­matic over the past few years. As a result, eMar­keter has curated a roundup of key trends, sta­tis­tics and infor­ma­tion rel­e­vant to retail­ers who can no longer ignore the mobile lives of dig­i­tal shop­pers – and that includes auto­mo­tive deal­er­ships, par­tic­u­larly as it relates to the Ser­vice Depart­ment and after­mar­ket products.

How Will This Infor­ma­tion Affect Your Dealership?

Deal­ers, your Ser­vice Depart­ment, your after­mar­ket prod­uct pro­mo­tions and even your car sales are affected more and more by shop­pers using mCom­merce to research and buy while on the move daily. Drill down fur­ther to get the lat­est sta­tis­tics in a grow­ing trend that affects auto­mo­tive deal­er­ships more and more.

Dealer Resources 
Looking for the Best Leads in the business?
Helping dealers manage their reputation.
OneCommand deploys leading-edge communications technology proven to increase response rates, drive traffic, and lower marketing costs.
Partnering with AutoTrader.com alone gives your inventory unparalleled online exposure.
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 Internet Sales Solutions brings the best-in-class tools to increase Internet sales and lower costs for automotive dealerships.
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'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.
Turn-key automotive Internet marketing on one platform.
NADA University
One Source, Endless Possibilities, 24/7.

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