Hello Dealer Elite Members,

I hope you had a wonderful weekend! I as always have been doing a lot of reading, thinking and spending time trying to solve the major problems in the Automotive industry today!

One of the most common and largest problems that I see on a daily basis in addition to "Poor Customer Service" at Automotive Dealerships is their inability to capture date on a large number of the customers who visit their dealership. This may sound surprising, but not as surprising as the money that they are leaving on the table every day that those customers may have spent at their Dealership.

Even more surprisingly is that most dealership are not even aware of how large this problem really is.

As I travel around North America I ask Owners, Manager, and even Salespeople what they think about this problem. The first question is usually how much of the traffic that they currently receive do they "CAPTURE"?

The answers I hear are 100%, 90% 30%, 60% etc. The average in North America I know to be between 50% and 60%. What is "Crazy", however is most dealers feel they have a traffic problem and should advertise more to sell more cars. Now I am not an investment adviser and I don't sell advertising, but what I do know is spending more to bring more customers you don't pay attention to or follow up if they don't buy a car is crazy.

You are Living in a "Dream World"!

Solutions are very simple:

One: Hire someone to count the opportunities that are entering your store now. If all you do is do this for one Saturday you should be able to get an idea of how bad the problem is.

Two: Hold Salespeople and Managers accountable to capture the data, treat customers right and follow up the 80% that's right the 80% who don't buy cars. (In some cases it's 85%)

This is who some industry "Experts" are still claiming the closing rate of salespeople is 25% or higher. Wake up owners, managers and Salespeople and start getting down to the "real math"!

Three: Look into some great software solutions, or your CRM to help "make it happen" at your Dealership. Companies like The Next Up are helping dealerships capture the information and sell more cars.

http://www.thenextup.com/index.php

Four: Before you spend more money on advertising or pat yourself on the back claiming you have a 25% or higher closing ratio, get the numbers so you can make real decisions that grow your dealership.

Why Should You Do It?

It's actually quite simple you will grow your business in 2012 by managing the opportunities you are currently mismanaging today! 

Step One: Find out how many people visit your store today and don't buy!

Step Two: Find out where training is needed in your store to make sure your Salespeople, Managers and other staff maximize every opportunity.

Step Three: Look at using your sales staff or better yet a trained team or BDC to bring as many of the 80% to 85% of people who don't buy cars back to buy on their next visit.

Simply put if you contact the 50% to 60% who don't exist in your database now and the 30% or more who exist now and have not purchased a car with a process that works you will sell more cars, it's that simple!

If you have questions, or would like us to show you how you can "GET IT DONE", call 1 877 452 2753 today!

Have a great day!

Ian Nethercott

Performance Coach

Proactive Dealer Solutions

inethercott@bdcexperts.com

http://www.bdcexperts.com

Toll Free: 1 877 452 2753

Cell: 604 240 7642 anytime (email, text, call)