Keys to Selling More Cars with Touchscreen Technology
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Today’s consumer is more digital and more demanding than ever. In the car business, easy access to product information, reviews, ratings and detailed pricing information has made buyers more powerful and put dealers on the defensive. What is the key to selling more cars at a time when two out of three customers would rather buy 100% online? Simple — don’t resist the technology … use it. And use it wisely. Join this webinar to learn how to increase sales, improve buyer experience and boost customer satisfaction with new marketing and sales processes powered by state-of-the-art, touch-based systems. KEY TAKE-AWAYS • Discover how to implement a tech-powered, collaborative selling process that makes customers happy and makes your salespeople more successful. • Improve the quality and consistency of sales presentations by training and requiring your salespeople to use touchscreen systems with detailed, high quality, current information on your products and services. • Learn how to use touch systems to expand selling opportunities throughout the dealership; for example, promote new vehicles in the service waiting area, introduce select F&I products earlier in the sales process or promote service specials in the showroom. View on-demand webinar: http://digitaldealer.com/webinars/keys-to-selling-more-cars-with-touchscreen-technology
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Keys to Selling More Cars with Touchscreen Technology
- 1. KEYS to SELLING MORE CARS WITH TOUCHSCREEN TECHNOLOGY
- 4. TODAY’S PLAN ● How technology has changed retail ● How car buyers have changed ● Huge opportunity for dealers who align their sales process with customer preferences using touchscreen technology ● Case study: Passport Toyota ● Takeaways – how you can sell more cars with ViewPoint Kiosks
- 5. TECHNOLOGY HAS CHANGED RETAIL UGG Audi City Neiman Marcus
- 6. OVER HALF OF RETAIL SALES ARE INFLUENCED BY DIGITAL* Source: The New Digital Divide (Deloitte) http://goo.gl/x22ckt *Across all platforms - desktop, laptop, tablet & smartphone. % of sales influenced by digital Smartphones account for 75% of recent increase in digital influence
- 7. PEOPLE VISIT FEWER DEALERSHIPS BEFORE BUYING On average, half of all buyers purchase from the first dealer they visit ... In other words … when a customer walks in, you have one opportunity to gain that new customer. 2003 TODAY
- 8. PEOPLE SHOP ONLINE, BUT BUY FROM DEALERSHIPS ● Expert advice for harder questions ● Physical experience, including test drive ● People want to buy from someone they trust ● Start establishing trust from first contact
- 9. WHAT DO CUSTOMERS WANT? While there is good work going on right now to adapt decades-old sales processes, consumers are telling us that we as an industry are not moving fast enough... More convenient test drives, no pressure Complete finance paperwork online More power in negotiations Too much time in dealership – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+ “ ”
- 10. By recognizing—and embracing—the need for change, we have a tremendous opportunity to surprise and delight our consumers. – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+ ” “
- 11. THE OPPORTUNITY 72% visit dealerships more often if the buying process were improved 66%much more likely to buy from a dealership that offers their preferred experience 56% would buy a vehicle more often if the process was not so difficult would be would
- 12. ● Improve customer journey ● Make sales process engaging, consistent and efficient ● Built around new, high-tech showroom CASE STUDY PASSPORT AUTO GROUP
- 13. NEW PASSPORT PROCESS AssessNeeds LearnPreferences BuildRapport IntroduceDealership Start Collaboration Answer Detailed Questions ShowTransparency Consistent Delivery ImproveCSI Findthe “Right” Car
- 14. Welcome Screen
- 16. WHY BUY HERE?
- 17. CHECK IN
- 18. DISCOVERY
- 19. DELIVERY
- 20. TRAINING
- 21. PASSPORT TOYOTA KIOSK USAGE Date August 23 - Sep 22 18,500 “Events” 5000 Images 712 Movies
- 22. PASSPORT TOYOTA VIDEOS VIEWED August 23 - Sep 22
- 23. SUCCESS ● Sold 7 new vehicles to people who came in for service over 3 weeks (“found” service business) ● Paid for their investment in just 3 weeks Happy GMs at Passport Toyota & Nissan MARCUS DESOUZA General Manager, Passport Nissan CAMERON HELLMUTH General Manager, Passport Toyota
- 24. WHAT OTHER DEALERS ARE SAYING “We just sold our first car from the ViewPoint Kiosk. A customer walked up to it and said ‘I didn't know the difference between all the Avalons.’ He picked out the one he liked, sat down and purchased. It was that easy.” “We had 3 vehicles purchased specifically after our guests had been using the ViewPoint Kiosk in our Service Waiting Area — they had been reviewing our inventory listings, got excited about the car, had some questions, took a test drive and then purchased. All after interacting with the ViewPoint Kiosk.” — Jay Rose, General Manager, Volvo of Southborough — Joe Reth, General Manager, Sun Toyota
- 25. WHAT’S YOUR VISION? Connections Inventory CRM Internal Training Offsite Marketing Mall Community Events Experience Self-Guided Discovery Collaboration Tool Sel Location Showroom Service Delivery
- 26. WHAT ARE YOUR PAIN POINTS?
- 27. REALIZE YOUR VISION WITH TOUCHSCREEN TECHNOLOGY ● Create tech-powered, collaborative process ● Design & implement the digital experience ● Training is key to success
- 28. IMPROVE THE QUALITY AND CONSISTENCY OF SALES PRESENTATIONS
- 29. EXPAND SELLING OPPORTUNITIES FROM SERVICE AND OFFSITE
- 31. LET’S OPEN THIS UP FOR QUESTIONS If you’d like to schedule an online or live demo of ViewPoint Kiosk technology, please email or call. THANK YOU FOR JOINING US TODAY! Anne Horn ahorn@viewpointkiosks.com (617) 997-9367 Brandi Fletcher bfletcher@viewpointkiosks.com (619) 977-3180
- 33. TODAY’S PLAN ● How technology has changed retail ● How car buyers have changed ● Huge opportunity for dealers who align their sales process with customer preferences using touchscreen technology ● Case study: Passport Toyota ● Takeaways – how you can sell more cars with ViewPoint Kiosks
- 34. TECHNOLOGY HAS CHANGED RETAIL UGG Audi City Neiman Marcus
- 35. OVER HALF OF RETAIL SALES ARE INFLUENCED BY DIGITAL* Source: The New Digital Divide (Deloitte) http://goo.gl/x22ckt *Across all platforms - desktop, laptop, tablet & smartphone. % of sales influenced by digital Smartphones account for 75% of recent increase in digital influence
- 36. PEOPLE VISIT FEWER DEALERSHIPS BEFORE BUYING On average, half of all buyers purchase from the first dealer they visit ... In other words … when a customer walks in, you have one opportunity to gain that new customer. 2003 TODAY
- 37. PEOPLE SHOP ONLINE, BUT BUY FROM DEALERSHIPS ● Expert advice for harder questions ● Physical experience, including test drive ● People want to buy from someone they trust ● Start establishing trust from first contact
- 38. WHAT DO CUSTOMERS WANT? While there is good work going on right now to adapt decades-old sales processes, consumers are telling us that we as an industry are not moving fast enough... More convenient test drives, no pressure Complete finance paperwork online More power in negotiations Too much time in dealership – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+ “ ”
- 39. By recognizing—and embracing—the need for change, we have a tremendous opportunity to surprise and delight our consumers. – Jared Rowe, President, Auto Trader Autotrader CAR BUYER OF THE FUTURE study of 4000+ ” “
- 40. THE OPPORTUNITY 72% visit dealerships more often if the buying process were improved 66%much more likely to buy from a dealership that offers their preferred experience 56% would buy a vehicle more often if the process was not so difficult would be would
- 41. ● Improve customer journey ● Make sales process engaging, consistent and efficient ● Built around new, high-tech showroom CASE STUDY PASSPORT AUTO GROUP
- 42. NEW PASSPORT PROCESS AssessNeeds LearnPreferences BuildRapport IntroduceDealership Start Collaboration Answer Detailed Questions ShowTransparency Consistent Delivery ImproveCSI Findthe “Right” Car
- 43. Welcome Screen
- 45. WHY BUY HERE?
- 46. CHECK IN
- 47. DISCOVERY
- 48. DELIVERY
- 49. TRAINING
- 50. PASSPORT TOYOTA KIOSK USAGE Date August 23 - Sep 22 18,500 “Events” 5000 Images 712 Movies
- 51. PASSPORT TOYOTA VIDEOS VIEWED August 23 - Sep 22
- 52. SUCCESS ● Sold 7 new vehicles to people who came in for service over 3 weeks (“found” service business) ● Paid for their investment in just 3 weeks Happy GMs at Passport Toyota & Nissan MARCUS DESOUZA General Manager, Passport Nissan CAMERON HELLMUTH General Manager, Passport Toyota
- 53. WHAT OTHER DEALERS ARE SAYING “We just sold our first car from the ViewPoint Kiosk. A customer walked up to it and said ‘I didn't know the difference between all the Avalons.’ He picked out the one he liked, sat down and purchased. It was that easy.” “We had 3 vehicles purchased specifically after our guests had been using the ViewPoint Kiosk in our Service Waiting Area — they had been reviewing our inventory listings, got excited about the car, had some questions, took a test drive and then purchased. All after interacting with the ViewPoint Kiosk.” — Jay Rose, General Manager, Volvo of Southborough — Joe Reth, General Manager, Sun Toyota
- 54. WHAT’S YOUR VISION? Connections Inventory CRM Internal Training Offsite Marketing Mall Community Events Experience Self-Guided Discovery Collaboration Tool Sel Location Showroom Service Delivery
- 55. WHAT ARE YOUR PAIN POINTS?
- 56. REALIZE YOUR VISION WITH TOUCHSCREEN TECHNOLOGY ● Create tech-powered, collaborative process ● Design & implement the digital experience ● Training is key to success
- 57. IMPROVE THE QUALITY AND CONSISTENCY OF SALES PRESENTATIONS
- 58. EXPAND SELLING OPPORTUNITIES FROM SERVICE AND OFFSITE
- 60. LET’S OPEN THIS UP FOR QUESTIONS If you’d like to schedule an online or live demo of ViewPoint Kiosk technology, please email or call. THANK YOU FOR JOINING US TODAY! Anne Horn ahorn@viewpointkiosks.com (617) 997-9367 Brandi Fletcher bfletcher@viewpointkiosks.com (619) 977-3180