The modern sales funnel has created an exciting new opportunity for auto retailers to grow their aftermarket product penetration and profitability. The strategy involves “seeding” desire for aftermarket solutions at the many touch points a customer interacts with to buy a vehicle: online, in the media, and at the dealership. This process allows you to introduce aftermarket … [Read more...] about How Aftermarket Sales Can Blossom in the Modern Sales Funnel
Loyalty and Retention
Don’t Keep Them Waiting in F&I—Go Digital
A New York Times article from several years ago noted that Americans spend billions of hours a year waiting in line. No doubt car buyers backed up on a busy Saturday waiting in the F&I office were counted in this data. Dealerships today work hard to move customers through the buying process faster. As one of our studies has shown, shaving even 15 minutes off the … [Read more...] about Don’t Keep Them Waiting in F&I—Go Digital
Know the 5 Customer Engagement Metrics You Can’t Ignore
As any dealer can attest, car shopping has changed dramatically over the last decade. Shoppers spend hours (and days) guiding themselves through the vehicle-search process online, and many dealers feel they’ve lost their role in the shopping experience. Is it worth the effort, and is it even possible, to engage the modern shopper successfully? It is worth the effort … [Read more...] about Know the 5 Customer Engagement Metrics You Can’t Ignore
How to Make Manufacturer Rebates Your Customer Retention Building Blocks
There may be nothing more valuable to any business than customer retention. Compared to the first-time customer, repeat customers spend more money per visit, save the business money, and typically account for more than half of total revenue. A Bain & Company study found that customers persuaded to make 10 purchases will refer 50% more people than a one-time … [Read more...] about How to Make Manufacturer Rebates Your Customer Retention Building Blocks
Use Gamification to Enhance F&I Customer Engagement
If you’ve ever ordered a meal at a kiosk, run a virtual farm on Farmville, or played a first-person shooter game at a recent U.S. Army recruitment website, you’ve experienced gamification. Gamification means applying gaming or interactive experiences to nongaming contexts. It was more than 30 years ago that one of the first popular examples, the learning game series … [Read more...] about Use Gamification to Enhance F&I Customer Engagement