In this insightful episode, marketing professionals and automobile aficionados are treated to an engaging discussion with Joe Zumpella, the Director of Marketing for the Cochran Automotive Group! The conversation swiftly homes in on innovative methods for creating customer loyalty, leveraging the power of digital advertising, and establishing a palpable presence in local communities. With an unwavering dedication to both customer value and communal involvement, Zumpella's narratives offer a masterclass in balancing successful automotive marketing with corporate social responsibility!

Joe Zumpella's journey from a casual dealership visitor to a marketing maven for a vast dealer network is as unconventional as it is intriguing! He underscores the effectiveness of geo-targeted digital campaigns, the significance of maintaining a positive community footprint, and the importance of press outreach in amplifying humanitarian efforts. The dialogue transitions smoothly to the technical realm of digital marketing. Discussions about SEO and SEM highlight the necessity of a cohesive relationship between dealership representatives and marketing vendors to realize the full potential of these platforms! Tune in to hear WHO Joe uses to maintain being the marketing master of his region!

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

Key Takeaways

• Joe Zumpella shares his unexpected entry into the automotive industry and the importance of community-driven marketing strategies.

• Number one Cochran Automotive Group stands out in its commitment to philanthropy, highlighting specific charitable programs and initiatives.

• Zumpella offers insights into effective use of earned media strategies to promote community-oriented events and causes.

• The conversation reveals the impact and significance of SEO and SEM in automotive marketing, and the value of vendor partnerships.

• Tips on building relationships with local media and leveraging free press opportunities as part of a comprehensive marketing strategy.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

About Joe Zumpella

Joe Zumpella is an expert marketing professional with two decades of experience, including five years dedicated to the automotive industry. His journey began in the golf industry, where he excelled in sales and spearheaded the creation of golfhq.com. As the Director of eCommerce, Joe navigated the digital landscape, propelling the brand to the top 10 golf retail sites nationally.

Transitioning to a boutique digital marketing company in Cleveland, Joe continued to lead successful digital marketing teams. His foray into the automotive sector commenced at Autosoft DMS, where he blended his marketing expertise with insights into the automotive business.

A fateful encounter at Sweeney Chevrolet Buick GMC marked a pivotal moment. Initially just passing time with his daughter, Joe's experience caught the eye of the sales manager, leading to an unexpected interview. This twist of fate landed him a role as the Digital Marketing Director, steering the dealership's marketing efforts.

The narrative took another turn when the dealership underwent acquisition by #1 Cochran. Undeterred, Joe expanded his responsibilities, overseeing marketing for a network of seven dealerships in northeast Ohio. Today, Joe Zumpella stands at the helm of both digital and traditional marketing for this thriving platform, shaping strategies and driving success in the dynamic automotive landscape

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

Driving Customer Loyalty and Community Impact: Strategies from the Auto Industry's Front Lines

In the high-octane world of automotive sales, building customer relationships and staying ahead in the digital landscape are key to success. A transcript from industry thought leaders provides a rare glimpse into the strategies employed by a top-tier dealership group. These strategies are not just about selling vehicles; they're about creating lasting connections with customers and making meaningful contributions to local communities. Here, we unpack the insights shared by Joe Zumpella, Director of Marketing for Cochrane Automotive Group, on a podcast with Sean V. Bradley.

Key Takeaways:

• Developing strong community ties through charity work can enhance a dealership's public image and build deeper customer relationships.
• A strategic partnership with a firm specializing in digital marketing, like SEO and SEM, is indispensable for modern dealership success.
• Dealerships should maintain active collaboration with marketing vendors for optimal performance and accountability.

Crafting Customer Loyalty through Equity and Lease Ads

The Cochrane Automotive Group leverages data to cultivate customer loyalty ingeniously. Joe Zumpella explains how they target specific groups, such as vehicle owners with positive equity and leaseholders nearing contract end. By showing these customers tailored ads on social media, the group not only incentivizes repeat business but also strengthens its reputation for attentive customer service.

"I can pull customers that purchased a vehicle from us that have positive equity, that have less than 36 months remaining on their term. And I can show them an ad that right there for creating customer loyalty is huge." – Joe Zumpella

Driving Community Engagement Forward: The act of engaging customers through targeted advertising is also an exercise in transparency and trust-building. It shows that the dealership acknowledges and rewards customer loyalty, which in turn fosters a sense of belonging and goodwill toward the brand.

Expanded Reach Through Digital Platforms: Incorporating leaseholders into this strategy represents a smart expansion of the dealership's reach. By targeting leaseholders approaching the end of their terms, they tap into a market poised for immediate decision-making, likely resulting in increased conversions and sustained customer loyalty.

Harnessing the Power of Community Involvement

Cochrane Automotive Group doesn't just sell cars; they actively participate in community welfare, distinguishing themselves as a dealership that cares. From organizing marathons to supporting local charities, their involvement runs deep, resonating with customers who value corporate responsibility.

"We support the local university. At YSU, that's huge, because a lot of the family-owned dealerships that were here prior... they were highly involved in the community... So most of these dealerships are all within an hour, hour and a half driving distance of each other." – Joe Zumpella

Localized Impact and Brand Identity: Local involvement reflects the group's commitment to their immediate environment, enriching the brand's identity as a caring neighbor rather than a faceless entity. This community-forward approach helps cement their local presence and enhance customer loyalty.

The Ripple Effect of Altruism: Community actions often generate a positive ripple effect, inspiring others to engage in similar efforts. By setting an example, the dealership fosters a culture of giving that not only benefits the community but also solidifies the group's reputation as a benefactor and ally.

The Digital Marketing Edge: Making SEO and SEM Work for You

Zumpella stresses the importance of maintaining a robust online presence to thrive in today's digital-first marketplace. By forging a genuine partnership with Search Lab—a company specializing in SEM and SEO—they've carved a niche for themselves in the crowded digital space.

"I talk to each of them multiple times a week... And it's become a partnership that is very valuable." – Joe Zumpella

Collaborative Dynamics in Digital Marketing: The partnership with Search Lab isn't transactional; it's cooperative, implying that the automotive group works closely with their SEO and SEM specialists to tailor strategies that reflect their unique market position.

Education as a Competitive Advantage: With a knowledge-savvy marketing director like Zumpella at the helm, Cochrane Automotive Group ensures that their strategies are not just cutting-edge but also comprehensible to the internal team. This empowers the dealership to make informed decisions and stay agile in response to market trends.

The insights from Sean V. Bradley and Joe Zumpella underscore the dynamic and multifaceted nature of marketing within the automotive sector. Community involvement, customer loyalty, and adept use of digital marketing tools form a triad of tactics that can propel a dealership from mere profitability to a position of influence and respect within both the marketplace and the broader community. The Cochrane Automotive Group serves as a case study in the profound impact these strategies can have when executed with care, expertise, and a genuine desire to create lasting connections.

Kicking off Women's History Month, the Millionaire Car Salesman podcast is bringing you an enlightening episode that takes a deep dive into the underrepresentation of women in the automotive industry! Sean V. Bradley, the show's host, along with co-host Tianna Mick aka T Got Your Keys, engages with Stephanie May from the Women Automotive Network to uncover the challenges and opportunities for women in automotive sectors globally!

The episode kicks off with Sean highlighting the disproportionate ratio of women to men on car sales floors and management positions, despite women having significant purchasing power in the automotive market. The discussion navigates the nuances of recruiting and retaining women in automotive roles, focusing on the need for change in dealership culture and practices. With a universal theme of gender diversity, the talk underscores that understanding your customer base leads to a more successful dealership - a rule of thumb that transcends geographical boundaries.

Stephanie elaborates on the mission of the Women Automotive Network, emphasizing the importance of including men in the conversation to truly effect change. From London to Detroit, the discussion sheds light on the similarities of challenges faced by women across the automotive industry, regardless of location. Listen in as the episode progresses, and we are introduced to the various initiatives by the Women Automotive Network!

🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨

Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

Key Takeaways

• There is a significant gap in the representation of women in the automotive industry, despite their substantial purchasing power.

• The Women Automotive Network seeks to support and empower women globally in the automotive sector, emphasizing the inclusion of men in the conversation.

• Cultivating a diverse and inclusive dealership culture can be beneficial from both a business and employee satisfaction perspective.

• Mentorship programs offered by the network play a crucial role in connecting and supporting women's growth in the industry.

• The Women Automotive Network is organizing their first physical event in Detroit in June, focused on diversity, empowerment, and community building in automotive.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

About Stephanie May

Stephanie May, a visionary in the automotive industry, has been a driving force in fostering inclusivity and collaboration. Since 2016, she has spearheaded initiatives that have transformed the landscape, culminating in the establishment of the Women Automotive Network – a global community with a staggering 34,000+ members.

In 2016, Stephanie took the reins, initiating panels, breakfasts, and workshops at regional automotive events. However, her true mark was made with the launch of the inaugural Women Automotive Summit in Stuttgart, Germany, in June 2019. The event drew 176 attendees and laid the foundation for something far more expansive.

When the pandemic forced events to migrate online, Stephanie seized the opportunity to redefine their purpose. The Women Automotive Network emerged, transcending the confines of a traditional event series. As of January 2024, it stands as a global force, boasting a myriad of activities. From a monthly newsletter to a bi-annual mentorship program, a leadership interview series, a job vacancy platform, and both online and in-person events in Detroit and Germany, Stephanie has curated a thriving community.

Stephanie reflects with pride on the connections facilitated within this global network. Mentors and mentees evolving into global friends, executives from top OEMs and Suppliers learning from shared experiences, and tangible outcomes like direct job placements, promotions, and advancements in diversity, equity, and inclusion initiatives.

What sets Stephanie's approach apart is her commitment to unity and adaptability. Understanding that everyone shares a common mission, she emphasizes collaboration over competition. As a mother of two young girls, Stephanie is fueled by a desire to create a more inclusive world for the generations to come. Her philosophy is simple but powerful: diversity makes business sense.

In her own words, Stephanie sheds light on the network's success: "It's about listening to our community and implementing what they ask for… 'IF' we can." The journey has been marked by constant improvement, flexibility, and a keen responsiveness to industry and global demands. From introducing a mentorship program in 2021 to launching a job platform in 2022, awards in 2023, and expanding to Detroit in 2024, Stephanie's leadership embodies a commitment to evolution and growth.

As she looks to the future, Stephanie envisions further expansion, with plans underway to launch into Mexico and Asia in 2025. Her dedication to fostering a supportive and collaborative environment within the automotive industry has not only created a network but a movement towards lasting change. Stephanie May stands as a beacon of inspiration, steering the automotive world towards a future defined by diversity, unity, and collective success.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

Harnessing Female Power in the Automotive Industry: A Pivotal Shift Towards Inclusivity and Profitability

The automotive industry, traditionally viewed as a bastion of male dominance, is undergoing a transformative reassessment of its demographic strategy. With the dawning realization that women wield significant control over buying decisions, the push to understand and integrate this powerful segment into the workforce has never been more critical. Bringing the discussion to the forefront are dynamic figures such as Sean V. Bradley, President of Dealer Synergy, and Tianna Chanel Mick, alongside influential voices from the Women Automotive Network represented by Stephanie May. This article delves into the seismic shift needed to unlock the full potential of female involvement in the automotive sector, both as consumers and as part of the workforce.

Key Takeaways:

1. Women's Influence: Women hold over 87% of the buying power in automotive purchases, highlighting the urgent need for greater female representation in dealership roles.

2. Cultural and Structural Shifts: Adjusting dealership culture and structure, such as job titles and working hours, is paramount for attracting and retaining female talent.

3. Global Connection: Challenges and strategies for integrating women into automotive roles share considerable commonality across geographical borders, suggesting a global movement.

Understanding the Untapped Market: Female Buying Power

The colossal buying power wielded by women in the car-buying process is undeniable. With an estimated 87% control in automotive purchase decisions, the disparity between the influence women hold and their representation in dealership roles is stark. Sean V. Bradley encapsulates the situation by asserting, "If females have over 87% buying power and I don't have one or I've only have one on my floor, maybe I want to properly recruit and hire some amazing females to the team so they could be a catalyst to be able to engage female prospects at a higher, better level."

But it's not just about profit maximization. The conversation extends to appreciating the unique qualities that women bring to the workforce. Within car sales, traditionally a "man's world," the addition of females is seen to diversify teams and arguably improve operations through increased attention to detail and customer care, a sentiment echoed in the transcript by both Bradley and the Women Automotive Network's Stephanie May.

Transforming Dealership Culture: More Than Just Flex Hours

A major roadblock to attracting female talent to dealerships is the prescribed work culture, particularly the exhaustive 'bell-to-bell' shifts. The Women Automotive Network suggests models such as 'flexi working hours', as practiced in the UK, which allow employees to meet their targeted hours with flexibility. This can cater to individuals' needs while enhancing morale and productivity.

Tianna Mick emphasizes the importance of creating an environment that is attractive to all genders. She notes that even small adjustments, like job titles on applications switching from "car salesman" to "car salesperson," can foster a more inclusive atmosphere. When dealerships evaluate their workspaces from the perspective of different demographics, they begin to unravel the structural biases that have historically barred diverse talent pools from entering the automotive workforce.

The Ripple Effect of Global Networking and Mentorship

A key component to bolstering female participation in automotive roles is the support and mentorship from networks that span across international boundaries. The Women Automotive Network, boasting a membership of 34,000, illustrates how mentorship programs and events have fostered connections and career growth for women worldwide. "The connections that you make...are seriously lifelong," shares Stephanie May, underscoring the enduring impact of such initiatives.

Tianna's upcoming speaking engagement at the organization's Detroit conference is a testament to the power of such networks in propelling women's careers forward. These platforms not only promote professional development but also deliver strategies for individuals and businesses to capitalize on the diversity of their communities for increased sales and market presence.

Sustainability in the automotive industry is no longer just about eco-friendly cars or lean manufacturing processes. It's about creating an ecosystem that values all contributors equally. The discussions and strategies shared by Bradley, Mick, and May shed light on the glaring inequities that persist and offer pathways to correct them. With every adjusted job title, flexible hour, and international summit, a new chapter in the automotive industry begins—one that promises profitability and equity for those willing to drive the change.

Join host Sean V. Bradley in an insightful conversation with Brian Allen, a seasoned car salesman and former hat shop owner. Brian spills the beans on his journey to automotive success, from his early days in door-to-door sales to becoming a top performer in a Toyota dealership!

Discover Brian's secret sauce for success, where creating a unique customer experience takes center stage! He dives into the power of infusing enthusiasm and humor into the sales process and curates an office environment that mirrors his distinct personal brand.

Brian's wisdom extends to the art of diversifying lead sources and building a referral network through strategic partnerships and networking. Gain practical insights into crafting a partner board in your office and cultivating client relationships that not only last but also fuel a steady stream of referrals!

If you're in the automotive industry or aspire to be, this episode is your backstage pass to the strategies and tactics that have propelled Brian Allen to success! Tune in and glean actionable tips on selling cars, creating a standout personal brand, and building a flourishing career in the dynamic world of automotive sales!

Key Takeaways

• Effective branding and personal presentation, like Brian Allen's "hat guy" persona, can create a lasting impression on customers, aiding in recall and customer loyalty.

• Brian emphasizes the importance of maintaining high energy and using humor to create a comfortable environment for clients, which helps in establishing rapport and closing deals.

• A salesperson's office setup, inclusive of showcasing achievements, can provide a subtle yet powerful confidence boost, nudging customers towards a positive view of the sales interaction.

• Diversification of lead sources, like networking within niche communities or creating reciprocal business partnerships, can significantly increase a salesperson's opportunities beyond the dealership's leads.

• Continuous self-improvement and education are paramount for sales professionals, as it sharpens skills and ensures they are at the top of their game, akin to elite athletes' dedication to practice and growth.

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

About Brian Allen Andrews

Brian Allen Andrews is a dynamic professional with a diverse journey marked by resilience and success. His foray into sales began at the age of 19, where he swiftly ascended the ranks in door-to-door sales, eventually leading his own crew for three years. Seeking new challenges, Brian transitioned to the automotive industry, showcasing his sales prowess at a Toyota dealership. In a mere nine months, he not only emerged as the top seller but seamlessly transitioned to the finance department, where his skills continued to shine.

Brian's trajectory within the car business was nothing short of meteoric — from assistant sales manager to finance director, sales manager, and ultimately, general sales manager. However, a bold entrepreneurial spirit led him to diversify. In 2008, he ventured into the retail world by opening a clothing store, demonstrating his adaptability. Despite facing the challenges of the economic downturn in 2009, Brian pivoted to selling fine art and eventually found success in the hat business.

An illustrious chapter in Brian's career was marked by owning four hat shops, including the iconic Hat Shop Carmel, recognized by The New York Times as one of the Top 5 places to shop. Unfortunately, the unforeseen challenges posed by the COVID-19 pandemic forced closures, leading Brian to navigate the difficulties and start anew in December 2021, returning to his roots in the car business with a focus on sales. Brian Allen Andrews embodies the spirit of resilience, continually rising above challenges, and embracing new opportunities with unwavering determination.

Mastering the Art of Automotive Sales: Insights from a Half-Million Dollar Car Salesman

The automotive sales industry is one that requires both skill and strategy to navigate successfully. As consumer behaviors shift and technology alters the way dealerships operate, sales professionals must adapt and innovate to stay ahead. One such professional, Brian Allen, also known as "The Hat Guy" due to his unique branding strategy and past hat business success, shares his insights and experiences on a recent podcast. His approach offers valuable lessons in personal branding, sales techniques, and entrepreneurial thinking within the automotive sector.

Key Takeaways:

1. Personal Branding can significantly impact sales success by creating a memorable identity for customers.

2. Focusing on the customer experience and adding personal touches can differentiate a sales professional from competitors.

3. Diversification of lead sources and building a personal prospecting network are essential for sustained success in automotive sales.

The Power of Personal Branding in Car Sales

Personal branding stands at the forefront of Allen's sales technique. Known for his distinctive fashion of always wearing a hat, Allen has crafted an identity that keeps him top-of-mind with customers. He underlines the importance of being memorable – it's not always about the name, but rather the association customers make with your brand.

In the "Personal Branding in Car Sales" section, you should expand on the explanations given by Allen during the podcast regarding his branding strategy. He emphasizes that his hats are not only a personal fashion choice but a deliberate branding tool. With stories and examples from his own experiences, illustrate how this approach has opened doors and created conversations with prospects.

Furthermore, investigate the broader implications of personal branding in sales. Delve into stats and expert opinions that validate the significance of personal branding in leading to greater sales success. Discuss how automotive sales professionals can develop their brands and the common pitfalls to avoid.

Refining the Sales Experience

Brian Allen doesn't just rely on his personal charm to seal deals; he curates an entire experience for his clients. From a strategic layout of trophies in his office to engaging interactions that involve customers in the sales process, his methodology goes beyond the average car salesperson's approach. He understands the psychological aspect of sales – that purchasing decisions are often influenced by emotions just as much as by product features or pricing.

This section should outline the tactics he employs to create an engaging sales environment. Quote directly from his playbook, like his humorous approach to offering asparagus or compliments as an after-sale 'tip.' Illustrate how humor, environment-setting, and customer involvement translate into sales effectiveness.

Discuss the broader implications of customer experience management, such as its impact on customer loyalty and the importance of personal interaction in the digital age. Provide examples from industry leaders who have similarly outstanding approaches to customer engagement.

Building and Utilizing a Diverse Lead Network

Diversifying lead sources is a strategy that has served Allen well. Despite his remarkable success in the showroom, he acknowledges the necessity of generating sales outside of dealership-provided opportunities. Allen advises finding ways to generate a steady flow of referrals - not just from individual customers, but from relationships with businesses and individuals who can provide multiple leads over time.

The article should go deeper into Allen's views on creating a 'value partner board' within an office. Emphasize how his approach shifts the focus from one-time referrals to ongoing relationships. Analyze how professionals in other industries build similar networks, drawing lessons applicable to car sales.

In this section, explore the importance of digitally savvy strategies for lead generation, including participation in brand-specific social media groups and creating a personal online brand presence. Also, discuss the significance of networking within the community and strategies for establishing mutually beneficial partnerships.

Evolving with the Industry: Embracing Continuous Growth and Learning

Throughout the conversation with Brian Allen, one message resonates clearly – the need for continuous growth and learning in the automotive sales industry. Despite his initial success, Allen confesses that seeking additional knowledge and training has propelled his career to new heights. He compares the necessity of continuous learning in sales to athletes maintaining peak performance: talent alone isn't enough.

To recap, reinforce the critical themes presented by Allen and his podcast host, such as mastering one's craft and the endless pursuit of knowledge. Offer fresh insights on how these philosophies play into the rapidly evolving automotive industry, where customer expectations, technological advancements, and competitive pressures necessitate an ever-growing skillset.

In this final section, encourage sales professionals to self-assess and to seek out educational resources, mentors, and innovative strategies to up their game. Emphasize the importance of not only learning from success but from failures and market changes and leave readers with a call to action to embrace lifelong learning within their sales careers.

In summation, Brian Allen's experiences offer a rich tapestry of techniques and wisdom for the automotive sales industry. Understanding the profound impact of personal branding, customer experience, diversified lead sources, and continuous learning can unlock new levels of professional success for salespeople willing to adapt and excel.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

Tune in to the latest episode of the Millionaire Car Salesman Podcast, where hosts Sean V. Bradley and L.A. Williams take you on an exciting journey into the upcoming Internet Sales 20 Group conference! Get ready for a powerhouse event featuring top industry experts, successful dealers, and keynote speakers who are set to share invaluable insights and strategies for automotive professionals!

This is the most powerful 3-day Conference in Automotive! Discover the secrets to effective personal branding, uncover tactics to boost gross profits, and gain essential tools to overcome challenges in the dynamic and ever-changing automotive market! This episode is your backstage pass to understanding why the Internet Sales 20 Group conference is a must-attend for anyone serious about personal and professional growth in the automotive industry!

#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

Key Takeaways

• Expert Insights: Learn from top industry experts who share their strategies for success in the ever-evolving automotive market

• Networking Opportunities: Connect with like-minded professionals, build valuable relationships, and expand your professional network

• Cutting-Edge Strategies: Stay ahead of the curve with insights into the latest trends, technologies, and strategies shaping the automotive industry

• Personal Growth: Discover the keys to effective personal branding, boosting gross profits, and overcoming challenges

• Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY

About The Internet Sales 20 Group Conference

Welcome to the pinnacle of automotive excellence! The Internet Sales 20 Group Conference is not just an event; it's a transformative experience designed to propel automotive professionals to new heights of success. This conference brings together the best and brightest minds in the industry, including successful dealers, salespeople, and keynote speakers!

Don't miss this opportunity to immerse yourself in a dynamic learning environment, gain practical takeaways, and join a community dedicated to driving excellence in the automotive world. The Internet Sales 20 Group Conference is where your journey to automotive success begins.

Revolutionizing the Automotive Sales Experience: Insights from the Internet Sales 20 Group Conference

The automotive industry is on the brink of transformation, driven by the incessant evolution of sales techniques, the advent of advanced technology, and shifting consumer expectations. The recent Internet Sales 20 Group (IS20G) conference, a gathering spearheaded by industry leaders Sean V. Bradley and LA Williams, has brought to light the need for automotive sales professionals to adapt and excel amidst these changes. In this invigorating conversation, the spotlight is on the strategies that are changing the game for car dealerships and their sales teams around the nation.

Key Takeaways:

1. Hybridizing Sales Skills and Digital Strategy: The conference emphasizes the importance of combining traditional salesmanship with innovative digital marketing strategies to enhance dealership performance.

2. Investing in Professional Growth: The necessity for dealership owners and automotive sales professionals to invest in self-development and advanced training is highlighted as a prerequisite for success.

3. Impact of Personal Branding: Emphasis on personal and dealership branding as a key differentiator in the competitive automotive industry surfaces as a critical insight.

Embracing a Synergistic Approach to Car Sales

In the world of automotive sales, it is no longer sufficient to rely solely on conventional salesmanship. The IS20G conference showcases that a winning strategy lies in the fusion of time-honored sales techniques with modern Internet strategies. Through the insights provided by Sean V. Bradley, we learn that savvy sales professionals must become adept at using online platforms and digital marketing to attract and engage with customers effectively.

"This is exactly what you got to do. ABCDEFG. Here's the things that you should not do. H-I-J-K-L-M-N-O-P if you want to succeed." – LA Williams

By providing a blueprint of the dos and don'ts in digital automotive sales, the conference plays a pivotal role in guiding dealership personnel towards crafting an online presence that resonates with today's tech-savvy consumers. The transformation from traditional to digital is not just an option; it's a strategic imperative.

"You're going to learn how to niche down and talk to your specific crowd." – LA Williams

By focusing on unique customer segments and personalizing experiences, dealerships are able to differentiate themselves and thrive in the highly competitive automotive market.

The Imperative of Continuous Learning and Self-Investment

One of the strongest messages reverberating throughout the IS20G conference discussion is the unyielding relevance of continuous learning and investment in oneself. As Sean V. Bradley passionately points out, the greatest investment successful individuals make is in their own growth and the advancement of their business acumen.

"We all have the same 24 hours in a day… but still, I find time to go to my own education." – Sean V. Bradley

This declaration showcases not only the necessity of embracing educational opportunities but also the ethos of relentless self-improvement that permeates throughout the top echelons of the automotive sales industry.

The IS20G conference itself acts as a testament to this principle, providing an invaluable platform for networking and learning from the industry's best, effectively offering solutions for talent acquisition, customer relations, and digital transformation challenges that dealerships face.

The Power of Personal Branding in Automotive Sales

As digital mediums increasingly become the battleground for customer acquisition, the role of personal branding in automotive sales becomes ever more pronounced. Both LA Williams and Sean V. Bradley highlight the paramountcy of establishing a strong personal brand within the digital marketplace as the cornerstone of a successful career in the modern automotive industry.

"If you put me around five ice cream salesmen, right, I'm going to learn something about some ice cream." – LA Williams

The metaphorical analogy from LA Williams drives home the message that we are shaped by the individuals who surround us and, by extension, the personal brand we build reflects the customers we attract. Hence, creating a powerful brand presence not only places an individual sales professional on the map but also elevates their stature among peers and clientele, securing a sustained inflow of business.

As participants interact and exchange ideas at IS20G, the potent combination of networking and hands-on guidance provided allows for unprecedented scope to cultivate these personal brands, turning each attendee's unique selling proposition into their most valuable asset.

Crafting the Future of Automotive Sales

A clear takeaway from the IS20G conference is that successful automotive sales strategies are evolving, requiring a symbiotic relationship between individual skill and digital prowess. As professionals immerse themselves in continuous learning, they harness the power of their personal brands to stand out in a sea of competition. What this conference unequivocally demonstrates is that the road to automotive sales excellence is paved with dedication to self-investment, mastery of digital channels, and the strategic cultivation of a personal brand that resonates with the ethos of today's automotive consumers.

Through the insights of Sean V. Bradley and LA Williams shared at IS20G, we gain a unique lens into the factors shaping the industry's future. As the conference illuminates paths forward, it's certain that those who embrace these tenets will not only adapt to the changing landscape of automotive sales but will lead the charge into a new era of dealership success.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley discusses the importance of having a well-designed and personalized website for dealerships. Joining Sean in this conversation to emphasize the need for websites to listen to and respond to customers' needs, just like a salesperson would in a showroom, is special guest Gino Cipperooni - the Chief Revenue Officer at Dealer eProcess! The two highlight the features and capabilities of Dealer eProcess, which is the leading web development company in the automotive industry!

Sean touches on the importance of website conversion and the need for dealerships to track and analyze their website's performance, the need to conduct a cost-benefit analysis to determine the ROI of different marketing efforts, and how to properly identify areas for improvement for your dealership's website. Additionally, Sean encourages dealerships to invest in their websites and to prioritize the integration of marketing efforts to maximize conversions and sales. Listen to this information-packed episode and understand the evolving nature of dealership websites and the importance of staying ahead of the curve in terms of personalization and user experience!

🚀 JOIN Sean V. Bradley and Dealer eProcess at the upcoming Internet Sales 20 Group conference! 🌐 Dealer eProcess is giving you 50% OFF! 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS! 🎉 #IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

Key Takeaways

• Importance of Website Personalization: A well-designed and personalized website is crucial for dealerships to connect with customers. The website should listen to and respond to customers' needs, similar to a salesperson in a showroom.

• Dealer eProcess Features and Capabilities: Dealer eProcess is highlighted as the leading web development company in the automotive industry.

• Website Conversion and Performance: Sean emphasizes the significance of website conversion and the need for dealerships to track and analyze website performance. Conducting a cost-benefit analysis helps determine the ROI of various marketing efforts.

• Identifying Areas for Improvement: Dealerships should proactively identify areas for improvement on their websites to enhance user experience and drive conversions. Investment in website development is a strategic move for long-term success.

• Integration of Marketing Efforts: Sean encourages the integration of marketing efforts to maximize conversions and sales. Prioritizing a cohesive approach ensures a seamless and effective online presence.

• Staying Ahead of the Curve: The nature of dealership websites is evolving, and staying ahead of the curve in terms of personalization and user experience is essential. Dealerships should embrace innovations to meet the changing expectations of customers.

• Exclusive Offer from Dealer eProcess: Dealer eProcess is extending a special offer of 50% OFF for attendees of the upcoming Internet Sales 20 Group conference. Dealers are encouraged to seize this opportunity to stay at the forefront of automotive excellence.

• Event Details: The episode concludes with an invitation to join Sean V. Bradley and Dealer eProcess at the Internet Sales 20 Group conference. Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS.

About Gino Cipperoni

Gino Cipperoni, Chief Revenue Officer at Dealer eProcess has been in the automotive website/technology business for over 10 years. He has extensive experience in identifying opportunities within various markets to help dealerships drive sales, profitability, and growth. Furthermore, Gino's gift for analyzing data, coupled with his deep knowledge of the customer journey, is integral to the success of dealer clients as well as the Dealer eProcess team. He is a regular speaker at industry events and a frequent contributor to many industry blogs and publications due to his unique take on digital marketing and no-nonsense presentation style. Gino is an avid reader, amateur guitar player, and lifelong Chicago Bears fan. He can be reached at [email protected].

"Fewer CTAs, better conversion."

The podcast episode titled "Fewer CTAs, better conversion" discusses the importance of limiting the number of calls to action (CTAs) on a webpage in order to improve conversion rates. The hosts, L.A. Williams and Sean V. Bradley, are joined by Gino Cipriani, the Chief Revenue Officer of Dealer eProcess, a leading dealership website platform.

The episode begins with L.A. Williams expressing his frustration with websites that have too many CTAs. He believes that overwhelming visitors with numerous CTAs can actually hinder conversion rates because it confuses users and makes it difficult for them to understand what action they should take. Instead, he suggests that websites should focus on providing clear and simple CTAs, such as price, payment, and trade options, which will lead to better conversion rates.

Sean V. Bradley introduces Gino Cipriani as a subject matter expert in digital marketing and SEO, and they discuss his role as the Chief Revenue Officer of Dealer eProcess. Dealer eProcess is known for its dealership website platform and expertise in digital marketing and SEO.

The hosts then mention the upcoming NADA (National Automobile Dealers Association) conference and ask Gino about his involvement. Gino shares that Dealer eProcess will have a booth at the conference and he will be speaking in two sessions alongside NADA trainers. The sessions will cover topics related to fixed ops marketing, website personalization, and other relevant subjects. Gino also mentions that Dealer eProcess will be launching six new website features at NADA that are unique and innovative in the industry.

As the conversation continues, Sean V. Bradley acknowledges the significance of being a speaker at the NADA conference and shares that this will be his 17th year as a speaker. He emphasizes that NADA is considered the Super Bowl of the automotive industry, and being selected as a speaker is a prestigious achievement. Gino reveals that this is his first year speaking at NADA, although he has spoken at other conferences such as Digital Dealer and ICE20G.

In conclusion, the podcast episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.

Amazon advertising and DLA Process.

Amazon advertising and DLA Process are two key topics discussed in this podcast episode. The episode begins with the host congratulating Gino Cipriani for being a part of the National Speaker's Association and the Million Dollar Speakers Group. The host acknowledges Gino's expertise as a speaker and praises his involvement with DLA Process.

DLA Process is recognized as a company that many others aspire to be like, as they have the opportunity to speak at NADA, a prestigious event in the automotive industry. The host emphasizes the benefits of having a subject matter expert like Gino speak at such events, as it enhances the booth experience and attracts more traffic.

Moving on to the main topic of discussion, the host brings up Amazon advertising. They express their curiosity and interest in this advertising method, mentioning that they have been hearing a lot about it. The host specifically mentions the connection between Amazon advertising and Hyundai, hinting at a potential partnership or involvement between Amazon and DLA Process.

Unfortunately, the podcast episode does not delve further into the details of Amazon advertising or DLA Process' involvement. The focus of the episode shifts towards website optimization, with the host expressing their intention to discuss websites in more depth.

In conclusion, while the podcast episode briefly touches upon Amazon advertising and DLA Process, it primarily focuses on website optimization. The episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.

Amazon advertising boosts dealership sales.

Amazon advertising is a powerful tool that can significantly boost dealership sales. In a podcast transcript, a marketing expert discusses the impact of Amazon advertising on the automotive industry and explains how it can be utilized to target potential customers effectively.

The podcast episode starts by mentioning the involvement of the expert's company with Tier 3 automotive since May 2020. Despite launching a new marketing channel during a challenging time, they have successfully navigated through it. The expert emphasizes that Amazon advertising is primarily about the data it provides. The way ads are displayed to consumers is through streaming channels like Hulu and Amazon Prime, which recently launched an ad-supported version. This means that dealers can reach potential customers across various platforms.

What sets Amazon apart is its extensive first-party data on consumers. The expert claims that Amazon has the most comprehensive data source compared to any other platform. They can track consumers based on valuable metrics such as their location, the vehicles they own, and even life events like expecting a child. This data allows dealers to categorize and target specific consumer segments effectively.

The expert also mentions the collaboration between Amazon and Hyundai, where consumers can browse and potentially purchase cars online. While acknowledging that buying a car is not as simple as clicking a button, the expert highlights the potential of this partnership in streamlining the car-buying process.

Additionally, the podcast discusses the importance of Google Trends in understanding search volume for specific terms. The expert mentions that even in large markets like Boston, the average monthly searches for terms like "Honda Civic for sale" are relatively low. This emphasizes the need for dealerships to be proactive in their marketing efforts rather than relying solely on reactive strategies. By running Amazon advertising alongside Google campaigns, dealerships can increase their visibility and drive more potential customers to their websites.

In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.

Amazon advertising vs. OTT strategy

The podcast transcript discusses the differences between Amazon advertising and OTT (Over-The-Top) strategy in the context of dealership sales. According to the podcast, Amazon advertising is a comprehensive solution managed by a team of Amazon strategists who specialize in managing campaigns specifically for the Amazon platform. The team focuses solely on Amazon advertising and does not mix it with other digital marketing efforts such as Google and Facebook campaigns.

Amazon advertising operates through the Amazon DSP (Demand-Side Platform), which provides data on potential customers within a dealership's marketplace. By creating filters and targeting specific models or demographics, the DSP can determine the number of potential candidates for a dealership's business and the associated cost. The podcast mentions that the budget can be adjusted to fit the dealer's financial constraints, and the program is co-op eligible.

Once a dealership decides to proceed with Amazon advertising, they are assigned a strategist who helps choose a plan and runs the campaign through various channels, including Hulu, Sling, Amazon Prime, and online video platforms. What sets Amazon advertising apart is its ability to connect vehicle sales to individuals who have seen an ad on their TV. This is achieved through tools like the Amazon Pixel and the Amazon Marketing Cloud, which can track ad views and link them to dealership visits and purchases. While the podcast acknowledges that this attribution may not be 100% accurate, it aims to measure the influence of the ads on sales.

When comparing Amazon advertising to OTT strategy, the podcast notes that Amazon is an OTT player as well, offering avenues like display and online video advertising. However, other OTT providers like the Trade Desk lack the valuable Amazon data that powers the advertising platform. The podcast emphasizes the power of Amazon's data and its ability to provide strategic field intelligence for dealerships.

In terms of franchise restrictions, the podcast clarifies that Amazon's partnership with Hyundai is at the tier one level, focusing on online car sales. However, Amazon advertising is available to any dealership at the tier three level, regardless of the franchise.

To illustrate the process, the podcast presents a hypothetical scenario of a Toyota dealership in New Jersey that wants to increase its monthly sales from 265 units to 350. The dealership would reach out to Dealery Process, the company discussed in the podcast, to discuss their unique situation and market conditions. Based on this information, a customized plan would be created, and the Amazon DSP would identify the target audience for the dealership. Additionally, Dealery Process offers creative services for video content if the dealership does not have an agency or resources to create their own videos.

In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.

Website and marketing must align.

However, the podcast also emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of these advertising efforts. The host points out that many dealerships invest a significant amount of money in advertising, but neglect to prioritize their website. This can lead to poor results and a lack of ROI.

The host makes a valid point that a dealership's website is crucial in converting traffic generated by advertising campaigns. If a website is poorly structured, with low time on site, high bounce rates, and plagiarized content, it will not be able to effectively engage and convert potential customers. This is especially true for OEM compliant websites that may be cookie-cutter and lack unique value.

The podcast host emphasizes that websites and marketing should not be treated as separate entities, but rather as integral components of a cohesive strategy. Both the website and marketing efforts should have the same goals of generating leads, increasing ROI, and driving car sales. In order to achieve this, the website must be aligned with the messaging and targeting of the marketing campaigns.

For example, the host mentions the scenario where a personalized ad on Amazon drives traffic to a dealership's website, only to have the visitor land on a homepage with irrelevant content. This disconnect between the marketing message and the website can lead to confusion and a lost opportunity for conversion. Therefore, it is crucial for dealerships to ensure that their website is set up to integrate seamlessly with their marketing efforts, maintaining consistent messaging across all channels.

In conclusion, the podcast episode emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of advertising campaigns. Dealerships must prioritize their website and ensure that it is optimized for conversion and seamlessly integrated with their marketing efforts. By doing so, dealerships can enhance their chances of success and achieve their desired results in terms of generating leads, increasing ROI, and driving car sales.

Boutique websites offer customization advantage.

One key point made in the podcast is the difference between boutique website providers and mass-produced, templated website providers. The podcast argues that boutique website providers, like Dealery Process, offer a significant advantage in terms of customization.

The podcast begins by comparing the analogy of spending $100 on steak sauce and only $5 on the steak. This analogy highlights the absurdity of spending a significant amount of money on driving traffic to a poorly designed website. It suggests that dealerships often make the mistake of investing in marketing efforts without prioritizing the quality and effectiveness of their website.

The podcast then delves into the reasons why OEMs (Original Equipment Manufacturers) mandate specific website providers for their dealerships. The rationale behind this is to create continuity, symmetry, and a scalable brand across thousands of dealerships. However, the podcast argues that this approach may not necessarily result in the best product for each individual dealership.

The podcast then explores the difference between mass-produced, templated websites and boutique websites. Mass-produced websites, such as those offered by dealer.com, may have been innovative in the past but have become more templated and restricted due to the challenges of managing a large number of dealerships. These providers have to balance innovation with meeting OEM requirements and managing thousands of dealerships.

On the other hand, boutique website providers, like Dealery Process, offer a more customized and flexible approach. As a privately owned and operated company, Dealery Process does not have shareholders or a board of directors to answer to. This allows them to work directly with dealerships to customize their websites within the constraints of OEM requirements. The podcast highlights that Dealery Process prioritizes the needs of the dealerships and aims to build platforms that suit their specific needs.

In conclusion, the podcast episode emphasizes the advantage of boutique website providers in offering customization. By working with dealerships on an individual basis, these providers can tailor websites to meet specific needs while still ensuring compliance with OEM requirements. This flexibility and customization allow dealerships to have a website that aligns with their marketing strategies and maximizes their chances of success. Ultimately, boutique websites offer an advantage in terms of customization, which is crucial in today's competitive digital landscape.

Analyze marketing costs for effectiveness.

The podcast transcript focuses on the importance of analyzing marketing costs for effectiveness. The host, who works at Dealer Synergy, explains that when dealers want to sell more cars, one of the first steps is to conduct a marketing assessment. This assessment involves looking at the dealership's website, lead source providers, and conducting a cost-benefit analysis.

One of the key points made in the podcast is the need to understand the individual costs and yields of different marketing strategies. The host gives an example of a dealership spending $4,000 on a website that includes SEO, SEM, and management. However, without knowing the individual costs and yields of each component, it is difficult to determine if the additional expenses are worth it. The host suggests benchmarking and tracking the return on investment (ROI) to gain a better understanding of what is truly working.

To do this, the host recommends adding up all the dollars spent on driving traffic to the website, including digital retailing, credit apps, chat tools, social ads, and other marketing efforts. This macro number represents the total investment in driving traffic. The next step is to run a report to determine how many sales leads were generated directly from the website. This allows dealerships to assess the effectiveness of their marketing efforts and determine if the costs are justified.

The podcast highlights the shock and surprise experienced by some dealerships when they realize how much they are spending per lead. Some dealerships are spending $300 to $400 per lead, which can be a significant expense. By analyzing marketing costs and tracking leads generated from the website, dealerships can make more informed decisions about their marketing strategies.

The guest on the podcast agrees with the host's approach, emphasizing the importance of looking at the data and making decisions based on results. He compares the process to managing a showroom floor, stating that if certain salespeople are not performing, they would be let go. The same principle applies to marketing tools and strategies. If a tool or strategy is not generating a significant increase in leads, it may not be providing value and could be worth reconsidering.

Overall, the podcast episode emphasizes the need for dealerships to analyze their marketing costs for effectiveness. By understanding the individual costs and yields of different marketing strategies, dealerships can make more informed decisions and allocate their resources more effectively. This analysis allows dealerships to determine what is truly driving leads and sales, and make adjustments to their marketing strategies accordingly.

Website features for dealerships.

One of the main points discussed in the podcast is the importance of conversion rates in measuring the success of marketing campaigns. The guest speaker suggests that a good conversion rate for search campaigns, such as "Toyota dealer near me" campaigns, would be around 5%. While this may seem low, it is actually considered a strong conversion rate when taking into account the overall effectiveness of the campaign. On the other hand, display campaigns tend to have lower conversion rates and should not be measured solely based on conversion. Instead, metrics such as engagement, exposure, CPM, and CPC should be considered.

The podcast also highlights the residual effect of certain marketing campaigns, particularly those on Amazon. The guest speaker explains that these campaigns can have a lasting impact on potential customers, even if they don't convert immediately. For example, someone may see an ad during a sports game and find it interesting, but not have the time to explore further at that moment. However, a few days later, they may visit the website as a result of the initial exposure. This residual impact can be measured through Google Analytics and other tools, and it is important for dealerships to take into account the overall influence of their marketing efforts, not just immediate conversions.

Additionally, the podcast touches on the future of dealership websites in 2024. The guest speaker, who represents a leading web development company in the automotive industry, discusses the evolution of dealership websites over the years and the changing expectations of prospects and customers. He suggests that dealership websites should be able to meet the wants, wishes, needs, and expectations of customers.

While specific features are not discussed in detail, the podcast implies that dealership websites should be user-friendly, visually appealing, and offer a seamless browsing experience. It is likely that features such as easy navigation, clear and detailed vehicle information, interactive tools for customization and comparison, and a streamlined lead generation process would be important for modern dealership websites. Additionally, the guest speaker emphasizes the importance of keeping up with the latest technology and trends in order to stay competitive in the industry.

In conclusion, the podcast episode emphasizes the need for dealerships to analyze their marketing costs and conversion rates in order to make informed decisions about their marketing strategies. It also hints at the importance of dealership websites that meet the expectations of customers in terms of user experience and functionality. By understanding the effectiveness of different marketing campaigns and investing in a well-designed website, dealerships can optimize their resources and attract more leads and sales.

Website as online salesperson.

The podcast episode titled "Website as online salesperson" highlights the significance of a dealership's website in driving sales and engaging customers. The discussion begins with a quote from Jeff Bezos, the founder of Amazon, who stated that if Amazon had four and a half million customers, they should have four and a half million stores. This statement emphasizes the importance of personalization and catering to individual customer needs.

The podcast host argues that a dealership's website should not be seen as just an online showroom, but rather as an online salesperson. The website is the most prolific salesperson as it interacts with customers even before they step foot in the physical showroom. Just like a salesperson in a store, the website should listen to and respond to customers' needs in order to build a solution around them. The host mentions that if a salesperson in a store fails to do so, they would be fired. Therefore, the website should be taught to do the same.

The example of Amazon is used to illustrate the power of website personalization. Each individual's Amazon page is different, showing products that cater to their specific wants and needs. This level of personalization has contributed to Amazon's success as a three-quarter of a trillion-dollar company. The podcast suggests that other businesses, including dealerships, can learn from this approach and harness the idea of website personalization to drive greater engagement and overall revenue.

The podcast then delves into the features of a dealership website that can facilitate personalization and enhance the customer experience. One such feature is a search by vehicle tool, which allows customers to filter their search based on specific criteria, such as the presence of a sunroof or a heated steering wheel. This tool makes it easier for customers to find the exact car they desire and ensures that the website is responsive to their needs.

In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.

Personalization improves website conversion rates.

Personalization improves website conversion rates by creating a tailored and seamless user experience for customers. The podcast episode highlights the importance of personalization in the automotive industry, specifically in the context of a dealership website. The speaker explains how personalization can be implemented throughout the customer journey, from the initial search for vehicles to the viewing of vehicle detail pages (VDPs) and beyond.

One key aspect of personalization is the ability to save and remember customer preferences. In the example given, the website saves the customer's preferred features and seating capacity, making it easier for them to find relevant vehicles in future visits. This not only saves the customer time and effort but also enhances their overall experience by showing them vehicles that align with their specific needs and preferences.

Additionally, personalization extends to the VDPs, where the website showcases different views of the vehicles that the customer has previously engaged with. This strategy aims to create a sense of urgency and promote low-funnel conversions, encouraging the customer to take action, such as getting their trade evaluated. By reminding the customer of their previous interest in a particular vehicle, the website increases the likelihood of a conversion.

Furthermore, the podcast episode highlights the importance of reducing friction and repetition in the customer journey. By saving customer preferences and actions, the website avoids asking customers to repeat actions they have already taken, which can be frustrating and time-consuming. This streamlined experience not only improves customer satisfaction but also increases conversion rates, as customers are more likely to engage and take action when the process is simplified.

The podcast also emphasizes the value of personalization in the context of dealer groups. By sharing customer preferences and actions across different dealership websites within a group, the personalization experience can be seamlessly transferred. This ensures that customers receive a consistent and tailored experience, regardless of which dealership website they visit within the group. This level of personalization not only enhances the customer experience but also strengthens the dealership group's online presence and brand reputation.

In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.

Website technology tracks customer behavior.

One of the key points discussed in the podcast is the technology that allows dealerships to track and analyze customer behavior on their websites. This technology provides valuable insights into customer preferences and helps dealerships tailor their marketing strategies accordingly.

The podcast mentions that the website platform used by the dealership tracks a customer's click path, meaning it records every site and page that the customer visits. This information is crucial in understanding the customer's interests and intentions. For example, if a customer is looking at a specific vehicle model, the dealership can use this data to personalize their marketing efforts and offer relevant promotions or incentives.

Furthermore, the technology discussed in the podcast goes beyond tracking customer behavior on a single dealership's website. It also allows for cross-site data sharing, meaning that if a customer has visited multiple dealership websites within the same group, all of their activity can be seen and analyzed. This is particularly useful in situations where a customer is considering multiple brands or models. Dealerships can gain insights into their competition and adjust their strategies accordingly.

The podcast also highlights the uniqueness of this technology in the automotive industry. While many web development companies focus on redesigning specific pages on a dealership's website, the technology discussed in the podcast goes beyond that. It provides a comprehensive view of the customer's journey and allows dealerships to understand their customers on a deeper level.

Another feature mentioned in the podcast is the identity resolution technology. This technology allows dealerships to gather data from various sources and identify potential customers who have been actively searching for specific vehicle models. By de-anonymizing these customers, dealerships can target them with personalized marketing campaigns across various platforms, such as Amazon, Google, Facebook, and email. This technology enables dealerships to reach potential customers who have not yet engaged with them, giving them a competitive advantage in the market.

In terms of website design, the podcast highlights the importance of the SRP (Search Results Page). According to the data from the thousands of dealer clients, the SRP is the most visited page on dealership websites. This emphasizes the need for dealerships to prioritize the design and functionality of this page. It should be user-friendly, visually appealing, and provide all the necessary information that customers are looking for.

Overall, the podcast episode emphasizes the significance of website technology in tracking customer behavior and optimizing marketing strategies. By utilizing this technology, dealerships can gain valuable insights into customer preferences, personalize their marketing efforts, and ultimately increase sales. It is crucial for dealerships to invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads, convert them into sales, and maximize their marketing efforts and resources.

Segment website for different credit tiers.

One specific area that the podcast highlights is the importance of segmenting the website for different credit tiers. The discussion revolves around the idea that dealerships should have separate sections on their website to cater to customers with different credit situations. This segmentation allows for a more targeted and personalized approach in the customer relationship management (CRM) process.

The podcast suggests that having a single "apply now" or finance option on the website may not be sufficient, especially for dealerships that specialize in special finance or subprime customers. Instead, the recommendation is to have two distinct sections: one for customers with good credit or unsure credit, and another for customers with bad credit or no credit. By providing these separate options, dealerships can create a unique experience for each credit tier, both on the website and in the subsequent CRM protocols.

Segmenting the website in this way allows dealerships to tailor their marketing efforts and communication strategies to the specific needs and circumstances of customers in each credit tier. For example, if a customer indicates that they have bad credit or no credit, the dealership can adjust their email templates, text messages, and voice messages to reflect this information. This level of personalization can greatly enhance the customer experience and increase the chances of conversion.

Moreover, the podcast suggests that some dealerships have gone a step further by creating separate websites specifically for customers with bad credit. These websites still include inventory and other essential information but are entirely separate from the main dealership website. This separation allows for even more targeted marketing efforts, as channels like Amazon can use credit data to target customers in specific credit tiers and drive them to the appropriate website. This ensures that all traffic coming through the bad credit website is primarily from customers in that credit situation, streamlining the CRM process and ensuring accuracy in follow-up and communication.

In conclusion, segmenting the website for different credit tiers is a valuable strategy for dealerships looking to optimize their marketing efforts and improve customer engagement. By providing separate sections or even separate websites for customers with different credit situations, dealerships can create personalized experiences, tailor their communication strategies, and increase the effectiveness of their CRM protocols. Investing in website technology that allows for this segmentation can lead to higher conversion rates, increased sales, and overall success in the competitive automotive industry.

Importance of AI in websites.

One of the key aspects of website optimization in the automotive industry is the integration of AI (artificial intelligence) technology. AI has the potential to greatly enhance the functionality and user experience of dealership websites, ultimately leading to increased customer engagement and improved conversion rates.

One area where AI can be particularly beneficial is in the acquisition of vehicles from the public. Many dealerships struggle with effectively communicating their desire to buy cars from customers, especially when inventory is not as readily available. By incorporating AI-powered tools, such as a "sell us your car" feature, dealerships can make it easy for customers to submit their vehicle information and receive a value estimate. This not only streamlines the acquisition process but also creates a prominent and user-friendly section on the website dedicated to this service.

Furthermore, AI can be utilized to personalize the website experience for individual customers. By analyzing data and understanding customer needs and preferences, AI systems can tailor content and recommendations to provide a more personalized browsing experience. This level of personalization can greatly enhance customer satisfaction and increase the likelihood of conversion.

However, it is important to approach AI integration with caution. While AI technology, such as ChatGPT, has the potential to revolutionize customer interactions, it is still a relatively new and imperfect technology. Dealerships must ensure that AI-powered chat applications are properly trained and monitored to prevent misinformation or false claims. Trust is crucial in the automotive industry, and dealerships cannot afford to have AI technology providing inaccurate information to customers.

Despite these challenges, the potential benefits of AI in dealership websites are significant. Larger online commerce companies are already investing heavily in AI-driven personalization, and it is only a matter of time before this technology becomes more prevalent in the automotive industry. By interpreting data and utilizing AI systems to better understand customer needs, dealerships can enhance their marketing efforts and improve the overall website experience.

In conclusion, AI integration is becoming increasingly important in dealership websites. By incorporating AI-powered tools and personalization features, dealerships can enhance customer engagement, streamline processes such as vehicle acquisition, and improve overall website performance. However, caution must be exercised in implementing AI technology to ensure accuracy and trustworthiness. As the automotive industry continues to evolve, embracing AI in website optimization will be crucial for dealerships to stay competitive and provide exceptional customer experiences.

"Fix unoptimized website for marketing."

The podcast transcript highlights the importance of fixing unoptimized websites for marketing purposes. The speaker emphasizes the need for best practices in order to ensure that the money spent on marketing efforts is not wasted on an ineffective website.

The speaker acknowledges that the industry still struggles with this issue, as many websites are not properly optimized to attract and engage potential customers. They discuss the problem of unoptimized websites and offer insights on how to recognize and fix this issue.

The crux of the presentation revolves around the idea that a website that is not optimized can hinder marketing efforts and prevent businesses from reaching their full potential. The speaker aims to address this problem and provide solutions to improve website optimization.

The podcast also mentions the upcoming 20-year anniversary of Dealer Synergy, a company that specializes in dealership training and consulting. The speaker expresses gratitude for being a part of this milestone and looks forward to the future.

In conclusion, the podcast highlights the importance of fixing unoptimized websites for marketing purposes. It emphasizes the need for best practices and offers insights on how to recognize and address this issue. By optimizing websites, businesses can improve their marketing efforts and enhance customer experiences.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In the latest Millionaire Car Salesman Podcast, Sean V. Bradley engages in a dynamic conversation with Dennis Gingrich, Sales and Finance Director at The Niello Auto Group! This high-energy episode offers a deep dive into the highline automotive market, exploring Dennis's journey from early car sales to his current leadership role. The duo discusses the challenges of the industry, emphasizing the crucial shift from transactional to relationship-based sales, especially in the evolving landscape post-pandemic!

Dennis shares insights into the luxury brands represented by The Niello Auto Group, such as Porsche, Jaguar, and BMW, underscoring the significance of exceptional customer service in catering to high-end clientele. The conversation seamlessly transitions to the central theme of Customer Relationship Management (CRM), where Dennis advocates for harnessing CRM tools to their fullest potential. He stresses the pivotal role of CRM in managing relationships, tracking communication, and delivering top-tier customer service!

The dialogue expands to the integration of Artificial Intelligence (AI) into CRM, shedding light on the transformative impact of AI tools in automating tasks and enhancing customer interactions! Dennis encourages sales professionals to embrace AI, recognizing its potential to elevate efficiency and effectiveness in their roles!

The episode concludes with a forward-looking perspective on the impending changes in the industry, particularly the introduction of the CARS rule by the Federal Trade Commission. Dennis emphasizes the proactive use of CRM in navigating these changes and ensuring compliance.

Overall, this podcast episode is a goldmine of insights for automotive professionals, offering practical tips on CRM optimization, embracing AI, and navigating the complexities of the luxury automotive market. With Dennis Gingrich's wealth of experience, listeners gain actionable strategies to thrive in the ever-evolving automotive landscape!

🚀 Elevate your automotive sales game at the Internet Sales 20 Group conference! 🌐 Join industry leaders converging to share cutting-edge insights, strategies, and innovations that will revolutionize your approach to sales. 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.InternetSales20Group.com! 🎉 #IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15

Key Takeaways

• Shift to Relationship-Centric Sales: The highline automotive market demands a shift from transactional to relationship-based sales. Building strong connections with customers is crucial in adapting to changing industry dynamics.

• Diversity in Luxury Brands: The Niello Auto Group represents a range of luxury brands, including Porsche, Jaguar, and BMW. Success in the highline market requires a deep understanding of each brand and the ability to deliver a personalized experience.

• Maximizing CRM Tools: Dennis emphasizes the importance of maximizing CRM tools to manage customer relationships effectively. From tracking communications to ensuring a high level of customer service, CRM plays a pivotal role in dealership operations.

• AI Integration in CRM: The discussion on AI reveals its potential in automating tasks and improving customer interactions within CRM systems. Sales professionals are encouraged to embrace AI tools as a means to enhance efficiency and effectiveness.

• Preparation for Industry Changes: Dennis highlights the impending changes in the automotive industry, particularly with the introduction of the CARS rule. Dealerships need to prepare for these changes and leverage CRM for compliance and success in the evolving landscape.

About Dennis Gingrich

Dennis Gingrich began his retail automotive journey well before entering adulthood, performing various support duties at his father's independent dealership, Main Street Autos. Upon graduating high school in 1997, he was accepted to the University of Nevada, Reno and intended to pursue a career in law. Dennis balanced his studies while selling vehicles at an independent dealership in Reno, Nevada. Leadership took notice of his abilities and was promoted to Finance Manager at the age of 19.

Between an accelerating career and becoming a father at a young age, Dennis decided to focus on the retail automotive industry. This early decision led to the following retail automotive roles: Sales Professional, Finance Manager, Assistant Sales Manager, Sales Manager, Finance Director,General Sales Manager, and Sales & Finance (Variable) Operations Director. Over the course of his career ascent, Dennis made many relationships throughout the industry leading to many opportunities.

In March of 2012, Dennis joined Zurich North America, delivering consistent growth throughout the region he represented. Dennis specialized in training Sales and Finance Departments to increase PVR and Products per Customer. Naturally, this approach was instrumental for his clients as they found financial success through increased production. In other words, coaching and support was a hallmark, and passion Dennis was eager to share with others. Sharing his best practices with Zurich leadership, his content was formally shared with his peers across the country.

An inquisitive learner, Dennis became intimately familiar with F&I Products, Services, Administration, and Profit Participation (Reinsurance) during his tenure at Zurich. The combination of his knowledge, networking, account development and coaching ability ultimately led Dennis to his current roles:

1) Sales and Finance (Variable Operations) Director and,

2)Chief Operating Officer of AutoFiPro (Full Circle Dealer Services).

A key element of Dennis' approach to training is to show/demonstrate best practices rather than just telling others "the how". Dennis disproves the notion: "Those that can't do, teach," and has a steadfast commitment to a "boots on the ground" application of coaching and leadership. Dennis believes the people that support the retail automotive community should have relevant and recent experience to help navigate today's rapidly changing market. Dennis purposely built, and staffed, AutoFiPro under the mantra of, "For dealers, by dealers."

Work Hard and Seize Opportunities

Work hard and seize opportunities. This is a mantra that is often repeated in various aspects of life, and it holds true in the automotive industry as well. In a podcast transcript featuring Dennis Greenwich, the sales and finance director at the Nilo Group, we see firsthand how hard work and seizing opportunities can lead to success.

Greenwich's journey in the automotive industry began four years ago when he joined the Nilo Group as a finance director. His initial role was focused on driving profitability and ensuring that the money was flowing into the bank. He excelled in this position and was given the opportunity to oversee the sales department as well.

What stands out in Greenwich's story is his willingness to take on new challenges and his dedication to making the most of the opportunities presented to him. He didn't just settle for being a finance director; he saw the bigger picture and recognized that sales and finance go hand in hand. By expanding his responsibilities to include sales, he was able to have a greater impact on the overall success of the organization.

But Greenwich's journey didn't start at the Nilo Group. He had to work his way up to his current position. While the transcript doesn't provide details about his earlier career, it is evident that he had to prove himself and demonstrate his skills to reach the coveted executive level. Working in the high-end automotive industry, especially with brands like Porsche, requires a strong background and expertise. Greenwich's success is a testament to his hard work and dedication to honing his skills.

The key takeaway from Greenwich's story is the importance of working hard and seizing opportunities. He didn't wait for opportunities to come to him; he actively sought them out and made the most of them. He recognized that success in the automotive industry, or any industry for that matter, is not handed to you on a silver platter. It requires effort, determination, and a willingness to step outside of your comfort zone.

In today's fast-paced world, where social media bombards us with images of people living their best lives, it's easy to fall into the trap of wanting instant success. But as Greenwich reminds us, the only way to achieve that level of success is by putting in the work. It's about using every advantage available to you and seizing every opportunity that comes your way.

Greenwich's story serves as an inspiration for aspiring professionals in the automotive industry. It shows that with hard work, dedication, and a willingness to take on new challenges, one can rise to the top. It also emphasizes the importance of continuous learning and growth. Greenwich didn't settle for his initial role; he sought to expand his knowledge and skills to have a greater impact.

In conclusion, the podcast transcript featuring Dennis Greenwich highlights the importance of working hard and seizing opportunities. Greenwich's journey from a finance director to overseeing sales and finance for a high-end dealer group showcases the rewards that come with dedication and a willingness to step outside of one's comfort zone. His story serves as a reminder that success is not handed to us; it is earned through hard work, perseverance, and a proactive approach to seizing opportunities.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this episode of the Millionaire Car Salesman Podcast, join us for a deep dive into the rapidly evolving world of automotive digital tools and strategies with Trent Cannon, Manager of Product Innovation at Ford Direct. As the industry undergoes a profound shift towards digital compliance and optimized dealership tools, this conversation explores the pivotal role played by Ford Direct in shaping this evolution!

Trent Cannon provides valuable insights into the unique positioning of Ford Direct, a company partially owned by both Ford OEM and Ford dealers. Acting as a crucial bridge between individual dealerships and broader corporate objectives, Ford Direct is at the forefront of driving digital transformation in the automotive sector. The episode delves into the strategies employed by Ford Direct to align with dealer interests, offering a glimpse into the wealth of resources available to Ford dealers for enhancing their operations and profitability!

Trent's candid discussion covers key aspects such as the significance of dealership websites, the crucial role of OEM compliance, and how Ford Direct supports dealerships in navigating the intricacies of the digital landscape. Whether you're a seasoned industry professional or a newcomer to the automotive scene, this episode provides valuable insights into the dynamic and complex world of digital tools and strategies in the automotive industry!

Join us for an enlightening conversation that explores how Ford Direct is shaping the future of automotive sales by providing essential tools and strategies to dealerships, ensuring they stay ahead in the digital revolution!

🌐 Ready to revolutionize your approach to automotive sales? Join us at the Internet Sales 20 Group conference, where industry leaders converge to share insights, strategies, and innovations! 🚀 Don't miss this opportunity to elevate your game. Register now at www.InternetSales20Group.com and secure your spot at the forefront of automotive excellence! 🏎️✨

Key Takeaways

• Ford Direct serves as a quasi-agency, jointly owned by Ford OEM and Ford dealers, focusing on aligning dealerships with digital advancements.

• The potential for dealerships to maximize their relationship with Ford Direct exists but may be underutilized, with active communication being key.

• Implementing OEM-mandated tools and compliance ensures brand consistency across various dealerships, which benefits manufacturers and customers.

• A crucial factor for dealership success is focusing on lead management and optimizing their digital assets to convert more sales.

• Challenges in adopting single-point contact models and proper CRM strategies are common but necessary for achieving higher dealership efficiency.

"We are ultimately here to move units, not SRPs and VDPs."

About Trent Cannon

Trent Cannon, a true Raider at heart, hailing from the Black Hole of the Las Vegas Raiders and remaining a devout member of the Raider Nation. His journey in the automotive industry began during the recession in 2010, with the expectation that it would be a short stint of six months at most. Little did he know, it was just the beginning.

Trent's career trajectory has been nothing short of remarkable, evolving from the sales floor to roles such as Internet Manager, Internet Director, and Corporate Marketing Director. His professional journey has taken him through various locations, spanning Houston, Austin, Dallas, San Antonio, and currently, he calls the border of Mexico in McAllen home.

With a wealth of experience and a diverse background in the automotive landscape, Trent Cannon brings a unique perspective to the table. As the Manager of Product Innovation at FordDirect, his insights and expertise contribute to shaping the future of automotive marketing and technology. Stay tuned for more as Trent continues to make waves in the industry.

Maximizing Automotive Sales: Insights from Ford Direct's Trent Cannon

The automotive industry is perpetually evolving, particularly in how digital tools and strategies impact sales and dealer operations. A recent conversation with Trent Cannon from Ford Direct provided a wealth of knowledge for automotive professionals, especially within the Ford dealership community. The insights gained can orient dealers toward a future of informed decision-making and optimized digital engagement.

Key Takeaways:

• Understanding Ford Direct: Distinguishing between Ford OEM and Ford Direct is essential, where the latter supports dealers with a blend of oversight from the OEM and dealership contributions

• Dealer Communication: Engaging with Ford Direct's offerings, like Dealer Performance Consultants, can maximize dealer success in a digital-centric automotive market

• Website and Vendor Compliance: The push from OEMs towards certain tools and compliance needs scrutiny to ensure dealers are not just achieving compliance but also driving real sales results

The Role and Benefits of Ford Direct for Dealerships

Ford Direct represents a distinct entity that's not just an arm of Ford OEM but a partnership partly owned by Ford dealers. This structure allows for a proactive approach to supporting dealers, knowing that it understands both corporate and on-ground dealership needs. Ford Direct serves as a bridge between the manufacturer and the dealers, ensuring that the interests of dealers remain at the forefront. Working with Ford Direct enables dealerships to receive tailor-made advice and reports, helping them understand the history of their store's performance and how to enhance it. Additionally, Ford Direct offers access to various tools and integrations, acting as a resource for enhancing multiple aspects of the dealership, from digital presence to backend operations.

Communication with Ford Direct: A Path to Dealer Prosperity

Dealers who fully engage with Ford Direct and its consultants, such as the Dealer Performance Consultant (DPC) team, position themselves for greater success. As Cannon suggests, dealers should actively seek discussions with their Ford Direct consultants who can provide prescriptive insights and help navigate complex digital landscapes. From websites to CRM systems, Ford Direct consultants are equipped to help dealers optimize every facet of their operation for improved customer engagement and sales outcomes.

Navigating OEM Compliance and Tools for Maximized Advantage

One contentious point within dealer communities is the OEM-mandated tools and websites. While compliance often comes with benefits such as co-op money, Cannon explains that these directives primarily serve the OEM's need for data and brand consistency. However, dealers should critically assess these mandates, not only to ensure they're receiving the data and support they need but also to ensure they're achieving substantive results like the actual movement of inventory, not just compliance for compliance's sake.

As the digital landscape within the automotive industry continues to shift and expand, dealers must be acutely aware of how to navigate it successfully. The insights provided from the perspective of Trent Cannon and Ford Direct offer a roadmap for dealerships to understand better and utilize the resources available to them. By engaging deeply with Ford Direct and its dealer-centric approach, monitoring the effectiveness of OEM-mandated tools, and focusing on driving real sales rather than mere compliance, dealers can forge a path to sustained growth and success in a highly competitive digital marketplace.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the extraordinary success journey of David Gutierrez, a standout car salesman at Easy Honda. David's remarkable story unfolds as he reveals the ingenious techniques and strategies that propelled him into the coveted six-figure income bracket within just one year in the automotive sales realm.

Listeners are treated to an insider's perspective on David's emphasis on community engagement as a pivotal factor in building a strong and loyal customer base. The conversation takes an intriguing turn as David shares how he leverages cutting-edge tools such as AI and ChatGPT to revolutionize customer interactions, showcasing the transformative potential of technology in automotive sales.

Central to David's success is his unwavering commitment to education and continuous self-improvement, highlighting the indispensable role of training and podcasts in staying at the forefront of the industry. As a trailblazer who adeptly navigates the ever-evolving market dynamics, David Gutierrez stands as a beacon of inspiration for aspiring sales professionals, offering valuable insights for those aiming to carve out a thriving career in the competitive world of automotive sales. Tune in to this episode to glean wisdom from David's journey and discover the keys to achieving excellence in the automotive sales arena.

Key Takeaways

• Success in automotive sales is significantly enhanced by supporting and engaging with the community

• Embracing new technologies like AI and ChatGPT can yield positive results in customer communication

• Continuous self-improvement through resources like industry podcasts is essential to personal growth

• Strategic financial planning and investment in assets, like real estate, are crucial for long-term wealth

• Establishing a relationship and understanding the customer's needs is fundamental to closing sales

"Every morning on the way to work... I listen to the podcast every single morning, and I train every single morning all the time."

- David Gutierrez, Sales Consultant at Easy Honda (Houston, TX)

About David Gutierrez

David Gutierrez, a dynamic and ambitious young professional, has swiftly ascended the ranks in the competitive world of automotive sales. At just 23 years old, David has not only exceeded the six-figure earnings mark but has also become a standout performer at Easy Honda in Houston, Texas.

Originally from Mexico, David's journey in the automotive industry began when he relocated to Houston at the age of 7. Growing up, his exposure to the business was through his father, who worked in various capacities within local dealerships. However, it wasn't until 2021, amid pandemic-induced challenges, that David found himself stepping into the world of car sales.

Starting as a porter, David worked for an owner with multiple dealerships in California, where he gained insights into the industry. His path took a turn when, after a few months, he transitioned to sales. In September 2022, David joined a Honda dealership in Houston, selling used cars. Under the guidance of mentors and with a determination to learn and grow, he quickly made his mark.

In his early months, David achieved a significant milestone by earning his first $10,000 in a single month, a feat that sparked his realization of the vast opportunities in the automotive sales arena. Fueled by a desire for personal and professional development, David committed to self-improvement, mindset refinement, and goal setting.

His efforts bore fruit as he consistently sells over 20 cars per month, securing the position of a top salesperson in the pre-owned department for seven consecutive months. Beyond personal success, David sees his journey as a means to positively impact his family's life and envisions this as just the beginning of his upward trajectory in the automotive sales industry.

Connect with David on Instagram: @cardealsbydave

Phone Number: 832-282-4860

David Gutierrez is not merely a car salesman; he's a testament to the transformative power of dedication, hard work, and a relentless pursuit of excellence in the pursuit of one's goals.

Unveiled Secrets of Automotive Sales Success: A Young Car Salesman's Journey to Six Figures

The world of automotive sales is a battleground, with cutthroat competition and relentless demands for success. Amidst this high-stakes arena, it's the stories of professional growth and financial triumph that ignite a spark of inspiration in both industry veterans and novices. The transcript of a conversation between Sean V. Bradley and rising star David Gutierrez offers a glimpse into the dynamics that drive profitability and exponential sales in the automotive sector.

Key Takeaways:

• Establishing deep community connections and offering genuine support can skyrocket sales and customer loyalty.

• Leveraging AI, like Chat GPT, and video communication tools can significantly improve efficiency and client engagement.

• Smart financial management and investment in self-education are pivotal in transitioning from a good salesperson to a great one.

A Community-Centric Approach: The Catalytic Effect of Local Engagement

In the fast-paced world of car sales, the subtle art of building community relationships is often overlooked. However, in his discourse with David, Sean V. Bradley continually emphasizes the enormity of its impact. By exemplifying the principle of reciprocity—giving before you ask—dealerships and sales professionals can cultivate a reservoir of goodwill and trust within their localities.

David mentions utilizing podcasts and networking as instrumental in shaping his mindset for success. Similarly, Sean stresses the importance of taking an active role in local events, charities, and cultural celebrations, transforming sales professionals into community pillars.

This approach carries far-reaching implications, fostering brand loyalty and transforming customers into passionate advocates for the salesperson and the dealership. The impact on sales numbers is clear, but more significantly, there's a potent influence on a dealership's legacy in the local community.

Harnessing Technology: AI & Video Strategies that Make an Impact

The automotive sales conversation can't be had without discussing technological leverage. David swears by the concrete benefits of integrating AI, like Chat GPT, into his routine, enhancing his customer interactions and nurturing leads. Incorporating video messages through tools like BombBomb further personifies the sales process, delivering personal connection at scale.

Such tech-focused strategies demonstrate an efficient and impactful way to respond to leads and customize communication. These solutions echo throughout the industry as power moves that can differentiate the progressive from the stagnant. Adopting these tools assures a persuasive edge over traditional communication methods in engaging potential and current clients.

The Path to Financial Wisdom: Training and Acting Beyond Comfort

Despite David's rapid ascent into six-figure earnings, Sean's guidance draws attention to the dangers of complacency. The conversation pivots to underscore financial literacy, savings, and smart investments, such as real estate, as foundations for sustained success.

Sean implores David to create a financial battle plan, focusing on meticulous tracking of leads, sales, and commissions. The emphasis on disciplined financial management and continued self-improvement lays out a blueprinted strategy for any salesperson to evolve from simply making money to creating wealth.

Foreseeing market shifts and preparing for tighter competition signifies the importance of agility in maintaining high sales performance. Grounding oneself in financial prudence can act as an anchor amidst industry turbulence.

Expert's Insights & Aspirations: Blueprinting a Brilliant Future in Car Sales

Drawing from the rich dialogue between Sean and David, several proactive strategies emerge that can help steer any automotive professional toward remarkable achievement. The holistic development approach extends beyond immediate sales tactics to broader actions like reinforcing a compelling brand presence, fishing for prospects in the kinetic pool of community events, and diligently harnessing innovative technologies.

Mindful investment in one's brand, coupled with an appetite for self-education and financial intelligence, formulates a powerful equation for sales prowess. Deploying this strategy ensures a sales representative is not an island but rather an integral, value-adding component of the consumer's world.

Identifying opportunities, understanding the underlying psychology of purchases, and navigating personal customer relationships are as essential as ever. The gravity of personal branding and creating an impactful narrative can't be overstated, and it's the harnessing of these nuances that promises an illustrious career in automotive sales.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this captivating episode of the Millionaire Car Salesman podcast, join Sean V. Bradley and co-host LA Williams as they embark on a fascinating journey from Sean's unconventional past to his stellar success in the sales and marketing arena. Sean shares insights into the strategic moves that propelled him from the nightclub scene to becoming a respected figure in the automotive industry.

Diving into his early experiences, Sean unveils the creative tactics that set him apart, like his unique customization of bulletproof vests, offering a glimpse into the roots of his branding genius. As the conversation unfolds, Sean emphasizes the pivotal role of building a robust personal brand. He elaborates on utilizing diverse tools—from SEO strategies to effective networking—to establish meaningful connections and relationships across various industries. Tune in for a riveting exploration of Sean's transformative journey and discover the power of strategic branding in the world of automotive sales.

Key Takeaways

• Personal Branding Prowess: Sean's innovative approach to business and marketing dates back to his youth, demonstrating that an entrepreneurial mindset can be cultivated early on

• Mastery of Craft: Emphasizing the importance of in-depth product knowledge, Sean highlights how understanding each product's unique value proposition is central to sales success

• Evangelize Yourself: Engaging with a wide array of entities in various communities helps to build a robust network and increases sales opportunities through diverse connections

• Leverage Technology and Training: The power of tools like CRM, SEO, and social media cannot be overstated, and Sean's self-taught expertise is a testament to diligent self-improvement

• Value of Time: Sean impresses upon the listener the significance of cherishing and utilizing every second of the day to maximize personal and professional growth

"Time waits for no one. Don't wait until it's too late. Make every second count."

- Sean V. Bradley, CSP

About Sean V. Bradley

Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 16-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted "CSP" designation in the National Speakers Association. Sean is also a member of the elite "Million Dollar Speakers Group" in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 16-time Dealers' Choice Award Winner for being the "Best of the Best Internet Sales Trainer" and "Mobile Provider Partner" in the Automotive Sales Industry.

Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book "Win the Game of Googleopoly", over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 27,000+ automotive professionals.

The Art of Branding: How Sean V. Bradley Turned Street Savvy into Industry Success

In an industry bustling with the clamor of competing voices, standing out isn't just an art; it's a science. Sean V. Bradley, an icon in the automotive sales world, shares his journey and insights—an amalgamation of nightclubs, cars, and sheer ambition. His prowess in maintaining "Top of Mind Awareness" (TOMA) isn't just relevant to automotive sales—it's a universal strategy for anyone looking to cash in on their personal brand.

Key Takeaways:

• Master Your Craft: Dedication to honing your skills and industry knowledge is pivotal.

• Build Your Network: Expanding your personal and professional connections is a cornerstone of success.

• Leverage Technology: Embracing and utilizing current technologies and SEO can significantly amplify your reach.

From Nightclubs to Showrooms: The Evolution of a Marketing Maestro

Sean V. Bradley's background in the high-octane world of New York's nightclub scene may seem a world apart from the showroom floor, but the skills he honed there are integral to his success in automotive sales. Promoting VIP events taught him the importance of customer retention and personalized marketing strategies.

"Instead of being the leech all the time asking people for whatever... Flip it, man...Do stuff for people," Bradley asserts when discussing his approach to network expansion. Personal touches and flash were his unique selling points, making bulletproof vests with Superman logos that flew off the streets faster and at a higher price.

This penchant for understanding and catering to the client's needs, desires, and demographics is crucial in any industry. It's not merely about what you're selling; it's the story you weave and the unique experience you provide.

Education as a Key to Success: Self-Taught Expertise

Diving into Bradley's dedication to learning his repertoire—ranging from search engine optimization (SEO) to sophisticated CRM tools—demonstrates the value he places on self-improvement. He shares, "I went through Google AdWords training and certification...studied my craft."

To be competitive and rise above the noise in today's market, one must not only have product knowledge and a strong brand presence but also understand and master the digital tools at their disposal. This isn't just about understanding the specs of a vehicle; it's about the how and why certain functions appeal to consumers or knowing what complimentary keywords can skyrocket your product's visibility online.

Networking: Beyond the Business Card Exchange

Sean V. Bradley's definition of networking transcends the traditional business card exchange. By embedding himself in a variety of circles and communities, he has not only increased his social capital but also ensured that his name is synonymous with automotive sales excellence.

Bradley points out that making connections beyond immediate sales opportunities can lead to unexpected benefits, recounting how his own network led to a personal relationship with an UFC fighter who now coaches his son. The lesson here is that networking should be strategic and focused on long-term payoffs rather than immediate gains. By supporting others and embedding yourself into diverse communities, you become the go-to person in your field, attracting organic interest and referrals.

Surfacing From the Transcript: Reflections and Projections

As we pull back from the specific narrative of Sean V. Bradley's ascent, it becomes clear that his strategies are not confined to the realm of car dealerships or even high-energy nightclubs. They are universal tactics for personal and brand growth.

The focus on TOMA, self-taught expertise, and robust networking are testimonials to an overarching truth in business: standing out requires not only an understanding of what you sell but also an impassioned commitment to why you sell it and to whom it matters.

By channeling Bradley's insights into your professional pursuits, you too can cultivate a reputation that doesn't just spark interest but ignites a following. Whether you're looking to elevate a personal brand or transform your approach to sales, the framework laid out by Bradley's experiences serves as a roadmap to that desired destination of success.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

We're kicking off 2024 in this insightful episode of the Millionaire Car Salesman Podcast, your host, Sean V. Bradley, is joined by Steve Roessler, co-founder of DriveCentric. Together, they delve deep into the pivotal role of CRM technology in the automotive industry and its transformative impact on customer engagement in the Automotive Industry!

Sean and Steve provide valuable insights into the current state of CRM and the technology within it in the automotive industry! Both advocate for a shift in focus from transactional to relational communication, emphasizing the pivotal role CRM systems play as the heart of a dealership. The discussion explores the transformative power of video emails and text messages in fostering personalized and engaging interactions with customers.

Furthermore, Steve delves into the integration of AI, particularly Chat GPT, into CRM systems. He illustrates how AI technologies can revolutionize customer engagement by automating responses and assisting salespeople with prompts, ultimately enhancing efficiency! The episode concludes with a forward-looking perspective on the future of CRM, highlighting the significance of conversational marketing and the role of AI in optimizing communication processes within dealerships! Tune in to gain valuable insights into maximizing the potential of CRM technology and staying ahead in the automotive industry!

Key Takeaways

• CRM technology is the heart of a dealership and should be used to foster engagement and build relationships with customers

• Video emails and text messages are powerful tools for creating personalized and engaging communication with customers

• AI, such as Chat GPT, can enhance CRM systems by automating responses and providing prompts for salespeople

• The future of CRM in the automotive industry lies in conversational marketing and leveraging AI to streamline communication and improve efficiency

"The best CRM is the one that's used." - Steve Roessler, DriveCentric

About Steve Roessler

Steve is recognized as one of the most prominent voices in automotive advocating for dealerships, customers, and the community. Steve was rated #2 NADA Most Popular Speaking Session, and won 2022's AWA Best Speaker Award. With his infectious personality, audiences enjoy a learning environment that's fun, inclusive, and informative. Steve has been educating the automotive community for over 10 years, but has another 15 years of expertise servicing customers and teaching them to embrace new technology and long-term strategies that drive sales and market share growth while providing an exceptional customer experience.

The Future of CRM: Unlocking the Power of Engagement and AI

Introduction

In the fast-paced world of automotive sales, staying ahead of the competition is crucial. One of the most powerful tools at a dealership's disposal is a Customer Relationship Management (CRM) system. However, many dealerships struggle to fully harness the potential of their CRM, leading to missed opportunities and lost revenue. In this article, we will explore the key challenges faced by dealerships in relation to CRM and how innovative solutions, such as Drivecentric's AI integration, are revolutionizing the industry.

The Importance of Cultivating Relationships

In any sales industry, building relationships with customers is paramount. However, in the automotive industry, where the majority of interactions occur online, cultivating these relationships digitally is essential. Traditional CRM systems have focused primarily on database management, but the future lies in engagement-first approaches. As Steve Roessler, CEO of Drivecentric, explains, "We're teaching stores to think engagement first and database second. Customers are buying cars faster than ever, and we need to adapt to this new reality."

According to Roessler, one of the key challenges faced by dealerships is the shift from in-person interactions to digital showrooms. To bridge this gap, dealerships must embrace conversational commerce. This means using tools such as gifs, memes, and videos to create engaging and personalized conversations with customers. As Roessler points out, "Texting is the number one form of communication, and we need to leverage that. By using gifs, memes, and videos, we can create a more relatable and engaging experience for customers."

The Rise of Video

Video has emerged as one of the most powerful mediums for communication. It allows for the conveyance of sight, sound, motion, and emotion, creating a more immersive experience for customers. According to Roessler, dealerships that utilize video emails and video text messages see significant increases in open rates and engagement. He cites a 35-store group that saw an average $400 gross increase on the front-end with video versus no video. The key is to make videos personal and concise, keeping them under 30 seconds.

The Integration of AI

Artificial Intelligence (AI) is revolutionizing the automotive industry, and CRM systems are no exception. Drivecentric's integration of Chat GPT (Generative Pre-trained Transformer) allows for more efficient and personalized communication with customers. The AI can be programmed to respond to customer inquiries, acknowledge specific details mentioned by the customer, and even provide prompts for salespeople to craft their responses. This streamlines the communication process and allows salespeople to focus on building relationships rather than administrative tasks.

The Paradigm Shift in CRM Strategy

One of the biggest challenges faced by dealerships is the outdated and inefficient CRM strategies that are still prevalent in the industry. Many dealerships focus on quantity rather than quality, making a high volume of phone calls and sending generic emails. This approach leads to low connection rates and disengaged customers. Roessler emphasizes the need for a paradigm shift, stating, "We need to celebrate conversations, not activities. It's about talking to customers, not just making phone calls or sending emails."

According to Roessler, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."

Conclusion

The automotive industry is evolving rapidly, and dealerships must adapt to stay competitive. CRM systems are at the heart of dealership operations, and harnessing their full potential is crucial. By embracing engagement-first approaches, leveraging the power of video, and integrating AI technology, dealerships can create more personalized and efficient customer experiences. The future of CRM lies in building relationships, cultivating engagement, and utilizing AI to streamline processes. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.

Future Outlook

Looking ahead, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the Roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."

In addition, the rise of conversational commerce and the power of video will continue to shape the automotive industry. Dealerships that embrace these tools and techniques will be able to create engaging and personalized experiences for their customers, leading to increased sales and customer satisfaction.

Overall, the future of CRM is bright, with innovative solutions such as Drivecentric's AI integration leading the way. By harnessing the power of engagement and AI, dealerships can unlock new levels of success and stay ahead of the competition in the fast-paced world of automotive sales. The key is to adapt to the changing landscape, embrace new technologies, and prioritize building relationships with customers. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.

Resources:

Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!