Dealers Should Be Bold in Training and Technology to Improve Sales Process

Dealers Should Be Bold in Training and Technology to Improve Sales Process


Speaker 1: Tonight we spoke to six industry
experts, and we asked what are the most important tenets in this digital revolution? Welcome
to year of the dealer. Speaker 2: To be honest, I don’t know what world
you guys are living in, because that’s not how it’s been at our dealership, and we started
our store in 1952, and we’re very well respected, we’re in 20 groups, and they’ve got great
reputations, our loyalty rates are in the 70s, customers love dealers who take great
care of them. So it’s foreign to dealers who are used to taking advantage of customers,
but for those who have a good reputation, digital just plays to really accelerate their
growth. Speaker 3: What we’re talking about is will
dealers be bold enough to maybe bring some of that FNI office out into the sales floor
using emenu tools? Will they be able to be more transparent about the banks that they
use online? This is a big year, and the dealers who invest both in technology, and training,
David, don’t you think that would create a buzz in the local community?
Speaker 2: I think it will, and I think though we’ve got to go back and give it its due.
So Jim, been to your training when I was a sales major at the dealership, and the reality
is consumers will solve it for themselves, and they’ll vote with their feet, now they
vote with their clicks, and the right relationship will be the dealer who makes it easy, and
they’ve got to crack the code, but understand that dealers who have even clumsy processes
are making millions of dollars. So the incentive has to be driven by someone who just rocks the world with a remarkable process.

About the Author: Michael Flood

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