Lead Handling & Digital Sales

Digital Retailing will likely not reach full adoption in the next 3 to 5 years. There are just too many variables in car buying to say that all vehicles will be bought on line. But it seems to me it isn’t a question of if, but a question of when Digital Retailing will become the

Auto buyers today rely heavily on their smartphones, tablets, and personal computers to shop and research the vehicles they are looking to purchase. Although a good deal of today’s auto buying process is digitally focused, physical auto dealerships still play a vital role in the actual purchase of a majority of new and used car

According to Call Source, 80% of prospects contact a dealership before coming in—by phone, email, lead form, text or chat.  So when do you really close a sale? I believe the real close today starts before the prospect even visits your dealership; it begins with those initial telephone and Internet contacts. Because the close begins

I’m a bit dumbfounded as to why a modern auto retailer would still use a sales BDC. Think about it.  BDCs withhold information to try to secure an appointment. Not because they are nefarious. They just don’t have the answers. “Does my daughter qualify for a first-time buyer’s program?” “How long is that incentive on?”

AutoNation recently announced the creation of their first Digital Storefront – which allows the website to transition from purely informational to transactional – offering customers the opportunity to do the majority of their auto sales transactions from the comfort of their home or office. I don’t see any reason why you can’t transform the automobile

By Mark Rikess President, The Rikess Group Two Problems – One Solution Of the many challenges facing dealers today, two of the biggest include: Recruiting a younger, gender-balanced sales staff Effectively and cost-efficiently handling incoming phone calls and Internet leads Fortunately, there is a single way to address these challenges, and that is by creating