"I Hate Internet Sales!"

I hate internet sales!

My internet department s_ _ks!

Internet is all give-aways!

Internet salesmen are order-takers, not salesmen!

The internet department is just for volume.

How many of us have had to deal with Sales Mangers, GSMs, GMs and Owners who say this regarding the internet department in our store? I've been blessed and cursed to have worked for a steady stream of internet-hating top management over my 11 years in the auto industry and I've learned a lot about overcoming their prejudices to create an internet sales process that is not only profitable, but is every bit as profitable gross-wise as the retail department (and more!).

Now, since you're reading this on Dealer Elite, one can only assume that you are most likely not in one of these internet hating positions, but I'm sure you know plenty dealers who are. The car business is not one that accepts change quickly, and the explosion in internet business has left many dealers out in the cold. The assumption is to often that you either have to call and get the customer in without quoting, or quote stupidly-low prices to get a response, then just cross your fingers that you can make the deal make a profit somehow.

Over the next few posts I'll detail the issues that are holding these dealers back, and what I've found works exceptionally well for creating a professional, profitable internet sales department. All this is possible without having to pay multiple vendors to handle your leads for you and hourly or salary personnel in a BDC. Its all about the people you have working the leads, the process they use, and the freedom they're given to do it.

Thanks for reading!

Danny

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Comment by Branden Arsenault on February 11, 2014 at 5:38pm: overwhelming

Comment by Branden Arsenault on February 11, 2014 at 5:38pm: The internet Dept. can be very over whelming and most of our deals have been for pennies lately. I would love to hear more on this blog.

Comment by Jeffrey D Inskeep on February 8, 2014 at 4:39pm: The importance is much more now in the last few years, especially with the bad weather we have got this winter. Internet leads have been most of our "UPS"!!

Comment by Braden Cox on February 8, 2014 at 4:30pm: I'm very excited about this. I'm considering switching to internet because of the amount of leads they get.

Comment by Allan Ledford on February 8, 2014 at 3:58pm: Yes, we as well are interested in the great wisdom you are going to share in this process. we firmly believe the new age is digital and you have to change

Comment by Daryl Fawler on February 8, 2014 at 3:51pm: I'm looking forward to the day we use that thing called the Internet. I'm hearing rumours that quite a few people are using it. I'm at a dealership that really needs to get into the twenty-first century. Looking forward to your views.

Comment by Kirk Ian Thomson on February 8, 2014 at 3:32pm: I am Old School so looking forward to hearing how you do it. Our margins have been decimated by internet dealers, so I am excited to learn how its done by the pros.

Comment by John Weltz on February 8, 2014 at 3:25pm: I am waiting to share this with many old school dealers.

Comment by Robb McCalmon on February 8, 2014 at 3:24pm: Danny,I look forward to hearing more from you on this subject. Fortunately I work in a store where we support our internet department and are always trying to improve our processes.