Communicating effectively with car shoppers is
Selling cars to knowledgeable consumers is for pros
Current car sales market is very competitive
The Significance or What Sales Teams need to do
Revisit these six sales actions for best communications.
Make sure that you are making use of each action.
Realize that success in dealer sales is your communication.
Go and get the entire list, print out and post at your desk -- But act now. _________________________________________________________________________________________
Are dealer, & OEM and Agency systems adopting AI based technology?
Who really knows who is using AI to sell & market cars?
And The AI that is there working?
Do dealers and providers think they are into AI but really are not.
What are the pitfalls of premature adoption?
"The Buzz is on. Click and Find out what is going on with AI in your dealership or company ___________________________________________________________________________________________________
Algorithms are being used in other retail industries to set pricing.
Can algorithms set prices moment to moment in a dealership?
Can algorithms be used or are being used to optimize car prices?
The Significance of Algorithms in Dealer Marketing
Car Prices Set by Algorithms May Be Auto Dealer Sales Solution.
The dynamic pricing models used by dealers may be obsolete.
Can dealers program pricing models to max profit & survive?
Go find details of this critical price optimization algorithm for dealers ______________________________________________________________________________
Industry Experts presented at Thought Leadership Summit 2017
5 presenters laid out breakthrough ideas, practices, & technology.
The presentations at most conferences are lost within 5 minutes.
Significance or Action-ables for you
Dealer Sales Models - Grasp & implement ParagonDirect & Cardinale Auto Group.
CarShopper Marketing - Digital Data Solutions (AutoPulse) model has THE major breakthrough in CarShopper Management.
Dealer Business Model - Galpin Motors is steadily leveraging culture of current dealer culture into the future.
Click & Capture the Two Pager TakeAway List and Seek to adapt and implement as much as you can before it is too late
AI-Driven Car Sales on mobile devices are increasing.
Dealer report gives car shoppers Pricing, Condition, & Analysis;
Fewer live prospects bailing dealer sites
Significance or The Strategic Result for Dealers
Mobile-first design increases dealer visitor traffic.
Car shoppers become more engaged & on right vehicle
Leads automatically positioned for every vehicle in dealer inventory
Who is doing this? Get Breakthrough details for your dealership by going to Car Story Release ______________________________________________________________________________
Every body is talking about AI & Content Marketing.
You are looking be smart about how it applies to you.
IT and coders are writing AI programs to do everything.
How is this Significant to you?
The article linked to this posting tells you what you Need-to-Know.
Tells you what Artificial Information is & action you should take.
Gives you steps to bring AI to your dealership/company.
Will make you knowledgeable about AI in less than 5 minutes.
Read, Ingest & Print out Paul Roetzer's article. Buy his book on Amazon The Marketing Performance Blue Print
Leads from Lead Leader Lead to Car Sales: 5% of All 2016 Light Vehicles Retail Sales Came from One Online Automotive Service plus 2% of UC Sales for 1.5 M Total SalesThe Situation or Impact of Auto Sales Leads from LeadGen Provider:
Consumers leads thru Autobytel resulted in est 748,404 of all light retail new cars sold from Jan-Dec 2016.
Est 837,430 (over 2%) of all light vehicle retail used cars sold.
Est over 1.5M light vehicle retail sales were attributable to consumers leads through Autobytel network.
Significance of Online LeadGen Services
Autobytel continues to be main driver of new & UC sales.
Hi Quality leads drive Web site traffic to dealers.
AutoWeb's Traffic solution model capturing in-market consumers
To see and access the total impact of Autobytel's contribution to total 2016 U.S. car sales, click and ingest.
Having Safe Text with Your Customers: Sales Scoring Depends on Consumer Ability to Text Your DealershipSituation: What can you do to max text leads?
First: You got to have a solid mobile strategy.
Then Think: Mobile, Call-to-Action, & How to Max texts from customers
Significance: What Steps do you need to get this done?
Add a Call to Action for texting in all your marketing initiative.
Then: Make sure these FOUR easy steps for adding call-to-action to all of the communications and marketing in your dealership.
Result: You are offering customers an easy, first line of communications to reach your dealership
Click & Find Four Easy steps to gain more mobile sourced customers _______________________________________________________________________________
Get & Be Smarter: Start Listening to Most Popular Marketplace Radio Show on NPR Every Day In Car/HeadsetSITUATION:
Marketplace is for business listeners not Public Radio devotees
Nearly 15M listeners on 750 NPR stations daily from LA
Commuters in traffic use voice activated Internet connection.
SIGNIFICANCE--Why You should listen:
Expanding to be source for economic information for consumers.
Now launching new show “Make Me Smart With Kai and Molly”.
Expanding staff to produce new program, more podcasts & revenue
Annual revenue now is about $18 M from sponsors & carriage fees.
Find out why 15M Experts are on NPR listening to Kai Ryssdal's Marketplace every day.
1. Car Sales are not going up but maybe down.
2. Private Sector is hiring; Local business for dealers.
3. Gas prices are not going anywhere; But hale to Shale.
4. 360-degree & VR are going help with-it dealers sell more cars.
5. Computers pick stocks better than people.Cars next?
6. Black boxes in cars to determine whose insurance pays.
Tap into this list of Trends that are or may soon impact the decisions of dealership GMs and Owners
Fundamental change is going on.
About how customers buy cars differently.
Spending More time online researching then buying online.
SIGNIFICANCE OR WHAT YOU CAN DO:
Get the car shopper to your Website ASAP.
Do all you can to keep consumers on your Website.
Bottom line: Get the consumer to visit your dealership.
Click & Learn what your dealership team can do to capitalize on this car buying revolution
Factors or Trends that may impact your job soon:
How Algorithms, Programmatic Advertising, Chatbots, Machine Learning, & Artificial Intelligence are Changing Role of Content Providers
1. Intelligent Content Marketing has changed everything .
2. Advertising is Least Effective Communications Resource
3. Integrated Marketing Communication is the new strategy
4. Forthcoming Intelligent Content Conference is really about “Algorithmic Intelligence”
5. Machine Learning and Chatbots will replace or change Call Centers, BDCs, and Lead management
What should you do about all this?
1) The Situation:
Today & this week is the 72nd anniversary of six U.S. Marines raising the American flag on Iwo Jima
Here is what our erudite Marine Corps Contributing Editor & a Real Mud Marine, Jim Thompson, sent us:
"The men from Easy (now Echo) Company 2nd Bn, 28th Marines, immortalized by the Rosenthal photos and subsequently by the Marine Corps War Memorial, were there by pure coincidence. Every man who served on Iwo Jima was a hero including my 3rd Bn, 9th Marines Dad. While we have always thought one of the six was Corpsman Bradley, the discovery that it was actually PFC Harold Schultz should not diminish the service that Bradley provided to ‘his’ Marines.
Why this Anniversary is Significant:
Some of what this is about is-- Why you should hire Marines coming off active duty whenever possible.
Consider that 2 Marine generals & an Army intellect are our best hope for the new presidency.
Visit this memorial this summer. We need more Marines running things. Semper Fi.
Automotive News & industry pubs post articles & how-to again & again.
Industry consultants who have millennial kids provide advice & counsel
See link article to Automotive News [May have to subscribe to get PayWall content]
Basic message: Give Millennials their head, entrust, & get outa the way.
The Significance that you might heed:
This is not the how the auto industry manages or sells them cars.
It pretty much--tell em WHY they shd do something & get outa the way.
So turn the your dealership or company over to them & go play golf.
See what Expert, Jason Dorsey, said to Automotive News. ______________________________________________________________________________
The Country's business and news publications are posting articles and content on the growing stress, resistance, and outright concern that seem to growing every day.
HERE IS AN EXAMPLE:
Here is an article from this week's Business Week posted and you can gain more perspective from Washington Post.
"Americans are more stressed than ever, which shouldn’t come as much of a surprise to anyone living in America who owns a smartphone or TV. A new poll from the American Psychological Association shows that the nation’s stress levels in January were even worse than in August, in the thick of the angriest campaign in recent memory.
That stress penetrates party lines—including 76 percent of Democrats and 59 percent of Republicans—and age groups. While some believed anxiety levels would decrease after the election, once the campaigning wound down, it seems to be steadily moving in the opposite direction".
So --GM and Honda are investing $85 million to mass produce the tech for hydrogen-powered cars.
Watch out EVs–FCVs are alive: See What Analysts Say about GM-Honda JV Mass Produce of Hydrogen Fueled Vehicles
So What does it mean to you, the Industry, and the Future of Hydrogen powered or fuel cell vehicles?
See how and what 4 of the Industry's leading analysts had to say when this announcement was made earlier in February.
You will see that hydrogen has a ways to go but the OEMs are on it.
See what firms like FirstElementfuel is doing to install hydrogen fueling stations in CA.
1) Joint Venture done to gain economies of scale.
2) Hydrogen now viable alternative fuel sources
3) Both companies view this project as too big for one OEM by 2020
The Significance to Dealers & Industry
1) Companies like FirstElementFuel are installing FCV refueling in California.
2) This OEM move to create 100 or more jobs in Detroit plus fueling station installation.
3) See positive kbb.com & Autotrader.com analysts commentary on FCVs to gain more perspective.
Why Six in Sixty?
SIX in SIXTY – 6 Most Significant Developments from Last Week that You Will Want-To-Know in 60 Seconds
You are getting your industry and business news feeds and reads from multiple sources.
All of this news and information tends to be the same story content, in diff formats
So What does SIX in SIXTY seek to do for you?
1) Tell you What and Why in 10 second e-bites right NOW.
2) Cover developments that may matter to your short & long term
3) Give you an advance leg-up on breakthrough tech, ideas, & trends.
Here is the List of Six developments for this past week. Read, Route, Tweet, and be smart.
We are posting these Ten Significant items in such a way that you can quickly see and skim through news you may have missed one minute. [or longer if you need it]
This editorial service is part of the long standing editing and posting practice of Eportlandhomes and Eportlandhomes.
We have sought to capture the "Situation" that prompted a given news story and then to provide the "Significance" in a few words or what the situational news might mean to you and your company or enterprise.
More detail is posted on Twitter, Facebook, LinkedIn, and our Blog.
Here is the News NOW that you will want to know. ICYMI.
Another Shoe has dropped: OEMs other than VW About to be Caught UP in Diesel Emission Scandal; Now Its FCA Challenging EPA Engine Calibrations & ProcessSITUATION:
FCA accused of using defeating SW in 104,000 Dodge pickups & Jeeps
Allowed diesels to exceed legal limits on toxic emissions of NOx gases. EPA says engines used undisclosed SW that alters characteristics of emissions controls to exceed NOx limits.
FCA called dispute a “difference of opinion” over whether engine’s “calibrations met the regulations”.
FCA insists it “may be technically deficient but not immoral”.
FCA’s shares plummeted by 16%, though recovered slightly.
Failure to disclose this type of software also breaks the rules.
Any wrongdoing is strongly denied by the company.
Germany’s transport minister insisted an “illegal shut-off device” used.
Many diesels emit far more noxious gases than under test conditions.
Fine of $4 B would not “break its neck in the current environment
Ya –Connected Cars are Really Coming: $155B Market with 59M Cars Connected to Internet in next 15 Years; Steps to get readySecuring the Connected Car: Connectivity Best Practices, Challenges & Implications
THE SITUATION with Connected Car Management:
Cisco’s CTO published White Paper on how to be ready for new market
Cisco's role is “sensing and evangelizing” key trends to automotive.
Seeks to outline how the industry including dealers needs to be ready.
WHY SIGNIFICANT TO YOU NOW:
1. Note and dig into 6 areas listed from vehicle design to Post Purchase
2. Will enable you to pay close attention to & understand ecosystem.
3. You will gain a grasp of each step in lifecycle of a Connected Car.
Take the time to plow through this comprehensive document and capture the 6 steps in your "Automotive Future(s)" folder.
The Most Frustrating Step in Car Buying – It’s Not What You Think. New Research Measures Emotions During PurchaseFreak Out, Buy a Car: 5 of 8 Emotional Steps in buying a car are Negative, Frustrating & Fearful.
SITUATION That Prompted Research:
Emotions drive purchase decision;Cause shoppers to leave before sale.
Buyer research rates positive feelings during 8 steps of purchase.
Tradein appraisals, deal terms, & financing made people disappointed.
SIGNIFICANCE of Research:
Dealers can control car buying experience & manage buyer emotions.
Emotional highs & lows of vehicle purchase are measured & rated.
Dealers to be transparent with pricing, payments & educate prior to F&I.
Mobility will be disruptive & transformative going forward.
Too many companies competing for market share of mobility.
OEMs want to get into mobility services; Competing with Silicon Valley.
Significance or Takeaways for Dealer Mgt
Google & Apple more interested in mobility services instead of cars.
Big winners will be data miners using Artificial Intelligence & analytics
War over access to mobility & data is coming.
Auto industry becoming new business with opportunity to control data.
Google Challenging Agency Ad Process: Sez Create Your Own Brand Videos for YouTube
[Quicker, Cheaper, & Speedier Production & Feedback]
YouTube Labs is now linking brands with YouTube Creators.
How: By Creating a platform for a series of videos for each brand
Disrupts of traditional advertising model & bypasses broadcast, cable TV
Delivers FB & YouTube directly to customer on the video publishing platforms.
YouTube video bloggers growing part of marketing content creation for brands.
Implications for Ad Agencies, video production houses, publishers, buyers of ads.as well as Automotive companies.
Moves Google into a sort of talent brokerage.
Called "Agile Method" by SW developers to achieve better, faster, cheaper ads.
Emphasis on speed to stream, with agency work going straight to production.
Scripts approved, guided by insights & market knowledge from YouTube creators.
Optimized video then put online to listen to conversations & feedback from consumers.
See AD Age article in its entirety
Google Links Brands With YouTube Creators: Are Agencies and Influencer Networks Threatened?
If you consider yourself to be a Thought Leader, want to be a Thought Leader, or seek to find and hang out with thought leaders, then these six "Thought-full and Leader-full" books will be your reading focus for the next year.
Why should you pay any attention to this?
Because you not only better, you got to understand and be aware of what is coming. Your career, your job, and what you are now doing will be changed soon by artificial intelligence, blockchain technology, data science, machine learning, robotics, 3D printing, algorithmic programming, VR, AR, additive manufacturing, and behavioral marketing, just to mention a few "things" to keep track of.
Go & Take a look at Six books that will enable you to gain a grasp of what is ahead for you and the automotive & business community ______________________________________________________________________