Orginazation of your Internet dept.

Orginazation of your Internet dept.

Postby tbrowder » Thu Jul 13, 2000 11:35 am

As some of you may know from my previous posts, I run the internet dept. in a high volume import point. I started the dept. in Dec. 1999 with the usual growing pains and conflicts with the other manager's. I've gotten the volume to 25 per month and the gross is good but now I need to take it to the next level and bring some people aboard to help me so I can get to 50-100 units per month.

My questions are directed to you folks out there that are doing 50 plus units per month.

1. how are your depts. organized ie. chain of command, relationship to the front end managers, etc.?

2. how is the dept. head paid (I'm now paid on just what I do)?

3 how do you pay the other people in the dept. (salespeople)?

4. do you do F&I in your dept. ( seems to me this is the way to go)

Thanks in advance for any insight you can give me regarding these questions. So far I've learned everything the hard way!
tbrowder
 

Orginazation of your Internet dept.

Postby WebManager » Sun Aug 06, 2000 10:01 am

I am also very interested in the same questions asked by tbrowder. I would also like to know where some of you are located.
WebManager
 

Orginazation of your Internet dept.

Postby russgentry » Mon Aug 07, 2000 9:24 pm

Our e-commerce group is a separate department with 4 dedicated sales specialists that are NON-car guys. We sell on average 85 units per month. The gross average is within a hundred bucks or so of the floor.

In addition, we have our own F&I manager.

Hope that gives you the incentive needed to show that it really works..

------------------
Russ Gentry
wyler.com
rgentry@wyler.com
russgentry
 

Orginazation of your Internet dept.

Postby fairchldim » Tue Aug 08, 2000 2:59 pm

25 cars.... I can barely get one out the door.... The salesman here are old school and want nothing to do with an internet lead... I finally got them to give me a quote the same day it used to take days for a manager to give me a price.... and follow up forget it.... What can I do to get my Managers and Sales people to work with me? ? ? What worked for you? What steps can I take. I'd love to reach 25, but at this point 5 would suffice.... Any response is appreciated....
fairchldim
 

Orginazation of your Internet dept.

Postby 3cm » Thu Aug 10, 2000 1:49 pm

I have built and managed four internet departments in dealerships over the last six years. Currently, I am the national sales manager for a company that specializes in e-commerce solutions for the automotive industry (not Cobalt). Our services include e-sales training and CONSULTING THE GM AND OTHER MANAGERS as to how the department should be structured (along with design, hosting, CRM, etc.).

Depending upon size, the dealership must look at this department as a department.

When the dealerships was built, there were long term (amortized)costs. There were new monthly recurring fixed and variable cost. Advertising was needed to support the sales forces (new and used) and many more items.

These factors are used to create P/L, revenue, cash flow, reports and projections, etc. Goals are set for sales and staffing. An average advertising cost per car sold is calculated (should be), etc.

Unless you have been involved in a franchise implementation or facility build (I have gone through two of each), it is easy to overlook these broad items. There must be an understanding of how the department will be built, structured, managed, and how much it will cost.

The internet sales department should be no different from the new or used car department, unless you want it to fail or not reach complete fruition.

The interaction between the "traditional" departments is based upon a relationship of equals. As an example:

If the new car sales manager gets a BUY bid from the used car manager.

Why shouldn't the internet department manager?

If your answer to this is the typical sarcastic dealership chuckle and remark about your personel, then the laugh is on you. One of your competitors will do it, and do it well. FIND THE RIGHT PERSONNEL.

Don't promote the computer geek on the floor who cannot sale cars. If you cannot sale cars in person, you certainly cannot do it via the internet, fax, phone, etc.

One of the dealership internet departments that my company trained and assists has finally been given a GM that will let them run.

Their production went from 25-30 cars each month to a total of more than 300 in the last 3.25 months. It works. You just have to have a GM willing to let it work and willing to admit what he doesn't understand. If you have one that does understand the internet, you are that much more ahead of the game.

Once it starts working, everyone in the dealership, that is not eaten alive with envy, will bend over backwards to help you. Look forward to those working relationships. No "I told you so.".

Don't give up. Have a good month.

Bruce Bingham

[This message has been edited by jimmuntz (edited 08-10-2000).]

3cm
 

Orginazation of your Internet dept.

Postby BBingham » Fri Aug 11, 2000 6:32 pm

Russ,

Good move on the F&I part. It is important to have an F&I person for that department (if the size warrants it). Otherwise, you must have persons who can work their deals, front to back, correctly and responsibily.

Good Job!


------------------
Bruce Bingham
bbingham@thirdcoastmedia.com
www.thirdcoastmedia.com
BBingham
 


Return to Digital Auto Marketing

Who is online

Users browsing this forum: No registered users and 5 guests