November 5, 2013
Need to Know
INDUSTRY NEWS IN THE LAST 24

pickups_suvs22 Americans are Buying Large Vehicles at Record Pace

Gas prices are down and pickup sales are up, and Amer­i­can automak­ers are mak­ing big­ger profit mar­gins on pick­ups and large SUVs not seen in awhile.

Find out more about the buy­ing frenzy going on at deal­er­ships today! [More]


Detroit Free Press
mercedes_happy_customers22 Happy-Customer Bounty Aimed at Improving Sales

Mer­cedes intro­duces incen­tives to help its U.S. deal­ers earn bonuses for higher customer-service rat­ings as it intro­duces a wave of ini­tia­tives to improve the shop­ping and ser­vice experience.

Find out what the “happy-customer bounty” means for deal­ers. [More]


Bloomberg News
walker_arianna22 J.D. Power’s Walker Addresses ‘Customer Connect’

Under­stand­ing how con­sumers in the mar­ket for a vehi­cle are “using dig­i­tal infor­ma­tion and how they con­nect” was a key focus at the recent J.D. Power Mar­ket­ing Round­table in Las Vegas.

Find out what Ari­anne Walker, senior direc­tor of media and mar­ket­ing solu­tions, had to say. [More]


J.D. Power blog
gutierrez-450

VIDEO: Pickup Truck Demand Way Up

Good news: as the hous­ing & real estate mar­ket comes roar­ing back that the con­struc­tion indus­try is buy­ing more new and used pickup. The demand for and the price of used large and medium sized pick­ups are ris­ing and bring­ing deal­ers more sales and prof­its in the fall of 2013.

VIDEO: Making the Sale
joe-verde
  Joe Verde: “Closing The Sale & Overcoming Objections”
 

Ready to make more money? You will when you close more sales and over­come objec­tions the Joe Verde way. “Clos­ing The Sale & Over­com­ing Objec­tions” is a vir­tual sales train­ing course on JVTN.


Click here to read more
VIDEO: Holidays, Goodwill, and Sales
onecommand-misty
  Creating Goodwill Through Community Outreach
 

The hol­i­day sea­son is upon us, and it’s time for deal­ers to plan their end-of-year strate­gies. Com­mu­nity out­reach pro­grams are often a good place to start.


Click here to read more




Dealer Pain Points
BY NADA UNIVERSITY

Crook Insider Crime: How to Handcuff a Crook

A “trust but ver­ify” pol­icy with employ­ees at your deal­er­ship may save you a lot of money and headaches when it comes to a uniquely Amer­i­can phrase: The Five Fin­ger Dis­count. Act now before the police string up the yel­low crime scene tape at your store.

Click here to learn more.

mechanic Boosting Service Profitability

You ser­vice the vehi­cles you sell. Every­body gets that. But you have the best trained ser­vice tech­ni­cians in town. They can fix any­thing. Why not let them?

Click here to see a video that show­cases a deal­er­ship that uti­lizes its ser­vice techs tal­ent to the max.

pp35_babies Family Leave is for More Than Childbirth

If you thought the Fam­ily Med­ical Leave Act is just for employ­ees who are going to have a baby, think again.

NADA Uni­ver­sity has a course on the sub­ject, and you can click for a video that briefly cov­ers your responsibilities.

Doing It Right  
HOW-TOs BY INDUSTRY EXPERTS

Recent stud­ies show that online searches for auto repair and main­te­nance have grown 66 per­cent in the past three years, and have even sur­passed growth in car and truck searches by eight per­cent in the past year alone.

“With the jump in online searches for auto main­te­nance and repairs, deal­ers need to dif­fer­en­ti­ate their ser­vice busi­ness from inde­pen­dent ser­vice cen­ters as well as local deal­er­ship com­peti­tors,” said Chip Grueter, pres­i­dent at Deal­er­Rater.

“We’ve care­fully designed our new Cer­ti­fied Ser­vice Cen­ter pages to pro­vide deal­er­ships with crit­i­cal cus­tomer con­nec­tion points – like ser­vice sched­ul­ing and spe­cial offers – while also ben­e­fit­ing from pri­or­ity place­ment in ser­vice cen­ter searches on our site and improved SEO for key auto repair search terms.”

DealerRater’s Cer­ti­fied Ser­vice Cen­ter Pro­gram enables auto deal­ers to boost the vis­i­bil­ity of their ser­vice cen­ter and grow their ser­vice busi­ness with a suite of tools fea­tur­ing a unique Ser­vice Cen­ter Review Page packed with service-specific infor­ma­tion, such as ameni­ties, hours, pho­tos, top-reviewed ser­vice employ­ees, as well as spe­cial offers and coupons.

Keep read­ing to learn more about the newly launched Cer­ti­fied Ser­vice Center!

 
Behind the Numbers  
USED VEHICLE VALUES

Gen­eral Motors Corp. has stayed away from upping incen­tives on its redesigned 2014 Chevro­let Sil­ver­ado and GMC Sierra pickups.

Gen­eral Motors is not going to enter the dis­count­ing dog­fight, said Chevro­let global brand chief Alan Batey. “Whether we lose a cou­ple of points of mar­ket share in a given month because some­one is liq­ui­dat­ing isn’t our con­cern,” he said.

But how long will that last?

Many Chevro­let and GMC deal­ers think that sales of the pick­ups have been dis­ap­point­ing since the June launch. They’re happy about the crit­i­cal acclaim the refreshed pick­ups have been receiv­ing, but not with sales num­bers. Com­pe­ti­tion has been tough from heav­ily dis­counted Ford F-Series and Dodge Ram pickups.

Learn more about where pick­ups incen­tives have been lately and what GM is hop­ing stay­ing out of price war will do for resale value……




Build a Better Dealership
SMART INSIGHTS FOR SMART DEALERS

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

Sit­u­a­tion:

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.

Solu­tion:

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  
ONLINE REPUTATION MANAGEMENT IS KEY TO DEALER PROFITS

At Issue:

For auto­mo­tive deal­ers who want to suc­ceed in today’s com­pet­i­tive mar­ket­place, an online rep­u­ta­tion man­age­ment strat­egy is a necessity.

The Solu­tion:

Deal­er­Rater, the lead­ing car dealer review web­site and auto­mo­tive rep­u­ta­tion man­age­ment pio­neer, has helped thou­sands of deal­ers mon­i­tor, man­age and improve their online rep­u­ta­tion. A joint case study done with Polk pro­vides proof that con­sumer reviews drive auto dealer busi­ness. The case study can be viewed in full at http://ow.ly/knp1B.

Key high­lights of the case study reveal how impor­tant an excel­lent online rep­u­ta­tion man­age­ment strat­egy can be. Drill down fur­ther to find out how par­tic­i­pa­tion in DealerRater’s Cer­ti­fied Dealer Pro­gram can man­age and improve your dealership’s online rep­u­ta­tion for max­i­mum dealer profits.

 
Customer Communications Today  
FORMULATING A SUCCESSFUL MULTI-DEVICE STRATEGY

At Issue:

Today’s con­sumers shop from a vari­ety of devices. Cur­rently, over 200 mil­lion con­sumers access media on mul­ti­ple screens monthly. Yet auto deal­ers and man­u­fac­tur­ers have very lit­tle con­trol over how, when or where cus­tomers access their inven­tory and brands.

Where do deal­ers turn for help in keep­ing up with Cus­tomer Trends?

The mobile land­scape is vast and hyper-competitive. Indeed, there’s a cor­re­la­tion between every­day device usage and shop­ping behav­ior, and it’s a trend that will become a way of life with the ever-increasing capa­bil­i­ties of smart­phones and tablets. Drill down fur­ther to find out how AutoTrader.com can help your deal­er­ship com­pete in the chang­ing marketplace.










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.
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.
Dealer.com
Turn-key automotive Internet marketing on one platform.
NADA University
One Source, Endless Possibilities, 24/7.






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