Sales Dept Mgt

(Recorded Webinar)
Presenter: Presenter: Jennifer Suzuki, President of eDealerSolutions
Original Air Date: May 10, 2012
Program Length: 100 Minutes

A practical guide to keep your prospects "in the net" until you can greet them on the showroom floor

An alarming number of Internet prospects, up to 95% by some estimates, never make it into the showroom. Some aspect of the experience turns them off to your dealership. All too often it is the e-mail-to-phone transition that is the dead end to the sale.

Converting online shoppers to showroom customers requires specially-designed processes and a well-developed skill set.

Jennifer Suzuki, president of eDealerSolutions, has developed just such a game plan for auto retailers and she will share it with DealersEdge members during a special Webinar presentation.

You will learn:
The 10 Steps for Setting a Showroom Appointment using both inbound and outbound contacts
How to create and use professional scripts to support your game plan
The Essential Elements for building your value story over the phone
Methods for staying in control of the call
The deal breakers and how to deal with them
Telephone introductions that engage prospects and questions that lead them to your showroom Learn More

(Recorded Webinar)
Presenter: Steve Nickelsen of Nickelsen Partners
Original Air Date: May 3, 2012
Program Length: 95 minutes

How Dealers, GMs, would-be GMs and Controllers - As well as Sales Managers themselves - can measure performance in your used vehicle departments to highlight areas needing improvement and to formulate corrective action plans.

The car business has changed much in the past decade, but nowhere more so than in the Used Vehicle departments. The Internet has been the main agent of change; often resulting in the turning of established process on its head.

Some have adapted well, others are perplexed with their feet firmly planted: one foot in the old way of doing business, while the other foot attempts to move forward. Result: Many used vehicle departments are under-performing.

Steve Nickelsen joins us for this exploration of just how dealership top managers, as well as Used Vehicle department managers, can perform a self-examination and evaluation with an eye toward spotting areas in which the dealership can do better. Once problem areas are highlighted, Steve will also lay out a plan for addressing and correcting the weaknesses found. Learn More

(Recorded Webinar)
Presenter: Rick Knight, President, Performance Administration Corp.
Original Air Date: March 22, 2012
Program Length: 75 minutes

How one dealer improved his first year customer retention from 20% to over 55%, resulting in record profit improvement.

It is more true today than it ever has been: It's easier to keep the customers you already have than to go out and find new ones all the time. And to be sure, improving Customer Retention is one of those elusive goals in the car business. But it's no secret; if you can get your new and used car customers to use your service department, your chance of selling them their next new or used vehicle goes up dramatically right along with your profits on service sales. Rick Knight is a Customer Retention expert and will be with us to show you exactly how one dealer overcame a sub-par Customer Retention performance raising first-year retention from 20% to over 55%. Customer Retention; it's the gift that never stops giving!

You will learn:

How to accurately measure your past and current Customer Retention performance
How to effectively convert your customers from the showroom to the service department
How to create a consistent flow of future service appointments and keep them in the habit Learn More

(Recorded Webinar)
Presenter: Jason Ezell, Online Predictive Analysis
Original Air Date: March 1, 2012
Program Length: 80 minutes

Listen in as Jason tells you how you can read your prospective customer's "online bread crumbs." If you don't your competitors will!

Everyone knows that today's car shopper starts the process online way before they call or visit a dealership. With each click, search, and submission, these car shoppers leave behind valuable and insightful data and statistics about their habits, interests, and future behaviors. This data, when collected, aggregated, and analyzed, provides important information regarding online purchasing behavior and activity.

Join DealersEdge and Jason Ezell, co-founder of Dataium, on for an illuminating Webinar on what Dataium has learned about car shoppers over the past six months and how car dealers can become much more effective in their outreach to these prospective car buyers.

You will learn:

How to tap data from dozens of automotive websites to create automated, actionable business rules for your CRM system
How to read trail of crumbs left by "cookies" to track which Websites shoppers have visited
How to reduce the cost of finding which customers in your database are "in the market" Learn More

(Recorded Webinar)
Presenter: Steve Nickelsen and Steve Probst of Nickelsen Partners
Original Air Date: January 19, 2012
Program Length: 100 minutes

How other dealers and dealer groups are achieving and maintaining 30% Net-to-Gross. If they can…You can too!

The long-established performance benchmark of "30% Net-to-Gross" remains elusive to many dealerships. Gross Profit pays the bills, but it doesn't take a financial wizard to understand that the ultimate goal is a healthy bottom line - net profit. So just how do you adjust and organize your dealership to achieve the 30% Net-to-Gross mark? Nickelsen Partners has been studying this benchmark goal to see just how some dealerships and dealer groups are hitting the mark consistently. Steve Nickelsen will present an action plan that you can employ in your store based on the established success of other dealers. Learn More

(Recorded Webinar)
Presenter: Brian Pasch – PCG Digital Marketing – One of Inc Magazine’s 500 Fastest Growing Private Companies
Original Air Date: November 3, 2011
Program Length: 80 minutes

Today the buying decision point almost always occurs months ahead of the visit to the dealer. How to align your marketing/advertising budget with this new car shopping reality.

Traditional advertising strategies for Auto Dealers just do not work anymore. No longer can you rely on stimulating demand via traditional advertising messages to put more “ups” in the showroom.

Traditional advertising still plays a role in “stimulating” the demand, but the next step is not a visit to the showroom. The next step is online research – with its many facets. If you pass this test, you have a better chance of seeing that car shopper in your dealership. Fail and they will buy from a more-savvy competitor. This is the Zero Moment of Truth (ZMOT).

Attend this Webinar and learn how you can restructure your marketing strategies to win the customer at ZMOT. Learn how to re-think and reform your advertising budget in light of these new realities.

You will also learn:
Why the traditional method of stimulating sales with traditional advertising is not getting the job done in an Internet-dominated world
How some dealers are spending thousands on advertising each month just to convince car shoppers NOT to do business with them and how this can be changed
How you can invest in online strategies and assets that will in send the customer to your showroom – ready to buy.
How to organize a ZMOT-influencing marketing strategy in your dealership or group
The 10 Steps to a successful ZMOT Strategy in your dealership
How understanding the ZMOT will lead you to restructure your advertising budget for improved results
How to get organized to beat your competition and bring the in-market car-shopper to your showroom. Learn More

(Recorded Webinar)
Presenters: Steve Nickelsen of Nickelsen Partners and Chris Harrell of Chris Harrell Consulting
Original Air Date: September 8, 2011
Program Length: 110 minutes

What are the new compensation alternatives? What will motivate Gen “Y”? What if they don’t like your lollypops? Possible friction between Gen “Y” and current Gen “X” managers? With Special Guest and Gen “Y” Consultant – Chris Harrell.

Almost since the beginning of auto retailing, the pay plans have been “a percentage of the gross profit.” It is just not working as well as it did before (if it every really performed). With 70 million Gen “Y” in the workforce, their seemingly quirky attitudes and expectations cry out for a “new way” to pay and manage your managers and your sales staff. So, what kinds of pay plan changes are successful, forward-thinking dealers bringing into play? And will these new compensation models help you reach your goals?

You will learn:
Why “percentage of the gross” is not working as well as it used to
How to identify clear-cut goals in your compensation planning
How you can balance the needs of newer Gen “Y” sales staff with very different needs of older generation staff members
Case Studies of several dealerships that have tackled this challenge and a report on their successes and progress
Exactly what does motivate Gen “Y” and how does differ from traditional showroom command and control models
Why this new generation doesn’t respond to traditional “Help Wanted” ads – and some samples of ads that do work
Why this generational change may pose the biggest challenge to car dealers in decades Learn More

(Recorded Webinar)
Presenter: Clayton Stanfield, Manager of Dealer Training for eBay Motors
Original Air Date: August 11, 2011
Program Length: 80 minutes

Find out how experienced dealers are leveraging this sales channel to achieve even greater success

This workshop is designed for dealers and managers who have previously attended an eDealer Class and are now ready to take sales to the next level. Here is a partial list of topics we will address:

Tips for Increasing Closing Percentages
Creating World Class Listings
eBay Motors Phone Skills
Advanced Pricing Techniques

Join us as Clayton Stanfield, the manager of Dealer Training for eBay Motors promises to let you in on their secrets. Nearly every dealership has some eBay presence, but a few have learned how to get even better results. Find out how! Learn More

(Recorded Webinar)
Presenter: Grant Cardone, Sales Expert and Author, Cardone Enterprises
Original Air Date: July 21, 2011
Program Length: 75 minutes

The Smart Phones offer multiple opportunities for information gathering, customer relationship enhancement and marketing. Learn how to get the most from this remarkable tool.

Smart Phones are everywhere! And smart business people are learning to use the many tools and capabilities contained in these compact devices to sell more products and services as well as to open doors to new opportunities. Grant Cardone is always on the cutting edge of new technology, especially as they can be applied to the auto dealership business model. He has identified a number of ways that the Smart Phone can and should be used in your dealership and on July 21st Grant will spend 60 minutes with us detailing how the Smart Phone can help revolutionize your dealership. Learn More