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Internet Sales – The Next Gen!

Internet Sales – The Next Gen!

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Internet Sales – The Next Gen!

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Presentation Transcript

  1. Internet Sales – The Next Gen! • Joe Webb – The funniest man in automotive industry

  2. Joe Webb would be here but he is busy calling in Airstrikes on IsIs

  3. We Need More Cowbell! • Anthony Bartoli Rich Lucy

  4. Anthony Bartoli(yes, *the* Anthony Bartoli) • Rich Lucy Who are these people, why we’re here, and why you should leave now.

  5. BuzzwordNoun – An important sounding, usually technical, word or phrase often of little meaning, used chiefly to impress laymen. (Merriam-Webster) • Website • Autoresponder • ILM • 3rd Party Leads • Flash • Metrics • SEO/SEM/Microsites • Google Analytics • VSEO • Chat • Blog • Mobile • Social • Transparency • ZMOT • Big Data • Reputation Management • Content • ?????????

  6. How did we meet?

  7. Early Conferences • Exhibition Hall From Skills to Paying Bills

  8. So what happened?

  9. Internet Managers became Vendors/Consultants • Dealers became dependent • PROBLEM IS • Sales process suffered Vendors/Conference Influence

  10. I ain’t afraid of no ghost.

  11. Vendors preach transparency • Where is transparency on the other end • Who is perpetuating the race to bottom? Transparency – What about vendors?

  12. Selling is not dead. NEWSFLASH!!!!!

  13. One of these things are not like the other

  14. SELLING THE VALUE?

  15. The price/value equation • The Power of “No” Price vs. Value

  16. TO QUOTE OR NOT TO QUOTE, THAT IS THE QUESTION?

  17. Send Quotes • How to kill the Quote and appease your desk managers • “I just sent you 7 price quotes via e-mail…did you get them?” To Quote or Not to Quote,That is the Question.

  18. Do you communicate the value? • “Yes, we have that EX-L in stock, your internet price is….” or…….. • “Yes, that EX-L that you’re interested in is in stock, and is equipped with the most popular asked-for options (e.g., bluetooth, nav, etc.)….. Build Value in the Product

  19. “I am the……” • “Here are some reviews…….” • “Work by appointment to save you time and energy…..” Build Value in Yourself

  20. Have they researched? • Never worth more…… • Not more than? Handle the Trade / Use for Appointment

  21. Raising value = Raising Price • Entire store has to go into sales mode • Qualifying with potential of vehicle switch • Product Presentation • Demonstration Drive • UA the Trade When they Arrive

  22. Time of Transaction • Evidence Manuals • Online Reviews At the Negotiating Table

  23. Where do we got from here?

  24. Have to hold vendors accountable • Do something about it when there’s a problem • Get the entire store on board with a showroom visit process that builds value and price • Transparency Here? Definitely. Where do we go from here?

  25. Share an important takeaway you received from this session using hashtag #DD17 for a chance to win an iPad. Contact Info Anthony Bartoli Bommarito Nisan Honda VW Ford. eCommerce Director abartoli@bommarito.net Richard Lucy Tim Dahle Nisan eMarketing Director rich@timdahle.com