Marketing Dealers. Every good recommendation begins with a good Client Needs Analysis. Do Your Homework. Research the dealership Internet Yellow Pages Other advertising Walk the store Research the dealer. Client Needs Analysis. Standard CNA questions Industry/dealership specific.
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Every good recommendation begins with a good Client Needs Analysis
It seems like most dealers are carrying about 60 days of new inventory. Is that about right for you?
And most dealers like about 30 to 45 days used inventory. About the same for you?
Are you getting all of the vehicles you want?
Most dealers are about 50/50 new and used. About the same here?
How is your variable gross?
Do you punch everyday? (register sold vehicles with the manufacturer)
How has CSI been for you?
I know absorption is variable based on expenses in the front end, but how is your absorption rate?
What’s the tower (sales managers) think of your current advertising?
Can you share with me your goal for advertising costs per car?
How many Internet vehicles are you selling a month?
Do you have an Internet manager/staff?
Are you buying leads?
From where do you get your best leads?
How’s your closing ratio on Internet leads?
How’s internet closing ratio compared to walk-ins