From 25 to 95 Units per Month Online: How to Make it Happen For Your Dealership

• Sean V. BradleyFounder & CEO, Dealer Synergy

Moderator

Becky RossMarketing Manager

Office: (303) 228-8753

bross@kpaonline.com

Presenter

• Sean V. Bradley• Founder & CEO,• Dealer Synergy • (866) 432-3555• seanb@dealersynergy.com

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QUESTIONSQuestions

Alan Vines Automotive Went From25 Units Per Month To 95 Units Per Month in 90 Days!

They Went From a “1-Man Show to FULL Internet Sales Department (NOT a BDC) with 5-6 Full Time Internet Sales Coordinators (Phones Sales Experts / Appointment Setters)

Creating the “Business Model”

To SELL an addition 50 units out of their Internet Department… that means to go from 25 – 75 Units

Alan Vines Automotive’s Goal

• 600 ADDITONAL Leads• You want to OVER

Compensate. 600 for 60 sales to “NET INCREASE” 50 Units

• Hire 5 ISC to handle the traffic

• 120 Make or Take Phone Calls Per Day…

• 11 – 14% connection ratio (14 -17 bodies)

• 25 – 33% converted into appointments (4-6)

• 62 - 65% appointments show• 40 - 42% sold units (Varies)

Projection

• 120 calls X 5 working days = 600 per week

• 600 calls X 4.3 weeks = 2,580 in a month

• 2,580 X 14% C = 361.2 • 361 X 33% A = 119.1• 119 X 62% S = 73.9• 73.9 X 42 D = 31 UNITS!

The 4 P’s

An Internet Department is made or broken,maximized or underutilized in 4 key areas

PRODUCTS

PEOPLE

PROCESS

PROMOTIONS

An Internet Department is made or broken,maximized or underutilized in 4 key areas

Products (Resources)-• CRM / ILM• Website • Call Monitoring Tool • Inventory Pricing Tool• Telephones, cell phones, head sets• Templates, Scripts, Word Tracks, Objections / Rebuttals • Hardware

• Computers, Ipads, Laptops etc…• Video Production Equipment• Video / Digital Cameras

People-• Assessments of current Staff• Profiling, Recruiting, Screening Interviewing, Hiring• Job Descriptions • Pay Plans: Salary, Commissions, Bonuses, Incentives

etc…• Schedules • Goal Planning, Projecting, Forecasting• Training, Training, Training• Personnel Development• Motivation, Inspiration, Leadership • Tracking / Accountability • Coaching, Mentoring • Support

Process-• Outbound / Inbound Phone Call Process• Outbound / Inbound Email Process • Follow up Process • Engagement Process • How To PROPERLY Qualify a Prospect & Identify

wants, wishes, expectations• *** How to EXCEED expectations with a Value Package

Proposition (Why Buy From Us)• Objections / Rebuttals• How to Handle PRICE, Availability, Credit, No Phone #, “Email

ONLY”, Difficult People etc… How to Handle ALL “What Ifs”• Reviews / Testimonials • Tracking, Reporting, • ** Management is a whole other Power Point

Promotions-• How to DOMINATE “Googleopoly”• Onsite / Off Sites SEO • Video Search Engine Optimization• Video Pre-Roll• Social Media & Social Search Engine Optimization • Reputation Management & Reputation Optimization • Focus Sites / Micro Sites • Pay Per Click (SEM) • Retargeting • Cross Promotional Marketing • OEM Leads • 3rd Party Leads• Online Classifieds • EZ Referrals

Why Don’t People Lift Weights?… Because they are heavy!

Go to AutomotiveInternetSales.com

to read the entire AutoSuccess Article & to

see the video interview of Durran Cage