http://dealeradvantage.cars.com/da Free enewsletter filled with articles to help you maximize your advertising investment. Fri, 20 Nov 2009 19:13:52 +0000 http://wordpress.org/?v=2.8.6 en hourly 1 Cars.com publishes DealerADvantage to provide you with innovative tips and techniques you can use to drive more business from your online advertising and internet sales processes. Articles are developed by Cars.com’s team of seasoned retail automotive experts in collaboration with franchise and independent dealers and industry professionals. Free enewsletter filled with articles to help you maximize your advertising investment. Cars.com http://dealeradvantage.cars.com/images/podcastLogo.jpghttp://dealeradvantage.cars.com/da Dealers, Automotive, Cars, Cars.com, Auto no Ken Nesbit knesbit@cars.com http://dealeradvantage.cars.com/da/2009/11/cars-com-podcast-how-can-i-add-mobile-to-my-internet-sales-process/ http://dealeradvantage.cars.com/da/2009/11/cars-com-podcast-how-can-i-add-mobile-to-my-internet-sales-process/#comments Wed, 18 Nov 2009 13:00:52 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2272 http://dealeradvantage.cars.com/da/2009/11/cars-com-podcast-how-can-i-add-mobile-to-my-internet-sales-process/feed/ 0 <p>A robust <a href="http://dealers.cars.com/mobiledealersites.php">mobile website</a> for your dealership lets you do more than advertise your listings with on-the-go shoppers. It also positions you to win – or save – a sale when the customer’s on the lot. Let’s look at four situations in which this tool can help move the metal.</p> <p><strong>1. Shoppers may not like the car they came to see.</strong> If that’s the case, be prepared to suggest alternatives from your inventory. If customers are unfamiliar with the models, they can access independent reviews from their mobile device. The last thing you want is to have them leave the lot and then hope they’ll return after doing their research.</p> <p><strong>2. The buyer could challenge your sales price or trade-in evaluation. </strong>Rather than appear defensive, demonstrate that your price is competitive and your offer is fair. Third-party tools such as online appraisals, Kelley Blue Book’s Used Car Values and Cars.com Smart Target Price, for example, provide credible, objective information. They also create transparency in your sales process.</p> <p><strong>3. Shoppers may not think they can afford the vehicle. </strong>Give these prospects peace of mind with an online payment calculator. After entering the car’s price, the interest rate and loan term, customers know if they can move forward. Alternatively, they may need to look at other vehicles or make a higher down payment.</p> <p><strong>4. The buyer could have a poor mobile internet connection. </strong>Rather than watch them grow frustrated and leave to do their research elsewhere, invite these folks into your store. Offer them the use of your computer and some privacy to complete additional research. Then be available to answer any questions.</p> <p>While a well-designed mobile website typically connects you with lower-funnel customers, don’t take the sale for granted. Work to build rapport and follow your sales process – just as you would with a traditional online customer. Today’s on-the-go buyers literally have the power of the internet in the palm of their hand. Fail to match them with the right car or earn their trust, and they may just use it to reach out to your competitors.</p> A robust mobile website for your dealership lets you do more than advertise your listings with on-the-go shoppers. It also positions you to win – or save – a sale when the customer's on the lot. Let's look at four situations in which [...] http://dealeradvantage.cars.com/da/2009/11/industry-minute-remember-the-human-touch-with-technology-based-solutions/ http://dealeradvantage.cars.com/da/2009/11/industry-minute-remember-the-human-touch-with-technology-based-solutions/#comments Thu, 12 Nov 2009 19:07:42 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2234 ]]> http://dealeradvantage.cars.com/da/2009/11/industry-minute-remember-the-human-touch-with-technology-based-solutions/feed/ 0 <p>In this video, <span>Gilbert A. Chavez, VP of operations and GSM at Automotive Avenues in Denver, discusses how dealers cannot lose sight of the human touch when implementing technology-based solutions at their stores.</span></p> In this video, Gilbert A. Chavez, VP of operations and GSM at Automotive Avenues in Denver, discusses how dealers cannot lose sight of the human touch when implementing technology-based solutions at their stores. <a [...] http://dealeradvantage.cars.com/da/2009/11/how-can-i-effectively-use-my-bdc/ http://dealeradvantage.cars.com/da/2009/11/how-can-i-effectively-use-my-bdc/#comments Mon, 09 Nov 2009 18:55:20 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2218 ]]> http://dealeradvantage.cars.com/da/2009/11/how-can-i-effectively-use-my-bdc/feed/ 0 <p>In this video, Kathy Kimmel, Cars.com director of training, discusses how the BDC can help your store with sales and service opportunities.</p> In this video, Kathy Kimmel, Cars.com director of training, discusses how the BDC can help your store with sales and service opportunities. <a href=http://dealeradvantage.cars.com/da/2009/11/how-can-i-effectively-use-my-bdc/><img [...] http://dealeradvantage.cars.com/da/2009/11/industry-minute-walk-around-videos/ http://dealeradvantage.cars.com/da/2009/11/industry-minute-walk-around-videos/#comments Mon, 09 Nov 2009 16:00:20 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2247 ]]> http://dealeradvantage.cars.com/da/2009/11/industry-minute-walk-around-videos/feed/ 1 <p><span>In this video, Vito DiPerte, Internet sales manager at Kelly Nissan, talks about the value of walk-around demonstrations to online shoppers.</span></p> In this video, Vito DiPerte, Internet sales manager at Kelly Nissan, talks about the value of walk-around demonstrations to online shoppers. <a [...] http://dealeradvantage.cars.com/da/2009/11/industry-minute-what-i-learned-at-digital-dealer-7/ http://dealeradvantage.cars.com/da/2009/11/industry-minute-what-i-learned-at-digital-dealer-7/#comments Fri, 06 Nov 2009 17:40:55 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2212 ]]> http://dealeradvantage.cars.com/da/2009/11/industry-minute-what-i-learned-at-digital-dealer-7/feed/ 1 <p>Krystal Roberts, Internet manager for Advantage Chevrolet in Hodgkins, Ill., discusses the importance of setting clear expectations with and getting buy-in from the Internet sales/BDC staff.</p> Krystal Roberts, Internet manager for Advantage Chevrolet in Hodgkins, Ill., discusses the importance of setting clear expectations with and getting buy-in from the Internet sales/BDC staff. <a [...] http://dealeradvantage.cars.com/da/2009/11/industry-minute-sales-search-and-sales-process/ http://dealeradvantage.cars.com/da/2009/11/industry-minute-sales-search-and-sales-process/#comments Thu, 05 Nov 2009 19:33:46 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2203 ]]> http://dealeradvantage.cars.com/da/2009/11/industry-minute-sales-search-and-sales-process/feed/ 1 <p>Cliff Banks, VP and editorial director for Dealer Communications, discusses topics of interest at this week’s Digital Dealer Conference in Nashville.</p> Cliff Banks, VP and editorial director for Dealer Communications, discusses topics of interest at this week's Digital Dealer Conference in Nashville. <a [...] http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-should-i-discuss-price-on-online-chat/ http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-should-i-discuss-price-on-online-chat/#comments Fri, 16 Oct 2009 17:37:12 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2159 ]]> http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-should-i-discuss-price-on-online-chat/feed/ 3 In this video, Ralph Ebersole, an automotive consultant at Cars.com, discusses how to manage requests for price when using online chat. <a [...] http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-can-i-make-more-effective-use-of-third-party-leads/ http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-can-i-make-more-effective-use-of-third-party-leads/#comments Fri, 09 Oct 2009 19:10:20 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2142 ]]> http://dealeradvantage.cars.com/da/2009/10/turbo-tips-how-can-i-make-more-effective-use-of-third-party-leads/feed/ 0 In this video, Kathy Kimmel, Cars.com director of training, discusses how to win more sales with third-party leads. <a [...] http://dealeradvantage.cars.com/da/2009/10/how-can-i-create-an-effective-mobile-presence-for-my-store/ http://dealeradvantage.cars.com/da/2009/10/how-can-i-create-an-effective-mobile-presence-for-my-store/#comments Thu, 08 Oct 2009 18:21:07 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2137 http://dealeradvantage.cars.com/da/2009/10/how-can-i-create-an-effective-mobile-presence-for-my-store/feed/ 0 <p>Today’s on-the-go car buyers want <a href="http://dealers.cars.com/mobiledealersites.php">on-the-go access</a> to information about the vehicles they’re considering. A website optimized for today’s portable internet devices allows you to reach them with your listings and positions you to win their business.</p> <p>Let’s look at three tips to help you connect with in-market buyers:</p> <p><strong>1. Be ready for the small screen. </strong>Create a pleasant shopping experience for your prospects by including only the most essential information. Rather than offering everything from your store’s traditional website, focus on the basics: your full inventory and your telephone and email contact information. Shopping tools such as payment calculators and directions to your dealership also are useful.</p> <p>Remember to look beyond the Apple iPhone. While it captures a lot of attention, approximately 85 percent of U.S. mobile subscribers don’t own one and may not enjoy the same functionality. At Cars.com, for example, <a href="http://m.cars.com/">our mobile site</a> automatically configures itself to operate correctly on more than 200 handsets.<strong></strong></p> <p><strong>2. Keep the clicks to a minimum. </strong>Connect car buyers to your inventory as quickly as possible. Tools that refine their search results based on make/model combinations, mileage, model year and price allow customers to begin looking at actual vehicles within a few moments.<strong></strong></p> <p><strong>3. Ensure your inventory is current – and complete. </strong>Help car buyers make a purchase from your store by featuring all the vehicles you carry. As they weigh their options and move toward a decision, shoppers often shift from new, used and certified to find the right fit. Your mobile site should feature all your options. Only by providing an accurate, comprehensive selection do you minimize the chance of the deal going to a competitor. Freshness of inventory matters more than ever in a mobile setting. As shoppers often use these sites while shopping, they want to know a car they see will still be at your store when they visit.</p> <p>The growing popularity of portable internet devices creates a new channel that complements your offline campaigns and allows you to reach in-market shoppers. Whether you work with an outside vendor or develop your own platform, these tips should help guide your efforts and deliver the results you want.</p> Today's on-the-go car buyers want on-the-go access to information about the vehicles they're considering. A website optimized for today's portable internet devices allows you to reach them with your listings and positions you to win [...] http://dealeradvantage.cars.com/da/2009/10/turbo-tips-should-i-use-photos-with-new-car-listings/ http://dealeradvantage.cars.com/da/2009/10/turbo-tips-should-i-use-photos-with-new-car-listings/#comments Fri, 02 Oct 2009 17:48:08 +0000 Managing Editor http://dealeradvantage.cars.com/da/?p=2128 ]]> http://dealeradvantage.cars.com/da/2009/10/turbo-tips-should-i-use-photos-with-new-car-listings/feed/ 0 In this video, Ralph Ebersole, an automotive consultant at Cars.com, discusses the importance of using non-stock photos with new-car listings. <a [...]