In this innovative Millionaire Car Salesman episode, host Sean V. Bradley, CSP delves into the world of auto brokers with special guest Cody Carter, literally the #1 Car Salesman in the WOLRD! Drawing from his extensive experience, Cody reveals the secrets behind his remarkable success, having sold over 1,400 cars in a single year! Join us as Cody shares his insider strategies for harnessing the power of auto brokers to amplify sales volume and gross profit!

Learn about the pivotal role of auto brokers, their motivations, and how they generate revenue. Gain practical insights on building strong alliances with brokers, establishing partnerships with broker-friendly banks, and safeguarding against potential fraudulent practices. With Cody's expertise at your disposal, this episode is a game-changer for automotive professionals looking to maximize their sales potential. Tune in now and embark on the path to unparalleled success in the automotive industry!

 

Key Takeaways

• Learn to increase car sales volume and gross through the strategic use of auto brokers, going beyond the standard dealership model.

• Discover the importance of setting expectations and terms with brokers to ensure professionalism and avoid potential fraud.

• Understand the diverse ways to sell cars, with a focus on referrals and prospecting that many salespeople overlook.

• Uncover the financial impact of broker deals, revealing how they can equate to substantial monthly earnings.

• Gain insights into CRM strategies and customizing relationships with brokers to efficiently manage and grow sales.

 

About Cody Carter

Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales! Go to SellLikeCody.com to get access to his exclusive sales training course!

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

 

Harnessing Auto Brokers for Car Sales Success: A Guide for Dealerships and Sales Professionals

The auto industry is constantly evolving, with innovative strategies emerging to enhance sales performance and customer experience. One such strategy that's gaining traction among car dealerships and sales professionals is leveraging the prowess of auto brokers. In a recent in-depth discussion, industry experts Sean V. Bradley and Cody Carter unpacked the utilization of auto brokers in car sales, providing insights that could revolutionize the way dealerships think about selling vehicles.

Key Takeaways

• Auto brokers can dramatically increase car sales by an average of 30 units a month, with highs of 70 units during peak times.

• Establishing a professional relationship with auto brokers involves setting clear terms, managing expectations, and ensuring a streamlined communication process.

• Utilizing diverse banks and credit unions that work with brokers can offer a competitive edge in the market and help to increase the volume of deals closed.

 

 

The Role of Auto Brokers in Modern Car Sales

When it comes to enhancing sales figures and expanding market reach, utilizing auto brokers seems to be a disruptive strategy akin to the innovation brought by Amazon and Netflix to their respective industries. As Cody Carter states, "[Auto brokers] were created out of necessity at one point. And to this day, they still work great in certain markets." By catering to customers tired of traditional dealership experiences, auto brokers offer a streamlined, convenient alternative.

SEO-Optimized Heading: Embracing the Auto Broker Strategy to Revolutionize Car Sales

The discussion highlighted that the average salesperson at a dealership sells ten cars a month. However, with the infusion of auto brokers into one's sales strategy, this number can triple or even septuple. The emphasis here is not just on quantity but on quality; these third-party affiliates help move inventory, particularly less popular models or overflow stock, which could otherwise stagnate on a sales lot. "They allow you to sell cars that are outside your area," Carter pointed out. His collaboration with a diverse range of brokers extends his reach far beyond his dealership's immediate geographical locale.

Direct Quote: "Every broker receives some type of fee, which is discussed… on average, we're averaging $2,500 per copy… averaging $75,000 per month in gross."

This illustrates not only the profitability of broker-assisted sales but also underscores the importance of transparency and mutual respect in these partnerships. Dealerships can adopt this strategy to manage their inventory proactively, cater to a wider audience, and ensure a steady cadence of sales.

  Building and Managing Broker Relationships

SEO-Optimized Heading: Cultivating Long-Term Partnerships with Auto Brokers

Cultivating a lasting and fruitful relationship with auto brokers requires a strategic approach—starting with initial outreach and continuing through regular communication and professional rapport. The tenor of the interaction should be firm yet respectful, with clear guidelines set from the outset.

Carter expertly demonstrates this balance with his brokers, setting the tone for how business will be conducted and even going so far as to use a dedicated email service, like Mailchimp, to send detailed and extensive weekly newsletters to his brokers, thus minimizing unnecessary back-and-forth.

Direct quote: "The whole concept…is having ten different stocks for $1,000 each…diversify."

By treating the auto brokers as individual entities that contribute to a larger sales strategy, brokers become akin to an invested salesforce, instrumental in pushing dealership's inventory to their niche markets. Gifts, personal interactions, and consistent engagement all play a part in maintaining strong business relations. Moreover, navigating the space with tech-savvy efficiency, utilising CRM software, and tailoring communication through texts mirror a modern approach to sales management.

  The Finer Details of Working with Auto Brokers

SEO-Optimized Heading: Navigating the Complexities of Broker-Enhanced Car Sales

A crucial aspect of working with auto brokers involves understanding the nuances of banking partnerships and avoiding potential fraud. Banks have varying rules regarding transactions with auto brokers, and dealerships must be scrupulous in adhering to these guidelines to maintain integrity and avoid legal issues.

Carter underscores the necessity of choosing banks that are broker-friendly and emphasizes the importance of keeping transactions above board, with a priority on transparency: "It's important to disclose it…you should not be working with this customer at all."

Direct quote: "We don't allow any deal to leave until the car is approved… These brokers are being added to a blacklist where…they're just completely out."

Thereby, dealerships should prudently vet their financial institutions and foster open communication with their brokerage partners. Additionally, they must institute rigid frameworks to ensure that every sale does not just benefit the immediate bottom line but also upholds the dealership's reputation and credibility.

 

 

Keeping the momentum generated by the conversation, these deep dives clearly illustrate the potential upsides of incorporating auto brokers into a dealership's sales artillery. Conventional sales avenues remain integral, but the scope that brokers provide can be game-changing, diversifying the opportunities available to savvy dealerships and sales professionals. The strategy goes beyond mere transaction facilitation and delves into the broader symbiosis of building mutually beneficial partnerships that can unfold across regions, stretching a dealership's influence far beyond its immediate area.

The larger implication is perhaps the most exciting: As entire industries pivot towards innovation, it's those like Cody Carter who disrupt the status quo that stay ahead of the curve. For any dealer or salesperson looking to elevate their sales numbers and market penetration, the message is clear—embrace the unique opportunities brokers present, and the rewards can be both immediate and profound.

 

In this highly anticipated episode of The Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP sits down with Paul J Daly, the visionary creator behind the Automotive State of the Union Conference! Together, they dive deep into the upcoming conference and its profound significance for industry professionals.

Join Sean and Paul as they unveil the targeted audience for the conference, ranging from seasoned Dealers to GMs, Sales Managers, and Marketing Directors. Delving into the latest trends and innovations, they shed light on the potential benefits of mobile service for modern dealerships, offering invaluable insights for staying ahead of the curve! Throughout the discussion, Sean and Paul underscore the importance of continuous education and strategic networking in the automotive realm. With a focus on fostering collaboration and knowledge exchange, they reveal the conference's unparalleled value in driving professional growth and success!

Featuring a lineup of top-notch speakers and thought leaders, such as: Brian Benstock, Will Guidara - National Bestseller UNREASONABLE HOSPITALITY, and many more!  The Automotive State of the Union (ASOTU) Conference promises to be an immersive and transformative experience for all attendees. Tune in to this episode and discover how you can leverage this exceptional opportunity to elevate your career and thrive in today's dynamic automotive landscape.

 

Key Takeaways

• Sean V. Bradley highlights the significance of martial arts in his life and parallels it to the strategic nature of automotive sales and training

• Mobile service is discussed as a pioneering strategy, stressing the importance of bringing dealership-level service to the customer's location

• The value of investing in personal and professional growth through industry-specific conferences and networking is championed

• The importance of understanding and leveraging the connection between sales and service departments in a dealership is articulated

 

About Paul J Daly

Paul J. Daly is a dynamic entrepreneur renowned for his transformative impact on the automotive industry. With a rich history of pioneering ventures, Daly continues to make waves with his latest endeavor, the Automotive State of the Union conference. As the visionary force behind this influential event, Daly brings together industry leaders and professionals to exchange invaluable insights and strategies, shaping the future of auto retail.

Daly's journey to prominence began with a passion for innovative marketing and data-driven approaches. Through his innovative vision and strategic acumen, he has earned widespread recognition as a trailblazer in the automotive sector. With an unwavering commitment to pushing boundaries and challenging norms, Daly has cemented his reputation as a respected authority in the field.

Driven by a relentless pursuit of excellence, Daly's leadership has propelled him to the forefront of the industry, inspiring countless individuals and organizations to embrace innovation and embrace change. As a thought leader, speaker, and influencer, Daly continues to shape the trajectory of automotive retail, leaving an indelible mark on the industry landscape.

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

Harnessing Innovation in Car Sales: Lessons from the Millionaire Car Salesman Podcast

Discover key insights from industry experts on the Millionaire Car Salesman Podcast, delving into innovative strategies in the rapidly evolving automotive industry. With Sean V. Bradley and Paul J. Daly at the helm, uncover the transformational trends reshaping the way cars are sold and serviced.

Key Takeaways:

• Mobile Service Innovation: Exploring the rising trend of mobile automotive services and the significant impact it has on dealership growth and customer convenience.

• Investment in Self-Education: Emphasizing the importance of personal development and continuous learning for automotive professionals.

• The Power of Networking: The value of building relationships within the industry, demonstrated by the speakers' collaboration and support for each other's events.

Mobile Service as a Dealership Game-Changer

The podcast illuminates the revolutionary concept of mobile services in the automotive industry, where convenience is king. Sean V. Bradley and Paul J. Daly discuss how dealerships can diversify their offerings and cater to the evolving demands of customers by providing services directly at their location. "It introduces a ton of complexity," Daly cautions, yet the payoff in undeniably worth it. As Paul J. Daly stated, "Imagine you get a technician who can actually talk to people. That dude could be writing work right in our rows and buying cars."

The Customer Experience Reimagined

Mobile services aren't just a logistical move; they're part of a broader shift towards customer-centric experiences. As Sean V. Bradley notes, "People don't want to go to the dealership, sit in a service department." By bringing the service to the customer, dealerships are not only elevating convenience but also increasing their visibility and branding opportunities — a strategy that could potentially "conquest a lot of service business."

The Untapped Marketing Potential

Discussing mobile service, Daly highlights how vehicles, when wrapped with dealership branding, serve as moving billboards, making every job site a potential advertising opportunity. This street-level marketing strategy capitalizes on the dealership's local presence and can attract new customers simply through visibility.

The Imperative of Personal Development

The dialog delves into the necessity of investing in personal growth, painting a vivid picture of the intense preparation that industry leaders undergo. Sean V. Bradley shares his personal journey of self-investment, from learning web design and SEO to mastering public speaking — efforts that enriched his professional repertoire.

The Multiplication of Skills

Bradley's discussion points to the significance of acquiring a diverse set of skills, which enhances one's ability to adapt to various industry needs. He reflects on how such a multidisciplinary approach allowed him to excel in sales, demonstrating the value of continuous learning.

Investing in Your Future

The speakers concur on the importance of investing time and resources into one's own education. As Bradley astutely puts it, "Stop dragging your feet or dragging your knuckles." Investing in knowledge and skill set can only propel a professional forward, and industry-specific events and training play pivotal roles in this pursuit.

Networking as Industry Currency

In the exchange, the power of networking and building relationships unfolds as a central theme. Sean V. Bradley and Paul J. Daly showcase this through their mutual support and discussion of the upcoming automotive State of the Union conference (Sotokon).

Building Meaningful Connections

Good relationships with industry peers are likened to business currency. Speakers emphasize the mutual benefit when professionals share insights and experiences. Daly assigns great value to creating "one to three new contacts in your phone" at industry events, recognizing the potential to unlock opportunities worth "hundreds of thousands of dollars."

Collaboration Over Competition

From the podcast’s camaraderie, it's clear that fostering a supportive industry environment trumps competitive instincts. This approach is beneficial for all involved and promotes a culture of growth and shared success.

 

In this riveting episode, two titans of the automotive industry, Sean V. Bradley, President of Dealer Synergy, and LA Williams, the Blind Master, delve into the riveting journey of Glenn Lundy! They uncover the strategic maneuvers and philosophies behind Lundy's record-setting success in growing a Chevy dealership by 800%. The conversation unfolds insights into intentional leadership, team motivation, and innovative dealership management that cuts across traditional boundaries.

Glenn Lundy imparts his unique perspective on effective dealership growth strategies, emphasizing the importance of daily motivational routines, organizational culture shifts, and scalable processes. His enlightening discussion with Sean V. Bradley goes beyond surface-level tactics, digging into the mindset transformations required for massive dealership success. Each recount of the journey brings out the crisp details of the methods that can turn any average dealership around to face a trajectory of exponential growth.

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

 

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Dealerships can achieve unprecedented growth by reassessing and transforming their organizational culture and daily routines.

• Effective leadership in automotive sales involves celebrating your team's victories, reinforcing positive behavior, and fostering development.

• Understanding and theorizing car sales as a function of professional speaking can provide a competitive edge in communicating and persuading customers.

• Adapting to market changes, focusing on used car sales, and being proactive rather than reactive are essential strategies for sustained success post-pandemic.

• Creating a dedicated vehicle buying center with skilled buyers can drastically improve inventory quality and dealership profitability.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24

 

About Glenn Lundy

Glenn Lundy is known for his transformative impact in the automotive sales industry. As the former General Manager of Dan Cummings Chevrolet & Buick, he led his team to a monumental 800% growth within six years. His expertise doesn't end there; Lundy stands out as a mentor, motivational speaker, and strategist, who empowers dealership managers and owners to exceed their professional goals. His winning strategy dubbed the "800% Club," is encapsulated in a lifestyle revolving around eight pillars that extend beyond work into personal growth domains.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this dynamic episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley unveils the transformative strategies propelling the automotive industry forward! Joining Sean is Mike Trudeau. Mike Trudeau is the Executive Vice President of Business Development at Montway Auto Transport. 

Mike, with a wealth of experience in automotive logistics, unravels the complex web of auto transport management. He educates dealers on consolidating various vendors to enjoy a seamless one-stop shop experience! Moreover, Mike explores strategic car acquisitions beyond traditional channels, shedding light on innovative approaches to sourcing vehicles and optimizing inventory management!

Tune in to this episode to gain a deeper understanding of the dynamic forces shaping the future of automotive sales and discover practical strategies for staying ahead in this rapidly evolving industry!

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

 

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Utilizing auto transportation services like Montway can provide customers with a seamless experience in both purchasing and receiving their vehicles.

• Dealers can strategically incorporate transportation costs into the car deal, creating additional revenue streams or providing competitive advantages.

• Streamlining a dealership's auto transport needs into one provider can lead to significant savings and a more organized logistics process.

• Innovative approaches to car acquisition, like partnering with non-traditional entities and utilizing transportation cost tools, can boost both inventory and profits.

• The automotive retail environment is evolving, with a focus on ease and convenience signaling the post-pandemic new normal in customer expectations and dealership operations.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24

 

About Mike Trudeau

Mike Trudeau is Montway’s accomplished Executive Vice President of Business Development. Since joining the company in 2018, Mike has been instrumental in expanding the logistics division and supporting the company’s growth.

He is known for implementing impactful sales initiatives that significantly contribute to Montway’s success. One of his key achievements was spearheading the launch of the Montway Automation Portal (M.A.P.), an advanced platform that provides business-to-business customers with complete transparency into their auto transport processes and costs. Under Mike’s leadership, Montway has expanded its customer base nationwide. 

Mike boasts a rich professional background in the automotive industry, spanning logistics, car rental and remarketing. Prior to joining Montway, he held the position of Remarketing Group Sales Manager at Enterprise Rent-A-Car for seven years, honing his skills and gaining invaluable experience. He also worked for United Road Services, building a foundation in sales, operations and customer service.

Recognized for his expertise and insights, Mike has been featured in various media, sharing his perspectives on the evolving landscape of the auto transport and logistics industry. With his remarkable track record in business development, Mike is an important asset to Montway.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

 

Revolutionizing the Automotive Experience: Insights from Sean V. Bradley's Expert Panel

The automotive industry is undergoing significant changes, with technology playing a pivotal role in shaping the future of car buying and selling. From leveraging artificial intelligence to perfecting logistics, professionals within the industry must adapt to stay ahead. A recent conversation with Sean V. Bradley and Mike Trudeau illuminates key strategies for dealerships to drive success in the evolving landscape.

Key Takeaways:

• Leveraging transportation can enhance the car buying experience, offering convenience to customers and opportunities for increased dealership revenue.

• A centralized transportation strategy with a one-stop-shop like Motway can streamline logistics, saving dealers money and time.

• The power of acquisition strategies beyond auctions holds potential for significant profit opportunities for dealerships.

Expanding Reach with Automotive Transportation

Selling Cars Beyond Borders

Car dealerships have traditionally operated within a certain radius, relying heavily on in-person sales. However, the shift toward digital retailing necessitates a closer look at delivery and transportation services. Sean V. Bradley puts it succinctly: "Why don't we turn around and say that this is the way we do business?" By including home delivery as part of a dealership's value proposition, dealers can capture a larger market share and cater to a convenience-driven consumer. Mike Trudeau supports this by emphasizing the importance of transportation services that can deliver vehicles across the country, revealing a simple truth: "if Elon Musk could go to Mars, Motway Transports could take the car to your house."

Convenience as a Sales Strategy

By integrating a reliable auto transportation resource like Motway into the sales process, dealers can offer a seamless purchase experience that continues even after the customer has left the digital showroom. As Bradley points out, this not only opens up the dealership's market potential but also presents an opportunity to incorporate delivery costs into their pricing strategies–ultimately contributing to profitability.

Centralizing Automotive Logistics

Unifying Transportation Vendors

In the current model, dealers often grapple with managing various transport vendors across different states. Trudeau highlights the logistical nightmare this presents and proposes an alternative: "You got a one-stop-shop…in a large scale nationwide auto broker like Motway." Centralizing transportation not only simplifies logistics but also allows dealers to keep a closer eye on costs and streamline their operations. This shift can make a noticeable difference in a dealership's bottom line, as consolidating vendors often leads to cost savings and increased efficiency.

Benefits of Streamlining Transportation

By utilizing a company like Motway, dealerships gain visibility across all their rooftops under one system. Dealers can track where and when cars are bought, assess transport costs, and optimize their inventory management. Implementing such a strategy frees up dealers to focus on what matters most–selling cars and desk deals–while leaving the complexities of logistics to a dedicated partner.

Acquiring Vehicles Beyond Auctions

Creative Acquisition Strategies

Procuring cars solely through auctions is increasingly viewed as an unsustainable practice, with dealers paying a premium for inventory. Variety beyond auctions offers a lucrative alternative for dealers to acquire vehicles. As Trudeau underscores, understanding transportation costs before purchasing cars is vital to profitability. He shares a practical tool that provides transportation quotes in real-time, ensuring dealers can factor these costs into their purchasing decisions.

Broadening Acquisition Resources

Danny Zieloski's innovative vehicle buying center model demonstrates that forming relationships with non-traditional partners such as RV, motorcycle, or power sports dealerships can be a goldmine for sourcing used cars. Dealerships that adopt such strategies are better positioned to capitalize on unique market opportunities, thereby enhancing their acquisition process and profitability.

The Emerging Future of Automotive Sales and Logistics

The insights provided by Sean V. Bradley and Mike Trudeau present a compelling case for the continued integration of transportation services into the dealership model. The conversations underscore the need for dealers to adapt and innovate, whether through expanding delivery options or embracing novel vehicle acquisition methods. In essence, embracing change and leveraging the right partnerships can redefine the automotive sales experience, leading to increased customer satisfaction and dealership profits.

Motway's solution embodies the crucial elements of convenience, efficiency, and forward-thinking that are paramount in the current automotive climate. As the industry continues to evolve, those who recognize and react to these industry shifts will rise above the competition. The ability to streamline logistics and create a seamless buying process is not merely an option – it's quickly becoming an imperative in the quest to deliver unparalleled customer experiences and drive a successful future in automotive retail.

 

In this captivating episode of the Millionaire Car Salesman podcast, hosts Sean V. Bradley teams up with industry and branding expert, Tianna Mick aka T Got Your Keys, with special guest Isabella Tutt joining from the UK! Listen in to be treated to a cross-continental exploration of sales strategies and best practices!

The discussion delves into the comparative analysis of automotive sales techniques and methodologies employed in the US and UK markets, highlighting both similarities and differences. Drawing from their extensive experience, the guests share insider insights into the nuances of car sales, from lead generation and customer engagement to negotiation tactics and closing strategies!

Cultural factors that shape consumer behavior and preferences in each market are explored, offering valuable perspectives for sales professionals seeking to connect with diverse clientele. Listeners are treated to a wealth of effective sales strategies and techniques proven to drive success in both the US and UK automotive industries, with practical tips for implementation!

The episode underscores the value of international collaboration and knowledge sharing among sales professionals, highlighting the benefits of learning from different perspectives and approaches! The show host and guests engage in a dynamic Q&A session, addressing listener questions and providing personalized advice on overcoming sales challenges and maximizing opportunities in the global marketplace.

Whether you're a seasoned sales veteran or a newcomer to the automotive industry, this episode offers invaluable insights and actionable advice for excelling in today's competitive sales landscape, regardless of geographical boundaries. Tune in to gain a deeper understanding of automotive sales across continents and unlock the secrets to sales success on a global scale!

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

 

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• The automotive sales profession in the UK shares similar public perceptions to those in the U.S., with professionals striving to change dated stereotypes.

• Effective customer engagement in car sales entails asking open-ended questions, creating personalized experiences, and maintaining long-term relationships.

• Building one's personal brand and leveraging community networks can significantly boost sales and create new opportunities within the automotive industry.

• The Women Automotive Network is championing diversity and gender inclusivity, providing mentorship, and connecting automotive professionals.

• Sales strategies should adapt to the modern consumer who is typically well-researched and internet-savvy, requiring salespeople to be proactive and knowledgeable.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24

 

About Isabella Tutt

Isabella Tutt, a distinguished automotive sales professional hailing from the UK, boasts an impressive 13-year tenure in the industry, primarily focused on selling cars under the esteemed Peugeot brand. Beginning her career at the age of 19, Isabella swiftly earned full Peugeot accreditation, setting a high standard for herself from the outset.

Throughout her tenure, Isabella has excelled in various sales domains, including new car sales, business-to-business transactions, and mobility sales, demonstrating her versatility and adaptability in diverse market segments. Her dedication to excellence has been consistently recognized, with accolades such as Customer Satisfaction and Volume Sales awards under her belt.

Beyond her exemplary sales prowess, Isabella is celebrated for her unwavering commitment to customer service, embodying the ethos of putting the client's needs first in every interaction. Her ability to forge meaningful personal relationships with clients has been instrumental in fostering loyalty and driving repeat business.

Notably, Isabella is a trailblazer in challenging stereotypes within the automotive industry, championing inclusivity and diversity at every turn. Her recent involvement with the Women Automotive Network exemplifies her dedication to empowering underrepresented groups within the automotive sector, driving positive change and fostering a more inclusive industry landscape.

With a proven track record of success, a passion for customer satisfaction, and a commitment to diversity and empowerment, Isabella Tutt stands as a formidable force in the world of automotive sales, poised to continue making significant contributions to the industry for years to come.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

 

 

Transforming the Auto Sales Experience: A Candid Conversation with Industry Experts

The automotive sales industry has undergone significant changes over the years, with technological advancements and evolving consumer behaviors shaping its landscape. In a riveting conversation with esteemed professionals from the industry, we delve into the nuances of car sales in the UK versus the US, examine the power of personal branding, and explore the significance of creating a customer-centric sales process.

Key Takeaways:

• Differences between the UK and US car sales processes offer unique perspectives on customer engagement and sales techniques.

• Creating a strong personal brand as an automotive sales professional can significantly enhance your reach and sales potential.

• The concept of the 'road to the sale' can be adapted to leverage various touchpoints, ensuring customer loyalty and maximizing sales opportunities.

Cross-Continental Car Sales: Unpacking the UK and US Models

The conversation kicks off with Sean V. Bradley and Isabella Tutt comparing their experiences in car sales in the US and the UK, respectively. Across the Atlantic, we see a common ground where sales professionals are challenged to break free from the stereotype of being 'arrogant liars,' as Tutt articulates. Both professionals highlight the integral role of trust and genuine connection in securing sales and fostering long-term customer relationships.

"I personally […] have a lot of love for Peugeot and the pride of the lion and the brand itself, because, like I say, I felt that they looked after me throughout my journey into sales as a new car sales executive." — Isabella Tutt

In the US, Bradley notes, the sales process has evolved into a more intricate and accountable system, where ups are identified and meticulously documented to improve conversions and retain customers. Establishing trust and rapport from the initial greeting to the final follow-up is paramount in building a successful sales career, resonating deeply with Tutt's passion for delivering personalized experiences.

Crafting a Personal Brand within the Dealership

Tiana Mick's journey from selling cars to becoming an influential voice in the industry showcases the power of personal branding in the digital age. The conversation weaves in the importance of being recognized within your community and creating a brand that resonates with specific groups, influencing buying decisions and building a loyal customer base.

"You make your own success, and you are the result of your own failure as well, in my opinion." — Isabella Tutt

Mick's strategic move to carve out a niche for women and the LGBTQ community exemplifies seizing the opportunity to stand out among a sea of sales professionals. With a strong digital presence and active participation in community events, Mick demonstrates how a clear brand identity can catapult one's career, bridging the gap between the traditional car salesman image and the diverse, tech-savvy market of today.

Redefining 'Road to the Sale' with Innovative Touchpoints

The 'road to the sale' is a concept both UK and US professionals are acquainted with; however, Sean V. Bradley offers a fresh perspective by incorporating eight different categories for car sales opportunities. This holistic approach emphasizes not only the transaction at hand but also the potential of carryover leads and the diverse sources from which sales could emerge.

"Instead of trying to sell 30 or 40 cars from one or two areas, you're looking at seven carryover and eight fresh. That's 15 different ways you could sell a car in a month." — Sean V. Bradley

By cross-referencing initial contact information such as birthdays, significant events, and preferences, sales professionals can forge stronger connections with leads and return customers. Bradley's in-depth process takes into account the entirety of a buyer's journey and positions salespeople as trusted advisors rather than mere transactional agents.

As we recap the insightful conversation with Sean V. Bradley, Tiana Mick, and Isabella Tutt, it's evident that the automotive sales landscape is intricate and robust, demanding thoughtful strategies and authentic connections. Embracing personal branding, reinventing sales approaches, and nurturing enduring relationships emerge as pillars of a thriving career in auto sales. With a customer-centric approach and a keen understanding of different markets, automotive professionals can drive their success to new heights, leveraging their unique personalities and technological savvy to redefine the traditional sales experience.

 

In this enlightening episode of the Millionaire Car Salesman podcast, titled "Mastering the Internet Director Department," hosts Sean V. Bradley and L.A. Williams welcome automotive industry expert Keric Davis to explore the intricacies of running a successful internet department in an auto dealership! The conversation dives deep into the importance of crafting a cohesive strategy that empowers sales professionals to leverage digital tools effectively, streamline customer interactions, and ultimately drive sales to new heights!

Kicking off the discussion, Sean highlights the pivotal role of an internet director, emphasizing the need for prompt responses to inbound leads and the significance of consistent follow-up efforts! The episode also addresses common misconceptions surrounding internet and BDC management roles, shedding light on the invaluable contributions these departments make to the dealership's overall success! Drawing from his extensive experience, Keric shares valuable insights into the evolving landscape of automotive sales, emphasizing the growing importance of technology-driven customer interactions!

Listeners will gain valuable insights from the hosts' practical advice on achieving operational excellence, including strategies for maintaining control over engagements, optimizing time management, and enhancing lead follow-up processes! Furthermore, the episode underscores the importance of fostering a collaborative environment within the dealership, where internet directors play a vital role in facilitating synergy between BDC representatives, sales managers, and other key stakeholders!

Tune in to this episode to discover actionable tips and strategies for mastering the internet director department and driving unprecedented success in automotive sales!

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 25% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

 

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Effective leadership for an Internet or BDC Department requires managers to be proactive in managing live customer engagements and tracking leads meticulously.

• Encouraging a paradigm shift amongst sales managers to view Internet or BDC management roles as opportunities rather than demotions or secondary responsibilities.

• The significance of real-time 'T.O.' processes in Internet sales, ensuring no customer interaction ends without a managerial touchpoint.

• A department's success is largely dependent on its adherence to follow-up protocol, perseverance, and a high volume of contact attempts.

• Fostering an interdependent and synergistic culture amongst BDC reps, point-guards, and salespeople is key to driving consistent sales growth.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

 

About Keric Davis

Keric Davis is a seasoned automotive professional based in Boise, Idaho. With over eight years of experience in the industry, he currently holds the dual role of Internet Manager and Floor Manager at Dennis Dillon Nissan. Originally from Portland, Oregon, Keric's journey in automotive began in 2000. Throughout his career, he has held diverse roles including desk manager and sales manager, showcasing his versatility and adaptability. Known for his adeptness at leveraging new technologies and communication methods, Keric excels in his position as Internet Manager, where he leads with a combination of extensive experience and strategic sales management skills.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

  Mastering the Internet Director Role in Automotive Sales: Strategies for Success

The automotive sales landscape has evolved, with a significant pivot towards digital showrooms and online customer engagement. In this new era, the role of an Internet Director is pivotal in driving sales and maintaining robust customer relationships. Sean V. Bradley, a seasoned industry expert, alongside Keric Davis, an experienced Internet Manager, engage in a deep dive into the strategies and techniques pivotal for success in today's automotive Internet sales.

Key Takeaways:

• Engagement is key: The primary focus of an Internet Director should be managing and monitoring customer engagement across all platforms.

• Follow-up is foundational: The bulk of the job involves consistent and strategic follow-ups to leads that have yet to make contact.

• Integrate interdependence: Cultivating a culture of teamwork and shared goals within the department is crucial for collective success.

 

The Importance of Customer Engagement

Managing customer interactions is a top priority for Internet Directors. Immediate communication with engaged customers can be the difference between a lost opportunity and a lucrative sale. "When you're running your day, what a director's gotta do," Sean emphasizes, with Keric agreeing, "immediate communication...is...my first and foremost concern."

 

Prioritizing Engagement The difficulty in establishing the first contact with potential buyers signifies the importance of prioritizing those actively engaging with the dealership. Internet Directors should "have situational control over...who is having conversations with us." Keeping a record of engaged conversations and strategizing responses is paramount to ensure opportunities aren't missed.

 

The Focus on Conversations Sean outlines the necessity to "differentiate between the two realities. You're either in follow-up or you're in engagement". Focusing on actively engaged prospects ensures efficient usage of time and resources, and helps in building a credible customer relationship that often leads to conversions.

 

The Follow-Up Strategy

For Internet directors, rigorous follow-up with potential buyers forms the bedrock of their role. It's not just about chasing leads but constructing a consistent follow-up pattern that maximizes the conversion likelihood. "The hardest part of Internet sales... is just making contact with a prospect," Sean reflects, highlighting the necessity of persistent outreach.

 

Time Maximization It's vital for Internet Directors to be time maximization experts. Sean criticizes the common time-wasting practice of pre-call preparation for leads that may not even answer, "dial the phones first, then start reading, doing the research."

 

Reconciling CRM Data An Internet Director must reconcile data regularly, ensuring the CRM prompts the right follow-up actions. An overlooked but crucial aspect is reviewing "the last time she touched people," identifying long-untouched leads and rectifying follow-up strategies.

 

Building a Culture of Interdependence

Success in the role goes beyond engagement and follow-up; it's also about creating a positive, cooperative team culture. This involves ensuring that the Internet and showroom teams collaborate efficiently and align with the dealership's goals.

 

Cohesion in the Team Keric shares his success at Dennis Dillon Auto Group through fostering a collaborative team atmosphere where "we have record high numbers for our individual car counts for both our BDC and our sales team." The group dynamic is essential, with the Internet department functioning as a tightly-knit machine.

 

The Sales Team as Mentors Promoting a mentoring mentality is crucial, with salespeople advising Internet Coordinators, ensuring a cohesive approach to customer service and sales. Creating a learning environment within the team not only enhances capabilities but collectively raises the department's performance.

The insights presented by Sean V. Bradley and Keric Davis offer a wealth of knowledge for current and aspiring Internet Directors in the automotive industry. From maintaining diligent customer engagement to establishing relentless follow-up methods and cultivating a vibrant culture of interdependence, their conversation lays out a blueprint for success in the digital era of car sales. It underscores the transformative power of leveraging both technology and human capital to achieve exceptional outcomes. Through strategic oversight and a cohesive team approach, Internet Directors can significantly boost sales and foster a progressive dealership model in tune with modern consumer expectations.

 

In this insightful episode, marketing professionals and automobile aficionados are treated to an engaging discussion with Joe Zumpella, the Director of Marketing for the Cochran Automotive Group! The conversation swiftly homes in on innovative methods for creating customer loyalty, leveraging the power of digital advertising, and establishing a palpable presence in local communities. With an unwavering dedication to both customer value and communal involvement, Zumpella's narratives offer a masterclass in balancing successful automotive marketing with corporate social responsibility!

Joe Zumpella's journey from a casual dealership visitor to a marketing maven for a vast dealer network is as unconventional as it is intriguing! He underscores the effectiveness of geo-targeted digital campaigns, the significance of maintaining a positive community footprint, and the importance of press outreach in amplifying humanitarian efforts. The dialogue transitions smoothly to the technical realm of digital marketing. Discussions about SEO and SEM highlight the necessity of a cohesive relationship between dealership representatives and marketing vendors to realize the full potential of these platforms! Tune in to hear WHO Joe uses to maintain being the marketing master of his region!

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Joe Zumpella shares his unexpected entry into the automotive industry and the importance of community-driven marketing strategies.

• Number one Cochran Automotive Group stands out in its commitment to philanthropy, highlighting specific charitable programs and initiatives.

• Zumpella offers insights into effective use of earned media strategies to promote community-oriented events and causes.

• The conversation reveals the impact and significance of SEO and SEM in automotive marketing, and the value of vendor partnerships.

• Tips on building relationships with local media and leveraging free press opportunities as part of a comprehensive marketing strategy.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

 

About Joe Zumpella

Joe Zumpella is an expert marketing professional with two decades of experience, including five years dedicated to the automotive industry. His journey began in the golf industry, where he excelled in sales and spearheaded the creation of golfhq.com. As the Director of eCommerce, Joe navigated the digital landscape, propelling the brand to the top 10 golf retail sites nationally.

Transitioning to a boutique digital marketing company in Cleveland, Joe continued to lead successful digital marketing teams. His foray into the automotive sector commenced at Autosoft DMS, where he blended his marketing expertise with insights into the automotive business.

A fateful encounter at Sweeney Chevrolet Buick GMC marked a pivotal moment. Initially just passing time with his daughter, Joe's experience caught the eye of the sales manager, leading to an unexpected interview. This twist of fate landed him a role as the Digital Marketing Director, steering the dealership's marketing efforts.

The narrative took another turn when the dealership underwent acquisition by #1 Cochran. Undeterred, Joe expanded his responsibilities, overseeing marketing for a network of seven dealerships in northeast Ohio. Today, Joe Zumpella stands at the helm of both digital and traditional marketing for this thriving platform, shaping strategies and driving success in the dynamic automotive landscape

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

Driving Customer Loyalty and Community Impact: Strategies from the Auto Industry's Front Lines

In the high-octane world of automotive sales, building customer relationships and staying ahead in the digital landscape are key to success. A transcript from industry thought leaders provides a rare glimpse into the strategies employed by a top-tier dealership group. These strategies are not just about selling vehicles; they're about creating lasting connections with customers and making meaningful contributions to local communities. Here, we unpack the insights shared by Joe Zumpella, Director of Marketing for Cochrane Automotive Group, on a podcast with Sean V. Bradley.

Key Takeaways:

• Developing strong community ties through charity work can enhance a dealership's public image and build deeper customer relationships.
• A strategic partnership with a firm specializing in digital marketing, like SEO and SEM, is indispensable for modern dealership success.
• Dealerships should maintain active collaboration with marketing vendors for optimal performance and accountability.

Crafting Customer Loyalty through Equity and Lease Ads

The Cochrane Automotive Group leverages data to cultivate customer loyalty ingeniously. Joe Zumpella explains how they target specific groups, such as vehicle owners with positive equity and leaseholders nearing contract end. By showing these customers tailored ads on social media, the group not only incentivizes repeat business but also strengthens its reputation for attentive customer service.

"I can pull customers that purchased a vehicle from us that have positive equity, that have less than 36 months remaining on their term. And I can show them an ad that right there for creating customer loyalty is huge." – Joe Zumpella

Driving Community Engagement Forward: The act of engaging customers through targeted advertising is also an exercise in transparency and trust-building. It shows that the dealership acknowledges and rewards customer loyalty, which in turn fosters a sense of belonging and goodwill toward the brand.

Expanded Reach Through Digital Platforms: Incorporating leaseholders into this strategy represents a smart expansion of the dealership’s reach. By targeting leaseholders approaching the end of their terms, they tap into a market poised for immediate decision-making, likely resulting in increased conversions and sustained customer loyalty.

 

Harnessing the Power of Community Involvement

Cochrane Automotive Group doesn't just sell cars; they actively participate in community welfare, distinguishing themselves as a dealership that cares. From organizing marathons to supporting local charities, their involvement runs deep, resonating with customers who value corporate responsibility.

"We support the local university. At YSU, that's huge, because a lot of the family-owned dealerships that were here prior... they were highly involved in the community... So most of these dealerships are all within an hour, hour and a half driving distance of each other." – Joe Zumpella

Localized Impact and Brand Identity: Local involvement reflects the group’s commitment to their immediate environment, enriching the brand’s identity as a caring neighbor rather than a faceless entity. This community-forward approach helps cement their local presence and enhance customer loyalty.

The Ripple Effect of Altruism: Community actions often generate a positive ripple effect, inspiring others to engage in similar efforts. By setting an example, the dealership fosters a culture of giving that not only benefits the community but also solidifies the group's reputation as a benefactor and ally.

  The Digital Marketing Edge: Making SEO and SEM Work for You

Zumpella stresses the importance of maintaining a robust online presence to thrive in today’s digital-first marketplace. By forging a genuine partnership with Search Lab—a company specializing in SEM and SEO—they've carved a niche for themselves in the crowded digital space.

"I talk to each of them multiple times a week... And it's become a partnership that is very valuable." – Joe Zumpella

Collaborative Dynamics in Digital Marketing: The partnership with Search Lab isn't transactional; it's cooperative, implying that the automotive group works closely with their SEO and SEM specialists to tailor strategies that reflect their unique market position.

Education as a Competitive Advantage: With a knowledge-savvy marketing director like Zumpella at the helm, Cochrane Automotive Group ensures that their strategies are not just cutting-edge but also comprehensible to the internal team. This empowers the dealership to make informed decisions and stay agile in response to market trends.

The insights from Sean V. Bradley and Joe Zumpella underscore the dynamic and multifaceted nature of marketing within the automotive sector. Community involvement, customer loyalty, and adept use of digital marketing tools form a triad of tactics that can propel a dealership from mere profitability to a position of influence and respect within both the marketplace and the broader community. The Cochrane Automotive Group serves as a case study in the profound impact these strategies can have when executed with care, expertise, and a genuine desire to create lasting connections.

Kicking off Women’s History Month, the Millionaire Car Salesman podcast is bringing you an enlightening episode that takes a deep dive into the underrepresentation of women in the automotive industry! Sean V. Bradley, the show's host, along with co-host Tianna Mick aka T Got Your Keys, engages with Stephanie May from the Women Automotive Network to uncover the challenges and opportunities for women in automotive sectors globally!

The episode kicks off with Sean highlighting the disproportionate ratio of women to men on car sales floors and management positions, despite women having significant purchasing power in the automotive market. The discussion navigates the nuances of recruiting and retaining women in automotive roles, focusing on the need for change in dealership culture and practices. With a universal theme of gender diversity, the talk underscores that understanding your customer base leads to a more successful dealership - a rule of thumb that transcends geographical boundaries.

Stephanie elaborates on the mission of the Women Automotive Network, emphasizing the importance of including men in the conversation to truly effect change. From London to Detroit, the discussion sheds light on the similarities of challenges faced by women across the automotive industry, regardless of location. Listen in as the episode progresses, and we are introduced to the various initiatives by the Women Automotive Network!

 

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨ 

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• There is a significant gap in the representation of women in the automotive industry, despite their substantial purchasing power.

• The Women Automotive Network seeks to support and empower women globally in the automotive sector, emphasizing the inclusion of men in the conversation.

• Cultivating a diverse and inclusive dealership culture can be beneficial from both a business and employee satisfaction perspective.

• Mentorship programs offered by the network play a crucial role in connecting and supporting women's growth in the industry.

• The Women Automotive Network is organizing their first physical event in Detroit in June, focused on diversity, empowerment, and community building in automotive.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

 

About Stephanie May

Stephanie May, a visionary in the automotive industry, has been a driving force in fostering inclusivity and collaboration. Since 2016, she has spearheaded initiatives that have transformed the landscape, culminating in the establishment of the Women Automotive Network – a global community with a staggering 34,000+ members.

In 2016, Stephanie took the reins, initiating panels, breakfasts, and workshops at regional automotive events. However, her true mark was made with the launch of the inaugural Women Automotive Summit in Stuttgart, Germany, in June 2019. The event drew 176 attendees and laid the foundation for something far more expansive.

When the pandemic forced events to migrate online, Stephanie seized the opportunity to redefine their purpose. The Women Automotive Network emerged, transcending the confines of a traditional event series. As of January 2024, it stands as a global force, boasting a myriad of activities. From a monthly newsletter to a bi-annual mentorship program, a leadership interview series, a job vacancy platform, and both online and in-person events in Detroit and Germany, Stephanie has curated a thriving community.

Stephanie reflects with pride on the connections facilitated within this global network. Mentors and mentees evolving into global friends, executives from top OEMs and Suppliers learning from shared experiences, and tangible outcomes like direct job placements, promotions, and advancements in diversity, equity, and inclusion initiatives.

What sets Stephanie's approach apart is her commitment to unity and adaptability. Understanding that everyone shares a common mission, she emphasizes collaboration over competition. As a mother of two young girls, Stephanie is fueled by a desire to create a more inclusive world for the generations to come. Her philosophy is simple but powerful: diversity makes business sense.

In her own words, Stephanie sheds light on the network's success: "It's about listening to our community and implementing what they ask for… 'IF' we can." The journey has been marked by constant improvement, flexibility, and a keen responsiveness to industry and global demands. From introducing a mentorship program in 2021 to launching a job platform in 2022, awards in 2023, and expanding to Detroit in 2024, Stephanie's leadership embodies a commitment to evolution and growth.

As she looks to the future, Stephanie envisions further expansion, with plans underway to launch into Mexico and Asia in 2025. Her dedication to fostering a supportive and collaborative environment within the automotive industry has not only created a network but a movement towards lasting change. Stephanie May stands as a beacon of inspiration, steering the automotive world towards a future defined by diversity, unity, and collective success.

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

 

 

Harnessing Female Power in the Automotive Industry: A Pivotal Shift Towards Inclusivity and Profitability

The automotive industry, traditionally viewed as a bastion of male dominance, is undergoing a transformative reassessment of its demographic strategy. With the dawning realization that women wield significant control over buying decisions, the push to understand and integrate this powerful segment into the workforce has never been more critical. Bringing the discussion to the forefront are dynamic figures such as Sean V. Bradley, President of Dealer Synergy, and Tianna Chanel Mick, alongside influential voices from the Women Automotive Network represented by Stephanie May. This article delves into the seismic shift needed to unlock the full potential of female involvement in the automotive sector, both as consumers and as part of the workforce.

 

Key Takeaways:

1. Women's Influence: Women hold over 87% of the buying power in automotive purchases, highlighting the urgent need for greater female representation in dealership roles.

2. Cultural and Structural Shifts: Adjusting dealership culture and structure, such as job titles and working hours, is paramount for attracting and retaining female talent.

3. Global Connection: Challenges and strategies for integrating women into automotive roles share considerable commonality across geographical borders, suggesting a global movement.

 

Understanding the Untapped Market: Female Buying Power

The colossal buying power wielded by women in the car-buying process is undeniable. With an estimated 87% control in automotive purchase decisions, the disparity between the influence women hold and their representation in dealership roles is stark. Sean V. Bradley encapsulates the situation by asserting, "If females have over 87% buying power and I don't have one or I've only have one on my floor, maybe I want to properly recruit and hire some amazing females to the team so they could be a catalyst to be able to engage female prospects at a higher, better level."

But it's not just about profit maximization. The conversation extends to appreciating the unique qualities that women bring to the workforce. Within car sales, traditionally a "man's world," the addition of females is seen to diversify teams and arguably improve operations through increased attention to detail and customer care, a sentiment echoed in the transcript by both Bradley and the Women Automotive Network's Stephanie May.

 

Transforming Dealership Culture: More Than Just Flex Hours

A major roadblock to attracting female talent to dealerships is the prescribed work culture, particularly the exhaustive 'bell-to-bell' shifts. The Women Automotive Network suggests models such as 'flexi working hours', as practiced in the UK, which allow employees to meet their targeted hours with flexibility. This can cater to individuals' needs while enhancing morale and productivity.

Tianna Mick emphasizes the importance of creating an environment that is attractive to all genders. She notes that even small adjustments, like job titles on applications switching from "car salesman" to "car salesperson," can foster a more inclusive atmosphere. When dealerships evaluate their workspaces from the perspective of different demographics, they begin to unravel the structural biases that have historically barred diverse talent pools from entering the automotive workforce.

 

The Ripple Effect of Global Networking and Mentorship

A key component to bolstering female participation in automotive roles is the support and mentorship from networks that span across international boundaries. The Women Automotive Network, boasting a membership of 34,000, illustrates how mentorship programs and events have fostered connections and career growth for women worldwide. "The connections that you make...are seriously lifelong," shares Stephanie May, underscoring the enduring impact of such initiatives.

Tianna's upcoming speaking engagement at the organization's Detroit conference is a testament to the power of such networks in propelling women's careers forward. These platforms not only promote professional development but also deliver strategies for individuals and businesses to capitalize on the diversity of their communities for increased sales and market presence.

Sustainability in the automotive industry is no longer just about eco-friendly cars or lean manufacturing processes. It's about creating an ecosystem that values all contributors equally. The discussions and strategies shared by Bradley, Mick, and May shed light on the glaring inequities that persist and offer pathways to correct them. With every adjusted job title, flexible hour, and international summit, a new chapter in the automotive industry begins—one that promises profitability and equity for those willing to drive the change.

 

Join host Sean V. Bradley in an insightful conversation with Brian Allen, a seasoned car salesman and former hat shop owner. Brian spills the beans on his journey to automotive success, from his early days in door-to-door sales to becoming a top performer in a Toyota dealership!

Discover Brian's secret sauce for success, where creating a unique customer experience takes center stage! He dives into the power of infusing enthusiasm and humor into the sales process and curates an office environment that mirrors his distinct personal brand.

Brian's wisdom extends to the art of diversifying lead sources and building a referral network through strategic partnerships and networking. Gain practical insights into crafting a partner board in your office and cultivating client relationships that not only last but also fuel a steady stream of referrals!

If you're in the automotive industry or aspire to be, this episode is your backstage pass to the strategies and tactics that have propelled Brian Allen to success! Tune in and glean actionable tips on selling cars, creating a standout personal brand, and building a flourishing career in the dynamic world of automotive sales!

 

Key Takeaways

• Effective branding and personal presentation, like Brian Allen's "hat guy" persona, can create a lasting impression on customers, aiding in recall and customer loyalty.

• Brian emphasizes the importance of maintaining high energy and using humor to create a comfortable environment for clients, which helps in establishing rapport and closing deals.

• A salesperson's office setup, inclusive of showcasing achievements, can provide a subtle yet powerful confidence boost, nudging customers towards a positive view of the sales interaction.

• Diversification of lead sources, like networking within niche communities or creating reciprocal business partnerships, can significantly increase a salesperson's opportunities beyond the dealership's leads.

• Continuous self-improvement and education are paramount for sales professionals, as it sharpens skills and ensures they are at the top of their game, akin to elite athletes' dedication to practice and growth.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

 

About Brian Allen Andrews

Brian Allen Andrews is a dynamic professional with a diverse journey marked by resilience and success. His foray into sales began at the age of 19, where he swiftly ascended the ranks in door-to-door sales, eventually leading his own crew for three years. Seeking new challenges, Brian transitioned to the automotive industry, showcasing his sales prowess at a Toyota dealership. In a mere nine months, he not only emerged as the top seller but seamlessly transitioned to the finance department, where his skills continued to shine.

Brian's trajectory within the car business was nothing short of meteoric — from assistant sales manager to finance director, sales manager, and ultimately, general sales manager. However, a bold entrepreneurial spirit led him to diversify. In 2008, he ventured into the retail world by opening a clothing store, demonstrating his adaptability. Despite facing the challenges of the economic downturn in 2009, Brian pivoted to selling fine art and eventually found success in the hat business.

An illustrious chapter in Brian's career was marked by owning four hat shops, including the iconic Hat Shop Carmel, recognized by The New York Times as one of the Top 5 places to shop. Unfortunately, the unforeseen challenges posed by the COVID-19 pandemic forced closures, leading Brian to navigate the difficulties and start anew in December 2021, returning to his roots in the car business with a focus on sales. Brian Allen Andrews embodies the spirit of resilience, continually rising above challenges, and embracing new opportunities with unwavering determination.

 

 

Mastering the Art of Automotive Sales: Insights from a Half-Million Dollar Car Salesman

The automotive sales industry is one that requires both skill and strategy to navigate successfully. As consumer behaviors shift and technology alters the way dealerships operate, sales professionals must adapt and innovate to stay ahead. One such professional, Brian Allen, also known as "The Hat Guy" due to his unique branding strategy and past hat business success, shares his insights and experiences on a recent podcast. His approach offers valuable lessons in personal branding, sales techniques, and entrepreneurial thinking within the automotive sector.

 

Key Takeaways:

1. Personal Branding can significantly impact sales success by creating a memorable identity for customers.

2. Focusing on the customer experience and adding personal touches can differentiate a sales professional from competitors.

3. Diversification of lead sources and building a personal prospecting network are essential for sustained success in automotive sales.

 

The Power of Personal Branding in Car Sales

Personal branding stands at the forefront of Allen's sales technique. Known for his distinctive fashion of always wearing a hat, Allen has crafted an identity that keeps him top-of-mind with customers. He underlines the importance of being memorable – it's not always about the name, but rather the association customers make with your brand.

In the "Personal Branding in Car Sales" section, you should expand on the explanations given by Allen during the podcast regarding his branding strategy. He emphasizes that his hats are not only a personal fashion choice but a deliberate branding tool. With stories and examples from his own experiences, illustrate how this approach has opened doors and created conversations with prospects.

Furthermore, investigate the broader implications of personal branding in sales. Delve into stats and expert opinions that validate the significance of personal branding in leading to greater sales success. Discuss how automotive sales professionals can develop their brands and the common pitfalls to avoid.

 

Refining the Sales Experience

Brian Allen doesn't just rely on his personal charm to seal deals; he curates an entire experience for his clients. From a strategic layout of trophies in his office to engaging interactions that involve customers in the sales process, his methodology goes beyond the average car salesperson's approach. He understands the psychological aspect of sales – that purchasing decisions are often influenced by emotions just as much as by product features or pricing.

This section should outline the tactics he employs to create an engaging sales environment. Quote directly from his playbook, like his humorous approach to offering asparagus or compliments as an after-sale 'tip.' Illustrate how humor, environment-setting, and customer involvement translate into sales effectiveness.

Discuss the broader implications of customer experience management, such as its impact on customer loyalty and the importance of personal interaction in the digital age. Provide examples from industry leaders who have similarly outstanding approaches to customer engagement.

 

Building and Utilizing a Diverse Lead Network

Diversifying lead sources is a strategy that has served Allen well. Despite his remarkable success in the showroom, he acknowledges the necessity of generating sales outside of dealership-provided opportunities. Allen advises finding ways to generate a steady flow of referrals - not just from individual customers, but from relationships with businesses and individuals who can provide multiple leads over time.

The article should go deeper into Allen's views on creating a 'value partner board' within an office. Emphasize how his approach shifts the focus from one-time referrals to ongoing relationships. Analyze how professionals in other industries build similar networks, drawing lessons applicable to car sales.

In this section, explore the importance of digitally savvy strategies for lead generation, including participation in brand-specific social media groups and creating a personal online brand presence. Also, discuss the significance of networking within the community and strategies for establishing mutually beneficial partnerships.

 

Evolving with the Industry: Embracing Continuous Growth and Learning

Throughout the conversation with Brian Allen, one message resonates clearly – the need for continuous growth and learning in the automotive sales industry. Despite his initial success, Allen confesses that seeking additional knowledge and training has propelled his career to new heights. He compares the necessity of continuous learning in sales to athletes maintaining peak performance: talent alone isn't enough.

To recap, reinforce the critical themes presented by Allen and his podcast host, such as mastering one's craft and the endless pursuit of knowledge. Offer fresh insights on how these philosophies play into the rapidly evolving automotive industry, where customer expectations, technological advancements, and competitive pressures necessitate an ever-growing skillset.

In this final section, encourage sales professionals to self-assess and to seek out educational resources, mentors, and innovative strategies to up their game. Emphasize the importance of not only learning from success but from failures and market changes and leave readers with a call to action to embrace lifelong learning within their sales careers.

In summation, Brian Allen's experiences offer a rich tapestry of techniques and wisdom for the automotive sales industry. Understanding the profound impact of personal branding, customer experience, diversified lead sources, and continuous learning can unlock new levels of professional success for salespeople willing to adapt and excel.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

Tune in to the latest episode of the Millionaire Car Salesman Podcast, where hosts Sean V. Bradley and L.A. Williams take you on an exciting journey into the upcoming Internet Sales 20 Group conference! Get ready for a powerhouse event featuring top industry experts, successful dealers, and keynote speakers who are set to share invaluable insights and strategies for automotive professionals!

This is the most powerful 3-day Conference in Automotive! Discover the secrets to effective personal branding, uncover tactics to boost gross profits, and gain essential tools to overcome challenges in the dynamic and ever-changing automotive market! This episode is your backstage pass to understanding why the Internet Sales 20 Group conference is a must-attend for anyone serious about personal and professional growth in the automotive industry!

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Expert Insights: Learn from top industry experts who share their strategies for success in the ever-evolving automotive market

• Networking Opportunities: Connect with like-minded professionals, build valuable relationships, and expand your professional network

• Cutting-Edge Strategies: Stay ahead of the curve with insights into the latest trends, technologies, and strategies shaping the automotive industry

• Personal Growth: Discover the keys to effective personal branding, boosting gross profits, and overcoming challenges

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

 

About The Internet Sales 20 Group Conference

Welcome to the pinnacle of automotive excellence! The Internet Sales 20 Group Conference is not just an event; it's a transformative experience designed to propel automotive professionals to new heights of success. This conference brings together the best and brightest minds in the industry, including successful dealers, salespeople, and keynote speakers!

Don't miss this opportunity to immerse yourself in a dynamic learning environment, gain practical takeaways, and join a community dedicated to driving excellence in the automotive world. The Internet Sales 20 Group Conference is where your journey to automotive success begins.

 

 

 

Revolutionizing the Automotive Sales Experience: Insights from the Internet Sales 20 Group Conference

The automotive industry is on the brink of transformation, driven by the incessant evolution of sales techniques, the advent of advanced technology, and shifting consumer expectations. The recent Internet Sales 20 Group (IS20G) conference, a gathering spearheaded by industry leaders Sean V. Bradley and LA Williams, has brought to light the need for automotive sales professionals to adapt and excel amidst these changes. In this invigorating conversation, the spotlight is on the strategies that are changing the game for car dealerships and their sales teams around the nation.

 

Key Takeaways:

1. Hybridizing Sales Skills and Digital Strategy: The conference emphasizes the importance of combining traditional salesmanship with innovative digital marketing strategies to enhance dealership performance.

2. Investing in Professional Growth: The necessity for dealership owners and automotive sales professionals to invest in self-development and advanced training is highlighted as a prerequisite for success.

3. Impact of Personal Branding: Emphasis on personal and dealership branding as a key differentiator in the competitive automotive industry surfaces as a critical insight.

 

Embracing a Synergistic Approach to Car Sales

In the world of automotive sales, it is no longer sufficient to rely solely on conventional salesmanship. The IS20G conference showcases that a winning strategy lies in the fusion of time-honored sales techniques with modern Internet strategies. Through the insights provided by Sean V. Bradley, we learn that savvy sales professionals must become adept at using online platforms and digital marketing to attract and engage with customers effectively.

 

  "This is exactly what you got to do. ABCDEFG. Here's the things that you should not do. H-I-J-K-L-M-N-O-P if you want to succeed." – LA Williams

 

By providing a blueprint of the dos and don'ts in digital automotive sales, the conference plays a pivotal role in guiding dealership personnel towards crafting an online presence that resonates with today's tech-savvy consumers. The transformation from traditional to digital is not just an option; it's a strategic imperative.

 

  "You're going to learn how to niche down and talk to your specific crowd." – LA Williams

 

By focusing on unique customer segments and personalizing experiences, dealerships are able to differentiate themselves and thrive in the highly competitive automotive market.

 

The Imperative of Continuous Learning and Self-Investment

One of the strongest messages reverberating throughout the IS20G conference discussion is the unyielding relevance of continuous learning and investment in oneself. As Sean V. Bradley passionately points out, the greatest investment successful individuals make is in their own growth and the advancement of their business acumen.

 

  "We all have the same 24 hours in a day… but still, I find time to go to my own education." – Sean V. Bradley

 

This declaration showcases not only the necessity of embracing educational opportunities but also the ethos of relentless self-improvement that permeates throughout the top echelons of the automotive sales industry.

The IS20G conference itself acts as a testament to this principle, providing an invaluable platform for networking and learning from the industry's best, effectively offering solutions for talent acquisition, customer relations, and digital transformation challenges that dealerships face.

 

The Power of Personal Branding in Automotive Sales

As digital mediums increasingly become the battleground for customer acquisition, the role of personal branding in automotive sales becomes ever more pronounced. Both LA Williams and Sean V. Bradley highlight the paramountcy of establishing a strong personal brand within the digital marketplace as the cornerstone of a successful career in the modern automotive industry.

 

  "If you put me around five ice cream salesmen, right, I'm going to learn something about some ice cream." – LA Williams

 

The metaphorical analogy from LA Williams drives home the message that we are shaped by the individuals who surround us and, by extension, the personal brand we build reflects the customers we attract. Hence, creating a powerful brand presence not only places an individual sales professional on the map but also elevates their stature among peers and clientele, securing a sustained inflow of business.

As participants interact and exchange ideas at IS20G, the potent combination of networking and hands-on guidance provided allows for unprecedented scope to cultivate these personal brands, turning each attendee's unique selling proposition into their most valuable asset.

 

Crafting the Future of Automotive Sales

A clear takeaway from the IS20G conference is that successful automotive sales strategies are evolving, requiring a symbiotic relationship between individual skill and digital prowess. As professionals immerse themselves in continuous learning, they harness the power of their personal brands to stand out in a sea of competition. What this conference unequivocally demonstrates is that the road to automotive sales excellence is paved with dedication to self-investment, mastery of digital channels, and the strategic cultivation of a personal brand that resonates with the ethos of today's automotive consumers.

Through the insights of Sean V. Bradley and LA Williams shared at IS20G, we gain a unique lens into the factors shaping the industry's future. As the conference illuminates paths forward, it's certain that those who embrace these tenets will not only adapt to the changing landscape of automotive sales but will lead the charge into a new era of dealership success.

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley discusses the importance of having a well-designed and personalized website for dealerships. Joining Sean in this conversation to emphasize the need for websites to listen to and respond to customers' needs, just like a salesperson would in a showroom, is special guest Gino Cipperooni - the Chief Revenue Officer at Dealer eProcess! The two highlight the features and capabilities of Dealer eProcess, which is the leading web development company in the automotive industry!

Sean touches on the importance of website conversion and the need for dealerships to track and analyze their website's performance, the need to conduct a cost-benefit analysis to determine the ROI of different marketing efforts, and how to properly identify areas for improvement for your dealership’s website. Additionally, Sean encourages dealerships to invest in their websites and to prioritize the integration of marketing efforts to maximize conversions and sales. Listen to this information-packed episode and understand the evolving nature of dealership websites and the importance of staying ahead of the curve in terms of personalization and user experience!

🚀 JOIN Sean V. Bradley and Dealer eProcess at the upcoming Internet Sales 20 Group conference! 🌐 Dealer eProcess is giving you 50% OFF! 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS! 🎉 #IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

 

Key Takeaways

• Importance of Website Personalization: A well-designed and personalized website is crucial for dealerships to connect with customers. The website should listen to and respond to customers' needs, similar to a salesperson in a showroom.

• Dealer eProcess Features and Capabilities: Dealer eProcess is highlighted as the leading web development company in the automotive industry.

• Website Conversion and Performance: Sean emphasizes the significance of website conversion and the need for dealerships to track and analyze website performance. Conducting a cost-benefit analysis helps determine the ROI of various marketing efforts.

• Identifying Areas for Improvement: Dealerships should proactively identify areas for improvement on their websites to enhance user experience and drive conversions. Investment in website development is a strategic move for long-term success.

• Integration of Marketing Efforts: Sean encourages the integration of marketing efforts to maximize conversions and sales. Prioritizing a cohesive approach ensures a seamless and effective online presence.

• Staying Ahead of the Curve: The nature of dealership websites is evolving, and staying ahead of the curve in terms of personalization and user experience is essential. Dealerships should embrace innovations to meet the changing expectations of customers.

• Exclusive Offer from Dealer eProcess: Dealer eProcess is extending a special offer of 50% OFF for attendees of the upcoming Internet Sales 20 Group conference. Dealers are encouraged to seize this opportunity to stay at the forefront of automotive excellence.

• Event Details: The episode concludes with an invitation to join Sean V. Bradley and Dealer eProcess at the Internet Sales 20 Group conference. Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS.

 

About Gino Cipperoni

Gino Cipperoni, Chief Revenue Officer at Dealer eProcess has been in the automotive website/technology business for over 10 years. He has extensive experience in identifying opportunities within various markets to help dealerships drive sales, profitability, and growth. Furthermore, Gino’s gift for analyzing data, coupled with his deep knowledge of the customer journey, is integral to the success of dealer clients as well as the Dealer eProcess team. He is a regular speaker at industry events and a frequent contributor to many industry blogs and publications due to his unique take on digital marketing and no-nonsense presentation style. Gino is an avid reader, amateur guitar player, and lifelong Chicago Bears fan. He can be reached at [email protected].

 

 

"Fewer CTAs, better conversion.”

The podcast episode titled "Fewer CTAs, better conversion" discusses the importance of limiting the number of calls to action (CTAs) on a webpage in order to improve conversion rates. The hosts, L.A. Williams and Sean V. Bradley, are joined by Gino Cipriani, the Chief Revenue Officer of Dealer eProcess, a leading dealership website platform.

 

The episode begins with L.A. Williams expressing his frustration with websites that have too many CTAs. He believes that overwhelming visitors with numerous CTAs can actually hinder conversion rates because it confuses users and makes it difficult for them to understand what action they should take. Instead, he suggests that websites should focus on providing clear and simple CTAs, such as price, payment, and trade options, which will lead to better conversion rates.

 

Sean V. Bradley introduces Gino Cipriani as a subject matter expert in digital marketing and SEO, and they discuss his role as the Chief Revenue Officer of Dealer eProcess. Dealer eProcess is known for its dealership website platform and expertise in digital marketing and SEO.

 

The hosts then mention the upcoming NADA (National Automobile Dealers Association) conference and ask Gino about his involvement. Gino shares that Dealer eProcess will have a booth at the conference and he will be speaking in two sessions alongside NADA trainers. The sessions will cover topics related to fixed ops marketing, website personalization, and other relevant subjects. Gino also mentions that Dealer eProcess will be launching six new website features at NADA that are unique and innovative in the industry.

 

As the conversation continues, Sean V. Bradley acknowledges the significance of being a speaker at the NADA conference and shares that this will be his 17th year as a speaker. He emphasizes that NADA is considered the Super Bowl of the automotive industry, and being selected as a speaker is a prestigious achievement. Gino reveals that this is his first year speaking at NADA, although he has spoken at other conferences such as Digital Dealer and ICE20G.

 

In conclusion, the podcast episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.

 

Amazon advertising and DLA Process.

Amazon advertising and DLA Process are two key topics discussed in this podcast episode. The episode begins with the host congratulating Gino Cipriani for being a part of the National Speaker's Association and the Million Dollar Speakers Group. The host acknowledges Gino's expertise as a speaker and praises his involvement with DLA Process.

 

DLA Process is recognized as a company that many others aspire to be like, as they have the opportunity to speak at NADA, a prestigious event in the automotive industry. The host emphasizes the benefits of having a subject matter expert like Gino speak at such events, as it enhances the booth experience and attracts more traffic.

 

Moving on to the main topic of discussion, the host brings up Amazon advertising. They express their curiosity and interest in this advertising method, mentioning that they have been hearing a lot about it. The host specifically mentions the connection between Amazon advertising and Hyundai, hinting at a potential partnership or involvement between Amazon and DLA Process.

 

Unfortunately, the podcast episode does not delve further into the details of Amazon advertising or DLA Process' involvement. The focus of the episode shifts towards website optimization, with the host expressing their intention to discuss websites in more depth.

 

In conclusion, while the podcast episode briefly touches upon Amazon advertising and DLA Process, it primarily focuses on website optimization. The episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.

 

Amazon advertising boosts dealership sales.

Amazon advertising is a powerful tool that can significantly boost dealership sales. In a podcast transcript, a marketing expert discusses the impact of Amazon advertising on the automotive industry and explains how it can be utilized to target potential customers effectively.

 

The podcast episode starts by mentioning the involvement of the expert's company with Tier 3 automotive since May 2020. Despite launching a new marketing channel during a challenging time, they have successfully navigated through it. The expert emphasizes that Amazon advertising is primarily about the data it provides. The way ads are displayed to consumers is through streaming channels like Hulu and Amazon Prime, which recently launched an ad-supported version. This means that dealers can reach potential customers across various platforms.

 

What sets Amazon apart is its extensive first-party data on consumers. The expert claims that Amazon has the most comprehensive data source compared to any other platform. They can track consumers based on valuable metrics such as their location, the vehicles they own, and even life events like expecting a child. This data allows dealers to categorize and target specific consumer segments effectively.

 

The expert also mentions the collaboration between Amazon and Hyundai, where consumers can browse and potentially purchase cars online. While acknowledging that buying a car is not as simple as clicking a button, the expert highlights the potential of this partnership in streamlining the car-buying process.

 

Additionally, the podcast discusses the importance of Google Trends in understanding search volume for specific terms. The expert mentions that even in large markets like Boston, the average monthly searches for terms like "Honda Civic for sale" are relatively low. This emphasizes the need for dealerships to be proactive in their marketing efforts rather than relying solely on reactive strategies. By running Amazon advertising alongside Google campaigns, dealerships can increase their visibility and drive more potential customers to their websites.

 

In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.

 

Amazon advertising vs. OTT strategy

The podcast transcript discusses the differences between Amazon advertising and OTT (Over-The-Top) strategy in the context of dealership sales. According to the podcast, Amazon advertising is a comprehensive solution managed by a team of Amazon strategists who specialize in managing campaigns specifically for the Amazon platform. The team focuses solely on Amazon advertising and does not mix it with other digital marketing efforts such as Google and Facebook campaigns.

 

Amazon advertising operates through the Amazon DSP (Demand-Side Platform), which provides data on potential customers within a dealership's marketplace. By creating filters and targeting specific models or demographics, the DSP can determine the number of potential candidates for a dealership's business and the associated cost. The podcast mentions that the budget can be adjusted to fit the dealer's financial constraints, and the program is co-op eligible.

 

Once a dealership decides to proceed with Amazon advertising, they are assigned a strategist who helps choose a plan and runs the campaign through various channels, including Hulu, Sling, Amazon Prime, and online video platforms. What sets Amazon advertising apart is its ability to connect vehicle sales to individuals who have seen an ad on their TV. This is achieved through tools like the Amazon Pixel and the Amazon Marketing Cloud, which can track ad views and link them to dealership visits and purchases. While the podcast acknowledges that this attribution may not be 100% accurate, it aims to measure the influence of the ads on sales.

 

When comparing Amazon advertising to OTT strategy, the podcast notes that Amazon is an OTT player as well, offering avenues like display and online video advertising. However, other OTT providers like the Trade Desk lack the valuable Amazon data that powers the advertising platform. The podcast emphasizes the power of Amazon's data and its ability to provide strategic field intelligence for dealerships.

 

In terms of franchise restrictions, the podcast clarifies that Amazon's partnership with Hyundai is at the tier one level, focusing on online car sales. However, Amazon advertising is available to any dealership at the tier three level, regardless of the franchise.

 

To illustrate the process, the podcast presents a hypothetical scenario of a Toyota dealership in New Jersey that wants to increase its monthly sales from 265 units to 350. The dealership would reach out to Dealery Process, the company discussed in the podcast, to discuss their unique situation and market conditions. Based on this information, a customized plan would be created, and the Amazon DSP would identify the target audience for the dealership. Additionally, Dealery Process offers creative services for video content if the dealership does not have an agency or resources to create their own videos.

 

In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.

 

Website and marketing must align.

However, the podcast also emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of these advertising efforts. The host points out that many dealerships invest a significant amount of money in advertising, but neglect to prioritize their website. This can lead to poor results and a lack of ROI.

 

The host makes a valid point that a dealership's website is crucial in converting traffic generated by advertising campaigns. If a website is poorly structured, with low time on site, high bounce rates, and plagiarized content, it will not be able to effectively engage and convert potential customers. This is especially true for OEM compliant websites that may be cookie-cutter and lack unique value.

 

The podcast host emphasizes that websites and marketing should not be treated as separate entities, but rather as integral components of a cohesive strategy. Both the website and marketing efforts should have the same goals of generating leads, increasing ROI, and driving car sales. In order to achieve this, the website must be aligned with the messaging and targeting of the marketing campaigns.

 

For example, the host mentions the scenario where a personalized ad on Amazon drives traffic to a dealership's website, only to have the visitor land on a homepage with irrelevant content. This disconnect between the marketing message and the website can lead to confusion and a lost opportunity for conversion. Therefore, it is crucial for dealerships to ensure that their website is set up to integrate seamlessly with their marketing efforts, maintaining consistent messaging across all channels.

 

In conclusion, the podcast episode emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of advertising campaigns. Dealerships must prioritize their website and ensure that it is optimized for conversion and seamlessly integrated with their marketing efforts. By doing so, dealerships can enhance their chances of success and achieve their desired results in terms of generating leads, increasing ROI, and driving car sales.

 

Boutique websites offer customization advantage.

One key point made in the podcast is the difference between boutique website providers and mass-produced, templated website providers. The podcast argues that boutique website providers, like Dealery Process, offer a significant advantage in terms of customization.

 

The podcast begins by comparing the analogy of spending $100 on steak sauce and only $5 on the steak. This analogy highlights the absurdity of spending a significant amount of money on driving traffic to a poorly designed website. It suggests that dealerships often make the mistake of investing in marketing efforts without prioritizing the quality and effectiveness of their website.

 

The podcast then delves into the reasons why OEMs (Original Equipment Manufacturers) mandate specific website providers for their dealerships. The rationale behind this is to create continuity, symmetry, and a scalable brand across thousands of dealerships. However, the podcast argues that this approach may not necessarily result in the best product for each individual dealership.

 

The podcast then explores the difference between mass-produced, templated websites and boutique websites. Mass-produced websites, such as those offered by dealer.com, may have been innovative in the past but have become more templated and restricted due to the challenges of managing a large number of dealerships. These providers have to balance innovation with meeting OEM requirements and managing thousands of dealerships.

 

On the other hand, boutique website providers, like Dealery Process, offer a more customized and flexible approach. As a privately owned and operated company, Dealery Process does not have shareholders or a board of directors to answer to. This allows them to work directly with dealerships to customize their websites within the constraints of OEM requirements. The podcast highlights that Dealery Process prioritizes the needs of the dealerships and aims to build platforms that suit their specific needs.

 

In conclusion, the podcast episode emphasizes the advantage of boutique website providers in offering customization. By working with dealerships on an individual basis, these providers can tailor websites to meet specific needs while still ensuring compliance with OEM requirements. This flexibility and customization allow dealerships to have a website that aligns with their marketing strategies and maximizes their chances of success. Ultimately, boutique websites offer an advantage in terms of customization, which is crucial in today's competitive digital landscape.

 

Analyze marketing costs for effectiveness.

The podcast transcript focuses on the importance of analyzing marketing costs for effectiveness. The host, who works at Dealer Synergy, explains that when dealers want to sell more cars, one of the first steps is to conduct a marketing assessment. This assessment involves looking at the dealership's website, lead source providers, and conducting a cost-benefit analysis.

 

One of the key points made in the podcast is the need to understand the individual costs and yields of different marketing strategies. The host gives an example of a dealership spending $4,000 on a website that includes SEO, SEM, and management. However, without knowing the individual costs and yields of each component, it is difficult to determine if the additional expenses are worth it. The host suggests benchmarking and tracking the return on investment (ROI) to gain a better understanding of what is truly working.

 

To do this, the host recommends adding up all the dollars spent on driving traffic to the website, including digital retailing, credit apps, chat tools, social ads, and other marketing efforts. This macro number represents the total investment in driving traffic. The next step is to run a report to determine how many sales leads were generated directly from the website. This allows dealerships to assess the effectiveness of their marketing efforts and determine if the costs are justified.

 

The podcast highlights the shock and surprise experienced by some dealerships when they realize how much they are spending per lead. Some dealerships are spending $300 to $400 per lead, which can be a significant expense. By analyzing marketing costs and tracking leads generated from the website, dealerships can make more informed decisions about their marketing strategies.

 

The guest on the podcast agrees with the host's approach, emphasizing the importance of looking at the data and making decisions based on results. He compares the process to managing a showroom floor, stating that if certain salespeople are not performing, they would be let go. The same principle applies to marketing tools and strategies. If a tool or strategy is not generating a significant increase in leads, it may not be providing value and could be worth reconsidering.

 

Overall, the podcast episode emphasizes the need for dealerships to analyze their marketing costs for effectiveness. By understanding the individual costs and yields of different marketing strategies, dealerships can make more informed decisions and allocate their resources more effectively. This analysis allows dealerships to determine what is truly driving leads and sales, and make adjustments to their marketing strategies accordingly.

 

Website features for dealerships.

One of the main points discussed in the podcast is the importance of conversion rates in measuring the success of marketing campaigns. The guest speaker suggests that a good conversion rate for search campaigns, such as "Toyota dealer near me" campaigns, would be around 5%. While this may seem low, it is actually considered a strong conversion rate when taking into account the overall effectiveness of the campaign. On the other hand, display campaigns tend to have lower conversion rates and should not be measured solely based on conversion. Instead, metrics such as engagement, exposure, CPM, and CPC should be considered.

 

The podcast also highlights the residual effect of certain marketing campaigns, particularly those on Amazon. The guest speaker explains that these campaigns can have a lasting impact on potential customers, even if they don't convert immediately. For example, someone may see an ad during a sports game and find it interesting, but not have the time to explore further at that moment. However, a few days later, they may visit the website as a result of the initial exposure. This residual impact can be measured through Google Analytics and other tools, and it is important for dealerships to take into account the overall influence of their marketing efforts, not just immediate conversions.

 

Additionally, the podcast touches on the future of dealership websites in 2024. The guest speaker, who represents a leading web development company in the automotive industry, discusses the evolution of dealership websites over the years and the changing expectations of prospects and customers. He suggests that dealership websites should be able to meet the wants, wishes, needs, and expectations of customers.

 

While specific features are not discussed in detail, the podcast implies that dealership websites should be user-friendly, visually appealing, and offer a seamless browsing experience. It is likely that features such as easy navigation, clear and detailed vehicle information, interactive tools for customization and comparison, and a streamlined lead generation process would be important for modern dealership websites. Additionally, the guest speaker emphasizes the importance of keeping up with the latest technology and trends in order to stay competitive in the industry.

 

In conclusion, the podcast episode emphasizes the need for dealerships to analyze their marketing costs and conversion rates in order to make informed decisions about their marketing strategies. It also hints at the importance of dealership websites that meet the expectations of customers in terms of user experience and functionality. By understanding the effectiveness of different marketing campaigns and investing in a well-designed website, dealerships can optimize their resources and attract more leads and sales.

 

Website as online salesperson.

The podcast episode titled "Website as online salesperson" highlights the significance of a dealership's website in driving sales and engaging customers. The discussion begins with a quote from Jeff Bezos, the founder of Amazon, who stated that if Amazon had four and a half million customers, they should have four and a half million stores. This statement emphasizes the importance of personalization and catering to individual customer needs.

 

The podcast host argues that a dealership's website should not be seen as just an online showroom, but rather as an online salesperson. The website is the most prolific salesperson as it interacts with customers even before they step foot in the physical showroom. Just like a salesperson in a store, the website should listen to and respond to customers' needs in order to build a solution around them. The host mentions that if a salesperson in a store fails to do so, they would be fired. Therefore, the website should be taught to do the same.

 

The example of Amazon is used to illustrate the power of website personalization. Each individual's Amazon page is different, showing products that cater to their specific wants and needs. This level of personalization has contributed to Amazon's success as a three-quarter of a trillion-dollar company. The podcast suggests that other businesses, including dealerships, can learn from this approach and harness the idea of website personalization to drive greater engagement and overall revenue.

 

The podcast then delves into the features of a dealership website that can facilitate personalization and enhance the customer experience. One such feature is a search by vehicle tool, which allows customers to filter their search based on specific criteria, such as the presence of a sunroof or a heated steering wheel. This tool makes it easier for customers to find the exact car they desire and ensures that the website is responsive to their needs.

 

In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.

 

Personalization improves website conversion rates.

Personalization improves website conversion rates by creating a tailored and seamless user experience for customers. The podcast episode highlights the importance of personalization in the automotive industry, specifically in the context of a dealership website. The speaker explains how personalization can be implemented throughout the customer journey, from the initial search for vehicles to the viewing of vehicle detail pages (VDPs) and beyond.

 

One key aspect of personalization is the ability to save and remember customer preferences. In the example given, the website saves the customer's preferred features and seating capacity, making it easier for them to find relevant vehicles in future visits. This not only saves the customer time and effort but also enhances their overall experience by showing them vehicles that align with their specific needs and preferences.

 

Additionally, personalization extends to the VDPs, where the website showcases different views of the vehicles that the customer has previously engaged with. This strategy aims to create a sense of urgency and promote low-funnel conversions, encouraging the customer to take action, such as getting their trade evaluated. By reminding the customer of their previous interest in a particular vehicle, the website increases the likelihood of a conversion.

 

Furthermore, the podcast episode highlights the importance of reducing friction and repetition in the customer journey. By saving customer preferences and actions, the website avoids asking customers to repeat actions they have already taken, which can be frustrating and time-consuming. This streamlined experience not only improves customer satisfaction but also increases conversion rates, as customers are more likely to engage and take action when the process is simplified.

 

The podcast also emphasizes the value of personalization in the context of dealer groups. By sharing customer preferences and actions across different dealership websites within a group, the personalization experience can be seamlessly transferred. This ensures that customers receive a consistent and tailored experience, regardless of which dealership website they visit within the group. This level of personalization not only enhances the customer experience but also strengthens the dealership group's online presence and brand reputation.

 

In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.

 

Website technology tracks customer behavior.

One of the key points discussed in the podcast is the technology that allows dealerships to track and analyze customer behavior on their websites. This technology provides valuable insights into customer preferences and helps dealerships tailor their marketing strategies accordingly.

 

The podcast mentions that the website platform used by the dealership tracks a customer's click path, meaning it records every site and page that the customer visits. This information is crucial in understanding the customer's interests and intentions. For example, if a customer is looking at a specific vehicle model, the dealership can use this data to personalize their marketing efforts and offer relevant promotions or incentives.

 

Furthermore, the technology discussed in the podcast goes beyond tracking customer behavior on a single dealership's website. It also allows for cross-site data sharing, meaning that if a customer has visited multiple dealership websites within the same group, all of their activity can be seen and analyzed. This is particularly useful in situations where a customer is considering multiple brands or models. Dealerships can gain insights into their competition and adjust their strategies accordingly.

 

The podcast also highlights the uniqueness of this technology in the automotive industry. While many web development companies focus on redesigning specific pages on a dealership's website, the technology discussed in the podcast goes beyond that. It provides a comprehensive view of the customer's journey and allows dealerships to understand their customers on a deeper level.

 

Another feature mentioned in the podcast is the identity resolution technology. This technology allows dealerships to gather data from various sources and identify potential customers who have been actively searching for specific vehicle models. By de-anonymizing these customers, dealerships can target them with personalized marketing campaigns across various platforms, such as Amazon, Google, Facebook, and email. This technology enables dealerships to reach potential customers who have not yet engaged with them, giving them a competitive advantage in the market.

 

In terms of website design, the podcast highlights the importance of the SRP (Search Results Page). According to the data from the thousands of dealer clients, the SRP is the most visited page on dealership websites. This emphasizes the need for dealerships to prioritize the design and functionality of this page. It should be user-friendly, visually appealing, and provide all the necessary information that customers are looking for.

 

Overall, the podcast episode emphasizes the significance of website technology in tracking customer behavior and optimizing marketing strategies. By utilizing this technology, dealerships can gain valuable insights into customer preferences, personalize their marketing efforts, and ultimately increase sales. It is crucial for dealerships to invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads, convert them into sales, and maximize their marketing efforts and resources.

 

Segment website for different credit tiers.

One specific area that the podcast highlights is the importance of segmenting the website for different credit tiers. The discussion revolves around the idea that dealerships should have separate sections on their website to cater to customers with different credit situations. This segmentation allows for a more targeted and personalized approach in the customer relationship management (CRM) process.

 

The podcast suggests that having a single "apply now" or finance option on the website may not be sufficient, especially for dealerships that specialize in special finance or subprime customers. Instead, the recommendation is to have two distinct sections: one for customers with good credit or unsure credit, and another for customers with bad credit or no credit. By providing these separate options, dealerships can create a unique experience for each credit tier, both on the website and in the subsequent CRM protocols.

 

Segmenting the website in this way allows dealerships to tailor their marketing efforts and communication strategies to the specific needs and circumstances of customers in each credit tier. For example, if a customer indicates that they have bad credit or no credit, the dealership can adjust their email templates, text messages, and voice messages to reflect this information. This level of personalization can greatly enhance the customer experience and increase the chances of conversion.

 

Moreover, the podcast suggests that some dealerships have gone a step further by creating separate websites specifically for customers with bad credit. These websites still include inventory and other essential information but are entirely separate from the main dealership website. This separation allows for even more targeted marketing efforts, as channels like Amazon can use credit data to target customers in specific credit tiers and drive them to the appropriate website. This ensures that all traffic coming through the bad credit website is primarily from customers in that credit situation, streamlining the CRM process and ensuring accuracy in follow-up and communication.

 

In conclusion, segmenting the website for different credit tiers is a valuable strategy for dealerships looking to optimize their marketing efforts and improve customer engagement. By providing separate sections or even separate websites for customers with different credit situations, dealerships can create personalized experiences, tailor their communication strategies, and increase the effectiveness of their CRM protocols. Investing in website technology that allows for this segmentation can lead to higher conversion rates, increased sales, and overall success in the competitive automotive industry.

 

Importance of AI in websites.

One of the key aspects of website optimization in the automotive industry is the integration of AI (artificial intelligence) technology. AI has the potential to greatly enhance the functionality and user experience of dealership websites, ultimately leading to increased customer engagement and improved conversion rates.

 

One area where AI can be particularly beneficial is in the acquisition of vehicles from the public. Many dealerships struggle with effectively communicating their desire to buy cars from customers, especially when inventory is not as readily available. By incorporating AI-powered tools, such as a "sell us your car" feature, dealerships can make it easy for customers to submit their vehicle information and receive a value estimate. This not only streamlines the acquisition process but also creates a prominent and user-friendly section on the website dedicated to this service.

 

Furthermore, AI can be utilized to personalize the website experience for individual customers. By analyzing data and understanding customer needs and preferences, AI systems can tailor content and recommendations to provide a more personalized browsing experience. This level of personalization can greatly enhance customer satisfaction and increase the likelihood of conversion.

 

However, it is important to approach AI integration with caution. While AI technology, such as ChatGPT, has the potential to revolutionize customer interactions, it is still a relatively new and imperfect technology. Dealerships must ensure that AI-powered chat applications are properly trained and monitored to prevent misinformation or false claims. Trust is crucial in the automotive industry, and dealerships cannot afford to have AI technology providing inaccurate information to customers.

 

Despite these challenges, the potential benefits of AI in dealership websites are significant. Larger online commerce companies are already investing heavily in AI-driven personalization, and it is only a matter of time before this technology becomes more prevalent in the automotive industry. By interpreting data and utilizing AI systems to better understand customer needs, dealerships can enhance their marketing efforts and improve the overall website experience.

 

In conclusion, AI integration is becoming increasingly important in dealership websites. By incorporating AI-powered tools and personalization features, dealerships can enhance customer engagement, streamline processes such as vehicle acquisition, and improve overall website performance. However, caution must be exercised in implementing AI technology to ensure accuracy and trustworthiness. As the automotive industry continues to evolve, embracing AI in website optimization will be crucial for dealerships to stay competitive and provide exceptional customer experiences.

 

"Fix unoptimized website for marketing."

The podcast transcript highlights the importance of fixing unoptimized websites for marketing purposes. The speaker emphasizes the need for best practices in order to ensure that the money spent on marketing efforts is not wasted on an ineffective website.

 

The speaker acknowledges that the industry still struggles with this issue, as many websites are not properly optimized to attract and engage potential customers. They discuss the problem of unoptimized websites and offer insights on how to recognize and fix this issue.

 

The crux of the presentation revolves around the idea that a website that is not optimized can hinder marketing efforts and prevent businesses from reaching their full potential. The speaker aims to address this problem and provide solutions to improve website optimization.

 

The podcast also mentions the upcoming 20-year anniversary of Dealer Synergy, a company that specializes in dealership training and consulting. The speaker expresses gratitude for being a part of this milestone and looks forward to the future.

 

In conclusion, the podcast highlights the importance of fixing unoptimized websites for marketing purposes. It emphasizes the need for best practices and offers insights on how to recognize and address this issue. By optimizing websites, businesses can improve their marketing efforts and enhance customer experiences.

 

 

 

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

 

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

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