Auto Manufacturers and Auto Dealers

Dave Kemp, the Automotivator asks.

WHAT IS YOUR ACTION PLAN IN ADDITION TO THE BAILOUT?

Here’s one. We all know the negative side of this business for auto manufacturers and auto dealers, right now. But there are definitely things you can do to create a more positive bottom-line. It is not waiting for the showroom door to open though. Many dealers have no idea where their next car or truck sale is coming from. Each sale seems like a surprise event. Many managers only a vague idea what their salespeople have on the go for the day. This economy creates a pressure-filled working environment and you may lose valuable sales people you need to succeed.
It is a hell-raising ride for everyone on shift each day wondering—where is my next sale coming from. In this economy sales don’t have to be by accident. GM, Ford and Chrysler auto dealers not the only dealers hit in this squeeze. Toyota, Honda, Mazda, Hyundai and others are too.

Increase Your Bottom-line by getting people off their bottoms.

Fewer people come, look and leave…but more motivated to buy. Yes fewer people are “shopping around” but those who come in are buyers. People only come into your dealership in this economy when they are ready to get serious—otherwise they stay at home, keep warm and watch TV. They have made a decision before they walked into your dealership. They have concluded that, even in this economy it is better to buy than repair their present vehicle. They have done their homework; they know their situation is better served by a new or used vehicle than hanging on to the old beast. But your customers are not stupid. They don’t have to buy from just any salesperson—there are many dealerships available in 45 minutes drive from your store.
Dealers, educate your salespeople to handle every walk-in like they are buyers—not tire kickers. Because they are. Walk-in prospects seem difficult to close only because most salespeople are not skilled in turning these ‘first visit’ ‘price shoppers’ into buyers. Even in this economy sales consultants give indifferent sales presentations because they think the prospect is wasting their time! Many are making short-cuts, leaving out key steps that blow the close. Dumb. Your closing ratio with walk-ins can improve. Auto dealers and auto manufacturers see sales turn around significantly when they invest in my boot camp on closing.

Hot Prospect Follow-up is a profit centre in this economy.
How is yours follow-up systen working?
Bottom line? It is costing many dealers big money by ignoring this truth—follow-up is a profit centre!! How much is lost you ask? At least two or more extra deliveries for each salesperson on your staff each month— just from current walk-ins and more from lost repeat customers. Trackstar is very inexpensive, highly profitable, easy to use and increases your bottom-line dramatically. Sales do not have to be accidental.

There are high-quality, inexpensive sources of business prospects for your dealership. My clients are taking action every day, every shift to improve sales.
a Be-Back prospects from previous walk-in traffic
a Repeat customers
a Referrals from clients
a Service Orphans from your service or body department
a Internet leads
a Finance leads
a Centres of Influence
a Customers trying to sell their vehicle privately.

Unfortunately, most dealers focus or depend on walk-in traffic. IF it is your major source for new, used vehicle sales you are in trouble in this economy.

Change your business model and you will change your bottom-line.
In my in-house workshops I focus on getting your sales teams generating business without depending on walk-ins. We practice and drill with word scripts how to take action and bring in business. I provide an action plan for team leaders and sales consultants. We set achievable goals and sales targets to create profits. Increase their skills and confidence and your people will take action at your dealership.
a Goals need to be set for each salesperson in each area of lead generation by the day, week and month.
a Incentives and spiffs to provide to encouragement and motivation to take action.
a Lists have to be created, letters sent out and phone calls made.
a Daily coaching and encouragement from sales team leaders.

If you are not focusing on the least expensive, yet high quality prospects from your past owners, referrals, walk-outs, sold orphans, service and other lead generation activities, you are missing serious opportunities for profit every day. You are placing your dealership in jeopardy. Let me help.

Poor follow-up means lost sales
Most salespeople don’t follow-up walk-outs well or for long! Why? Because there is no process that is easy and effective to use in most dealerships.
If your customer contact program is designed by their office accounting software supplier is complicated and cumbersome. They are difficult to use, produce vague reports and vague results.
I created Trackstar for dealers to stop losing money from poor follow-up. Trackstar is a state of the art customer retention system that brings back walk-outs to the dealership and keeps your clients for life. http://www.trackstar.ca/ Make it easy for sales managers and salespeople to manage their sales follow-up business—only takes minutes a day. Trackstar is the most efficient and user-friendly system available and our clients love it. We also give our Automotivator sales expertise to each client.
With an effective follow-up system working for you, you will know where your next sale is coming from. “HOT PROSPECT” MANAGEMENT should NOT be an option
See this short video—very profitable information. Just Click View this short video.
Get in the drivers seat and take action. You well strive. Success, Dave.