Embed Size (px)
Citation preview
KEYS to SELLING MORE CARSWITH TOUCHSCREEN TECHNOLOGY
TODAY’S PLAN● How technology has changed retail● How car buyers have changed● Huge opportunity for dealers who align their
sales process with customer preferences using touchscreen technology
● Case study: Passport Toyota● Takeaways – how you can sell more cars
with ViewPoint Kiosks
TECHNOLOGY HAS CHANGED RETAIL
UGG
Audi City
Neiman Marcus
OVER HALF OF RETAIL SALESARE INFLUENCED BY DIGITAL*
Source: The New Digital Divide (Deloitte) http://goo.gl/x22ckt*Across all platforms - desktop, laptop, tablet & smartphone.
% of sales influenced by
digital
Smartphonesaccount for 75%
of recent increase in digital influence
PEOPLE VISIT FEWERDEALERSHIPS BEFORE BUYING
On average, half of all buyers purchase from the first dealer they visit ...
In other words … when a customer walks in, you have one opportunity to gain that new customer.
2003 TODAY
PEOPLE SHOP ONLINE, BUTBUY FROM DEALERSHIPS
● Expert advice for harder questions● Physical experience, including test drive● People want to buy from someone they trust● Start establishing trust from first contact
WHAT DO CUSTOMERS WANT?
While there is good work going on right now to adapt decades-old
sales processes, consumers are telling us that we as an industry are not moving fast enough...
More convenient test drives, no pressure
Complete finance
paperwork online
Morepower in
negotiations
Too muchtime in
dealership – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+
“
”
By recognizing—and embracing—the need for change, we have a tremendous opportunity
to surprise and delight our consumers.
– Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+
”“
THE OPPORTUNITY
72%visit dealerships
more often ifthe buying process
were improved
66%much more likely to buy
from a dealershipthat offers their
preferred experience
56%
would
buy a vehiclemore often if
the process was not so difficult
would be
would
● Improve customer journey ● Make sales process engaging, consistent and efficient● Built around new, high-tech showroom
CASE STUDYPASSPORT AUTO GROUP
NEW PASSPORT PROCESS
Assess NeedsLearn Preferences
Build Rapport
Introduce DealershipStart Collaboration
Answer Detailed Questions
Show Transparency
Consistent DeliveryImprove CSI
Find the “Right” Car
Welcome Screen
THE DIGITAL EXPERIENCE
WHY BUY HERE?
CHECK IN
DISCOVERY
DELIVERY
TRAINING
PASSPORT TOYOTA KIOSK USAGE
Date
August 23 - Sep 2218,500 “Events”5000 Images712 Movies
PASSPORT TOYOTA VIDEOS VIEWED
August 23 - Sep 22
SUCCESS
● Sold 7 new vehicles to people who came in for service over 3 weeks (“found” service business)
● Paid for their investment in just 3 weeks
Happy GMs at Passport Toyota & Nissan
MARCUS DESOUZAGeneral Manager, Passport Nissan
CAMERON HELLMUTHGeneral Manager, Passport Toyota
WHAT OTHER DEALERS ARE SAYING“We just sold our first car from the ViewPoint Kiosk. A customer walked up to it and said ‘I didn't know the difference between all the Avalons.’ He picked out the one he liked, sat down and purchased. It was that easy.”
“We had 3 vehicles purchased specifically after our guests had been using the ViewPoint Kiosk in our Service Waiting Area — they had been reviewing our inventory listings, got excited about the car, had some questions, took a test drive and then purchased. All after interacting with the ViewPoint Kiosk.”
— Jay Rose, General Manager, Volvo of
Southborough
— Joe Reth, General Manager, Sun Toyota
WHAT’S YOUR VISION?
ConnectionsInventoryCRMInternal Training
Offsite MarketingMallCommunity Events
ExperienceSelf-Guided DiscoveryCollaboration Tool
Sel
LocationShowroomServiceDelivery
WHAT ARE YOUR PAIN POINTS?
REALIZE YOUR VISION WITH TOUCHSCREEN TECHNOLOGY
● Create tech-powered, collaborative process● Design & implement the digital experience● Training is key to success
IMPROVE THE QUALITY AND CONSISTENCY OF SALES
PRESENTATIONS
EXPAND SELLING OPPORTUNITIES FROM SERVICE AND OFFSITE
LET’S OPEN THIS UPFOR QUESTIONS
If you’d like to schedule an online or live demo of ViewPoint Kiosk technology, please email or call.
THANK YOU FOR JOINING US TODAY!
Anne [email protected]
(617) 997-9367
Brandi [email protected]
(619) 977-3180
TODAY’S PLAN● How technology has changed retail● How car buyers have changed● Huge opportunity for dealers who align their
sales process with customer preferences using touchscreen technology
● Case study: Passport Toyota● Takeaways – how you can sell more cars
with ViewPoint Kiosks
TECHNOLOGY HAS CHANGED RETAIL
UGG
Audi City
Neiman Marcus
OVER HALF OF RETAIL SALESARE INFLUENCED BY DIGITAL*
Source: The New Digital Divide (Deloitte) http://goo.gl/x22ckt*Across all platforms - desktop, laptop, tablet & smartphone.
% of sales influenced by
digital
Smartphonesaccount for 75%
of recent increase in digital influence
PEOPLE VISIT FEWERDEALERSHIPS BEFORE BUYING
On average, half of all buyers purchase from the first dealer they visit ...
In other words … when a customer walks in, you have one opportunity to gain that new customer.
2003 TODAY
PEOPLE SHOP ONLINE, BUTBUY FROM DEALERSHIPS
● Expert advice for harder questions● Physical experience, including test drive● People want to buy from someone they trust● Start establishing trust from first contact
WHAT DO CUSTOMERS WANT?
While there is good work going on right now to adapt decades-old
sales processes, consumers are telling us that we as an industry are not moving fast enough...
More convenient test drives, no pressure
Complete finance
paperwork online
Morepower in
negotiations
Too muchtime in
dealership – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+
“
”
By recognizing—and embracing—the need for change, we have a tremendous opportunity
to surprise and delight our consumers.
– Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+
”“
THE OPPORTUNITY
72%visit dealerships
more often ifthe buying process
were improved
66%much more likely to buy
from a dealershipthat offers their
preferred experience
56%
would
buy a vehiclemore often if
the process was not so difficult
would be
would
● Improve customer journey ● Make sales process engaging, consistent and efficient● Built around new, high-tech showroom
CASE STUDYPASSPORT AUTO GROUP
NEW PASSPORT PROCESS
Assess NeedsLearn Preferences
Build Rapport
Introduce DealershipStart Collaboration
Answer Detailed Questions
Show Transparency
Consistent DeliveryImprove CSI
Find the “Right” Car
Welcome Screen
THE DIGITAL EXPERIENCE
WHY BUY HERE?
CHECK IN
DISCOVERY
DELIVERY
TRAINING
PASSPORT TOYOTA KIOSK USAGE
Date
August 23 - Sep 2218,500 “Events”5000 Images712 Movies
PASSPORT TOYOTA VIDEOS VIEWED
August 23 - Sep 22
SUCCESS
● Sold 7 new vehicles to people who came in for service over 3 weeks (“found” service business)
● Paid for their investment in just 3 weeks
Happy GMs at Passport Toyota & Nissan
MARCUS DESOUZAGeneral Manager, Passport Nissan
CAMERON HELLMUTHGeneral Manager, Passport Toyota
WHAT OTHER DEALERS ARE SAYING“We just sold our first car from the ViewPoint Kiosk. A customer walked up to it and said ‘I didn't know the difference between all the Avalons.’ He picked out the one he liked, sat down and purchased. It was that easy.”
“We had 3 vehicles purchased specifically after our guests had been using the ViewPoint Kiosk in our Service Waiting Area — they had been reviewing our inventory listings, got excited about the car, had some questions, took a test drive and then purchased. All after interacting with the ViewPoint Kiosk.”
— Jay Rose, General Manager, Volvo of
Southborough
— Joe Reth, General Manager, Sun Toyota
WHAT’S YOUR VISION?
ConnectionsInventoryCRMInternal Training
Offsite MarketingMallCommunity Events
ExperienceSelf-Guided DiscoveryCollaboration Tool
Sel
LocationShowroomServiceDelivery
WHAT ARE YOUR PAIN POINTS?
REALIZE YOUR VISION WITH TOUCHSCREEN TECHNOLOGY
● Create tech-powered, collaborative process● Design & implement the digital experience● Training is key to success
IMPROVE THE QUALITY AND CONSISTENCY OF SALES
PRESENTATIONS
EXPAND SELLING OPPORTUNITIES FROM SERVICE AND OFFSITE
LET’S OPEN THIS UPFOR QUESTIONS
If you’d like to schedule an online or live demo of ViewPoint Kiosk technology, please email or call.
THANK YOU FOR JOINING US TODAY!
Anne [email protected]
(617) 997-9367
Brandi [email protected]
(619) 977-3180
