Double your Internet Sales and Profits This Year!

Presented by David Kain President, KainAutomotive.com

Let’s connect! 859-533-2626 cell/text

David.Kain Skype @KainAutomotive Twitter

+ David Kain Google + david@kainautomotive.com

Proven Practices to Double Your Sales & Profits

Set Specific Goals

4  

   

Let’s Go…

Fast!!!

More Sales? More Profits?

Lower Costs?

Greater Market Share?

Improved Owner Loyalty?

Digital  Sales  2013  

Gross  Average  

Digital  Total  2013  

x  

=  

250  

$2,000  

$500,000  

Sales & Profit Goals

= % of Appointments Kept 25%

% of Appointments who buy = 60%

% for Closing of Total Leads = 15%

Process Goals

Kept Appointments 25%

Appointments who buy 60%

Focus on these Process Goals

Design a Solid Plan

Your plan should include…

• Sales & profit projections • Cost analysis • Staffing needs •  Technology options • Marketing options • Competitive marketplace review

Recruit, Hire and Train the RIGHT PEOPLE

Internet  Salesperson  

Internet    Sales  Team  

Client  Care  Center  /  BDC  

Internet    Dealership  

Internet Operations Structural Evolution

Key Qualities – Successful Internet Team

•  Great salesperson •  Adapts easily to technology •  Great communicator •  Great typing/texting skills •  Strong product knowledge •  Quality presenter

Dealership  

Recruiting for the FUTURE

New Recruitment Messages

Which Ad will they respond to? Digital  Marke0ng  Internet  Communica0ons  Social  Media  Exper0se  Salary  and  bonus  

Car  Sales  Posi0on    Customer  Interac0on  Large  Inventory  Commission  based  pay  plan    

New Recruitment Messages

Digital Marketing Internet Communications Social Media Expertise =   Internet Sales Role www.HowtoMarkeEoMe.com  

The Truth about a Sales Job!

Selling Marketing

10% 90%

New Recruitment Methods

Utilize Video Resume’s

If you keep recruiting the way you do….

What’s going to change?

Focus on the Customer

Experience

Why  do  prospects  love  the  Internet?  

23  

Car Buyers Use the Internet to…

24  Deselect  Dealers  

18.2 Sources of Info Shopping  to  Purchase  Path  

1.3 Dealer’s Visited

Website  Process  

People/Personality  

Tac:cs…Price,  etc.  

Distance,  Payments,  Trade  

Customer Experience

Sources:  Google  &  JD  Power  

Video  

If you BRAND IT…

They will come!

Build a Process that Works!

PROCESS    

Performance  Relies  On  Comple0ng  Every  Single  Step  

30  

100%  of  your    OPPORTUNITIES    

will  come  from  your    MARKETING  

31  

100%  of  your    RESULTS    

will  come  from  your    PROCESS  

32  

33  

YOUR  PROCESS  IS  YOUR    

WHY  BUY!  

Make it Easy

Easy to Find You

Google  Ad  

Network  

Easy Navigation – Fewer Options

60  Links  on  the  Home  Page  

Reduce your choices on your website

to

Make it EASY!

37  

Fewer Options = More Leads

Is your site more Google or Yahoo?

Model your desktop

website like a Mobile App

Conversion MESSAGES

41  

Huntersville  Ford   Wilsonville  Toyota  

Easy ALWAYS OPEN FORMS

Conversion TRADE VALUATION

U:lize  the  new  Manheim  Trade  in  Tool  

Conversion OFFERS & ENGAGEMENT

Live  Chat  

Test  Drive  Coupons  

Manage your Reputation Daily

Customers use Reviews

Support Salespeople

47  

Be Visible… Generate Goodwill & Enquiries

Be Visible… Generate Goodwill & Enquiries

Listen Daily – Respond Promptly

Innovate

Conversion EASY TEXT

Conversion EASY TEXT

Conversion GO MOBILE

54  

Sell with VIDEO

30 Second Walkarounds Desktop Video Greetings YouTube Product Libraries

Become famous on 167,000,000  +  views  217,000  +  views  

Exceptional Effort Quick Reply

Your Inventory!

8,000,000 + views

Try Screen Share Programs

Schedule “Virtual”

Appointments

Measure Results

Analytics Platforms Aplenty

Analytics Platforms Aplenty

Continuous Improvement

Be ready for the Next NEXT!

Don’t be caught sleeping…

Unique WHY BUYS

Here Now…

66  

CarStory

Here Now…

67  

Coming Soon…

68  

Anybody’s Guess

Put on your Lab Coat…

This is a Grand Experiment

You will have to try many different approaches

Key Takeaways

1.  Set specific goals 2.  Design a solid plan 3.  Recruit, hire and train the Right

People! 4.  Focus on the customer experience 5.  Build a process that works

Key Takeaways

6.  Make it easy 7.  Manage your reputation daily 8.  Innovate 9.  Measure Results 10. Continuous Improvement

Digital  Sales  2013  

Gross  Average  

Digital  Total  2013  

x  

=  

500  

$2,000  

$1,000,000  

Now…Let’s DOUBLE our Goals

Questions?

THANK YOU!!!

Let’s connect! 859-533-2626 cell/text

David.Kain Skype @KainAutomotive Twitter

+ David Kain Google + david@kainautomotive.com