5 Ways to Prospect Your "Lost" Customers Into Future Sales

It’s your job to keep your name in front of the "lost" customer so when that time comes they’ll remember you better than the person who sold them their last vehicle. Here are a few examples of how you can make that happen:

1. Try to get your “LOST” customer using your service department.
    Develop a lost customer service special campaign using your CRM.

2. Send them a monthly newsletter.
    This means you need to get an e-mail address for everyone.

3. Send them a friend invite on facebook.
    Use your facebook page as a social CRM marketing tool.

4. Send them a birthday card and call them on their birthday.
    You should have their birthday from when you scanned or copied their license.

5. Make sure you always have a follow-up date scheduled in your CRM and then execute when that date arrives
    For long term customers there should be more than one follow-up date.

Jerry Thibeau is a sales trainer and the President of Phone-up Ninjas and can be reached at jerry@phoneupninjas.com or 585-749-2015.  To read the entire article, click here.

Black Book: Wholesale Market Looks Stronger
In a "very active week," BB's Ricky Beggs cites positive movement in the auction market and used market wholesale values hit a two-month high. Negative value adjustments also showed better results with less overall decline.
AutoRemarketing, June 23, 2010

Automakers Seek Partners for New Technology
The cost of new technology and materials, including batteries and hydrogen stations, needed to keep up with the tremendous transition to required alternative fuel engines is costly; and automakers are seeking new partnerships to help allay the costs.
Detroit News, June 23, 2010

Ford F-150 Takes Top Spot in Kbb.com Full-Size Pickup Truck Comparison Test
In kbb.com "First to Worst" comparison test of full-size pickups, the Ford F-150 came in best, the only pickup to offer Roll Stability Control as standard, coupled with its AdvanceTrac ESC. Others tested include Chevy Silverado 1500, Nissan Titan, Ram 1500, Toyota Tundra.
PRnewswire.com, June 23, 2010

GM Won't Shutdown Plants for Summer Break
GM says most of its assembly plants won't take the traditional 2-week summer break. Demand for certain vehicles led to the unprecedented move for 9 of the company's 11 plants. Ford and Chrysler say they will maintain normal summer plans.

Research Reveals How the Internet and Social Media Work Together to Sell Cars and Trucks
Data from Foresight Research shows the astonishing impact the Internet and social media have on car-buying decisions. Most new-vehicle buyers use the Internet to compare vehicles and check for incentives. Nearly 13% use some form of social media to share information on their purchase.

Toyota Restarts Work on Mississippi Plant
Construction on a new Toyota assembly plant in Blue Springs, Mississippi, has resumed. The $1.3 billion facility will produce Corolla compacts instead of the Prius and Highlander models previously announced. About 2,000 workers will be hired late next year.

Dealers: Access Inventory & Leads Outside the Store

The Liquid Motors Mobile Portal Service will allow dealers to access their inventory and their leads and lead generating activities in real-time away from the dealership. making access and lead response times greatly improved from any Internet-enabled mobile device -- offering new-found freedom off the lot. at auction, etc. Contact Liquid Motors for more info.

Be Sure to Register for CARS "Plugging-In" Conference

Center for Automotive Research hosts 2010 Business of Plugging In conference, Oct 12-14, at Detroit Marriott at Renaissance Center. Hear up-to-date info on plug-ins, see display vehicles, try one out in "Ride and Drive." Click here to register. For sponsorship/exhibit opps visit www.bpiconference.com or email.

The Complete Guide to Telematics Now Available

ReportsandReports will carry "The Complete Guide to Telematics in Europe and the USA", an annual report in an interactive, presentation format. The 270-page guide will include all available telematics services, clear explanations and definitions, overview of system architectures and more.  Click here to browse the complete Report.

Website Conversion Rate Optimization
By Todd Smith

Focusing on your dealership conversion and how to optimize it a major part of the equation that you need to turn your site into a lead generation machine. Online conversions are measured through a shopper taking one of the following actions: Dealership Live Chats, Web Forms and phone calls. Most of your website visitors are leaving without taking any action. Here are three tools that might help you to better understand how people are using -- or not using -- your website.

•  Survey Monkey - Set up a quick survey that will ask shoppers 3-4 questions as they are exiting your site. You really never know until you ask. This is a great tool to accomplish that goal and to give you insight into your shopper’s behavior.

•  Click Tale - This program is awesome! It creates a video of shoppers using your site. You can watch their mouse movements just like you were standing over their shoulder. It is a great way to develop real life user data. They also have a cool feature that provides heat maps of user sessions.

•  Google Website Optimizer - A great free tool to help you test different elements on your site using split a/b testing. For example, change the headline, website copy, picture, offer or anything and test it to improve it. To be successful you must continue to improve your site to push people deeper into the sales funnel.

Conversion rate optimization is the most important factor that will drive success for your Internet dealership in today’s increasing competitive marketplace. Today I challenge you to take the time and work on techniques and strategies to convert more traffic instead of just driving more traffic.

Todd Smith, president and co-founder of ActivEngage, can be reached at todd@activengage.com. Read this article in its entirety by visiting Todd at his blog.

Brake pad replacements are done every day at dealerships across the country. The big question is, are they being done right? Technicians must pay attention to proper and thorough cleaning as part of the preparation for replacements because today's brake systems are particularly sensitive to rust and corrosion. Click here or click on the image for a few quick tips to put your technicians on the path to customer satisfaction for a maintenance area known for bringing customers back when the job isn't done right.

Google Maps Now Part of Ford's SYNC Program
Beam Driving Directions at no extra cost from Ford

Drivers who enjoy the convenience of Ford SYNC® with Traffic, Directions & Information (TDI) are now able to select a destination on Google Maps and send it to their Ford, Lincoln or Mercury vehicles. Available to all registered car owners.

•  Ford adds Google Maps to its 'Send to SYNC' feature, allowing drivers to send destinations from Google Maps to their Ford vehicle through the cloud-based SYNC® Traffic, Directions & Information (TDI) app.

•  Drivers download destination information into the vehicle via their Bluetooth-enabled mobile phones; the information will be processed into audible turn-by-turn directions, eliminating the need to bring printed maps into the car and helping drivers keep their hands on the wheel and eyes on the road.

•  'Send to SYNC' will be available for existing 2010-11 models equipped with SYNC TDI; no extra hardware, software updates or costs are required. Read more...
 

The Race to Plug In -- Field of Automakers Widens

Almost all major automakers have, or will soon, enter the electric vehicle market. The demand for better fuel efficiency is a leading factor, of course, but automakers are going to need help if they want to attract buyers. For one thing, the cost of batteries needs to come down. For another, buyers need to be assured that they can travel adequate distances and find plug-in stations when they need charging. Thus, the infrastructure for electric vehicles is the next major battle ground. Click here and then click on the image to read more about the challenges and the opportunities for EV technology.