January 31, 2014
The Week's Top News

used-cars 1. Stay Creative & Find More Used Cars

Used car man­agers are com­ing up with cre­ative ways to find and buy more and bet­ter used cars beyond auc­tions and trade-ins.

Faced with faster inven­tory turnover and tight sup­ply, dealer used vehi­cle man­age­ment is doing all sorts of new sourc­ing chan­nels includ­ing leas­ing, rental, and cus­tomer cars.


Automotive News
auto-dealership 2. Your Store Could Disappear by 2020

OEMs are plan­ning on con­sol­i­dat­ing the num­ber of fran­chise deal­ers, and deal­ers who own one or two stores are most at risk.

Study says 3,800 stores to go in next 6 years, that’s one out of every five.


Automotive News
toyota_logo_NCDs.gif 3. Toyota Knocks Off GM & VW

Toy­ota retained 2013 global sales title with nearly 10M sales. GM is clos­ing the gap and VW is remain­ing ambitious.

China is where all of them will focus in 2014—Sold 22M total last year.  


Automotive News

VIDEO: Making Parking Simple

Dri­vers attend­ing LA Auto Show had their park­ing headaches removed — reserv­ing and find­ing a spot right from their phones.

OPINION: Complacency at NADA in NOLA
  What Was the Real Theme of the NADA Convention?

Find­ing the Theme of the 2014 NADA: Every NADA con­ven­tion has a theme, a thread of inter­est that touches all auto deal­ers and often speaks to what’s com­ing in the next year or two. This theme is never evi­dent or clear until you arrive here. Some­times it pops up on the first day. But some­times it takes all three days before you can iden­tify it.  READ ON to find out what the theme of this year’s con­ven­tion really was.

VIDEO: Millennials' Surprising Car Preferences
  Millennials Actually Are Buying Cars

As it turns out, when Mil­len­ni­als actu­ally DO buy cars they buy a higher share of lux­ury cars and sports cars than older age groups.

The Week's Top News

ford 4. Ford Hits Accelerator for Record Profits

Ford made record $3B in Fourth Quar­ter, up a whop­ping 90%. That’s $7.2B for 2013.

Trans­for­ma­tive year ahead for Ford with two dozen prod­uct  launches and grit to close fac­to­ries and deal with competition.  


honda-production 5. Honda Exports More from U.S. Than It Imports from Japan

Honda made his­tory in 2013 by export­ing more man­u­fac­tured vehi­cles out of the U.S. than were imported from Japan.

Con­sid­ered a water­shed event for Honda and U.S. manufacturing.  


super-bowl-car-ads 6. Super Bowl Ads Create February Car Sales

Looks like Ford & Jaguar are Super Bowl auto adver­tis­ers. 30% of Kbb.com respon­ders say they are con­sid­ered buy­ing a Ford.

75% of those sur­veyed by Kel­ley say they are watch­ing game. Most site vis­i­tors believe Den­ver will win.  


Smart Thinking  

Start­ing this month, GM is requir­ing all deal­ers in its Stan­dards for Excel­lence incen­tive pro­gram to have some of their employ­ees go through busi­ness devel­op­ment cen­ter training.

Most of GM’s 4,300 deal­er­ships don’t oper­ate the cen­ters and “don’t under­stand the need” to keep sales leads from falling through the cracks.

Busi­ness devel­op­ment cen­ters have their detrac­tors, who say that the cen­ters breed lazi­ness among sales staffers. While cen­ter employ­ees work on Inter­net and phone leads, these crit­ics say, sales­peo­ple on the floor sim­ply wait for cus­tomers to walk through the door.

Henry Brown of Brown Buick-GMC in Gilbert, Ari­zona  believes he has the anti­dote to that prob­lem: He merged his tra­di­tional floor staff with his busi­ness devel­op­ment center.

Now, each of his 38 sales­peo­ple is required to spend one hour per shift in the call cen­ter, work­ing off a list of 30 prospects and cus­tomers gleaned from Brown’s cus­tomer rela­tion­ship man­age­ment sys­tem and a list of leads from GM.

Brown cred­its much of his suc­cess to his busi­ness devel­op­ment cen­ter, an office in the deal­er­ship in charge of fol­low­ing up on phone and Inter­net leads, as well as con­tact­ing cus­tomers for every­thing from birth­day wishes to lease-expiration reminders.

Brown Buick-GMC’s most closely tracked met­ric is the num­ber of sched­uled cus­tomer appoint­ments for test dri­ves and trade-in esti­mates. Brown gets a text mes­sage each night that shows how many appoint­ments are set for the next day and for the com­ing weekend.

New-vehicle sales in 2013 jumped to around 1,800 from about 600 when Brown took over.

Learn more about this suc­cess story!


Build a Better Dealership

greenOEMS Find that Green Sells Cars to Millennials

There is an assump­tion that Mil­len­ni­als don’t like cars because sales among the demo­graphic are down – a valid enough conclusion.

Yet, a recent study by AutoTrader.com found that of the Mil­len­ni­als sur­veyed, only 6% cited lack of inter­est in dri­ving as a rea­son for not pur­chas­ing a car.

Not only that, but many dis­played dis­cernible opin­ions about what brands they like and don’t like, with Honda and Chevy get­ting big thumbs up.

The dif­fer­ence between Mil­len­ni­als and pre­vi­ous gen­er­a­tions is that while Boomers and X-ers sim­ply accepted the para­me­ters of the “Amer­i­can Dream” – hav­ing a fam­ily, buy­ing a house in the sub­urbs, and dri­ving a car to work every day – Mil­len­ni­als are more likely to make their pur­chas­ing deci­sions based on what suits their cur­rent lifestyle.

Read more …

Doing It Right  

The road to a car sale no longer starts in the dealership—and one new tool uniquely addresses this real­ity. The new MAX Dig­i­tal Mar­ket­ing Sys­tem unlocks the secrets to suc­cess on the new Dig­i­tal Road to the Sale.

The new sys­tem is based on pio­neer­ing indus­try research that reveals how and why today’s con­sumers (par­tic­u­larly Gen X and Y, who make up about 60 per­cent of the mar­ket) shop for cars.

It is built around the power of the MAX Dig­i­tal Opti­miza­tion Engine and includes tools for each step of the Dig­i­tal Road to the Sale.

“These days, car shop­pers visit only 1.6 deal­er­ships in per­son after vis­it­ing hun­dreds online,” says Pat Ryan Jr., Founder of MAX Digital.

“The MAX Dig­i­tal Mar­ket­ing Sys­tem empow­ers deal­ers to rebuild their busi­nesses around this new Dig­i­tal Road to the Sale—ultimately result­ing in bet­ter on-lot traf­fic, clos­ing rates and profits.”

Learn more at www.MAXDigital.com.  

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