Sales Dept Mgt

DGE1 Jennifer Suzuki: A Follow-Up Process to Increase Vehicle Sales to Unsold Internet Leads

$298.00

(Recorded Webinar)
Original Air Date: May 2, 2013
Presenter: Jennifer Suzuki of eDealerSolutions
Program Length: 80 minutes

Tips, Scripts and Templates for following up with unsold and otherwise cold Sales Leads.

Even the best Internet sales reps only close about 10 percent of their Internet leads. According to expert Jennifer Suzuki that huge pile of now 'cold' leads still has some live…if you go about it with the right process.

Join Jennifer for a special DealersEdge Webinar offering an informative discussion on how to capture those folks who just can't seem to make up their minds.

You will learn:
How sales people, BDC reps and managers can build and develop their own emails, phone scripts, and voicemails for effective follow up of cold leads.
A process for each of the 3 types of follow ups…for 'walk ins', for 'Internet leads' and for 'phone ups' - that either did not show up for an appt. or did not buy after visiting the dealership
Phone scripts and email templates that you can use for all three to increase be-backs, appointments and sales
A strategy for keeping the prospects interested without being too invasive or aggressive.

SUBSCRIPTION OPTION:
You can upgrade your Webinar or Recording purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Webinars (45+ per yr) and our online library of over 160 Recordings of past programs. For just $149 more than the price of this program, you get it all for a period of one year! That is a total of just $447 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $149 paid for this upgrade - for any reason! Learn More

DGD2 Steve Nickelsen: New Trends in Automotive Sales Force Management - Recruitment, Compensation & Management Style

$298.00

(Recorded Webinar)
Original Air Date: April 11, 2013
Presenter: Steve Nickelsen
Program Length: 90 minutes

The impact of the massive Generation "Y" is already making itself evident in your showroom. Adjust to the demands and preferences of Gen Y to attract and keep the best of this generational cohort.

Those who rely on old "command & control" strategies in the showroom will more than likely find themselves in a constant battle to recruit, train, compensate and manage the sales force of today and certainly of tomorrow.

Gen "Y" is having an impact today and it will only grow more intense as this generational cohort (80 million strong) dominates our culture and especially our business and management practices.

Visit with Steve Nickelsen as he examines the three main concerns of thinking auto dealers and sales managers. How to recruit, compensate and manage "Gen Y" sales staff.

You will learn:

Why "percentage of the gross" is not working as well as it used to
How you can balance the needs of newer "Gen Y" sales staff with the very different needs and expectations of older (mostly Boomers) staff members
Exactly what does motivate Gen Y and how does this differ from showroom management
Why this cohort does not respond to traditional "Help Wanted" ads - and some examples of what does work
Why this generational cohort may pose the most significant challenge to car dealers in decades

PURCHASE OPTION:
Limited Time Only! For just the cost of one live webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation Learn More

DGB1 Wade Berquist: How Some Dealers are Capturing 40+ Additional Units by Selling Cars On the Service Drive!

$298.00

(Recorded Webinar)
Presenter: Wade Berquist, V.P. at Service Turn, a Division of TEGA Technologies
Original Air Date: February 5, 2013
Program Length: 82 minutes

Presentation will include a case study of a Kia dealership that went from zero to 20+ units per month off the Service Drive. Learn about the process, the technology and the accountability that makes it work.

Every month dealers spend thousands of dollars advertising to drive traffic into their showrooms. At the same time, qualified potential buyers are driving in and out of your service department every day.

Visit with Wade Berquist as he describes how some dealers are realizing significant incremental sales by employing this service lane prospecting model.

You will learn:
Why and how this is much more than customer data mining!
How to create accountability with job descriptions, daily plans, word tracks and even new pay plans.
About new technologies that assist your service-to-sales strategies
How to learn from other dealerships where service-to-sales has succeeded
How to track results and measure the return on investment

PURCHASE OPTION:
Limited Time Only! For just the cost of one live webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation Learn More

DFJ4 Jennifer Suzuki: 21st Century Process for Closing More Sales - For Sales & Internet Managers!

$298.00

(Recorded Webinar)
Presenter: Jennifer Suzuki, President of eDealerSolutions
Original Air Date: October 25, 2012
Program Length:

After you master the creation of more 'ups' - now guide your team to improved closing ratios!

Recently Jennifer Suzuki presented a smash hit Webinar on how to move prospects from email, to the phone and ultimately to a face-to-face appointment in the showroom. You learned how to create more qualified 'ups'!

Now learn Jennifer's 21st century process for improving your ability to convert that 'up' into a profit-producing sale. As Sales and Internet managers, you spend a lot of time and money creating those closing opportunities for your sales staff. Now learn Jennifer's process to help transition your sales people to new levels of performance.

You will learn:
The proper staffing levels for your dealership sales departments
Phone call structuring tips for all sales people
How sales people can create 'added value'
A process for managers to wring more value from the add-on features of call tracking and CRM systems
Plus 10 more Key Tips for dealership Sales and Internet managers

SUBSCRIPTION OPTION:
You can upgrade your Webinar or Recording purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Webinars (45+ per yr) and our online library of over 160 Recordings of past programs. For just $149 more than the price of this program, you get it all for a period of one year! That is a total of just $447 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $149 paid for this upgrade - for any reason! Learn More

DFE2 Jennifer Suzuki: Internet Ups: Guiding the Prospect from Email to Phone to Showroom

$298.00

(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

SUBSCRIPTION OPTION:
You can upgrade your Webinar or Recording purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Webinars (45+ per yr) and our online library of over 160 Recordings of past programs. For just $149 more than the price of this program, you get it all for a period of one year! That is a total of just $447 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $149 paid for this upgrade - for any reason! Learn More

DFE1 Steve Nickelsen: How to Fine-Tune the Used Vehicle Department to Spot Weaknesses and Supercharge Results

$298.00

(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.

PURCHASE OPTION:
Limited Time Only! For just the cost of one recorded webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation. Free Shipping on all Domestic Orders! Learn More

DFC4 Rick Knight: How to Measure Then Improve Your Customer Retention Performance

$298.00

(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

PURCHASE OPTION:
Limited Time Only! For just the cost of one recorded webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation. Free Shipping on all Domestic Orders! Learn More

DFC1 Jason Ezell: How to Use Active Online Car Shopper Data to Grab More Sales

$298.00

(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"

PURCHASE OPTION:
Limited Time Only! For just the cost of one recorded webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation. Free Shipping on all Domestic Orders! Learn More

DFA3 Steve Nickelsen: How to get to 30% Net-to-Gross…A Plan Based on Dealership Case Studies

$298.00

(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.

PURCHASE OPTION:
Limited Time Only! For just the cost of one recorded webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation. Free Shipping on all Domestic Orders! Learn More

DEK1 Brian Pasch: Car-Shopper’s Point of Decision Has Changed – How should you use this info to restructure your marketing spend to build a bridge to the customer!

$298.00

(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.

PURCHASE OPTION:
Limited Time Only! For just the cost of one recorded webinar you can get exclusive 90 day access to EVERYTHING DealersEdge has to offer!! Your 90-Day VIP Season Ticket Pass will automatically renew after 90 days at the rate of $298 per quarter unless you contact Member Services at memberservices@dealersedge.com or 800.321.5312 to cancel. There is NO CONTRACT and you can cancel without penalty at any time with no further obligation. Free Shipping on all Domestic Orders! Learn More