Make Your Customers Tick

To determine what motivates a customer to buy a vehicle, you first must identify the different things that make customers tick. Each customer has a hot button, but combinations of the following motivators are usually present in each customer’s decision-making process.

• Status: By validating the status a vehicle can represent, you’ll get them more excited about the prospect of a new vehicle in the driveway.

• Style: There is an old expression that there is “no accounting for taste,” but being aware of customers’ keenness for style can help you persuade such people to set and keep an appointment.

• Safety: The most important issue for some customers is the survivability of their loved ones should they be involved in a wreck. Tell them why you appreciate their safety concerns and your commonality grows and their fear lessens.

• Utility: Utility is an easy desire to pinpoint, as usefulness is the key factor for the choices people make regarding vehicles.

• Change: Some customers just get tired of the same old thing. Some simply want to experience a different type of vehicle than they had before, and some just want a newer version of the same model.

Click here to read the entire article by Glynn Rodean, President/CEO of New Vision Sales.  Glynn can be reached at GRodean@autodealermonthly.com or 866-532-2827.

Dealers May Escape Oversight from New Consumer Watchdog Agency
Auto dealers will be exempt from the new financial regulation bill, but they will come under the enhanced oversight of the Federal Trade Commission. NADA is pleased with the decision in regard to the "Wall Street" reform bill, but there are still some concerns.
Detroit News, June 25, 2010

J.D. Power and Associates and AUTO TEST Report: A Satisfying Product Experience Drives High Levels of Overall Vehicle Ownership Satisfaction and Loyalty
High satisfaction scores by German automakers in recent survey by J.D. Power there is a good indication of customer loyalty. Survey also indicates dealer service plays a significant role in customer retention and brand loyalty.
PRnewswire.com, June 24, 2010

Camry and Accord Most 'American' According to Cars.com's American-Made Index
Cars.com selects Toyota Camry for second year in row as "most American" vehicle, based on being made in the U.S. and having the most parts produced here in terms of cost. Honda Accord and Ford Escape came in second and third.
PRnewswire.com, June 24, 2010
 

Chrysler Releasing Smartphone Application With Free Vehicle Information
Chrysler is releasing a smartphone application so customers can download vehicle information. The 2011 Jeep Grand Cherokee is the first to utilize this app. Customers can download operating instructions, contact customer care and call for roadside assistance.

Ford Leads Detroit 3 Quality Gains Over Rivals, J.D. Power Says
Detroit automakers surpassed the imports in the JD Power initial quality survey for 2010 model year. GM, Ford and Chrysler vehicles averaged 108 problems per 100 vehicles while Asian and European vehicles averaged 109 problems. Ford led the way with 12 models ranked high in their segments.

Manheim Unveils New Enhancement to Mobile MMR
Manheim recently added an enhancement to its relatively new Mobile Manheim Market Report to help dealers source and manage their pre-owned inventory anywhere. The company highlighted how the capabilities of Mobile Search associated with its Mobile MMR incorporate a trio of dealer-oriented functions.

Study Shows Driver Acceptance of Vehicle Audio Messages
 
Research study conducted by Synovate Motoresearch on behalf of ATX Group, a leading provider of connected vehicle (or telematics) services for the global automotive industry, finds drivers want to receive notices, vehicle and driving info, becoming increasingly more comfortable using interactive voice recognition (IVR) systems to receive this type of info more safely. For more information visit the ATX Group.

Beep! Automotive Ad Network Introduces Brand-Specific Targeting
 
Goodway Group's Beep! Automotive Ad Network today announces brand-specific targeting initiative. Allows automotive advertisers to reach auto shoppers that are most likely to purchase an individual brand. Goodway layers the user-specific data to target the campaign specific to that brand's customer profile. For more info visit the Goodway Group.

Liquid Motors and Carfax Announce Internet Marketing Summits

The "Drive More Sales with Improved Internet Marketing" Summits sponsored by Liquid Motors and Carfax are well underway for 2010. These joint sponsored events have been well-attended by dealers striving to improve their Internet sales and marketing strategies. Upcoming summits include June 23 in Washington, DC. Click here for Chicago in September and Phoenix in October.

Electric Cars: Learning from the Past
Excerpted from speech by Bill Ford, Jr.

Bill Ford, Jr, grandson of the founder of Ford Motor Co. sees electric cars as the game-changer for his industry.
Speaking in April, 2010, Ford said the automotive industry must introduce more fuel-efficient vehicles in order to meet the challenges of diminishing oil reserves, global warming and a desire by customers to spend less money on gasoline. He made the following points:

The pure electric car was invented by Thomas Davenport in England in 1834 and a usable one was first made by G Trouvé in France in 1881. They were very popular until about 1910 when the gasoline car won because longer range and faster refuelling.

Other options do not look good. Cleaner vehicles can involve biofuels, but this is highly contentious when it involves burning food or destroying rain forest. Natural gas is cleaner than gasoline but not clean.

An all-electric car costs up to 100% more than its conventional equivalent but that price difference will tumble down within a few years. It creates no pollution at point of use.

A hybrid car costs at least 20% more than a conventional equivalent but you just get in and drive it without worrying about fuelling infrastructure.

Of course there is work to be done. Fortunately progress is now rapid. For example most of the latest electric cars fit second generation batteries that are inherently chemically safe against runaway heating.

This article, and more information on the upcoming Future of Electric Vehicles conference in December, can be viewed at IDtechex.

At a recent trade media press event, Robert Bosch LLC introduced the KTS 340, a dynamic new diagnostic tool for the North American market, providing technicians with greater efficiency and accuracy -- plus a reliable diagnosis -- when working on domestic, Asian and European vehicles. Bosch used the media event to introduce a number of new products and training events. Click here or click on the image to learn more about this great asset to the technicians in your service department!

Are You Ready for an Automated Virtual Agent in Your Showroom?
AVA technology will improve your contact and appoinment rates

New AVA technology is already on hand at premier auto dealerships, thanks to the successfully completed launch of revolutionary Automated Virtual Agent (AVA) Technology developed by AutoFerret.com and marketed by BlueSky Marketing Group which includes AVA technology at no-cost with their Real Leads new car lead program.

How does it work? The initial contact validates a prospect’s e-mail address and verifies their intent to purchase. Once a lead is validated, AVA “bubbles-up” the hottest prospects and sets phone appointments for dealership sales personnel. "Read more..."

Rich Gaul, General Manager of Douglas Motor Company , says: "I first began using the AVA technology in the fall of 2009. Our dealership receives on average 700 leads per month from 5 lead providers, plus leads generated from our own website. AVA consistently engages about 50% of my leads and schedules phone appointments with approximately 30%."

Coulomb Technologies Offers Free Charing Stations

No one doubts that electric vehicles are widening their scope of mainstream consumer interest. But the big question has always been, once you buy an EV and take it out on the road, are you going to get "stuck" out there and not be able to make it home? So...up comes the ChargePoint America Program from Coloumb Technologies, in partnership with Ford, Chevrolet and smart USA. The program will provide 4,600 public and private charging stations at various cities across the U.S. by October, 2011. This is a start. Click here and then click on the image to learn more!