October 29, 2013
Need to Know

toyota_vs_gm22 Toyota On Top for Sales in Latest Quarter

Toy­ota Motor Corp. out­sold Gen­eral Motors Co. and all other car­mak­ers for the sec­ond time in three quar­ters, and Prime Min­is­ter Shinzo Abe gets some credit for mak­ing it happen.

Find out how Abe­nomics plays into the mix as Toy­ota sales soar. [More]

Bloomberg News
webb_tom22 Webb: Changes Coming for Off-Rental Sales in 2014

Off-rental vol­ume will likely climb mod­er­ately next year, says Manheim’s Tom Webb, but there will likely be a degree of change in how these units will be sold.

Find out what Tom Webb pre­dicts the off-rental busi­ness will look like. [More]

Auto Remarketing
smartphones_autos22 Consumer Tastes Reflected in Smartphone/Tablet Sales

It is esti­mated that global fac­tory rev­enue for smart­phones and tablets this year will be larger than rev­enue for the entire con­sumer elec­tron­ics (CE) market.

Get more details on this first-ever occur­rence as the auto indus­try goes mobile. [More]

IHS Press Release

Creating a Quality Sales Conversation

How can your deal­er­ship sales team setup a qual­ity con­ver­sa­tion with poten­tial con­sumers online and in the show­room? For starters, you can cre­ate a plat­form for a dia­logue that cre­ates trust & con­fi­dence, where price is only a part of build­ing value in the cus­tomer experience.

VIDEO: Drive Sales with a Little Holiday Love
  Holiday Greeting Cards Drive Winter Traffic

Hol­i­day cards strengthen cus­tomer affin­ity with your deal­er­ship. They also demon­strate your appre­ci­a­tion for cus­tomer loy­alty, and cre­ate top-of-mind aware­ness that dri­ves addi­tional traffic…

Click here to watch video
BLOG: Automotive Digestibles
  Nobody is Talking to Each Other: The Twelve Informational Silos of Automotive Marketing

As a keen daily observer, par­tic­i­pant, reporter, and pub­lisher of auto­mo­tive mar­ket­ing com­mu­ni­ca­tions & infor­ma­tion, it appeared to me ini­tially that there were at least ten infor­ma­tional silos func­tion­ing at present in the auto­mo­tive mar­ket­ing com­mu­ni­ca­tions infra­struc­ture — silos that sim­ply aren’t com­mu­ni­cat­ing with one another.

But now it appears to me that there are actu­ally as many as 12. Read on to see the list…

Click here to read more

Dealer Pain Points

Salesman Salesmanship in the Service Lane

High-performance ser­vice advi­sors keep every­one in the store busy. Unfor­tu­nately, far too many employ­ees in the ser­vice lane are mas­ters of the profit-killing “one-line repair order.”

Before you fix another vehi­cle, fix that problem.

Click here to learn more.

Parts turn Slow Parts Turn — Missing the Passion?

Nobody gets into the car busi­ness for the love of parts. Let’s face it. But if nobody pays atten­tion to what’s hap­pen­ing in parts, the dealership’s bot­tom line will need fixing.

To ensure your love affair with the busi­ness is a prof­itable one, you’ll have to romance your parts department.

Click for a video that includes “dat­ing tips” to do just that.

Cash Clot Are the Profit Police Looking for You?

One of the most crit­i­cal “laws” on busi­ness is sup­ply and demand. If you want to get in trou­ble with the profit police, go ahead and flout the laws of sup­ply and demand.

It’s a sure way to hand­cuff your cash flow and finan­cial suc­cess, espe­cially when it comes to stock­ing used vehicles.

Click here to  see a video that tell how to “enforce the law” at your store.

Doing It Right  

Webi­nar: The Four Ser­vice Sheets sporn­sored by the NADA-ATD Academy

Wednes­day, Octo­ber 30 at 1:00 Eastern

The time you spend with a cus­tomer allows you to iden­tify upsell oppor­tu­ni­ties, add hours per repair order, and increase your part sales.

Hear from NADA indus­try experts, Robert Atwood and Chris Bavis, on how four ser­vice sheets and a stan­dard pro­ce­dure for greet­ing your ser­vice cus­tomers can put struc­ture into the chaos that typ­i­fies the morn­ing write-up.

Reg­is­ter for this webi­nar to:

• For­mu­late a process to quickly greet the ser­vice customer

• Improve work­flow by hav­ing the nec­es­sary doc­u­men­ta­tion ready in advance

• Iden­tify upsell oppor­tu­ni­ties because of qual­ity time spent with the customer

Reg­is­ter now!

Can’t Attend the Live Webinar?

Reg­is­ter any­way and receive email instruc­tions on how to access the ON-DEMAND ver­sion at NADAuniversity.com!

Behind the Numbers  

The aver­age price of gaso­line in the US was $3.28 on Mon­day, down seven cents from a week ago; diesel was at $3.85 and down from $3.87 a week ago.

Like gaso­line, diesel has started to drop in prices in recent weeks. AAA thinks retail gaso­line prices could drop another 15 to 20 cents by the end of the year.

Demand for diesel in global mar­kets is expected to keep US gaso­line prices down for a while. US refiner­ies are pro­cess­ing a lot of diesel and export­ing it to Europe and Latin America.

What are some of the impli­ca­tions tied into the fuel price fore­casts? Check out three mar­ket trends that are thought to be influ­enc­ing new and used vehi­cle sales demand, used vehi­cle prices, and what diesel prices mean for com­mer­cial and “clean diesel” pas­sen­ger car sales.

Build a Better Dealership

Used car sales profitsWhere Are Used Car Prices Headed and What Does that Mean for Dealer Profits?

Used car prices have been fluc­tu­at­ing this year in whole­sale and retail trans­ac­tions. Sky­rock­et­ing prices that occurred in the first half of 2011 have been bob­bing up and down since that time.

What are the fore­casts for the rest of this year, along with other met­rics that shape remar­ket­ing profits?

Sup­ply is increas­ing, and there’s debate over whether that means prices will be strength­ened or weak­ened. Sup­ply growth is com­ing from off-lease vehi­cles, rental return, com­mer­cial fleet lease, and more aggres­sive lending.

There’s dif­fer­ing fore­casts com­ing from remar­ket­ing experts.

Here’s what expert are say­ing, along with a few trends to track as the year progresses…..

dos and dontsCombating the Top Mistakes of Automotive Marketing


Con­sumer behav­ior and the pur­chase process have intro­duced changes to auto­mo­tive mar­ket­ing and media attri­bu­tion, but deal­er­ships are look­ing at old met­rics in old ways, accord­ing to Cars.com.

Fol­low­ing these 7 “dig­i­tal sins” could mean a dealer is wast­ing media dol­lars and elim­i­nat­ing adver­tis­ing options that could help influ­ence shoppers.


Cars.com aims to posi­tion deal­ers to reach the right audi­ence, build aware­ness, drive con­sid­er­a­tion and ulti­mately improve con­ver­sion rates.

Cars.com Train­ers, Ed Woelfle and Jack Sim­mons, work together to high­light seven com­mon mea­sure­ment chal­lenges, and pro­vide tips to align processes and media buy­ing deci­sions with the behav­iors of today’s car shop­per in a webi­nar titled “The Seven Dig­i­tal Sins of Attri­bu­tion”.

Webi­nar reg­is­tra­tion is free. Read on!

Smart Thinking - Pass It On  

The Sit­u­a­tion:

Much of the Cus­tomer Feed­back posted in Social Media is not being lever­aged into auto­mo­tive Dealer Rep­u­ta­tion Man­age­ment reviews – until now.

The Back­story:

Dig­i­tal Air Strike pro­vides the industry’s most com­plete auto­mo­tive social media and dig­i­tal mar­ket­ing solu­tions, and has been given the 2013 Deal­ers Choice Award for Rep­u­ta­tion Man­age­ment. Cars.com is an award-winning online des­ti­na­tion for car shop­pers offer­ing thou­sands of list­ings, con­sumer reviews, com­par­i­son tools, unbi­ased edi­to­r­ial con­tent and many other tools. Last week, the two com­pa­nies joined in a part­ner­ship to pro­vide the industry’s first direct cus­tomer sur­vey inte­gra­tion process.

This unique inte­gra­tion by Dig­i­tal Air Strike and Cars.com pro­vides a seam­less strat­egy for engag­ing with more con­sumers. Drill down fur­ther to find out how your deal­er­ship can take advan­tage of this pow­er­ful tool.

Content Marketing - Then and Now  

The Back­story:

Way back in 1895, the mar­ket­ing strate­gists at John Deere real­ized some­thing very impor­tant about their cus­tomers. Cer­tain peo­ple are in the mar­ket for John Deere prod­ucts: farm­ers and oth­ers in the agri­cul­ture indus­try. But beyond prod­ucts, these peo­ple are also in the mar­ket for the same kind of infor­ma­tion. The same kind of cus­tomer who would be likely to pur­chase a com­bine har­vester would prob­a­bly be inter­ested in new advances in corn planting.

Jeremy Car­pen­ter, who writes for IMN Inc., shares with deal­ers the back­ground case study he did on John Deere’s entry into the world of con­tent mar­ket­ing. Drill down fur­ther to find out how it can make the dif­fer­ence at your deal­er­ship when it comes to cus­tomer engagement.

Dealer Resources 
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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.
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