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Where should car dealers host a blog

thomas@ieracitano.com (ieracitano) — 2011-06-22T10:23:23Z

Where should car dealers host a blog?

Posted by Paul Rushing

Blogging for Car Dealers

Setting up a blog for your dealership is just as important as having a dealership website. Just as important as picking the right website vendor car dealers need to pick the right blogging platform and host it in the right place.

Where to not host your dealership blog: Free Blog Hosting Sites

Everybody wants something for nothing and free hosting sites do give you the ability to launch a fresh blog in minutes but they come with some serious downfalls.

Major Downfalls of Using Free Blog Hosts:

You don't own it. While the content is yours and copyright laws do apply if a free host decides they don't want you using their platform anymore they can delete your blog at will.
Their subdomains. If you set up a blog at the free hosting sites you will always be on a subdomain such as dealerblog.blogspot.com or dealerblog.wordpress.com
Lack of Flexibility. There are many things that can be done with the popular blogging software wordpress however you cannot do it if you are on the wordpress.com platform. The same thing applies to any of the popular hosts. You are not given the ability to make changes that will make your blog more search engine friendly, many don't allow promotional material, limited number of layouts and almost impossible to do a custom design.
Loss of Credibility. Consumers who wind up on your blog will be able to easily identify that it is on a free host and it shows that your business is not willing to invest the time or money needed to have a professional blog presence. If all you are willing to do is a free blog host we suggest you do nothing at all.

Free Blog Hosts that Your Dealership Should Avoid:

Wordpress.com - Do not confuse this with the open source software that is available at wordpress.org, which is our preferred platform. The terms of service at wordpress.com make it a really tricky do any really promotional pieces on a blog hosted there and if they don't like what you are doing there they will delete your blog without warning and all is lost. The excerpt blow was taken from their TOS notice the type in red.

the Content is not spam, is not machine- or randomly-generated, and does not contain unethical or unwanted commercial content designed to drive traffic to third party sites or boost the search engine rankings of third party sites, or to further unlawful acts (such as phishing) or mislead recipients as to the source of the material (such as spoofing);

Wordpress.com has upgrade packages available that will allow you more storage and to use your own domain but at the end of the day you still have to follow their very subjective rule and the value received for the same amount of money or less makes it a pass. Not to mention wordpress.com puts ads on your content that you may never see.
Blogger.com - Blogger or Blogspot is Google's free blog hosting platform. It should be avoided like the plague for a business blog.. It is relatively simple to map your own domain to a blogger blog or you can even use it to publish to your own hosting account but it is not very flexible, it does not have the support community that wordpress does, nor is it very search engine friendly. Google's own Matt Cutts uses a self hosted wordpress blog and not the blogger platform, 'nuff said.
Vox.com - Vox blogs are more search engine friendly that blogger blogs but then again you are giving your content for them to display ads on. Vox is more of a community site, a social network, than a blogging platform. You give up to much control.
Ning.com - Ning is very much like Vox with some added social networking features and is primarily a point and click social network. It is not a blogging platform that dealers should be using.
Dozens of others. Everyday almost there is a new blogging platform launched that will give your a free blog. Many of them use a Multi-User version of wordpress, known as wordpress mu, you are still tied to the whim of a webmaster that controls the site and are giving away to much equity for your time. Stay away from them.

Other Blog Platforms Car Dealers Should Avoid

Typepad.com - Typepad has multiple packages for you to set up a blog on. Even their most basic one at $8.95 per month pales in comparison to what you can do on your own with a cheap hosting account. We have worked in the backend of Typepad to move dealers from that platform to a self hosted version of wordpress and it does not have anywhere near the features. Many things such as automated backups, image control and theme enhancements are a real PITA.
Website Vendor "Integrated" Blogs - There are a couple of website vendors that sell "integrated" blogs with their dealership website packages. Once again you are giving up to much control to a company to control your content and you lose all flexibility. At times you need FTP access to make critical blog changes and I have yet to find a website vendor that will give that to their customers. Some vendors are offering blog packages comparable to ours and those we can live with. While this may be the simplest way to get started for most car dealers it should be avoided if you are planning to use a blog as part of your marketing strategy.

As you have probably noticed that control of your content is the underlying theme of this article. If you are going to set up a dealership blog you need to do it right from the very start. If you have made the mistake of setting one up on many of these free hosting sites or paid sites all is not lost, we have successfully helped dealers migrate from these platforms to their own self hosted blog.

The best place for a dealer to set up their blog is on a self hosted version of wordpress bar none. We are working on a free report that will be released on December 15th on how to set up your own dealership blog using wordpress, drop us a comment below if you want a copy of it or use the contact form above to have us set one up for you.

Stay tuned to Dealerbytes.com for more practical tips on blog marketing for car dealers..

Thank you,
Thomas Ieracitano

http://dealermarketing.com/advertising-menu/marketing-solutions/2414-mobile-marketing-mania.html

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Mobile Marketing Mania

thomas@ieracitano.com (ieracitano) — 2011-06-21T21:52:37Z

Mobile Marketing Mania

Written by Alex Rodrigues

Tuesday, 14 June 2011 11:10

Mobile mania is officially here. It is not the future, it is now. And it's going to dominate how dealerships interact and market to their customers.

Already, 93 percent of the U.S. population has a mobile device, and 40 percent have smart phones or mobile web devices. At some point in 2013, more people will access the internet using a mobile device than they will with a PC. In 2010 alone, mobile web browsing jumped 32 percent while there was a 90 percent increase in mobile app users.

Mobile Commerce

The kicker is that people are using their mobile devices to conduct business-researching and shopping for products, even buying and selling products. Clearly, people are becoming more comfortable using their smart phones for various activities. People spend what amounts to 125 years every day playing the popular game Angry Birds. On eBay, a mobile transaction occurs every second; and recently, 72,000 burgers were sold in 72 hours via a Groupon coupon.

According to a recent study conducted by Ipsos OTX on behalf of Google, 78 percent of smart phone owners use their phones for shopping. "It's happening faster than all of our internal projections," Google Chairman Eric Schmidt told attendees at the Interactive Advertisers Bureau Leadership Conference in April of this year. There are more than 200 million YouTube videos played on mobile devices daily, he notes.

The study for Google is hardly the only example. Even, investment firm Morgan Stanley estimates more than $119 billion in commerce will be conducted over mobile devices by 2015.

Automotive Mobile Opportunity

Numerous studies indicate much of that commerce will happen in automotive. A recent study by mobile ad platform GreyStripe shows that 78 percent of the people planning to buy a vehicle in the next 12 months will use some sort of touch smart web device (iPhone, iPod Touch, Android) during the purchase process.

"Industry studies show approximately 17 percent of the U.S. mobile audience are 'auto-intenders'-people who will buy a new car over the next six months," says Sean Wolfington, owner of www.Tier10Marketing.com. "With 20 million auto-intenders in the mobile universe and one of three of them using a mobile device at some point during their vehicle search process, car dealers need to capture this market."

Cars.com, which developed a mobile application four years ago, gets 18 percent of its traffic today from mobile devices. AutoTrader.com, meanwhile, is getting nearly a million hits a month with its mobile application. Traffic patterns indicate mobile users were most interested in finding vehicles for sale and locating a dealer, versus some of the more in-depth auto reviews and "research and compare" functionality. Like Cars.com, much of the traffic occurs on the weekends.

According to the GreyStripe study, 48 percent of the people who say they will use a mobile web-enabled device in their vehicle search will conduct initial research into vehicles; 44 percent will compare prices of different dealerships while on the lot; 32 percent will find a dealership using their mobile device; and 23 percent will actually use their mobile device to contact a dealership.

Importance of Apps

It's not going to be enough for a dealer to have the mobile website or texting capabilities. Much of the interaction is going to come in the form of apps-compact software downloaded to the smart phone that performs specific tasks and is easy to use. There was 90 percent increase in app usage in 2010 and that number is only going higher. As of the fourth quarter 2010, 68 percent of smart phone owners used apps.

The question for car dealers is: How will they leverage mobile technology to market to and maintain relationships with their customers? At this early stage there are a few automotive mobile solutions providers who help manufacturers and retailers use mobile to attract, sell, and retain more customers for less cost than traditional or internet marketing. The leading mobile solution providers in the industry today are CarFactor.com, GroupAutos.com, IntellaCar.com, and DealerAppVantage.com.

Using Mobile Solutions to Attract Consumers

Some mobile apps help customers shop and are used by dealers to attract more leads and sales. Two popular apps that help customers in the car shopping process are Car Factor (www.Car-Factor.com) and GroupAutos.com (www.GroupAutos.com). As of April, Car Factor was the No. 1 most downloaded automotive app in the world. It has a four-star user rating, the highest consumer rating of any automotive app in the App Store.

Using Car Factor, consumers can build and compare vehicles, view vehicle reviews, and obtain pricing. Another app, newly patented, GroupAutos.com, gives consumers the ability to scan the bar code on a vehicle's MSRP sticker and get an instant guaranteed low price on every vehicle in the dealer's inventory.

"Dealers can advertise that they can provide Instant Guaranteed Low Price quotes in 60 seconds or less," says Chad Collier, CEO of GroupAutos..com. GroupAutos.com has partnered with Affinity Development Group, Inc. (www.aagautogroup.com,) which operates auto buying programs for 50+ million Costco, AAA, and Navy Federal Credit Union members who bought more than 300,000 vehicles from 2,300 participating franchise dealers last year, more than any retailer in the world.Our auto buying programs offer attractive, pre-arranged pricing and deliver in-market purchasers with a 45 percent closing rate within 72 hours of first meeting with our exclusive, local participating dealer. We believe that GroupAutos.com's patented mobile pricing app can significantly shorten the time it takes our members to drive off with their new car," says Jeff Skeen, Affinity's CEO. "We are working with Affinity to build an exclusive national dealer network of 3,500+ participating franchise dealers for GroupAutos.com's customers to be able to instantly see GroupAutos.com's Guaranteed Low Price while standing in front of the exact car they want to buy", states Chad Collier.

Using Mobile Solutions to Serve and Sell Consumers

One observation regarding the growth of smart mobile devices is that customers have greater access to information and often are more informed about the vehicle than even the dealership salesperson is. So, IntellaCar is putting a different spin on mobile apps creating one that is for dealership usage. It has developed an app for the iPad and other mobile devices that help salespeople promote the dealership, vehicles, finance, accessories, and service. "Since most customers research online before visiting a dealership, they often know more than most salespeople about the vehicle they are considering, and this knowledge gap can hurt a salesperson's credibility," says Jim Hughes, cofounder of IntellaCar.

IntellaCar's app helps salespeople quickly access product benefits that are tailored to the customers' hot buttons (safety, performance, comfort, convenience, etc.), walk-around videos, pictures, videos about the dealership, certified programs, leasing, finance products, and accessories, along with introducing the customer to the service department.

"When used properly in the sales process, these showroom apps help salespeople increase their closing ratios, average gross profits and CSI, because they can answer questions quickly while also building value in the dealership and the products they sell," says Bruce Polkes, Hughes' partner at IntellaCar.

Sales consultants typically see an impact in the first week using IntellaCar, with results such as selling two to four more vehicles each per month while generating up to 30 percent higher gross and 47 percent higher CSI.

Dealers are also giving service customers access to these apps on iPads in the service lounge where they can view videos about additional services like car detailing, dent removal, and even new and used vehicle specials.

Using Mobile Solutions to Retain and Resell Consumers

Just in the last year, hundreds of dealers have started providing free apps to their customers following the purchase or service of a vehicle. One such dealer app, created by DealerAppVantage.com, lets customers view their owner's manual, schedule appointments, buy accessories, get roadside assistance, find their vehicle in a crowded parking lot, find a cheaper gas station, report an accident, receive alerts when the parking meter expires or when their kids are going beyond the speed limit.

Enterprising dealers are finding the app helps to improve the customer ownership experience, satisfaction, and loyalty by delivering service reminders, recall notices, lease end tutorials, equity alerts, and specials that bring the customer in more often for service, repeat sales, and referrals.

The most popular tool on the DealerApp Vantage's app is the ability to find gas stations that are less expensive, says Ed Louis, co-founder of the company. "Customers can save hundreds of dollars by using the Cheap Gas station finder to save money on gas," he says.

"Customers love to use the app to make service appointments and view specials," says Mike Adler of Laurel BMW, an AutoNation store. "Customers aren't typing the dealer's URL into the mobile browser anymore because it is a lot easier to use the app to get there."

Dealerships are finding it a lot easier to give the customer a free app that they can use on their mobile phone than it was trying to obtain email addresses a few years ago. The good news is that their phone is always with them and the read rates of messages delivered to the phone are dramatically higher than through email.

"Our dealers post signs all over the dealership promoting the app in sales and service," syas Louis. "Dealers download the app onto customers' phones as they wait for the finance department and in service while they wait for their car. Many dealers also promote it to people who visit the dealership but aren't ready to purchase by showing them how it can help them in the shopping process."

"Our dealerships mobile app is advertised on all of our newspaper ads, in our service department and it's a great selling point for salespeople in the showroom. The app has generated a big increase in website, Facebook, and showroom traffic," Adler adds.

Get On Board Now

The time to put a mobile strategy in place is now. "The rate of adoption for dealers leveraging mobile solutions seems to be much faster than it was for the internet," Wolfington, of Tier10 Marketing, explains. "A lot of dealers took a 'wait and see' posture when the internet first arrived, but it seems like they are reacting faster this time around."

Dealers are learning that mobile is a cost effective way to stay in front of the customer. "We get a lot of leads from our app for a fraction of the cost of internet leads," says Brian Benstock, co-owner of Paragon Honda and Acura, the top selling Honda and Acura dealer.

Dealers that get it and understand technology are going to be the businesses consumers want to interact with. It's time to get ready with a clear mobile strategy that integrates into existing marketing plans.

Thank you,
Thomas Ieracitano

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What's in a VIN?

thomas@ieracitano.com (ieracitano) — 2011-06-03T21:53:52Z

There are only a handful of times vehicle owners must know an auto's Vehicle Identification Number (VIN): when buying or selling a car, applying for insurance or registering a vehicle with the state Department of Motor Vehicles (DMV). Other than that, few people pay much mind to the series of numbers and letters on a vehicle's dash..

But because there are those among us who are experts at manipulating a vehicle's VIN to conceal its true identity, it pays to know what's in a VIN. Law enforcement officials in particular should be familiar with the data a VIN contains as well as the methods crooks use to alter or obliterate this information.

What's in a VIN?

A VIN is a series of numbers and letters that represent coded forms of vehicle information. The coded data found in this series adds detailed vehicle information to what is already found in the DMV's license plate database.

VINs for vehicles manufactured between 1958-1970 may have 11 numbers and letters or less, while all automobiles manufactured in North America since 1971 contain a series of 17 numbers and letters.

Sgt. William Smylie, whose career in vehicle theft investigations with the Miami (Florida) Police Department spanned nearly three decades, describes the elements of a 17-digit VIN as follows:

World Manufacturer Identifier (WMI). This information is found in the VIN's first three characters. The first character identifies the nation of origin. For instance, Canada is a 2; while the United States can be 1, 4 or 5; and Japan is a J. The second digit indicates the corporate manufacturer, such as Ford, General Motors, Toyota and so on. These numbers or letters may vary according to the place of manufacture. So, for instance, a General Motors vehicle, built in Canada would have a VIN that starts with 2G, while a VIN for an import from Japan, such as a Toyota vehicle, might begin with JT or 1T, depending on whether it was produced in Japan or the United States. The third character indicates the type and model of the vehicle, such as Chevrolet or Dodge.
Digits four through nine. The VIN's next five digits give information on various components of the vehicle such as body style, engine type, transmission and drivetrain category. The ninth character is a number known as the "check" digit. This number is part of a mathematical formula, which when applied tells investigators whether the VIN is authentic. Each character in the 17-digit VIN is assigned a corresponding value and weight. The first eight characters' values are added together, as are the last eight. The total sums are then divided by a specified number, which gives a remainder that should equal the check digit's value.
Vehicle Indicator section. This is the last eight characters (of a 17-digit VIN). The character in position 10 indicates the vehicle's model year. The codes alternate between numbers and letters according to the year in which the vehicle was produced. All VIN's use numerals from 1-9, and all the letters of the alphabet except I, O and Q. Therefore a vehicle built in 1971 would be a "1" while a vehicle manufactured in 1979 would have a "9" in the 10th position. A vehicle produced in 1980 would have an "A" in the 10th position and so on. (Each year after 1980 is assigned a letter of the alphabet with the exception of I, O and Q until it reaches Z, then the 10th position reverts back to numbers.)

Where's the VIN?

Before 1967, a VIN could be placed almost anywhere on the vehicle. After 1968, North American manufacturers were required to place the code in an area visible from outside the vehicle. This data string is usually found on the left-hand side of the dash next to the vehicle's lower edge. However, in some older vehicles, the VIN may be on the right side, and in some European models, such as BMW, it may even be situated on the steering column.

Article link; http://www.officer.com/article/10248861/whats-in-a-vin

Thank you,
Thomas Ieracitano

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Best Buy considering EV sales?

thomas@ieracitano.com (ieracitano) — 2011-05-09T21:45:22Z

Best Buy considering EV sales?

by Zach Bowman (RSS feed) on May 9th 2011 at 3:31PM

According to Automotive News, Best Buy has its eyes on jumping into EV sales and service. The consumer electronics giant has been peddling Brammo electric motorcycles for years now and has recently parleyed that experience into garnering contracts to be a distributor and installer of EV chargers for the likes of the Ford Focus Electric and the Mitsubishi i-MiEV. Now the suits in charge apparently want to take the next step by offering full electric vehicles alongside Blu-Ray players and big-screen TVs.

The chain has over 1,000 stores that could effectively educate buyers on the products and service them should anything go awry. Right now, Best Buy is said to be in talks with a few EV startup companies, though the retailer hopes to expand those discussions to larger automakers, as well. The idea is that some dealers would rather outsource the hassle of instructing buyers on the intricacies of EV ownership rather than go through the trouble of educating their entire sales process on tasks such as pairing a smart phone.

Is this just another step in the inevitable march of the vehicle from transportation to appliance? Maybe, but it could also be a move toward a genuinely educated and capable sales staff that's invested in your comprehension of the product.

[Source: Automotive News ? sub. req.]

Thank you,
Thomas Ieracitano

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Compare the automotive industry from only a year ago to today or from ten years ago to today

thomas@ieracitano.com (ieracitano) — 2011-05-09T16:10:00Z

Digital Finesse

Posted by Lizelle Landino on April 28, 2011 at 7:07am
View Lizelle Landino's ADM blog

Compare the automotive industry from only a year ago to today or from ten years ago to today and we all will have the conclusion and understanding that this industry is ever changing and evolving.
No longer is the car standing on the lot at a dealership a guarantee for a sale and no longer can you just stare out the window of a dealership waiting for business.

Digital shopping and digital living has created a very unique challenge for dealers.
It now makes your competition a huge factor on your dealer success.
Tools like social media, link building, seo, sem, video optimization actually takes much visibility away from a dealer because they now have to compete for online presence.
The biggest mistake car dealers make is using the social media sites as a sales tool. Facebook, twitter etc are wonderful tools to connect and reach out to individuals but its not a sales tool.
Why are you trying to sell a car on twitter? If you utilize these wonderful tools and finesse the art of social media correctly , you will gain the respect and trust that will make you a SUPER STAR! How is that?
My advice for success and digital sales finesse is very simple and I call it Relationship selling 101.
Change your thought process on what social media can offer you. All these tools have the most effectiveness and presence when all you are trying to do is build, gain and master relationship selling and conversational connections.

You are trying to gain and not lose twitter followers and facebook friends correct? Do NOT list your inventory or sales pitches on there but master the conversation and media presence in a unique but tactful way. What can you do on the social media aspect that will make you stand out and
have people wonder
" Wow I wonder who that person is or what that person does for a living".
Its Tactful advertising that promotes a product nobody knows better than you
- the product is YOU.
Dare to be different and unique - Establish your "it" factor
- Interest and intrigue people - gain the relationship because the SALE is next.

"Instead of giving myself reasons why I can't, I give myself reasons why I can"

Ford wages average $8/hour higher than non-union and foreign rivals

thomas@ieracitano.com (ieracitano) — 2011-05-09T16:09:00Z

Ford wages average $8/hour higher than non-union and foreign rivals

by Aaron Richardson (RSS feed) on May 9th 2011 at 9:29AM

In the run up to the next round of negotiations between Ford and the United Auto Workers, the automaker has said it pays workers an average of $8 more per hour than its foreign and non-union rivals. By and large, foreign automakers with U.S. factories employ non-union labor, which helps keep labor costs reigned in.

According to the Blue Oval, its cost of labor has risen to $58/hour, while its competitors average $50/hour. The wage gap has persisted even after Ford negotiated concessions with the UAW that cut labor costs by $500 million in 2009.

Ford says it will be impossible to sustain a competitive business if it can't close the gap. Worse, Dearborn says the differential could eventually prevent the creation of new jobs. The company's $58/hour wage rate is a three-dollar hike over last year, thanks in large part to $5,000 profit sharing checks Ford cut each of its workers this year.

According to a company spokesperson, its wage rate would be closer to $56/hour without the profit sharing initiative.

[Source: The Detroit News]

Six Ways to Know If Your Teen Is Ready to Drive

thomas@ieracitano.com (ieracitano) — 2011-04-18T16:07:25Z

Six Ways to Know If Your Teen Is Ready to Drive Saturday, April 16th, 2011

Before your teen asks you about getting a driver's license, parents can feel more comfortable addressing the issue if you consider the following six ways to know if your teen is ready to drive.

1. Good judgment is important. - Is your teen generally responsible? Does he or she show good judgment? This is important because of the necessity to make sound decisions during unpredictable situations that occur while driving - either from other drivers, passengers, pedestrians or other sources. If your teen lacks good judgment, experts recommend that you delay your teen getting a driver's license until he or she shows more signs of maturity. If you can delay your teen's driving until 17 or 18 instead of 16, this can make a huge difference.

2. Ability to resist peer pressure. - Can your teen resist peer pressure? Statistics of teens drinking and driving should be enough to frighten you. This is all the more reason why you want to ensure your child is able to resist challenges to drink and drive, to drive fast, take chances, stay out past curfew, and do other things that put your child and others in danger. Check out your teen's friends.. Do they have good standards? Are they responsible? Do they behave well around your teen? If so, your teen probably behave in a similar manner. These are positive indicators that your teen may be ready to drive - if all other factors are appropriate.

3. Willingness to obey state driving laws - and your rules. - How receptive does your teen seem to be about obeying state driving laws? What about your rules? If your teen pledges to abide by the driving laws and your rules - and you believe he or she is sincere - that's a good start. Motor vehicle crashes are the leading cause of death in teens. Each year, nearly 6,000 teens are killed and approximately 300,000 are injured in crashes. Become familiar with your state's graduated licensing system, one of the few things that have been proven to save teen lives.

4. Comfortable behind the wheel. - No doubt your teen has sat behind the wheel already, pretending to be driving, or asking if he or she can back the car out of the garage. The question is does your teen seem comfortable behind the wheel?

5. Understand what safe driving means. - Allstate Foundation research found that teens differentiate "good" and "safe" drivers. Teens consider a "good" disconnect in what teens think safe driving really is. Teens consider a "good" driver one who can handle a car at high speeds, while they believe a "safe" driver obeys all the rules. Which does your teen believe? Far too many teens are killed each year because they drive recklessly. Before you permit your child to get a driver's license, you should know if he or she understands what safe driving really means.

6. Ability to handle stress. - Along with good judgment, ability to resist peer pressure, willingness to obey driving laws and your rules, understanding what safe driving means and being comfortable behind the wheel, your teen also needs to be able to handle stress. How well does your teen handle anger or fear? These events elicit quick responses that can tell you whether or not your teen is ready to drive.

After going through these six ways to know if your teen is ready to drive, you should have a better idea if now is the time - or if holding off another year or so may be the wiser choice.

Thank you,
Thomas Ieracitano

229.251.2462

http://blog.iseecars.com/2011/04/16/six-ways-to-know-if-your-teen-is-ready-to-drive/

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re-posted from ;

4 Things Smart Dealerships Do when Women Buyers Visit

thomas@ieracitano.com (ieracitano) — 2011-04-14T21:02:00Z

4 Things Smart Dealerships Do when Women Buyers Visit

by Anne Fleming on Apr 13, 2011

So a woman has stepped onto your lot and is looking to purchase a vehicle. What happens next
and the direction the visit goes is largely determined by how the dealership, specifically the salesperson, engages and influences her experience. Research shows that 45% of women feel apprehensive and 34% are intimidated when shopping at new car dealerships. The factors that lead to whether she stays or goes to the competition can be summed up with several factors that are fundamental to converting a female visitor to a happy and long-term customer:

Treat her fairly and with respect, as the front negotiator. Be willing to work with her without any intimidation tactics, pushiness or condescending attitudes. If she is with her husband or a man, treat her as the front buyer and keep consistent eye contact with her.
Maintain a relaxed and no-pressure environment, allowing her to feel cared for and listened to.
Build trust by ensuring she understands the safety standards and warranty information. Appreciate that she may likely have children passengers. Answer all questions in a way she feels listened to, and make sure all her questions get addressed. Don't use words like 'always' or 'never' - she will stop listening.
Make her experience enjoyable and educational, so she can drive away with more knowledge and awareness. Be the go-to knowledge provider and treat her with respect, which she will almost certainly share with her friends and family.

Women account for 54% of new car purchasers, and influence 82% of the purchases for the family. Successful women-friendly car dealers know how to have all their sales and service team members work with women buyers with finesse and respect.

http://www.drivingsales.com/blogs/automotivepr/2011/04/13/4-things-smart-dealerships-do-when-women-buyers-visit-?hq_e=el&hq_m=983222&hq_l=3&hq_v=c240df170a

Better Ways to Buy Tires

thomas@ieracitano.com (ieracitano) — 2011-04-09T09:38:41Z

Better Ways to Buy Tires

Investing in tires generally is difficult to understand. It's so hard to know where to start, and especially if you're new to buying tires you might not know where to begin. I'm sure this asset will help you purchase your next set of tires. This is the kind of guide we wish we would of had the first time we bought tires.

Step 1: Closely examine the tires you have on your car at this time. Examine the volume, brand, model #'s etc.... All this information is easily read off the sidewall of the tire. If you don't understand what it all means, that's ok. Be sure you jot it down on a piece of paper for reference though. You should also confirm that you actually need new tires.

Step 2: Call up our featured tire shop or the tire shop of your choice and say: Hi, I own a 2003 Honda Civic and I'd like to see what you have in stock that would fit my car? (replace your make and model obviously) Make sure you have pen and paper handy, and copy down everything they say. Get the exact pricing information including installation, and all the detailed info on the tires. If they don't tell you,get an idea of the mileage the manufacture expects for the specific tire. NOTE: There are shops that won't be able to tell you what tires fit your vehicle. That's exactly why I had you copy down your current tire information. Give them this information instead and they should be able to help.

Step 3: Call around to a few other tire shops and compare the prices, mileage, and other factors of the tires.

Step 4: With all this information in hand, narrow your choices down to 2-3 potential tires. Look up the details of your tire possibilities in a search engine and see what the experts say about each tire. Read customer comments, trade blogs, anything you can find.

Step 5: You're all set, you've done your homework and are ready to make a tire purchase.

We really hope this guide helped you in some way. If you learn something you'd like to share during your tire purchase please leave a comment so others can learn as well. Thanks!

Learn more about tires and how to make an excellent tire purchase at our site http://howtobuytireskc.weebly.com/

What We're Testing This Week: 2011 Ford F-150 EcoBoost 3.5-liter V-6

thomas@ieracitano.com (ieracitano) — 2011-04-06T21:48:14Z

From: Mike Levine

Sent: Monday, April 04, 2011 12:02 AM

Subject: What We're Testing This Week: 2011 Ford F-150 EcoBoost 3.5-liter V-6

Is Ford's new 3.5-liter EcoBoost V-6 worth its $750 premium over the company's new 5.0-liter V-8 and does it perform as well as the brawny 6.2-liter V-8? That's what we plan to find out this week during a challenging 2,000 mile road test.

The innovative small displacement 3.5-liter EcoBoost V-6 is rated at 365 horsepower and 420 pounds-feet of torque. It's the first application of gasoline direct-injection twin-turbo technology in a half-ton pickup.

On paper, EcoBoost outperforms the 360 horsepower, 380 pounds-feet 5.0 in both gas mileage and power. It's rated to tow up to 11,300 pounds, the same as the 411 horsepower, 434 pounds-feet 6.2.

As we discovered in February, the 5.0 is no slouch. We loved its performance in the 2011 Ford F-150 XLT 4x4 we drove. The 6.2-liter V-8 is an off-road monster in the Ford F-150 SVT Raptor and it's a towing machine in the Platinum and Lariat F-150 models, as well as the Ford Super Duty.

Our EcoBoost test will push the V-6 harder than we've driven the 5.0-liter and 6.2-liter V-8s. Some might say twice as hard because we're not just testing a single EcoBoost V-6 truck. Ford has provided two identical 2011 F-150 SuperCrew FX2 two-wheel drive pickups with 3.55 rear axles.

Why are we testing duplicate EcoBoost F-150s? One pickup will be empty and the other will tow a 9,000 pound ballasted trailer. We're going to measure their individual performance and fuel economy trucking from Los Angeles to Denver in city and highway driving conditions at low and high altitudes as both trucks shadow each other.

Dyno Test

We've already completed our first test using a Dynojet Research chassis dyno, courtesy of our friends at K&N Engineering in Riverside. At the EcoBoost F-150's rear wheels, we measured 316 horsepower and 355 pounds-feet.

There are several interesting items to note about our EcoBoost's dyno results. First, peak torque occured further up the power band (4,150 rpm) than what Ford claims at the crankshaft (2,500 rpm). The turbos did an excellent job keeping torque above 300 pounds-feet from around 2,800 rpm to approximately 5,700 rpm, just ahead of fuel cutoff at 5,800 rpm. Second, horsepower showed an interesting downward blip around 5,000 rpm before hitting its peak at 5,125 rpm. Could this be for emissions reasons or to hit a higher horsepower number than the 5.0? Finally, you can see where torque and horsepower intersect at 5,252 rpm but horsepower falls from there, never crossing the torque curve.

For comparison purposes, we've plotted the 3.5 dyno results against the 5.0 that was tested on the same dyno -- corrected using SAE factors for humidity, temperature and barometric pressure.

So far, EcoBoost appears worth its $750 premium.

On the Road

We head to Colorado Monday morning to start the real world evaluation. We'll be stopping along the way for fuel and food. If you catch us, we'll be happy to chat and buy you a cup of coffee or a meal. We shouldn't be too hard to spot with the trailer and two Race Red FX2 F-150s.

Follow along on Twitter and Facebook for updates.

Study reviews break-even point for hybrid vehicles

thomas@ieracitano.com (ieracitano) — 2011-03-28T10:51:21Z

-------- Original Message --------

From: Aaron Richardson

Sent: Monday, March 14, 2011 2:58 PM

Subject: Study reviews break-even point for hybrid vehicles

Filed under: Car Buying, Hybrid, Sedan, SUV, Ford, Toyota

2010 Ford Escape Hybrid - Click above for high-res image gallery

Buying a hybrid is a responsible environmental move but, given their premium over standard cars, they aren't always a money-saving purchase. A study by CarGurus showed that gas would have to top $7 a gallon to make most hybrids the economical choice.

Hybrids command, on average, a 17-percent markup over their standard-powertrain counterparts, which stunts their economy at the pump. The $7-a-gallon break even point is an average. For some cars, the break-even is point is even higher. For a Cadillac Escalade Hybrid to make you money, gas will need to climb to $15 a gallon.

On the lower side of the scale are the Toyota Camry Hybrid and Ford Escape Hybrid. The Toyota's break-even point came out to $4 a gallon, while the Ford bucked the trend, breaking even at $2.50 a gallon.

Gallery: Review: 2010 Ford Escape Hybrid

[Source: Detroit Free Press]
Study reviews break-even point for hybrid vehicles originally appeared on Autoblog on Mon, 14 Mar 2011 13:58:00 EST. Please see our terms for use of feeds..
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comparing computers and cars

thomas@ieracitano.com (ieracitano) — 2011-03-19T15:18:21Z

At a recent computer exposition, Bill Gates reportedly compared the computer industry with the auto industry and stated: "If General Motors had kept up with the technology like the computer industry has, we would all be driving $25.00 cars that got 1,000 miles to the gallon."

General Motors issued a press release in response to Bill's comments, stating: "If General Motors had developed technology like Microsoft: we would all be driving cars with the following characteristics:

For no reason whatsoever, your car would crash twice a day.
Every time they repainted the lines in the road, you would have to buy a new car.
Occasionally your car would die on the freeway for no reason. You would have to pull over to the side of the road, close all of the windows, shut off the car, restart it, and reopen the windows before you could continue. For some reason - you would simply accept this.
Occasionally, executing a maneuver such as a left turn would cause your car to shut down and refuse to restart, in which case you would have to reinstall the engine.
Macintosh would make a car that was powered by the sun, was reliable, five times as fast and twice as easy to drive - but would run on only five percent of the roads.
The oil, water temperature, and alternator warning lights would all be replaced by a single "General Protection Fault" warning light.
The airbag system would ask "Are you sure?" before deploying.
Occasionally, for no reason whatsoever, your car would lock you out and refuse to let you in until you simultaneously lifted the door handle, turned the key and grabbed hold of the radio antenna.
Every time GM introduced a new car, car buyers would have to learn to drive all over again because none of the controls would operate in the same manner as the old car.
You'd have to press the "Start" button to turn the engine off.

Have a great weekend!

Thank you,
Thomas Ieracitano

Can't Make it Here, We'll Take it There!

Twitter

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KBB - 2012 Ford Mustang Boss 302 -- First Drive

thomas@ieracitano.com (ieracitano) — 2011-03-04T14:02:15Z

2012 Ford Mustang Boss 302 -- First Drive

Posted 2/24/2011 12:02 PM

As you plunge through the fabled Corkscrew at Monterey's Laguna Seca Raceway literally unable to see the apex of the next corner that you hope to brush in a hundredth of a second or so, you realize the scale of the task Ford engineers cut out for themselves as they went to create the 2012 Ford Mustang Boss 302. Their clearly defined goal was to create a Mustang that could lap Laguna Seca faster than the highly praised, super-specialty BMW M3, a car that has a Kelley Blue Book Fair Purchase Price in excess of $60,000. Oh, and by the way, the new Boss 302 should do nothing to detract from the legend created by the first Boss 302, a 1969 model that quickly cut a swath through American road racing.

What Ford engineers have created, led by Mustang chief engineer Dave Pericak, succeeds on many levels, and if it falls short in an area or two, it is only because that area could contribute nothing to the over-arching goal of out-performing a performance icon. So if the interior is a bit plain-jane, if there are plastic grille inserts where a little more bling might seem to fit, it is only because adding efforts (and costs) in those areas wouldn't do anything to out-run an M3 through the hairpin.

As Ford's chief marketer, Jim Farley, told us, "What I'd really like to see from this car is for someone make a lot of money street racing, doing something maybe even against the law. It's about pure driving."

While Ford's legal department might not endorse that point of view, we think thousands of Mustang enthusiasts the world over will. So how did Ford engineers go about their task? Well, first, they knew instinctively that more horsepower could only help their cause. The 412 horsepower from the five-liter V8 engine in the 2011 Mustang GT is nothing to sneeze at, but upping the ante to 444 horsepower would only make things better. So Mike Harrison and his crew decided that a new intake system was mandatory.

"We wanted three things from the engine," he said. "We wanted it to breathe, rev and be durable."

Those worthy goals involved lots of manifold work. The resulting runners-in-the-box plenum and velocity stack give the engine an ability to breathe that rival forced induction, and the manifold is accompanied by more aggressive camshafts actuated with the same twin independent variable camshaft timing (Ti-VCT) mechanism used on the Mustang GT. Other technical niceties include unique cast-alloy cylinder heads that receive hours worth of CNC machining. Lightweight hollow-stem valves help the valvetrain remain stable all the way to the 7500-rpm redline. An oil-cooler and a larger radiator were fitted so the Boss 302's engine will live with the higher stresses that churning out all that horsepower and 380 lb-ft of peak torque can create.

While engineers fiddled with the airflow into the engine, they also played a few interesting games with the airflow out of it. The 2011 Mustang GT exhaust system was deemed to be just dandy in terms of proper but not excessive backpressure, so they decided to turn the exhaust system into a giant pipe organ that plays some beautiful music. From a car like the Boss 302 you might expect two rear exhaust outlets, but you might not also anticipate the twin side outlets that send exhaust gases through a set of metal discs tuned as much for their macho note as for anything else. Sadly, the side outlets are basically invisible from a normal vantage point - perhaps more obvious outlets were victims of liability issues, namely customers sizzling their shins.

The six-speed manual transmission features a short-throw shift lever topped with an eight-ball-inspired knob. During our test drive the box was a bit more vague than we expected, but we quickly came to terms with it. The 3.73 ratio solid rear axle (more on this later) features a carbon-fiber-plate-equipped limited-slip differential, while those seeking even more can opt for a Torsen torque-sensing diff that is packaged with Recaro front seats.

Lest you forget, the Boss 302's mandate was to be the best-handling Mustang ever, so the Mustang GT's suspension system got worked over substantially. The headline-news is the adjustable suspension that offers customers five levels of performance all accessible in Henry James' fashion by The Turn of the Screw. In this case the shocks are adjusted by using a standard flathead screwdriver to rotate the adjustment head at the top of each shock tower whether inside the trunk and under the hood. While we applaud the simplicity of the arrangement, we have to admit a bit of worry that some customers might inadvertently dial up a 5 (full-on track) setting on one shock and a 1 (boulevard ride) on another. Having this error engineered out with a dashboard or console-mounted actuator might not be a bad idea.

Speaking of ideas that aren't bad, we would also toss in that modern wonder - independent rear suspension. Yes, the Boss 302 has a larger diameter rear stabilizer bar, higher-rate springs and stiffer bushings, but all that cannot make up for the skittery handling of a live rear axle when it encounters uneven surfaces. The Boss 302 loves smooth pavement, but it doesn't appreciate one rear wheel encountering a dip the other one doesn't feel.

We have no complaints on the speed-sensitive electronic steering system, also revised from its Mustang GT application. It, too, can be calibrated to fit the driver but this recalibration can be done without the benefit of a flathead screwdriver. Instead, Comfort, Normal and Sport modes can be accessed from the instrument cluster. Also driver-controllable are the traction control and stability control systems. In typical situations both are engaged, but the driver can select an intermediate setting that allows more aggressive maneuvers before they engage, or the driver can turn them off altogether and see what that gets him. On the challenging Laguna Seca track we found the fully engaged mode to be completely transparent, so that might tell you something both about them and us.

We also have no complaints about the unique lightweight 19-inch black alloy racing wheels shod with Pirelli PZero summer tires. The staggered wheels - 9 inches wide in front and 9.5 inches wide in the rear - carry, respectively, 255/40ZR19 and 285/35ZR19 tires that are said to be good for more than the Boss 302's 155-mph top speed. All that go requires the stopping power of a brake system that includes Brembo four-piston calipers acting on 14-inch vented rotors in the front and standard Mustang GT brakes upgraded with a Boss-specific high-performance pad compound in the rear. Even during the demands of the track the brakes proved excellent.

When it came to styling, Ford sought to retain some of the essence of the 1969 Boss 302 while giving it a contemporary "bad boy" feel. To go in that direction each car will have a second-color roof panel - either white or black - coordinated to the color of the nostalgic side "C-stripe." The color palette also draws liberally on the fabled past with exterior hues like Competition Orange, Performance White, Kona Blue Metallic, Yellow Blaze Tri-Coat Metallic and Race Red.

The biggest styling alteration is the big, aggressive lower splitter, designed to manage airflow around and under the car. At high speeds it is helpful in cutting front-end lift, under-car drag and, as a bonus, it helps direct air into the cooling system. While the splitter is properly "racecar," the grille looks a bit cheap with its plastic fillers in the spots where fog lights would otherwise find a home. On the other hand, we like the looks of the black-painted alloy wheels.

We have to admit we are old-school enough to appreciate fabric-covered seats, and the optional Recaros that resided in the various test vehicles we drove are particularly good with excellent bolstering. We're less enthusiastic about the instrument panel, which is plain to the point of dullness and demonstrates how far interior design has moved since this generation of Mustang first hit the streets. In defense of the panel, though, it does offer big speedometer and tachometer readouts in traditional fashion. Further, a fashionable dashboard never made a car go faster. The "Powered by Ford" door sill cover makes a vivid first impression, and the Alcantara suede-covered steering wheel was a joy to hold.

So does the Boss 302 accomplish the objective of beating the M3 around Laguna Seca? Well, the M3 brought out for comparison purposes was retired with an unnamed malady before we had a chance to try it, but we're certain that the Boss 302 with its massive power and torque could be more than a match for the M3 at that venue. What surprised us more was that the Boss 302 offers good roadholding and fine handling finesse without beating up its occupants with a buckboard ride. The electronic power steering is more communicative than you might guess, and the heavy dose of torque and engine flexibility allows you to stay with gears longer than you might in a more highly tuned, smaller displacement car.

For those who want even more, Ford will offer a Laguna Seca version of the Boss 302 that commemorates the track where Parnelli Jones won the 1970 Trans-Am Series opener in - what else - a Boss 302. The Laguna Seca ditches its rear seat in favor of cross-bracing and features a firmer chassis setup and an aerodynamics package carried over almost in its entirety from the Ford Racing Boss 302R. Both the Boss 302 and Laguna Seca version will arrive in limited numbers later this year.

Thank you,
Thomas Ieracitano

Can't Make it Here, We'll Take it There!

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Link: http://www.kbb.com/car-news/all-the-latest/2012-ford-mustang-boss-302-__-first-drive?utm_source=feedburner&utm_medium=feed&utm_campaign=feed:+kbb-car-news+(kelley+blue+book+latest+news+&+articles+-+kelley+blue+book)

Ford F-Series Super Duty to Reclaim Best-in-Class Conventional Towing Ratings

thomas@ieracitano.com (ieracitano) — 2011-02-03T21:04:08Z

The 2011 Ford F-Series Super Duty and GM Heavy Duty pickups were introduced a year ago but the battle between these giants for best-in-class bragging rights continues. The latest move: Ford is set to reclaim the top spot for maximum conventional towing from the Chevy Silverado and GMC Sierra HD twins.

Next Monday, Feb. 7 â€" if the massive winter storm bearing down on the Midwest doesnâ€™t disrupt production â€" Ford F-350 and F-450 two-wheel and four-wheel drive dual rear wheel SuperCrew pickups will roll off the assembly line able to pull up to 17,500 pounds with their ball hitches, according to Ford spokeswoman Anne Marie Gattari.

"Weâ€™re adding upgraded towing hardware to the trucks," Gattari said. â€œNew hitches will work with the frame change we made [in August 2010]."

Last year, Ford made a running change to the Super Dutyâ€™s ladder frame that reengineered the number six cross member with high-strength steel. That change, plus a power hike to 400 horsepower and 800 pounds-feet of torque for the 6.7-liter Power Stroke V-8 diesel, increased maximum payload to a best-in-class 7,070 pounds and maximum fifth wheel towing to a best-in-class 22,600 pounds for the Ford F-350. The Ford F-450 can tow a segment-leading 24,500 pounds with a fifth wheel trailer.

The previous maximum conventional towing weight rating for Super Duty was 16,000 pounds, 1,000 pounds less than the Chevy Silverado 3500HD and GMC Sierra 3500HD with four-wheel drive and the 397 horsepower, 765 pounds-feet 6.6-liter Duramax V-8.

Fordâ€™s revised 2.5-inch Class 5 hitches will still come with removable 2-inch reducer sleeves.

Unlike GMâ€™s HD pickups, which only require a weight carrying hitch to pull conventional trailers at their max rating, the Super Dutyâ€™s maximum WC hitch capacity will be 8,000 pounds. Towing trailers with weights above that amount will require the use of a weight distributing hitch, according to Ford.

WC hitches place a trailerâ€™s full tongue weight on the hitch ball, while a WD hitchâ€™s special equalizer bars connect truck and trailer to redistribute the leverage placed by tongue weight on the ball to more of the trailer and more of the truck frame.

With Ford aggressively pushing the limits of HD capabilities, we wonder how much more of an increase the segment can handle before these heavy-duty pickups turn into over-the-road medium-duty haulers. Itâ€™s unlikely that GM (or Ram) will respond to this news passively. Could 18,000 pounds max conventional towing could become the new 17,500 pounds?

January 2011 Top 10 Pickup Truck Sales

thomas@ieracitano.com (ieracitano) — 2011-02-03T21:02:36Z

Top 10 Pickup Truck Sales in January 2011

Rank YTD Sales YTD vs. 2010
Year-Over-Year Monthly Sales Last 12 months

1 Ford F-Series +29.6% January 2011 35,806

35,806 January 2010 27,630

2 Chevrolet Silverado +23.7% January 2011 28,172

28,172 January 2010 22,772

3 Ram Trucks +22% January 2011 12,197

12,197 January 2010 9,957

4 GMC Sierra +46.2% January 2011 10,627

10,627 January 2010 7,271

5 Toyota Tacoma +5.8% January 2011 7,140

7,140 January 2010 6,747

6 Toyota Tundra +55.9% January 2011 6,087

6,087 January 2010 3,904

7 Ford Ranger -31.3% January 2011 2,848

2,848 January 2010 4,143

8 Nissan Frontier +43% January 2011 2,796

2,796 January 2010 1,955

9 Chevrolet Colorado +13.7% January 2011 2,204

2,204 January 2010 1,939

10 Nissan Titan -4.1% January 2011 1,431

1,431 January 2010 1,492

Notable Items:

- Ford Ranger, Nissan Titan and Toyota Tacoma hit 12-month sales lows

Spied! Ford F-150 SVT Raptor Testing Daytime LED Running Lights

thomas@ieracitano.com (ieracitano) — 2011-01-25T16:40:17Z

Thank you,
Thomas Ieracitano

229.251.2462

Can't Make it Here, We'll Take it There!

Twitter

want a website or an email like this ? go to http://123BrandMe.com

-------- Original Message --------

Subject: Fw: Spied! Ford F-150 SVT Raptor Testing Daytime LED Running

Lights

From: "Thomas Ieracitano" <Thomas@RobertHutson.com>

Date: Tue, January 25, 2011 11:30 am

To: <Thomas@Ieracitano.com>

#wmQuoteWrapper {font-family: Arial;font-size: 10pt;}

From: Mike Levine

Sent: Monday, January 24, 2011 1:17 AM

Subject: Spied! Ford F-150 SVT Raptor Testing Daytime LED Running Lights

Photos by Chris Doane for Brenda Priddy & Company

It looks like Ford is contemplating adding LED daytime running lights to the F-150 SVT Raptor, as seen in our latest spy photos.

The Raptor is Fordâ€™s only half-ton pickup that uses exterior LED lighting because its extra track width (for off-road stability) has to adhere to federal regulations mandating illuminated marker lamps at night. There are three bright-orange LEDs mounted in the Raptorâ€™s grille, three in the center high-mounted stoplight and two each at the corners of the front and rear bumpers.

The white lights on this manufacturer-plated test truck supplement the existing LEDs, with unique placement between the front bumper and fenders.

The move to front LED daytime running lamps mirrors the design cues of Fordâ€™s latest cars. The Taurus sedan and Fiesta compact both feature the durable, bright lights that consume up to 70 percent less power than conventional incandescent bulbs.

Itâ€™s possible the new LEDs could appear on 2011.5 â€œJob 2â€ Raptors but they are most likely slated for the 2012 model year.

Other future improvements rumored for Raptor may include an electronic locking front differential for increased capability in low-speed off-road maneuvers. A front e-locker is available for the limited edition Ford Racing Raptor XT pre-runner. Thereâ€™s also chatter that the 2011 Ford F-Series Super Dutyâ€™s heated and cooled seats will find their way inside the Raptorâ€™s cabin too. The 411 horsepower 6.2-liter V-8 is expected to remain the sole engine choice.

But what is certain is that exterior LED lights in pickup trucks are about to have their day. The GMC Sierra All-Terrain HD Concept featured edge-lit LED lighting in its cargo box that we expect to be offered in next-generation Ford and GM pickups. The Raptor happens to be first out the door.

Now What AutoTrader?

thomas@ieracitano.com (ieracitano) — 2011-01-14T15:33:27Z

Now What AutoTrader? December 7, 2010 by John Druien

So what do you think is next on the plate for AutoTrader.com? Take over small countries in the Caribbean? Buy Dealer groups? Nothing really seems impossible for the company that has been in acquisition mode snapping up vAuto, Kelly Blue Book and HomeNet over the last 3 months. The company is truly taking over the automotive online marketing world and is far surpassing the visibility of other players that had previously worked up to 'neck and neck.'

The next step for AutoTrader appears to be getting in the middle of the finance business. They claim that these acquisitions are based entirely on their goal of "listening to dealers." Anyone who is in the business, and that actually listens to dealers, will tell you that staying the heck OUT of the finance side of the business is really what dealers prefer. The F&I office is one of the last bastians of profit that online companies have stayed out of, and dealers are ok with that. On the other hand, AutoTrader understands that's where a lot of money changes hands, and that's money that AutoTrader would like a piece of. We will wait to see what they come up in that area....or who they will buy. Maybe a bank.

What AutoTrader still cannot do, nor can most typical automotive destination sites, is determine the bottom of the sales funnel leads. At some point "quantity of leads" is going to stop being a selling point in favor of quality of leads. Dealers are not strong at keeping up with customers that contact the store and don't let on where they are in the 6-month purchase funnel process.

Chip Perry and AutoTrader...we await your next move.

Thank you,
Thomas Ieracitano

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Dealers Need to Get Back to Basics

thomas@ieracitano.com (ieracitano) — 2011-01-13T16:04:37Z

Dealers Need to Get Back to Basics

Written by Ted Craig

Thursday, 13 January 2011 02:57 PM

Rod Heasley still has the dealership training manual from when he started in the business in the 1970s.

The advice it offers remain as relevant today as it did then.

Heasley, the national sales director for AutoSave, recently presented a Back to Basics seminar for members of the Michigan Independent Automobile Dealers Association s metro chapter.

The key message was dealers need to stop thinking like people who sell cars and start thinking like people who buy cars.

That requires looking at every aspect of a business, including how the business looks.

dealers to walk across the street and study their stores appearance. He said they need to make sure the cars are all lined up, that the window stickers are all in the same place, that old advertising banners don t clutter the lot.

Heasley said he's visited dealerships before where cars on the frontline had flat tires.

The most basic details matter, such as providing clearly marked customer parking.

Dealers need to write ad copy in a way any consumer can understand. Heasley said to avoid the alphabet soup of most cars ads and spell out features such as air conditioning and power windows.

Having salespeople who can bond with shoppers remains crucial.
Heasley said how much a customer likes a salesperson drives a majority of auto sales.

All salespeople should always have a consumer take a vehicle for a test drive.

When they do that the salesperson should move into the backseat and stop talking about halfway through.

This allows the customer to take mental ownership of the vehicle, Heasley said.

Most dealers know the basic steps to success, but they forget them in the daily rush of work and fall into ruts.

Heasley suggests taking simple steps to get out of ruts, such as taking a different way to work.

He said dealers need to remember why they work - to provide for their families.

A good home life is essential for a good work life.

If you don t have that support, it s not as easy job, Heasley said.

Thank you,
Thomas Ieracitano