Featured Guest: Shaun “Niff” Kniffin, Retail Solutions Moderator and Consultant of NCM Solutions discusses the evolution of new car sales in the automotive industry over the past four years and reveals predictions for how it will change further outlining the steps dealers need to take to stay ahead of the curve in the coming year.
Featured Guests: Kirk Preiser, SVP of Business Development at LeadVantage and Micah Tindor, Sr. Director of Strategy at Kelley Blue Book ICO, share what they’re seeing across their top-performing clients when it comes to successful lead handling. Learn the many advantages of using AI, but also some of the pitfalls and how to overcome them.
Featured Guest: Chrisey O’Hara – Vice President of Dealer Sales at Autotrader and Kelley Blue BookTM shares examples how dealers can move the needle for extra revenue opportunities, especially when competing on a national level with distance retailing.
Independent dealers have a unique opportunity to broaden their reach and tap into new customer segments. By leveraging advanced listings technology, dealerships of any size can transcend traditional local boundaries and engage with out-of-market shoppers. Here are some best practices to communicate your message effectively and expand your reach:
1. Clear Messaging
Clearly outline shipping fees to build trust and help your shoppers feel more comfortable about the process. Transparency in shipping costs can alleviate their concerns and make potential buyers more confident in their decision to purchase from you. Additionally, define your buy-back and return policies clearly. Buyers appreciate knowing their options in case they change their minds, and having well-defined policies can reduce hesitation and increase buyer confidence.
2. Trade-Ins
Describe how trade-ins fit into the mix, highlighting the convenience and benefits of trading in your customer’s existing vehicles. Emphasize how easy and beneficial it is for them to trade in their old vehicles when purchasing a new one from your dealership. This not only simplifies the buying process for them but also provides them with a tangible value for their current vehicle, making the overall deal more attractive.
3. Testimonials
Feature testimonials from out-of-market shoppers in reviews and on your website to instill confidence in potential customers. Real experiences from satisfied buyers can be incredibly persuasive. Highlighting positive feedback from customers who have successfully purchased vehicles from you, despite being located outside your immediate market area, can reassure new buyers of your reliability and the quality of your service.
4. Create a Call Script
Well-crafted call scripts can guide your sales team in effectively communicating with prospects, addressing their concerns, and providing them with all the necessary information to make an informed decision. This structured approach can significantly enhance your sales process and improve conversion rates. For additional support and insights, consider consulting your dealership software representative, who can provide tailored advice and resources, including call scripts, to help you optimize these strategies for maximum effectiveness.
5. Promote Your Services
Include information about your services in regular listings to ensure potential buyers are aware that you’re advertising beyond your local market. Make it clear that your dealership is equipped to handle out-of-market sales and highlight any unique offerings that set you apart from other dealers. This could include special financing options, extended warranties, or exclusive promotions that make your dealership the preferred choice.
6. Show Off
Use high-quality photos to showcase your inventory and consider advanced solutions like Virtual Video Walkarounds to enhance merchandising and provide a virtual showroom experience. Visual content is crucial in attracting and engaging buyers, especially those who cannot visit your dealership in person. High-resolution images and detailed video tours can give potential buyers a comprehensive view of the vehicles, helping them make more informed decisions and increasing their likelihood of purchasing.
By implementing these best practices, independent dealers can enhance their operations, attract more customers, and ultimately drive more deals. Stay proactive, adapt to market changes, and continuously seek ways to improve your dealership’s performance.
Learn how to reach more buyers and increase profits—Big Wins for Automotive Dealers at Any Size.
Featured Guest: George Nenni – Founder Generations Digital and best-selling author of A Car Dealers Guide to Digital Marketing, Google Business Profile and Google Analytics discusses the modern way dealers should be measuring their marketing effectiveness.
Featured Guest: Owen Moon, Co-Founder of Fixed Ops Digital recently acquired by TradePending, shares both how and why today’s dealers should expand on their fixed ops marketing strategy as they close out the second half of this year to best showcase their services and stay in front of customers to drive more revenue.
Featured Guest: Micah Tindor, Senior Director of Strategic Planning for KBB ICO will discuss why it’s more important than ever to focus on selling the right car, to the right consumer, for the right price with a modern appraisal and acquisition strategy, so you don’t miss out on the complete profit picture and revenue opportunities.
Featured Guest: Greg Payne, Market and Customer Research Manager of Cox Automotive gives an inside look at the newly released key findings of the 2024 Consumer Market Update Study and reveals what actions Dealers and the industry should take to adapt and expand your business and marketing efforts.
Featuring Noah Lee, John Lowery, Kevin Schmitt and Daniel Watts
In this video, we dive into strategies for maximizing your inventory mix to boost profitability in today’s competitive market. This panel discussion features expert insights from Director of Product Consulting Noah Lee, plus Performance Managers John Lowery, Kevin Schmitt and Daniel Watts.
Key Topics Covered:
Join our Performance Managers as they share insights and practical tips to help you navigate the complexities of inventory management and drive success at your dealership.
When your data serves your CRM, every lead becomes an opportunity. Download our latest eBook to explore how to:
