October 4, 2013
Need to Know

truecar_com22 TrueCar: Transaction Prices Rise in September

Accord­ing to TrueCar.com new-car pric­ing infor­ma­tion, four automak­ers achieved record highs for their aver­age trans­ac­tion price in Sep­tem­ber, despite the Sep­tem­ber sales set-back.

Get the details on these automak­ers and Sep­tem­ber trans­ac­tion prices. [More]

ABC News
turbocharged_engines22 Fuel Economy and Turbocharged Engines Join Forces

The move toward tur­bocharged engines con­tin­ues to spool up as automak­ers view the ben­e­fits in bring­ing fuel econ­omy more in line with upcom­ing standards.

Find out more about these pow­er­ful and effi­cient engines con­sumers are buy­ing into. [More]

Detroit News
dealertrack_technologies22 Dealertrack Adds 2 More Web-based Solutions

Deal­er­track, a provider of cus­tomer rela­tion­ship man­age­ment (CRM) and mar­ket­ing solu­tions, announces acqui­si­tion of Cus­tomer Focused Mar­ket­ing, Inc. (CFM) and VIN­tek to aid auto­mo­tive dealers.

Find out more about the acquired com­pa­nies and what they can do for deal­ers. [More]

Business Wire
TODAY: This Week's Remarketing Roundup; Building Better Service Departments; More 
Video news that moves people and ideas

Cost Per Up and Good Money Bets

Howard breaks down the cost per up and what it means for deal­ers prac­tic­ing good busi­ness in a fast-moving dig­i­tal world.

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
filan-kevin Big Data Tells a Simple Story
KEVIN FILAN VP, Customer Marketing & Industry Relations, AutoTrader Group
VIDEO: What's Moving Off Dealer Lots?
Gutierrez_Alec_KBB field trip
  Pickup Truck Demand Way Up

KBB’s Alec Gutier­rez says….

1. New pickup truck sales are up 20% to 25% depend­ing on model and year.
2. As new home con­struc­tion picks up, we see shop­pers jump into pick­ups.
3. Used truck val­ues at auc­tions also show a lot of strength.

Hear what Alec Gutier­rez says about which spe­cific mod­els are see­ing the most strength…..

Click here to watch video
BLOG: Automotive Digestibles
  Are Consumer Data Sales Probes About to Hit Auto Marketers & Dealers?

Data feeds from mul­ti­ple sources about con­sumer behav­ior & buy­ing habits are pro­lif­er­at­ing into the auto­mo­tive mar­ket and sales chan­nel. The scope and detail of this data is lit­er­ally enabling OEM and dealer groups to “buy” pre-qualified cus­tomers includ­ing the exact kind of vehi­cle they are ready to buy at a given dealership.

Mean­while, the Sen­ate Com­merce com­mit­tee is inves­ti­gat­ing sev­eral sites about their col­lec­tion of per­sonal finance and fam­ily focused infor­ma­tion and sub­se­quent feed­ing of this infor­ma­tion to large data bro­kers. So the big ques­tion is what’s going to hap­pen, and how might that affect dealers?

Click here to read more

Dealer Pain Points

50-Person-with-Hamburger Time Wasters That Kill Service Profits

Do you put the ketchup on a burger before you cook it? Of course not. There’s a sequence to prepar­ing the burger and adding the fix­ings. Ser­vice and parts depart­ments have their own sequence but some are out of whack. And when that hap­pens it eats into the store’s profitability.

Watch this video and we’ll show you how improve pro­duc­tiv­ity and prof­its with advice on how to ensure you’re struc­tured for success.

Service-Department-Wide-Shot-1024x576 Mismanaging Workflow Hurts Bottom Line

To the aver­age con­sumer, one ser­vice tech is the same as another. Savvy ser­vice man­agers know bet­ter and uti­lize per­son­nel to pro­duc­tively man­age a work­flow that requires dif­fer­ent tal­ent and skill levels.

The chal­lenge for ser­vice man­agers is sim­i­lar to one fac­ing coaches of sports teams: putting the right play­ers on the field and in the right posi­tions to succeed.

Click here to learn more.

Tech-working-on-car-1024x576 Used Car Manager Headache: Waiting for Reconditioning

Why do some deal­er­ships ignore their deal­ers’ invest­ments? Trade-ins sit and sit, wait­ing to be reconditioned.

The used-car man­ager, who needs those vehi­cles ready for retail because he’s des­per­ate for inven­tory, just can’t seem to get anyone’s attention.

What’s the solution?

You’ll find a few when you watch this video.

Doing It Right  

An increas­ing num­ber of busi­nesses embrace social media at con­fer­ences and tradeshows. Out­lets such as Face­book, Twit­ter, and Google+ can help make the most of the expe­ri­ence, hit­ting each of what should be your three main targets:

• Pro­mot­ing your brand

• Meet­ing exist­ing and prospec­tive customers

• Hav­ing fun

That last point may seem triv­ial, but tak­ing along your more socia­ble and out­go­ing team mem­bers will add value to the expe­ri­ence, as well as giv­ing staff a change of scenery and a new and diverse set of chal­lenges to meet.

Con­fer­ences are where up-to-the-second media such as Twit­ter come into their own, help­ing make the phys­i­cal event vir­tual, and bring­ing some­thing very local­ized to a wider—and poten­tially global—audience.

Keep read­ing for six tips to make your social media efforts successful.

Behind the Numbers  

Galves Auto Price List Edi­tor Dan Galves says he saw was the most abrupt mar­ket­place shift he can recall ever seeing.

It’s appear­ing to impact all seg­ments, though 2011 and later model vehi­cles are get­ting hit hard. It looks to be dis­pro­por­tion­ately affected by the cur­rent cli­mate of aggres­sive leas­ing pro­grams and man­u­fac­turer incentives.

Galves is see­ing two dis­tinct seg­ments tak­ing the hit the hard­est, and one brand in particular.

On the retail used car sales side, Art Spinella and the CNW Research team saw some­thing dif­fer­ent, espe­cially for fran­chised deal­ers and pri­vate party (casual) sales.

It was a tougher month for inde­pen­dent deal­ers in September.

Ricky Beggs and the Black Book team noticed an anom­aly out in the mar­ket – while gaso­line prices were down for the third straight week, the typ­i­cal drop in pric­ing for fuel effi­cient vehi­cles weren’t hurt by it.

Check out the lat­est on what seg­ments have been see­ing the most action in recent weeks from the Galves, CNW, and Black Book reports.

Build a Better Dealership

car_woo_capture_leads22Would You Like a Leg Up on Closing More Online Leads?

The Sit­u­a­tion:

Chal­lenged by a highly com­pet­i­tive mar­ket in 2012, Volk­swa­gen of Down­town LA was look­ing for ways to cap­ture more of the mar­ket share of online customers.

Look­ing for a Solution:

As part of its plan to aggres­sively con­quest Inter­net buy­ers, the deal­er­ship brought vet­eran Inter­net Sales Direc­tor Dave Erick­son on board.

Luck­ily for Volk­swa­gen of Down­town LA, their newly-hired Inter­net Sales Direc­tor knew exactly what to do! There isn’t a deal­er­ship in the world that can’t use more sales per month, so it’s a given that your dealer man­ager will take the time to drill down fur­ther and find out what one deal­er­ship did to increase sales imme­di­ately and consistently.

women_car_shoppers_cpo222Reap the Benefits of Understanding Female CPO Shoppers

At Issue:

Women are infor­ma­tion seek­ers. They love shop­ping for cars on the Inter­net. But sta­tis­tics sup­port the fact that when women enter a car deal­er­ship they become seri­ous buy­ers – not just some­one shop­ping for fun. Deal­ers: Now is the time to take this buy­ing process seriously.

Recent indus­try num­bers high­light the power of women buy­ers. The brows­ing expe­ri­ence at your deal­er­ship is one of the top indi­ca­tors of whether or not a woman will actu­ally buy from you. Drill down deep to find out what you need to know to turn female CPO shop­pers into buy­ers today!

Smart Thinking - Pass It On  
Howard Leavitt of AutoRaptor Offers Key Advice

At Issue:

Some­times deal­er­ships are forced to adopt and work with an OEM’s spe­cific appli­ca­tion or soft­ware. The OEMs choose tech­nol­ogy not based not on the needs of the deal­ers, but to sat­isfy the OEMs needs and wants.

Find­ing a Solution:

As Deal­ers and Man­agers you must under­stand the needs of your deal­er­ship and do your due dili­gence in deter­min­ing what tech­nol­ogy works best for you.

Howard Leav­itt, founder of AutoRap­tor CRM and ded­i­cated to shar­ing his knowl­edge and expe­ri­ence learned over a lengthy career in the auto deal­er­ship arena, wants deal­ers can take advan­tage of this timely advice – so drill down fur­ther to find out what Howard has to say on using the right tech­nol­ogy to enhance the sales process.

Making Service Departments Stronger  
Lance Boldt Offers Advice on Building Rapport and Trust

At Issue:

Suc­cess in the Ser­vice Depart­ment of an auto­mo­tive deal­er­ship cen­ters around the inter­face between you and your cus­tomer. In the process, there are 6 ele­ments that must be con­sid­ered essen­tial to sat­is­fy­ing your cus­tomers and assur­ing they will return time and again.

What Ele­ments Make Up a Suc­cess­ful Cus­tomer Interaction?

Lance Boldt, Vice Pres­i­dent and Co-Founder of AutoNetTV Media, Inc., brings together impor­tant ele­ments to pull together to make your Ser­vice Depart­ment cus­tomer friendly. Drill down fur­ther to put these ideas to work in your deal­er­ship Ser­vice Depart­ment today!

Dealer Resources 
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FirstLook Systems provides advanced Retail Performance Management solutions helping automotive dealers gain better visibility, decision making and performance of pre-owned retail operations.
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Partnering with AutoTrader.com alone gives your inventory unparalleled online exposure.
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Find out what Thrifty Car Sales Franchise Opportunities can do for you.
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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.
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 is the leading provider of hosted Customer Relationship Management (CRM) systems for automotive services departments that seek to increase service revenue and customer retention.
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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