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| "Successories" |
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| Succeeding with Accessories |
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Falmouth Toyota, Buzzard Bay, MA, izmocars and Automotive Digest hosted a Panel on Accessories Sales Best Practices on May 20. During the event the group discussed how the Falmouth Team has over the last 90 days increased their accessories sales and achieved $520 additional revenue per copy.
After the initial sales process training of their staff by izmocars and implementation of AOA's software solution, the dealership started offering accessories first on the showroom floor and 45 days later, through fixed operations. They experienced an immediate increment in accessory sales from $9,000 in April 2008 to $32,500 by April 2009, the second month of implementing AddOnAuto's solution. |
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To Listen to the webinar Click here
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For a copy of the Case Study Click here
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| izmoNews |
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| The izmocars Economic Stimulus Package Ends June 15th |
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| In January, Tej Soni announced that izmocars would help our dealer clients by reducing all of our service fees by up to 54%. This once in a life-time cost reduction is now coming to an end. Those of you who signed up for the offer have secured your new discounted rates for 2 years. |
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| Sales performance Coaching |
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How to Make a Fair Profit
on that Internet Sale |
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By Dennis Colome
VP of Training |
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Dealerships struggle today to squeeze out a profit anywhere they can. Many dealerships have resorted to pricing the vehicles they sell at a loss or less than invoice to keep the sales rolling. The truth is you can make a fair profit on every Internet Sale if you have the right process in place. First, let’s look at what typical dealers are doing today and compare it to what they should be doing to increase their profits.
I recently visited a large Honda dealership in a major metropolitan area. They do a great job of making sales and dominate their market share. This dealership sells over one hundred vehicles a month. They have a good team of people to call prospects and set up appointments. However, their gross profit is well below their standard, in fact, they are only grossing about $400 per vehicle sale. They have a process in place to shop all the competitors and list the pricing from each of them on a spreadsheet to ensure the price they give the customer is lower than the others. While this may work for moving metal, it does not work well for paying all of the bills. This is exactly what the General Manager shared with me before they hired us to help them. |
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| >> Continue to Full Article |
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| Strategy Tip |
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| “Span the Gap: Put up your own Specials at the end of the month" |
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Most manufacturers release incentives from about the 5th of the month through the end of the month leaving a week or so gap where there are no available incentives. Capitalize on this time by listing Online Specials for aged inventory or lowest-cost-vehicles on your lot.
This is a really good way to stay a step ahead of your competition and to make sure that you have Online Specials showing 100% of the time. The best way to accomplish this is to “span the gap” by putting up these specials several days in advance of the end of the month and letting them expire around the 2nd week of the month.
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| Introducing iEquity - 2 |
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| Identify New Selling Opportunities with iEquity |
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By Troy Smock
Product manager of izmoCRM |
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Last month, we introduced iEquity as a tool to maximize your customer’s positive equity and get them into a new vehicle. In this issue, we focus on the execution and other elements of iEquity.
iEquity enables dealerships to send laser-focused campaigns to a broad range of customers, using our robust iCRM database. This database includes: |
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Historical Sales Information that Includes Full-deal Information |
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Service Customer and Vehicle Information |
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Prospect Customers |
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By including all three-customer types, you can use iEquity to narrow or widen your campaign emails or mailers based on criteria that you define. |
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| >> Continue to Full Article |
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| Ask izmocars |
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| What works best when selling accessories? |
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Question: What strategies have you found work the best when trying to sell accessories both at the time of sale and after the sale (ie. in service)?
Answer: Soft selling is the key. Introducing customers to accessories after negotiations of the vehicle is better. Proper presentation tools to keep them excited on their decision are also important. Service customers should be asked and presented accessories pertinent to the time line of ownership. Performance products and security products do well in Service. |
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This newsletter is brought to you by izmocars. |
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Ensure delivery: Please add insideizmo@izmocars.com to your email address book
or safe-senders list. |
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izmocars, Inc.
izmocars.com
665 3rd Street, Suite 325, San Francisco, CA 94107 |
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| Privacy policy: We do not share, rent or sell your information. |
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| © 2009 - izmocars, Inc. - All Rights Reserved - izmocars.com |
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