Phone strategy recommendations based on the company’s latest sales appointment data as well as a service drive product enhancement offered by DealerSocket all coincide with the aggressive plan to cater to dealers that chief executive officer Jonathan Ord has.
In sharing that DealerSocket is actively pursuing more acquisitions, Ord explained the various ways DealerSocket is out to back up its marketing mantra of, “We are automotive.”
During a face-to-face interview at the annual conference hosted by the National Alliance of Buy-Here, Pay-Here Dealers last month in Las Vegas, Ord said, “We can buy companies to create new product offerings, we can build the technology internally or we can partner.
“Our strategy and vision is to utilize all three of those avenues in the best way possible to transform the industry,” he continued. “You’ll see us make one to two acquisitions a quarter. You’ll see us launch new technologies every few weeks across all of our product lines. And then you’ll see us continue to partner with other great companies that can even be competitive to what we have but that really have the same vision as us.
“The most important thing for us is that the dealership is happy and there is value there,” Ord went on to say.
What DealerSocket hopes has value is what the company unveiled on Tuesday. DealerSocket announced a complete revamp of its online service Scheduler within its service dashboard.
The online service scheduler can allow dealer customers to schedule a service appointment on the store website.
“We are excited to introduce the redesign for online service scheduler,” DealerSocket chief technology officer Brad Perry said. “Our new responsive design is more intuitive which, in turn, helps dealers increase the amount of service appointments scheduled by their customers.”
New enhancements include an easy-to-use, responsive user interface, reduction of duplicates logged into the system, Facebook login integration, and more.
Also coming this summer is the ability to upload video content to explain dealership service offerings.
DealerSocket said dealerships that provide their customers with an online portal to schedule service appointments saw at least a 35-percent increase in appointments scheduled.
Along with providing an online avenue for the service drive, DealerSocket reminded dealers that they shouldn’t abandon the phone to boost their retail sales division.
The company recently analyzed 11.5 million sales records. In short, DealerSocket insisted that dealers need to put in time on the phone to drive appointments.
DealerSocket highlighted this recommendation for efficiently and effectively confirming appointments — follow up 16 to 30 minutes after receiving a lead.
“By doing so, dealers are 23 percent more likely to close a sale than those who responded within the first 15 minutes,” DealerSocket said.
DealerSocket indicated the average dealer called each prospect three times, set 23 appointments and sold fewer than seven vehicles per month.
But then the company noticed the most successful dealers made eight calls per prospect, set 49 appointments (a 113-percent increase) and sold 13 vehicles.
DealerSocket also metnioned the average dealer's calls last one minute 59 seconds each (a total of five minutes, 59 seconds per prospect).
But then added top-performing dealers calls last one minute 37 seconds each (a total of 12 minutes, 56 seconds per prospect).
“So, the difference between being an average performer and a top performer is essentially another six minutes on the phone per prospect, which result in a 117-percent increase in vehicle sales per dealer,” DealerSocket said.
Dealer review website DealerRater has announced a solution for automakers, dealers and consumers to assist in completing recalls.
“NHTSA is starting to crack down on manufacturers for delaying recalls and is aiming for 100-percent recall completion rates,” said Gary Tucker, DealerRater’s chief executive officer. “A higher volume of recalls will create opportunities for dealers to put many customers back in their service bays.”
The company recommends the use of ServiceEngage, one of its solutions, which features automated service appointment scheduling, targeted email campaigns and customized repair order stickers and window clings.
The aim of the program is to connect with new service prospects and retain their ongoing business.
“DealerRater visitors can sign up for recall alerts and choose the ideal place for their service appointments,” Tucker said. “If a dealer has signed up for our ServiceEngage upgrade, they receive an enhanced service center page that allows these same visitors to schedule appointments directly on DealerRater.”
More information about ServiceEngage can be found here.
Officials from vAuto announced on Tuesday that vAuto Genius Labs and the Whann Technology Group (WTG) completed an integration to help dealers acquire the wholesale used vehicles they need to fill inventory gaps.
The companies highlighted the integration can allow dealers to research and purchase vehicles more efficiently from independent auctions on the WTG Simulcast platform.
The WTG Simulcast platform encompasses 120 independent auctions across the country, providing wholesale buyers with remote access, remote bidding, streaming audio and video for each auction lane.
The integration can give wholesale buyers on the WTG Simulcast platform instant access to AuctionGenius’ “heads-up” display, which can seamlessly provide vehicle history reports, vehicle condition information and the latest valuation information to help buyers make informed purchase decisions.
“Strengthening our relationship with Whann Technology Group will empower our shared dealer clients to expand their reach into independent auctions and source the vehicles they need for their inventories more effectively,” said Randy Kobat, vice president and general manager at vAuto.
Through this partnership, dealers can efficiently research and bid on vehicles from some of the nation’s leading independent auction groups, including Alliance Auto Auction, Brasher’s Auto Auction and Dealer’s Auto Auction and locations such as Columbus Fair Auto Auction and Greensboro Auto Auction.
“We’re delighted to expand our integration with AuctionGenius to include all auctions that are part of our Simulcast network,” Whann Technology Group president Keith Whann said. “We both share the same goal of helping our dealer partners become more effective and profitable used vehicle retailers.”
In addition to WTG Simulcast’s auction network, AuctionGenius integrates with the nation’s largest wholesale auction marketplaces, including Manheim, ADESA, SmartAuction and other independent auctions.
NADAguides.com announced Wednesday it has added various tools for motorcycles, RVs and boats, among others, to its mobile site. The tools will include access to pricing, specifications and other various tools for these other types of vehicles.
Consumers accessing the site on a mobile device will now have unlimited access to suggested list price, low retail price, average retail price and pricing with options for the following types of vehicles, according to the company:
- Motorcycles, all-terrain vehicles, utility-terrain vehicles, side cars, snowmobiles (back to 1985) and trailers (1996-2016).
- Boats, sailboats, personal watercraft, outboard motors and boat trailers (1960-2015).
- Travel trailers/fifth wheels, motorhomes, camping trailers, truck campers, park models and tow vehicles (1966-2016).
Troy Snyder, the chief operating officer at NADAguides, characterized the upgrade to the mobile site as a “natural enhancement” to its offerings.
“By adding comprehensive motorcycle, RV and boat pricing, specs and shopping tools to NADAguides’ already robust mobile site, we are equipping consumers with the research and knowledge they need to make informed buying, selling and trading decisions,” Snyder said. “Whether on a desktop computer, tablet and now smartphone, the trusted and market-reflective vehicle information consumers rely on every day is now available anywhere, anytime it’s needed from any device.”
For more information about NADAguides, visit its website.
Selly Automotive, a CRM dealership sales platform, launched in early May to provide a “mobile-centric, social savvy, lightweight” sales platform for dealers.
Zach Klempf, Selly’s chief executive officer, says that there is a “real need for simplification in dealership CRM technology.”
“Digital consumers have already changed the car buying process, now it’s time a vendor steps in and modernizes dealership CRM software,” Klempf said.
Aimed at providing a sleek and intuitive platform for small- to medium-sized dealerships, Selly Automotive provides a full sales suite with integrated CRM, internet lead management, email marketing, task management and inventory management capabilities. The platform also provides integration with DMS providers and services such as Carfax, AutoCheck, Edmunds and Dealer Vault.
To learn more about Selly Automotive, visit the company’s website.
Edmunds.com announced an update to its mobile application that gives customers the ability to send text messages to dealers.
The texting solution uses the phone’s native texting platform, as opposed to a third-party application, allowing customers to text their dealer in much the same way they would friends or family.
“More and more shoppers are turning to text messaging for their customer service needs, but until now there wasn’t a reliable way to text directly with car dealerships,” said Seth Berkowitz, the company’s president. “Edmunds.com’s app seamlessly integrates text messaging to thousands of dealers nationwide, so now consumers can text a sales or service inquiry and receive a timely, customized response from a dealership representative.”
Edmunds added the feature in light of its recent survey, which shows that 34 percent of the car shoppers surveyed would prefer text messaging with dealers instead of communicating by phone or email. Users of the system can also receive video and picture messages from dealers to show them stock on the lot and can opt out of the conversation at any time by texting “stop.”
Smartphone users can check the Edmunds app out here.
PCG Research’s report about dealers who leveraged strategy promoted by The Next Up indicated 85 percent of stores that changed from an open sales floor process (OSFP) to a managed retail sales process (MRSP) sold more vehicles.
Through surveys with more than 100 automotive professionals using The Next Up, the PCG Research report titled, Transforming Automotive Retail Sales Process Management, highlighted three other findings, including:
— Sixty percent of respondents interviewed saw between a 20 percent to 85 percent lift in logged showroom visits. (Some dealerships interviewed saw a 100-percent lift.)
— Seventy percent of sales associates surveyed indicated they had more time to work their CRM tasks after implementing a MRSP.
— Eighty-two percent of respondents indicated they would recommend an MRSP platform to their colleagues.
“The data in this report truly shows how The Next Up and their managed retail sales process is transforming automotive dealership operations on and off the showroom floor,” said Brian Pasch, chief executive officer of PCG Consulting and founder of PCG Research.
“Dealerships with open sales floors should gain insight from this report on how switching to a managed retail sales process can create new opportunities for their team, their business, and create an all-around better experience for their customers,” Pasch continued.
One of the notable stories in the report comes from Mick Austin, general manager of Mercedes-Benz of Hoffman Estates. After implementing The Next Up at his store in Hoffman Estates, Ill., and moving to a MRSP system, PCG indicated the Mercedes-Benz rooftop posted a 40-percent increase in logged showroom visits, effectively going from 400 logged showroom visits per month to 560 per month with a MRSP.
The report noted Austin’s store is now selling 186 units per month at a higher CSI.
“The beauty of moving from an OSFP to a MRSP is for the first time, dealership management has clear visibility into their sales process, using real numbers from logged showroom visits,” said Clint Burns, founder of The Next Up. “This enables them to look at hard data and make changes where needed to really impact their bottom line sales each month.”
For the report, PCG Research surveyed more than 100 automotive professionals with a population that included dealer principals, managers and sales associates. The respondents surveyed had a wide monthly volume, with more than 60-percent of respondents selling between 150 and 250 units per month.
To download a complimentary copy of the PCG Research report, Transforming Automotive Retail Sales Process Management, go to this website. For more information about The Next Up, visit www.thenextup.com.
Peer-to-peer vehicle marketplace Beepi will now offer its service in the state of Texas.
The platform will make its market launch in Austin and Dallas, providing residents with access to local inventory, vehicle inspectors and customer service resources. Beepi plans to continue its expansion in Texas in the future by soon adding Houston and San Antonio to its sphere of coverage in the state.
“The great state of Texas, where auto sales increased by 110 percent between 2013 and 2014, is a logical next step as we continue our eastward expansion,” said Ale Resnik, the company’s chief executive officer and co-founder. “We’re excited to provide Texans with a new way to buy and sell cars completely online without the frustration of haggling or fear of overpaying.”
Beepi launched its service in Arizona last month, making the Lone Star State the second state outside of California for the company’s expansion.
More information about Beepi can be found on the company’s website.
The NADA Used Car Guide announced today that it has launched its all-new website, which includes new features for dealers, lenders, tax assessors and researchers.
“We outlined several big plans for ourselves at the beginning of the year to better serve our customers and attract new business,” said Mike Stanton, the company’s president and chief operating officer. “The redesign of our Web offering is one of the many objectives we’re delivering on for the year, and it will help make the vehicle valuation process even more efficient for our customers.”
New website features for product customers, according to NADA, include:
- Customer login moved to top left for easier access
- User login credentials take you directly to relevant product
- Ordering and renewing product subscription online is now easier
- My Apps tab introduced to customize login experience
New website functions available for all visitors and customers, according to NADA, include:
- Content is reorganized to make information easier to find; more content added
- Products and information grouped by relevant business segments
- Dedicated Insight & Analysis section with market overview videos, data and reporting
- Data tables now available
To check out the new site, click here.
The National Independent Automobile Dealers Association announced recently that it has added ELEAD1ONE as a Bronze-level National Corporate Partner.
Scott Lilja, the senior vice president of member services at NIADA, believes that ELEAD1ONE personifies the criteria of the “leading-edge, highest quality and best-in-class” organizations that the NIADA chooses to partner with and recommend to its members.
“ELEAD1ONE’s industry leadership in the automotive retail CRM, digital and mobile marketing segments provides our independent auto dealer members access to best-in-class sales/marketing resources to enhance high quality customer traffic, corresponding sales and profitability, along with long-term customer loyalty,” Lilja said.
The company has been in the dealership software and customer retention strategy game for over 30 years. Today, they have over 7,000 automotive retail and powersport clients.
“As the industry and consumer shopping behaviors continue to evolve, it is more important than ever that independent retailers have the right tools needed to capitalize on every opportunity, as well as make quick and better business decisions,” said Bill Wittenmyer, partner of ELEAD1ONE. “ELEAD1ONE is committed to providing these dealers the same quality software, reporting, training and support that franchised dealers have come to rely on and expect. It is an immense honor to partner with a prestigious organization that, for decades, has shown so much dedication to the used motor vehicle industry.”
Lenovo Discounts for NIADA Members
The NIADA also announced recently that technology product provider Lenovo is offering various discounts on its products for NIADA members as one of the association’s new National Member Benefit partners.
NIADA members can save up to 25 percent on select Lenovo products and also benefit from free ground shipping on all web orders. More information about these offers can be found here.
