Automotive BDC Workshop; Internet Sales Management

InternetInternetInternetInternet

Case Study:Case Study:BeforeBefore

Case Study:Case Study:BeforeBefore

FirstFirstImpressionsImpressions


InternetInternetProcessProcess

InternetInternetProcessProcess

Case Study:Case Study:AfterAfter

Case Study:Case Study:AfterAfter

MetricsMetricsMetricsMetrics

ChallengesChallengesChallengesChallenges

VideoVideoVideoVideo

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Dealership ProfileDealership Profile CaseCaseStudy:Study:

BeforeBefore

CaseCaseStudy:Study:

BeforeBefore

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Prior to Prior to BDCBDC

New CarNew CarVolumeVolume 1,2941,294

MonthlyMonthlyInternet LeadsInternet Leads 5353

InternetInternetClose RateClose Rate 2.22.2

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Shop

Actual Email ResponsesActual Email ResponsesFirstFirst

ImpressionsImpressionsFirstFirst

ImpressionsImpressions

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Actual Email ResponsesActual Email Responses

HomeHomeHomeHome BackBackBackBack NextNextNextNext



William

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Sandra


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HomeHomeHomeHome BackBackBackBack



Samuel

Samuel

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How To ScoreHow To Score

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Dealership Internet ProcessDealership Internet Process

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InternetInternetProcessProcessInternetInternetProcessProcess

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To BDCTo BDC

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Personalized Email

Response

Personalized Email

Response

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Script/Data/AppointmentScript/Data/Appointment

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NextNextNextNextAdvise SalesDepartment

Advise SalesDepartment

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ConfirmationConfirmation

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AppointmentOutcome

Call

AppointmentOutcome

Call

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Follow-UpFollow-Up

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Dealership ProfileDealership Profile CaseCaseStudy:Study:

AfterAfter


AfterAfter

BackBack NextNextNextNextHomeHomeHomeHome

Prior to Prior to BDCBDC With BDCWith BDC

New CarNew CarVolumeVolume 1,2941,294 1,2821,282

MonthlyMonthlyInternet LeadsInternet Leads 5353 8282

InternetInternetClose RateClose Rate 2.22.2 9.29.2

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Offer alternativesOffer alternativesProvide value-added

contentProvide value-added

contentBe conversationalBe conversationalBe clear and to the pointBe clear and to the point

Create desireCreate desire

Create sense of urgencyCreate sense of urgency

Give reasons to choose dealershipGive reasons to choose dealership

Ask for appointment logicallyAsk for appointment logically

Setup choice closeSetup choice close

Science of The Email TemplateScience of The Email Template CaseCaseStudy:Study:

AfterAfter


AfterAfter

Ensure professional contentEnsure professional contentConfirm availabilityConfirm availability

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Actual Email ResponsesActual Email ResponsesCaseCase

Study:Study:

AfterAfter


AfterAfter

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Personalized Email Response to Come

HomeHomeHomeHome

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Study:Study:

AfterAfter


AfterAfter

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Stephen

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Study:Study:

AfterAfter


AfterAfter


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Study:Study:

AfterAfter


AfterAfter

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- -

2004 Focus.

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Dealer Overview ReportDealer Overview Report MetricsMetricsMetricsMetrics

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MetricsMetrics

•How many inbound leads?

•How many appointments set?

•How many are kept?

•How many sales?

•How many inbound leads?

•How many appointments set?

•How many are kept?

•How many sales?


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BDC Analysis Metrics ChartBDC Analysis Metrics Chart

02/07/2004



3,881 16% 31%

6,861

6,478

2.979

1,502

1,198

1,688

859

633

874

392

13%

6%

53%

52%

46%

55%

57%

57%

56%

43%

23%

25%

13%

2,156

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3,881 16% 31%

6,8612.979

1,198

1,688

633

874 13%

53%

52%

55%

57%

56%

43%25%

2,156

6,4781,502

859 392 6% 46% 57% 23%13%

02/07/2004

BDC Analysis Metrics ChartBDC Analysis Metrics Chart MetricsMetricsMetricsMetrics


6,861 2.979 1,688 874 13% 52% 57% 43%25%

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BDC Analysis Metrics ChartBDC Analysis Metrics Chart MetricsMetricsMetricsMetrics


3,881 16% 31%

6,861

6,478

2.979

1,502

1,198

1,688

859

633

874

392

13%

6%

53%

52%

46%

55%

57%

57%

56%

43%

23%

25%

13%

2,156

02/07/2004

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Why Shouldthe Internetbe Part ofa BDC?

Why Shouldthe Internetbe Part ofa BDC?

ChallengesChallengesChallengesChallenges

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Best Practices VIDEOBest Practices VIDEO

To comeTo come

VideoVideoVideoVideo

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Best PracticesBest Practices•Send personalized response within15 minutes

•Confirm vehicle availability

•Quote price

•Offer alternative and next steps

•Provide reason to choose your dealership

•Encourage customer to act quickly

•Include value-added content/links

•Send personalized response within15 minutes

•Confirm vehicle availability

•Quote price

•Offer alternative and next steps

•Provide reason to choose your dealership

•Encourage customer to act quickly

•Include value-added content/links

Wrap-UpWrap-UpWrap-UpWrap-Up

NextNextNextNextHomeHomeHomeHome BackBack

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Internet

Pages ##-##

Internet

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Automotive BDC Workshop; Internet Sales Management

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