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Internet Sales – The Next Gen!Joe Webb – The funniest man in automotive industry
Joe Webb would be here
but he is busy calling in Airstrikes on IsIs
We Need More Cowbell!Anthony Bartoli Rich Lucy
Anthony Bartoli(yes, *the* Anthony Bartoli)
Rich Lucy
Who are these people, why weWho are these people, why we’’re here, and re here, and why you should leave now.why you should leave now.
BuzzwordNoun – An important sounding, usually technical, word or phrase often of little
meaning, used chiefly to impress laymen. (Merriam-Webster)
Website Autoresponder ILM 3rd Party Leads Flash Metrics SEO/SEM/
Microsites Google Analytics VSEO
Chat Blog Mobile Social Transparency ZMOT Big Data Reputation Management Content ?????????
How did we meet?
Early Conferences
Exhibition Hall
From Skills to Paying BillsFrom Skills to Paying Bills
So what happened?
Internet Managers became Vendors/Consultants
Dealers became dependent PROBLEM IS Sales process suffered
Vendors/Conference InfluenceVendors/Conference Influence
I ain’t afraid of no ghost.
Vendors preach transparency
Where is transparency on the other end
Who is perpetuating the race to bottom?
Transparency – What about vendors?Transparency – What about vendors?
Selling is not dead.
NEWSFLASH!!!!!NEWSFLASH!!!!!
One of these things are not like the other
SELLING THE VALUE?
The price/value equation
The Power of “No”
Price vs. ValuePrice vs. Value
TO QUOTE OR NOT TO QUOTE, THAT IS THE QUESTION?
Send Quotes
How to kill the Quote and appease your desk managers
“I just sent you 7 price quotes via e-mail…did you get them?”
To Quote or Not to Quote,To Quote or Not to Quote,That is the Question.That is the Question.
Do you communicate the value?
“Yes, we have that EX-L in stock, your internet price is….” or……..
“Yes, that EX-L that you’re interested in is in stock, and is equipped with the most popular asked-for options (e.g., bluetooth, nav, etc.)…..
Build Value in the ProductBuild Value in the Product
“I am the……”
“Here are some reviews…….”
“Work by appointment to save you time and energy…..”
Build Value in YourselfBuild Value in Yourself
Have they researched?
Never worth more……
Not more than?
Handle the Trade / Use for AppointmentHandle the Trade / Use for Appointment
Raising value = Raising Price Entire store has to go into sales mode Qualifying with potential of vehicle
switch Product Presentation Demonstration Drive UA the Trade
When they ArriveWhen they Arrive
Time of Transaction
Evidence Manuals
Online Reviews
At the Negotiating TableAt the Negotiating Table
Where do we got from here?
Have to hold vendors accountable
Do something about it when there’s a problem
Get the entire store on board with a showroom visit process that builds value and price
Transparency Here? Definitely.
Where do we go from here?Where do we go from here?
Contact Info
Anthony Bartoli
Bommarito Nisan Honda VW
Ford.
eCommerce Director
Share an important takeaway you received from this sessionusing hashtag #DD17 for a chance to win an iPad.
Richard Lucy
Tim Dahle Nisan
eMarketing Director
