I recently wrote about how the UK sales of new cars has declined. But, it’s not all doom and gloom as Close Brothers has reported that 92% of car dealers are feeling confident about 2018. So, what’s the deal? Well, let’s consider the table below:
Feel like a king
Your dealership management system is the heart and soul of your dealership, this is something that every member of staff will be using every day. This is the communication and transparency you rely on. Your DMS should make you and your dealership feel like a King. It should give you power, control and ensure you are fully informed on the goings-on of your roost.
According to the SMMT 2.5 million cars were registered in 2017. This is a 5.7% drop from 2016. This may come as a surprise to many as the market has been growing year on year since 2012.
The modern customer is savvy, informed and in control. Their expectations are high and their patience is low. This is true in every industry and is particularly the case in the automotive industry and, more specifically, the car-buying and after sales processes.
According to AutoVHC’s research, failure to complete vehicle health checks cost the average franchised dealership £11,000 in aftersales revenue last summer. AutoVHC’s business unit director Chris Saunders added that service departments are “simply throwing away revenue opportunities”.
B2B Selling Strategy- A discussion point that came up at a convention recently. The phrase alone left me cold. In 20 years of selling I’ve taken a number of prescribed selling courses, apparently honing my skills in modern selling. After applying and adapting these skills over hundreds of sales meetings I’m convinced that by far the most critical element is almost completely lost on all course providers.
I’ve said it before, the DMS will be the heart of your dealership. But, what I want to know is, does it match your expectations?
Are you up to speed?
The aftersales industry is worth £99 billion* in the UK so it makes sense to invest the time to get your aftersales approach on point. But are you up to speed with the how the market is changing?
There are a lot of stages to the modern car-buyer journey. The majority of the process is now online, with customers coming into dealerships only when they have a clear idea of what they’re buying, at the end of their buying journey.
The word CRM often brings a shiver down many people’s spine, but let’s be honest, if you have a CRM that’s organised and holds clean data, it’s a highly valuable asset. A CRM that is managed and used correctly has the ability to streamline your entire dealership sales process and improve performance of each of your leads.