Automark approach presentation
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Reynolds provides Automark Web Services to help automotive retailers increase sales, profits, and customer satisfaction through an integrated strategy using technology and retail process training. Their solutions include a customized, interactive website (Automark), showroom web stations, and sales/service retention training. Automark clients have seen leads increase by 50-500%, longer website visit times, and higher lead conversion and vehicle sales compared to industry averages. The services aim to provide qualified online leads and improve in-store sales through an online-to-offline system.
![CRM savvy dealers speak....
“Since then [Oct 2000] we have tripled our volume - a
300% increase - and we have increased our close ratio
200%. You need all the pieces of the pie to really make
it work. It starts with putting the right processes in
place. You must be prepared to train your staff. An
effective web site is another of the essential pieces.
Reynolds was an ideal partner in every case.”
- Mervyn Wood, VP of Marketing for the Asbury Group
“While Automark’s competition may have appeared to
cost less up front, Automark’s auto retailing
experience, combined with their superior customer
service and ‘best in class’ training solutions made
them the best option. Plus, Automark includes all
updates and upgrades in their pricing so there are no
surprises. Automark is an investment in our future
and an investment in long-term business success and
profitability.”
- Scott Smith, President Sonic Automotive](https://image.slidesharecdn.com/automarkapproachpresentation112901-171027021815/85/Automark-approach-presentation-4-320.jpg)
Automark approach presentation
- 1. Automark Web Services from Reynolds
- 2. Reynolds Technology + Training = Results Our complete retail strategy integrates technology with retailer processes to increase sales, profits, and customer satisfaction and loyalty. Solutions include: a highly customized, interactive web site (Automark) showroom web station (Automark) process training from people who know your business sales closing and service retention (LoyaltyLink)
- 3. Results that improve your profits* 89% of dealers have a web site, however, only 40% believe that their site is an effective marketing tool - JD Power, 2000 Dealer Attitude Study Automark retailers have increased leads from 50%-500% On average, consumers stay twice as long on Automark web sites On average, retailers receive a 7%-10% lead conversion rate....triple that the industry average On average, retailers who switch to an Automark web site sell 38% more vehicles *Results based on those who partake in the retail process improvement and Internet sales training associated with an Automark web site Technology + Training = Results
- 4. CRM savvy dealers speak.... “Since then [Oct 2000] we have tripled our volume - a 300% increase - and we have increased our close ratio 200%. You need all the pieces of the pie to really make it work. It starts with putting the right processes in place. You must be prepared to train your staff. An effective web site is another of the essential pieces. Reynolds was an ideal partner in every case.” - Mervyn Wood, VP of Marketing for the Asbury Group “While Automark’s competition may have appeared to cost less up front, Automark’s auto retailing experience, combined with their superior customer service and ‘best in class’ training solutions made them the best option. Plus, Automark includes all updates and upgrades in their pricing so there are no surprises. Automark is an investment in our future and an investment in long-term business success and profitability.” - Scott Smith, President Sonic Automotive
- 5. Reach Qualified Leads on the Web 61% of consumers prefer researching a dealership web site over an online referral service - Friedman Swift, A Consumer Look at dealer web sites, October 2000. Of those consumers who used the Internet for their most recent purchase, 46% of them used the dealership web site in 2001, up from 38% in 2000. In comparison, 19% of consumers used an online buying service in 2001, down from %24 in 2000. - The Dohring Company 2001 National Automotive Consumer Study. Automark dealers who have implemented the sales processes we teach them are receiving between 70% - 92% of their online traffic directly into their web site, not from third parties or search engines..... results from effective name recognition, brand building, and dealer marketing.
- 6. Reach customers with a highly interactive, consumer friendly online shopping and buying experience. consumer friendly technology allows your customers to find the answers they are looking for easily results in consumers staying longer and in a greater percentage of qualified leads Automark Web Services from Reynolds
- 7. Manage consumer expectations...builds customer loyalty dealer controlled variables such as finance rates and terms present buying options that qualify serious buyers powerful reporting displays inventory problems as well as identifies inventory trends and demands Make changes to your site.....real-time! Automark Web Services from Reynolds
- 8. Deliver information most important to your customers *results taken from 2001 National Automotive Consumer Study, The Dohring Company Automark Web Services from Reynolds Feature % who rated important* Automark Prices of vehicles 92% Vehicle safety information 92% Dealer Cost 91% Vehicle options 90% Vehicle specifications 90% Vehicle comparisons 86% Specific models available from manufacturer 86% Trade In value 85% Pictures of vehicles 85% Available vehicle incentives 80% Vehicle reviews 78% Dealership location 75%
- 9. BrandProtect™ technology allows car companies and dealers to meet their branding requirements with one smart web site saves your dealership time and effort - no need to maintain multiple web sites helps car companies deliver high impact web sites across their entire dealer body Automark Web Services from Reynolds
- 10. New and Used Car Inventory 50%-70% of consumers time is spent looking at inventory Most flexible and easy to use search engine in the industry Actual new and used vehicle inventory displayed Inventory upload from any DMS provider Inventory sent to all 3rd party providers at no charge
- 11. Real-time Inventory Updates for ERA3 users Provide prospects with accurate, timely inventory data Reduce the number of leads coming in on sold or wrongly listed vehicles Reduce customer dissatisfaction
- 12. Specials Second most popular area on a retailer’s web site Most enhanced specials program featuring specials on new and used inventory, parts, accessories, finance, rebates, and service Consumers can link to specific inventory related to specials versus starting a new search
- 13. Powerful Dealer Content Management System (DCMS) Make changes to the content and the look and feel of your site....real-time! Take immediate advantage of local market opportunities, manufacturer promotions, and consumer buying trends Gives your customers the most current information
- 14. Lead Forms that Qualify Lead forms designed to deliver qualified leads Information such as timeframe to purchase, finance options, and trade-in information are standard Forms are routed to the appropriate sales person for immediate follow-up
- 15. Email Services Email services for the retailer are included in our services Ability to change assignments of leads based on vacation or days off schedules Puts control at the store level and not the individual sales person
- 16. Accessories A full line of manufacturer accessories on-line, complete with pictures and shopping cart email or credit card technology
- 17. Electronic Vehicle Brochure Complete Brochure information with standard features, options, pictures, and comparison information. Customers can print out a brochure on-line.
- 18. Multi-media Presentations Present a comprehensive picture of additional value-added products and services to your customers. Some examples include extended service contracts, gap insurance, environmental protection programs, Loyalty Link, and used car certification
- 19. Web Traffic Statistics and Trends Detailed reports on where consumers are coming from into your site, what they are doing when they are there, and how long they spend on the site Identify additional selling and promotional opportunities
- 20. Identify inventory updates on your site and make changes Track the number of leads coming from each lead form Track most popular vehicles being accessed Reports
- 21. Showroom Web Station Your customized web site serves as an information center for your dealership Sell and lease more cars, aftermarket/accessories, and increase CSI. Can also be placed on sales person’s computer Along with LoyaltyLink, delivers powerful showroom tools to close the traffic generated by your web site
- 22. Training and Consulting Internet College In dealership continuous improvement days People “The greatest challenges impeding CRM success and cultural issues such as managing employees who resist change, optimizing process and job roles, and defining business requirements.” - The Alexander Group Process “Sixty percent of CRM programs fail because businesses make the common mistake of investing in new software without changing the way they operate” -The Gartner Group Technology “...if you throw new technology at bad process, you’ll end up with quicker, more transparent bad process...” - Revolution Magazine
- 23. Internet College Delivered by consultants each having five or more years of automotive retailing experience. Internet Sales Reps and Dealer Principals/General Managers walk away with step-by-step blueprints and processes for maximizing the business results of their Internet investment. The 5-day Internet College assists dealerships in establishing successful Internet selling processes, developing management standards and procedures, and organizing an effective action plan for implementing these processes. The 2-day General Manager school helps GMs develop pay plans for Internet Managers and traditional sales personnel as well as a general understanding of how to use the Internet as a lead source and selling tool.
- 24. In-dealership Training Consultants work arm in arm with retailer personnel to set up a profitable Internet Department Our exclusive Internet selling system T.I.P.S.™ reveals the secrets of sales and marketing on the Internet Whether a beginner, intermediate or expert, we customize our proven Internet selling system to the dealership.
- 25. Traffic Interactive Web Site Process Sales 1000 (5%) 50 LEADSLEADS (25%) 12.5(25%) 3 (80%) 2.5 CLOSESCLOSES 5%5% Closing %Closing % 1. Market Strategy 2. Marketing Budget 3. Advertise Internal Customers (Meeting) 4. Advertise Customer Base (Direct Mail,Telemarketing) 5. Advertise Market (URL Everywhere) 6. Showroom Merchandising 4000 (10%) 400 1. Easy Navigation 2. Research 3. Find a Car (Inventory Updated) 4. Used Vehicle Photos Posted 5. Trade Evaluations 6. Financing 7. Test Drive 8. Contact Us 1. Lead Management Tool 2. Auto Responder 3. Personal Responses 4. E-Mail Templates 5. 2-Way Pagers 6. Telephone Contact (50%) 200(50%) 100 1. F&I Process 2. Pricing Process 3. Sales Process 4. Introduction 5. Welcome Board (80%) 80 . Delivery Process . Personal Web Page . Introduce Service . 1st Service Appointment . Loyalty Package . Update on Promotions WHEELWHEEL 20%20% Closing %Closing % AppointmentsAppointmentsAppts. ShowAppts. Show 1. Confirmation Call 2. Confirmation E-Mail
- 26. An Integrated Web Loyalty Process REACH RETAIN RENEW LoyaltyLink -- Close more sales at a higher margins and boost sales to service retention with your choice of smart card incentives Automark Web Services An Automark website allows dealers to attract new customers to his dealership(s). eService Reminders Keep customers coming back by emailing personalized sales and service promotions based on their projected mileage. Prospecting Campaigns targets prospects to drive more leads to a dealer’s website and showroom. Contact Management -- leads from multiple web sites, including the dealer’s are automatically sent to any desktop computer, allowing the salesperson to follow up with prospects more quickly and close more sales.