If doubling your internet sales is at the top of your marketing agenda, these 10 proven strategies delivered by David Kain at this year’s Australian Automobile Dealers Association National Dealer Convention (AADA) will help you achieve your goal. David is CEO of KainAutomotive.com a US based company specialising in automotive internet sales, BDCs, digital marketing and social media. To hear his presentation, click here: http://enews.ebusinessmedia.com.au/client/aada/2013/audio/AADA_Double_your_Internet_Sales.pdf

1. Double your Internet Sales
and Profits This Year!
Presented by David Kain
President, KainAutomotive.com
Let’s connect!
859-533-2626 cell/text
David.Kain Skype
@KainAutomotive Twitter
+ David Kain Google +
david@kainautomotive.com

2. Proven Practices to Double
Your Sales & Profits

3. Set Specific Goals

4. 4
Let’s Go…
Fast!!!

5. More Sales?
More Profits?
Lower Costs?
Greater Market Share?
Improved Owner Loyalty?

6. Digital
Sales
2013
Gross
Average
Digital
Total
2013
x
=
250
$2,000
$500,000
Sales & Profit Goals

7. =% of Appointments Kept 25%
% of Appointments who buy = 60%
% for Closing of Total Leads = 15%
Process Goals

8. Kept Appointments 25%
Appointments who buy 60%
Focus on these Process Goals

9. Design a Solid Plan

10. Your plan should include…
• Sales & profit projections
• Cost analysis
• Staffing needs
• Technology options
• Marketing options
• Competitive marketplace review

11. Recruit, Hire and Train the
RIGHT PEOPLE

12. Internet
Salesperson
Internet
Sales
Team
Client
Care
Center
/
BDC
Internet
Dealership
Internet Operations
Structural Evolution

13. Key Qualities – Successful Internet Team
• Great salesperson
• Adapts easily to technology
• Great communicator
• Great typing/texting skills
• Strong product knowledge
• Quality presenter
Dealership

14. Recruiting for
the FUTURE

15. New Recruitment Messages

16. Which Ad will they respond to?
Digital
Marke0ng
Internet
Communica0ons
Social
Media
Exper0se
Salary
and
bonus
Car
Sales
Posi0on
Customer
Interac0on
Large
Inventory
Commission
based
pay
plan

17. New Recruitment Messages
Digital Marketing
Internet Communications
Social Media Expertise
=
Internet Sales Rolewww.HowtoMarkeEoMe.com

18. The Truth about a Sales Job!
Selling Marketing
10% 90%

19. New Recruitment Methods

20. Utilize Video Resume’s

21. If you keep recruiting the
way you do….
What’s going to change?

22. Focus on the
Customer
Experience

23. Why
do
prospects
love
the
Internet?
23

24. Car Buyers Use the Internet to…
24
Deselect
Dealers

25. 18.2 Sources of Info
Shopping
to
Purchase
Path
1.3 Dealer’s Visited
Website
Process
People/Personality
Tac:cs…Price,
etc.
Distance,
Payments,
Trade
Customer
Experience
Sources:
Google
&
JD
Power

27. Video

28. If you BRAND IT…
They will come!

29. Build a Process that Works!

30. PROCESS
Performance
Relies
On
Comple0ng
Every
Single
Step
30

31. 100%
of
your
OPPORTUNITIES
will
come
from
your
MARKETING
31

32. 100%
of
your
RESULTS
will
come
from
your
PROCESS
32

33. 33
YOUR
PROCESS
IS
YOUR
WHY
BUY!

34. Make it Easy

35. Easy to Find You
Google
Ad
Network

36. Easy Navigation – Fewer Options
60
Links
on
the
Home
Page
Reduce your choices on your website
to
Make it EASY!

37. 37

38. Fewer Options = More Leads

39. Is your site more Google or Yahoo?

40. Model your
desktop
website like a
Mobile App

41. Conversion MESSAGES
41
Huntersville
Ford
Wilsonville
Toyota

42. Easy ALWAYS OPEN FORMS

43. Conversion
TRADE VALUATION
U:lize
the
new
Manheim
Trade
in
Tool

44. Conversion
OFFERS & ENGAGEMENT
Live
Chat
Test
Drive
Coupons

45. Manage your
Reputation Daily

46. Customers use Reviews

47. Support Salespeople
47

48. Be Visible…
Generate Goodwill & Enquiries

49. Be Visible…
Generate Goodwill & Enquiries

50. Listen Daily – Respond Promptly

51. Innovate

52. Conversion EASY TEXT

53. Conversion EASY TEXT

54. Conversion GO MOBILE
54

55. Sell with VIDEO
30 Second Walkarounds
Desktop Video Greetings
YouTube Product Libraries

56. Become famous on
167,000,000
+
views
217,000
+
views

57. Exceptional Effort Quick Reply

58. Your Inventory!
8,000,000 +
views

59. Try Screen Share Programs
Schedule
“Virtual”
Appointments

60. Measure Results

61. Analytics Platforms Aplenty

62. Analytics Platforms Aplenty

63. Continuous Improvement

64. Be ready for the Next NEXT!
Don’t be caught sleeping…

65. Unique WHY BUYS

66. Here Now…
66
CarStory

67. Here Now…
67

68. Coming Soon…
68
Anybody’s
Guess

69. Put on your Lab Coat…
This is a Grand
Experiment
You will have to try
many different
approaches

70. Key Takeaways
1. Set specific goals
2. Design a solid plan
3. Recruit, hire and train the Right
People!
4. Focus on the customer experience
5. Build a process that works

71. Key Takeaways
6. Make it easy
7. Manage your reputation daily
8. Innovate
9. Measure Results
10. Continuous Improvement

72. Digital
Sales
2013
Gross
Average
Digital
Total
2013
x
=
500
$2,000
$1,000,000
Now…Let’s DOUBLE our Goals

73. Questions?

74. THANK YOU!!!
Let’s connect!
859-533-2626 cell/text
David.Kain Skype
@KainAutomotive Twitter
+ David Kain Google +
david@kainautomotive.com