Archive for category CRM
Do Car Dealers Really Need To Be “Women Certified” ? – Automotive Digital Marketing Professional Community
Todd Vowell writes about an issue I have been thinking about ever since signing up for Ask Patty in 2005 and going through the training. Almost all the training I received as part of the “Women Friendly” selling process was based on sales tactics that i am certain BOTH men and women would appreciate. There is no doubt that a certain level of entrepreneurship is involved with the various Women Certified sales training programs, but the training I have seen to date is genuinely useful, especially what i saw from Ask patty, and applies to selling more cars to all customers, not exclusively women. So, i suppose there-in lies the rub, if you learn how to be more effective at selling cars to women customers, I’m willing to bet money that you will sell more cars to men as well… There is no gender differentiation when it comes to simply doing a better job at selling!
Jerry Thibeau – Early Monday morning I start receiving e-mails from third party lead providers thanking me for submitting my information. The e-mails were on the same vehicles I shopped on TrueCar. Coincidence, I think not! Now here is where it gets interesting, my data had been corrected to reflect my current e-mail, and my current phone number. I also started receiving phone calls from dealers. I am guessing my information could have been taken was from the DMS of the dealership where I last purchased my Infiniti. My questions to you, where did my lead originate from and how did you get my information?
Joe Webb “reveals” the hidden truth behind the BS that masquerades as a CRM installation in most USA based car dealerships… This article could have also been titled “The PROBLEM Of Accountability”. I can attest to the fact that what Joe observed is something I have seen on far too many occasions in dealerships I was assigned to visit for CRM installation purposes back when I worked for The Reynolds and Reynolds Company, but is also a painful reality of what we see up to this day. These sorts of false accountability systems were destructive 8 years ago, and remain destructive to this day.
The good news is that most BDC’s and slightly fewer Internet Sales Teams do not engage in such shenanigans because they do not have the luxury of putting their names on deals that they did not bring into the dealership (for the most part).
The bad news is that regardless of the systems you put in place, employees will usually figure out a way to game the system… For example, the nonsense I see of dealers blocking access to Facebook only results in the use of smartphones for this purpose and their employees bringing in their own laptops. In other words, technology does not prevent or provide accountability as much as it gives owners and managers a false sense of security that policies are being followed.
Use the link provided in order to read the actual article written by Joe Webb…