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Hub You - Accountability or Confusion - Why Use a CRM
Everyone loves to be appreciated, and when that thanks is expressed with a gift, you’ll make extra points with the gift recipient. Corporate gifts are often thought of as expensive, one-of-a-kind executive style gifts that your company sends out at holidays, but there’s another level of corporate gift-giving that can mark you and your firm as a thoughtful, appreciative company with whom to do business.The wonderful thing about thank you gifts is that they needn’t be expensive, but they can pay off big in exposure for your company and product. There are literally dozens of opportunities for little thank yous in the course of doing business, and you can do it as cheaply as a
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s co
Although still a relatively new and emerging technology, companies are quickly realizing the many benefits of using electronic recording when it comes to storing important business documents. Believe it or not, there are still people slightly weary (or perhaps simply not aware) of the advantages of electronic recording. Using this process will allow you and your company to save on the two things businesses want to economize the most: time and money.In today’s business world, time literally is money. Thus, saving time directly translates into saving money and everyone likes to save money, especially companies seeking to turn a higher profit. The time spent handling a pap
Where are my leads?
Has anyone called my lead?
Did we sell cars from our leads?
Are there any referrals?
At the end of the month did your lead provider leave you with more questions than answers? What happens with your lot-ups? Are there follow-up and closing opportunities at the bottom of your sales rep’s drawer? What about those phone calls that come straight into the dealership? Is your lead on the back of a salesman’s business card?
It has been our experience that dealers are most successful when they know which leads are producing the best return on their investment. It is important to have several lead sources but it is more important to know the performance each lead source. The real question isn’t whether or not you are tracking your leads but how accurate are your numbers. Is it a matter of who’s calling or who’s buying?
When I discuss tracking leads, I am referring to the art of accountability. General Managers (GM’s) expect accountability from salesmen, F&I, management and inventory. A GM’s livelihood depends on accountability but when it comes to lead generation they are comfortable with uncertainty.
With leads coming from internet, television, radio, and mailers, it can be a daunting task to determine which lead is giving you the best ROI. True accountability comes at a price; you have to invest both the finances and the time. A lead tracking system requires technology, process and most importantly commitment, commitment, commitment.
If tracking your internet, television, radio, and mailer leads wasn’t enough, you also have to consider your Lot-ups. Now with five possible lead sources it is understandable why a GM would not take lead tracking serious. What I find most amazing is that a dealer will spend $1,000 to $60,000 a month on advertising but have little accurate knowledge of their ROI.
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s com
Leading vs ManagingWhether you are the owner of your own business, the chief executive of a corporation, or a manager rising through the ranks, it is critical to develop your leadership skills. Great leadership brings great results. A great manager can get great results but the results reflect on a project or goal, not on the long term process of leading people. A manager can bring a project in on time or perhaps under budget, but a leader gets great results working with people, building relationships, and empowering all members which motivates even better results in the future.Managers can be useful and successful at achieving project goals, but leaders are essentia
It has been our experience that dealers are most successful when they know which leads are producing the best return on their investment. It is important to have several lead sources but it is more important to know the performance each lead source. The real question isn’t whether or not you are tracking your leads but how accurate are your numbers. Is it a matter of who’s calling or who’s buying?
When I discuss tracking leads, I am referring to the art of accountability. General Managers (GM’s) expect accountability from salesmen, F&I, management and inventory. A GM’s livelihood depends on accountability but when it comes to lead generation they are comfortable with uncertainty.
With leads coming from internet, television, radio, and mailers, it can be a daunting task to determine which lead is giving you the best ROI. True accountability comes at a price; you have to invest both the finances and the time. A lead tracking system requires technology, process and most importantly commitment, commitment, commitment.
If tracking your internet, television, radio, and mailer leads wasn’t enough, you also have to consider your Lot-ups. Now with five possible lead sources it is understandable why a GM would not take lead tracking serious. What I find most amazing is that a dealer will spend $1,000 to $60,000 a month on advertising but have little accurate knowledge of their ROI.
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s co
Often students in schools are involved in projects that require the class or students to raise additional money to cover the cost of that project. Some of these projects could be the raising of money to purchase band uniforms, go on a class trip, take a trip oversees, etc.To help raise additional revenue there have been many creative fundraising efforts conducted. Some of these fundraising efforts include car washes, bowl-a-thons, walk-a-thons, selling of candy, etc.One additional fundraising effort that has proven to be successful is the selling of greeting cards. This effort is known as the selling of a fundraising cards.If wishing to know more about this fu
When I discuss tracking leads, I am referring to the art of accountability. General Managers (GM’s) expect accountability from salesmen, F&I, management and inventory. A GM’s livelihood depends on accountability but when it comes to lead generation they are comfortable with uncertainty.
With leads coming from internet, television, radio, and mailers, it can be a daunting task to determine which lead is giving you the best ROI. True accountability comes at a price; you have to invest both the finances and the time. A lead tracking system requires technology, process and most importantly commitment, commitment, commitment.
If tracking your internet, television, radio, and mailer leads wasn’t enough, you also have to consider your Lot-ups. Now with five possible lead sources it is understandable why a GM would not take lead tracking serious. What I find most amazing is that a dealer will spend $1,000 to $60,000 a month on advertising but have little accurate knowledge of their ROI.
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s co
Ok if youre reading this article most likely you are out searching on the Internet for away to make some type of extra income. You may or may not have seen these little programs that claim you can make all this money working from the comfort of your home and they only cost $49.95.Sounds great right? You can make all this money online for only $49.95. Wrong! Those are just cheap little mind games and tactics people put on their websites so you buy the junky program they offer, but then in the end you wish you never had bought it.Why, because they dont live up to what they say, and its not as easy as these little programs make it out to be. Ive purchased my fair share
If tracking your internet, television, radio, and mailer leads wasn’t enough, you also have to consider your Lot-ups. Now with five possible lead sources it is understandable why a GM would not take lead tracking serious. What I find most amazing is that a dealer will spend $1,000 to $60,000 a month on advertising but have little accurate knowledge of their ROI.
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s co
Very few people know that there is a hidden relationship between the success of a business venture and hypnosis. While this may not be that evident, it is actually an integral part of every successful business venture. You may think that hypnotherapy, self-hypnosis and hypnosis in general is only used in treating psychological problems like fear and such, but it can actually be used to help your business flourish. How?Imagine that you have a great idea for a business and it may take a lot of planning to achieve it. Unless you have infinite patience and already have a set plan to put in motion, then get ready for a pretty big headache. Getting a business off the ground and u
Dealers have heard every sales pitch when it comes to lead tracking systems and their technological advances. If a dealer is not willing to mandate and enforce compliance with their lead tracking system from their SubPrime department then there isn’t a cheap enough system.
The most popular lead tracking system today is a Customer Relationship Management (CRM) system. At the 2006 NADA Meeting in Orlando there were over two hundred different CRM’s companies. Needless to say, there are many similarities between the different CRM’s but there are a few key elements you want to see in a CRM.
All CRM’s should have these basic functions: gather data, track that data, and give you enough information to analyze the data. I see many dealerships use a CRM for both there Prime and SubPrime traffic. The key problem to this approach is way SubPrime is sold. If you are running a dedicated SubPrime department correctly, you need to track information that is unique to the SubPrime sales.
The information you won’t get in a prime CRM are Look-to-Book ratios, Stip Management, Contracts-in-Transit (CIT’s), appointments made/shown ratios, and most importantly your advertising ROI. With so much money being spent on advertising it is more important to know who is buying versus who is calling. The only way for marketing to be profitable is to sell more cars: plus business!
So now it is time to buy a CRM, what do you look for? First of all, make sure the CRM is internet based. A web based system allows you to access you information from anywhere you have internet access. You can keep track of the dealership while you are on the road or in your own living room. If a CRM is not web based then you have to download it on your computer, every time there is an update to the system a rep from the CRM company has to come to the dealership and download new information from a disk. If you computer crashes or your local server goes down then you are at risk for losing your information.
If a CRM company has a web based system, make sure you ask about their redundancy plan. The redundancy plan refers to how a vendor backs up their data. I have heard too many stories of dealerships losing most, if not all, of their lead information because of a system failure. One of the key things to look for in a web based CRM is dual servers that back each other up so that even if your computers crash you still
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