Is the Future of Automotive Sales Online?

Is the Future of Automotive Sales Online?

Postby EFConn » Thu May 25, 2000 1:59 pm

As a Dealer's Kid who decided not to go back and run the family business, I am quite concerned and interested in the Future of Car Sales online. With Carsdirect.com, Greenlight.com and Autonationdirect.com, what can dealers do to keep Car Buyers interested in a Dealership Experience? Current estimates say online Sales will go from 2.1 Billion in 1999 to almost 30 Billion by 2004, what should Dealers do?
EFConn
 

Is the Future of Automotive Sales Online?

Postby andone » Thu May 25, 2000 8:28 pm

Embrace the part of the online buying revolution that will benefit you. The referral model, and a complete dealership website, with highly trained internet sales consultants.

[This message has been edited by jimmuntz (edited 05-26-2000).]

andone
 

Is the Future of Automotive Sales Online?

Postby Dan » Thu Jun 01, 2000 9:44 am

Andone,

What is a highly trained internet sales consultant? What qualities must they have?
Should they be more a computer person or a sales person? Salesman are product and financing experts, but most do not grasp what Internet shoppers are looking for.
Dan
 

Is the Future of Automotive Sales Online?

Postby SDG » Sat Jun 17, 2000 12:47 am

Traits of an Internet Specialist:

DOES need to be an automotive expert and have knowledge of financing process--can assist them by having products like PCCarbook.

DOES need to have the people skills of a good salesman but also be willing to go above and beyond floor room sales consultant's line of duty...its all about exceeding the expectations and not just meeting them.

DOES need to be highly organized and have an eye for detail..Managing your leads will be the biggest challenge of all.

SHOULD NOT be your most aggressive floor salesperson..these people will typically revert back to their old showroom style.

DOES need to have a personality that can come through in all communication avenues...internet, phone in person...I would say that one of your middle to upper sales consultants might just be perfect..take a closer look.

SHOULD be interested in technology and be willing to always keep looking for a better way of doing things...you know technology is always changing....and the best source of learning is just what you are doing...networking with OTHERS WHO ARE ACTUALLY DOING IT!! Something that works for someone in one market might not work in your market...just keep adapting. (I would encourage that you network as opposed to hiring consultants to train your department who aren't going to give you more than you can get right here)

SHOULD NOT have to go to the manager for every deal...needs his own parameters to have authority to work within....also needs to have the responsibility and accountability of keeping track of the profits of his department and reporting this information back on a regular basis. Many dealerships are just flying by the seat of their pants and not evaluating what is actually going on (are we making money? which lead provider is working best for us? which lead provider seems to be not really worth the $?, what is our response time? what is our closing ration? etc.)

I'm sure there are more....but that's a start for ya
SDG
 

Is the Future of Automotive Sales Online?

Postby Andone » Sun Jun 18, 2000 9:31 pm

SDG hit it on the head.
How many showrooms are their with 20+ salespeople, 8 are above average and make a great living, 8 are average and probably only make 2500.00 a month...not great money! Finally 4 are not going to succeeed. It's the middle 8 that are good information givers, but not great closers or they would be in the top group.

Those are where you will find your internet specialists! They have some good car knowledge, with O.K. sales skills. These people can be trained on the most current and effective proccess and procedures that produce your 10% to 18% closing ratios.

You turn one of these 6 to 10 car sales people into 15 to 20 car sales people. Your dealership moves more units quicker, with greater efficiency!
Andone
 

Is the Future of Automotive Sales Online?

Postby eman » Thu Aug 10, 2000 10:23 pm

I wouldn't worry (atleast in the near futue) that all cars sales will be on-line. People use the Internet to do the reasearch and then resort to typical modes of contact (phone and walk in). I would say only about 10% of shoppers use the internet to buy a car.

The real difference is with the Internet you can see a record of how many customers you have or are working. Most floor sales people don't track there ups and phone calls so the dealer never really knows what the % is.

All in all a person sells a car not a screen. Thats why we work so hard to make the customer have a GREAT Internet Purchase experience.

William
eman
 


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