DEALERS AND MANAGEMENT REPORT
A challenging perspective(please print for key management)
Dave Kemp, the Automotivator
Ready to Compete in this Internet Age?
If not it will cost you profits.
Today, Dealers and sales team leaders need to be at the leading edge of the sales process and sales team leadership or you will get run over like a freight train over a penny. Are you the freight train or the penny? You are surrounded by a sea of change in this Social Media age. How yuh doin? Around the time you read this, another
· new vehicle will landing on our shores to compete with you,
· another new technology feature will be offered by your competitor and for sure,
· competitive consumer pricing will not provide much improvement in vehicle profit margins.
Technology leaders say half of everything you know about selling vehicles today will be outdated or radically changed within a very few years. During this century we will see more advancement in consumer information than has been seen over the last 5,000 years put together. As a result the impact on dealers and sales team leaders is huge!
Times they are achanging!! It’s all because of the way your customers inform themselves about buying vehicles today. The internet gives them more power over the purchase process today than ever before. Your customers tweet for advice right from your showroom. They share and rate their buying experience at your dealerships on Facebook.
And that makes for some turbulent times on your sales floor because:
Many sales consultants are still trying to sell as if the internet was NOT a factor.
Some dealers are a way behind the sales process curve and yet they keep trying to stay the course with their old sales ideas. The very fact that your clients have so much more access to information on your vehicles and prices they therefore expect and demand a different and improved buying experience. I mystery shop and it ain’t pretty.
Some dealers and sales staff fear the trend of social media. They think the internet only provides your customer with another tool to bonk your sales consultant. Actually informed customers make sales easier for your sales team. It is a fact that information alone does not replace a professionally trained, up to date sales consultant. But your sales consultants must be prepared to succeed with the internet savvy buyer, right? Check out the Art of the Deal in house workshop. 613-253-5300
· new vehicle will landing on our shores to compete with you,
· another new technology feature will be offered by your competitor and for sure,
· competitive consumer pricing will not provide much improvement in vehicle profit margins.
Technology leaders say half of everything you know about selling vehicles today will be outdated or radically changed within a very few years. During this century we will see more advancement in consumer information than has been seen over the last 5,000 years put together. As a result the impact on dealers and sales team leaders is huge!
Times they are achanging!! It’s all because of the way your customers inform themselves about buying vehicles today. The internet gives them more power over the purchase process today than ever before. Your customers tweet for advice right from your showroom. They share and rate their buying experience at your dealerships on Facebook.
And that makes for some turbulent times on your sales floor because:
Many sales consultants are still trying to sell as if the internet was NOT a factor.
Some dealers are a way behind the sales process curve and yet they keep trying to stay the course with their old sales ideas. The very fact that your clients have so much more access to information on your vehicles and prices they therefore expect and demand a different and improved buying experience. I mystery shop and it ain’t pretty.
Some dealers and sales staff fear the trend of social media. They think the internet only provides your customer with another tool to bonk your sales consultant. Actually informed customers make sales easier for your sales team. It is a fact that information alone does not replace a professionally trained, up to date sales consultant. But your sales consultants must be prepared to succeed with the internet savvy buyer, right? Check out the Art of the Deal in house workshop. 613-253-5300
Automotivator Reality Check - Another big wave is just starting to hit our showrooms now - the retirement of the boomers on our sales teams.
Nationally, for every two boomers retiring, there is only one new person entering the automobile sales force. And because we boomers are workaholics and the younger generation is not, how you lead your sales consultants is critical today. We’re not getting the same work-ethic and attitude from our younger sales staff. They won’t work bell to bell like the previous generations.
Nationally, for every two boomers retiring, there is only one new person entering the automobile sales force. And because we boomers are workaholics and the younger generation is not, how you lead your sales consultants is critical today. We’re not getting the same work-ethic and attitude from our younger sales staff. They won’t work bell to bell like the previous generations.
Leadership Counts! This younger generation is different in other ways as well. They want sales coaches and mentors, NOT bosses and managers. And they want life-work balance – notice “life” comes first. Many dealers are frustrated with this reality. Hiring and keeping commission sales consultants is increasingly difficult in our showrooms—if we persist in managing this generation the same way we did the older sales consultants.
Maybe the leaders are the bottleneck not the sales consultants. Motivating the Motivators Dealers and Sales Leaders Conference impacts your bottom-line. Email – Dave@Automotivator.com for dates and locations.
Automotivator Key Point. The highly profitable car dealerships have made it through turbulent times and will this time. IF you are the dealer or sales team leader/manager ask yourself this question.
As a sales team leader, what must I do better and differently, with my sales consultants today as the car business evolves to keep my sales team motivated and producing?
Bottom-line - You will get through these times and even prosper if you are growing your leadership abilities to cope with this change. Change is coming every day in our vehicles and for the better—more safe and more fuel efficient. Our manufacturers are keeping the vehicles we sell at the leading edge of technology. It will continue at a breathtaking pace. The buying process is changing at a rapid pace too.
So dealers and sales team leaders need to be at the leading edge of the sales process and sales team leadership or you will get run over like a freight train over a penny. Are you the freight train or the penny?
I have some specific answers. This is my business, professional development in the car business, so you can call today or wait ‘til....
Print for your files. Forward to key people.
For more information call Dave 613-253-5300 or email Dave@Automotivator.com
Dave Kemp was Canada’s youngest Ford dealer without family money, He made all his investment as a high volume sales consultant, motivating sales team leader, and profitable General Manager. He is president of Automotivator Professional Development and Trackstar International Follow-up Systems. He is a car industry expert with decades of success training Canada’s most achieving and profitable automobile dealerships. He shares his sales strategies with thousands of sales team members across North America. http://www.automotivator.com/
Trackstar - Turning Your Walk-outs into Customers and Keeping Your Customers for Life!
Get the Facts - Check the Trackstar system out. Click and Check out this short video.
Definitely the best Hot Prospect and Client Retention system in North America.
1-800-668-0362
Dave@Trackstar.ca http://www.trackstar.ca/
Trackstar is easy to install, uncomplicated to use, and the best follow-up system available in the car business. Many others out there make clerks out of your salespeople …and still don’t work. Trackstar is designed by successful car people, for successful car people. 1-613-253-5300
As a sales team leader, what must I do better and differently, with my sales consultants today as the car business evolves to keep my sales team motivated and producing?
Bottom-line - You will get through these times and even prosper if you are growing your leadership abilities to cope with this change. Change is coming every day in our vehicles and for the better—more safe and more fuel efficient. Our manufacturers are keeping the vehicles we sell at the leading edge of technology. It will continue at a breathtaking pace. The buying process is changing at a rapid pace too.
So dealers and sales team leaders need to be at the leading edge of the sales process and sales team leadership or you will get run over like a freight train over a penny. Are you the freight train or the penny?
I have some specific answers. This is my business, professional development in the car business, so you can call today or wait ‘til....
Print for your files. Forward to key people.
For more information call Dave 613-253-5300 or email Dave@Automotivator.com
Dave Kemp was Canada’s youngest Ford dealer without family money, He made all his investment as a high volume sales consultant, motivating sales team leader, and profitable General Manager. He is president of Automotivator Professional Development and Trackstar International Follow-up Systems. He is a car industry expert with decades of success training Canada’s most achieving and profitable automobile dealerships. He shares his sales strategies with thousands of sales team members across North America. http://www.automotivator.com/
Trackstar - Turning Your Walk-outs into Customers and Keeping Your Customers for Life!
Get the Facts - Check the Trackstar system out. Click and Check out this short video.
Definitely the best Hot Prospect and Client Retention system in North America.
1-800-668-0362
Dave@Trackstar.ca http://www.trackstar.ca/
Trackstar is easy to install, uncomplicated to use, and the best follow-up system available in the car business. Many others out there make clerks out of your salespeople …and still don’t work. Trackstar is designed by successful car people, for successful car people. 1-613-253-5300
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