How to Create an Interdependent Dealership by Bridging the Gap Between your Internet and Showroom Departments How to Create an Interdependent Dealership by Bridging the Gap Between your Internet and Showroom Departments Sean V. Bradley CEO Keynote Speaker
IS20G New York Sean V. Bradley Day 1 How to Create an Interdependent Dealership
Aug 12, 2015
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How to Create an Interdependent Dealership by Bridging the Gap Between your Internet
and Showroom Departments
How to Create an Interdependent Dealership by Bridging the Gap Between your Internet
and Showroom Departments
Sean V. Bradley CEO
Keynote Speaker
Sean V. Bradley, CSP
Current Situation Analysis
Overview
average showroom sales consultant sells 9.6 units per month
10 sales people, 2 - 3 managers (plus F&I) for 360 “ups” and 96 deliveries!
Current Situation Analysis
Output
Deliveries
360“ups”
96Sales team
Current Situation Analysis
Allocation
Total opportunitiesResidual Flow FactorFresh Internet leads
650400 250
Sales team
Current Situation Analysis
Conflict
Lack of respect . No support . Lopsided resources . No training
Current Situation Analysis
Mis-match
Many dealers still do NOT recognize the SINGLE MOST POWERFUL Opportunity… the INTERNET! The way they engage the Internet is NOT conducive to success.
Current Situation Analysis
Division
Dealers that do recognize the Internet is the ultimate opportunity for profound growth and success, they almost all fail to implement a true holistic approach.
Doing the SAME thing expecting DIFFERENT resultsINSANITY
Current Situation Analysis
Approach
What is the right way?
Internet Leads
Divide the leads among showroom staff
Segregated & dedicated sales team
Team of Internet sales consultants
Current Situation Analysis
Approach
Action
A DEDICATED TEAM
Open to close in shifts.
Constant TEAM of
phone sales professionals
AND follow up experts.
Evidence
Success Stories
Success Stories
Top 1% FCA Dealer Nationally#2 CPO Nationally 3 Years running
#1 KIA Dealership in Philadelphia DMA
#4 Mitsu DealerNationally
Proper Showroom Strategy
Individual Production
Team Synchronization
Dealership Production
Implementation
An interdependent “Internet” dealership.
Synergistically setting up BOTH the Showroom department as well as the Internet department and then INTEGRATING them together!
Showroom dept
Internet dept
Training & Certification Process for Sales Professionals Internet / BDC
Process
PhoneEmail
Turn overnot ALWAYS necessary
Setting appts Confirmed appts AppointmentshowsText
Social Media
VideoFollow up
CRM
Operations protocol
Actionplans Notes Prospect
statusDatabase
segmentation
Create ACCOUNTABILITY . Inspire GROWTH . Produce RESULTS
Sell More Cars
You want to have a Holistic and Synergistic approach to Internet Sales / BDC. Creating a continuous “customer appointment factory” is the GOAL.
Sean V. Bradley, CSP
Thank you
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