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Sean V. Bradley, CSP
“Blueprinting a High-Functioning (and Profitable) Internet Dealership…” NOT a Department -- The Science
Behind Building/Refining Your Sales Ecosystem, and the Step-by-Step Plan to Engineer Excellence
President & Founder I Dealer Synergy I seanb@dealersynergy.com
Part 2: Setting Up a Smooth-Running & Intertwined Dealership
(Exploring All the Moving Parts...H/R, CRM, Standard Operating Procedures, etc.)
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About Me
● Over 19 Years in the Automotive Industry
● President & Founder of Dealer Synergy
● Averaged 30+ Units per month
● Delivered 110 Units per month Online in
2002
● 31,000 Automotive Sales Professionals,
Managers, and Owners trained
● 1,200 Rooftops trained
● Best-Selling Author of “Win the Game of
Googleopoly”
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About Me
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S.W.O.T. Your Dealership
S.W.O.T. Your Dealership on the “4 Ps”
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S.W.O.T. Your Dealership
Products (Resources)
Website(s), CRM, Call Monitoring,
Inventory, Pricing Tools, Computers,
Phones, Video, Tablets, Software, etc...
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S.W.O.T. Your Dealership
People
HR / Recruiting, Job Descriptions,
Schedule, Pay Plan, Motivation, Training,
Accountability, etc...
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S.W.O.T. Your Dealership
Process
S.O.P.s - What to Do, When to Do It, How
to Do It, and Why We Are Doing It.
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S.W.O.T. Your Dealership
Process
Inbound/Outbound
-Phone Process
-Email Process
-Text Messaging Process
-Video Communication Process
-Apple Facetime / Skype
-Video Email
-Video Text
Inbound/Outbound
-Chat Process
-Social Media DM Process
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S.W.O.T. Your Dealership
Process
All Other Processes, etc…
Appointment Process
Appointment Confirmation
Missed Appointment Process
Dead Deal Process
T.O. Process
One on One Process
Follow Up Process
Engagement Process
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S.W.O.T. Your Dealership
Promotions (Marketing / Advertising)
Conventional - ?
Digital - ?
Total - ?
Cost?
Receive?
Generate?
NET Profit?
Average Cost Per Sale
Per Car Sold in Advertising?
Per Source?
Per Sales Person?
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S.W.O.T. Your Dealership
PRIORITIZE Your “4P” Assessment
Identify / Bullet Point ALL of the things that are NOT
set up, not purchased, broken, missing, etc…
NOW after they are ALL identified and bullet
pointed, go back and out them in PRIORITY order.
You must create a “checklist” but must prioritize it.
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Begin With the End in Mind
How many units per month do I want to sell from my
Showroom side?
How many units per month do I want to sell from my
Internet (email) opportunities?
How many units per month do I want to sell from my
Phone Up opportunities?
How many units per month do I want to sell from my
BDC activities?
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Reverse-Engineer the Road Map!
How many Fresh “Ups” do I need to
drive the Showroom this month?
How many Ups does my Showroom Sales Team need to
contribute / drive to the Showroom?
How many Showroom Sales Consultants do I need to
have to handle these opportunities the right way?
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Reverse-Engineer the Road Map!
How many Internet Purchase Requests do I
need to buy or generate this month?
-How many from the OEM?
-How many from my website?
-How many from 3rd Party Lead Source Providers, Online Classifieds, etc…?
-How many from Digital Marketing?
-How many reps do I need to handle these opportunities correctly?
-Internet Coordinator / BDC Reps
-Internet Sales Consultants / “Point Guards”?
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Reverse-Engineer the Road Map!
How many Phone Ups do I need to
generate this month?
From the Conventional Sources?
From the Digital Sources?
How many reps do I need to handle the Phone Ups
correctly?
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Reverse-Engineer the Road Map!
How many BDC opportunities do I
need to generate this month?
Data Mining / Equity Mining
Unsold Showroom Traffic
Lease Retention
Special Finance
Cross Promotional Marketing
Fleet
How many reps do you need to manage these leads?
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Map It Out
Start with
Mapping out
the “NEW”
Showroom
Sales Team,
utilizing the
“Money Mind
Mapp” Strategy
(Individual)
= 30 Total Units Sold
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Map It Out
Start with
Mapping out the
“NEW”
Showroom Sales
Team, utilizing
the “Money
Mind Mapp”
Strategy
(Dealership)
= 300 Total Units Sold
200
200
200
640
800
300
400
100
100
160
160
10
20
20
200
200
100
160
160
10
20
20
10
20
50
80
80
10
10
10
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Map It Out
Next - map out the
Internet Sales and Phone Sales Strategy
utilizing the
“Money Mind Mapp.”
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There are
7 MAIN THINGS
you need for your plan to work...
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The 7 Main Things
1. Vision…
Where are you going? What is
the mission? And FAILURE IS NOT
AN OPTION!
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The 7 Main Things
2. Opportunities…
You NEED LEADS! You can NOT
sell something to NO ONE.
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The 7 Main Things
3. People…
You need to have the RIGHT
people and the RIGHT AMOUNT
of people working these
opportunities!
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The 7 Main Things
4. A Plan…Process, Structure.
A Standard Operating
Procedure for EVERYTHING.
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The 7 Main Things
5. Training...
Your people from the TOP down
need to be fully trained.
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The 7 Main Things
6. Accountability / Tracking...
EVERYTHING needs to be tracked. NOT just the
things your dealership has always tracked.
People
Technology
Activities
4 Ps
Vendors
Managers
EVERYTHING!
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The 7 Main Things
7. Evolve, Adapt and
Improvise...FITFO
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Implementation
HR / Recruiting
Recruit Different!
www.AutomotiveSalesCareers.com
HR Recruitment Videos
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Implementation
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Implementation
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Implementation
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Implementation
HR / Recruiting
Use:
Create a “Pro Pay Plan” Strategy
-Employees Network
-CONVENTIONAL Media!
-Colleges/Universities/Tech Schools
-Internships
-ALL Internet Means...like a Digital
Marketing Strategy
-Your Website
-ALL Social Media
-Email Blasts
-PAID Facebook Ad Manager
-PAID OTHER Social Media
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Implementation
CRM (Set Up & Training)
Types:
Walk-In
Phone
Email
Text
Social Media
Chat
Other
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Implementation
CRM (Set Up & Training)
Source:
Be Ultra Specific
Limit Options
Status:
Active
Inactive
Sold
Future
N/A
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Implementation
CRM (Set Up & Training)
Action Plans
Internet
Phone
Showroom
After Hours
Sold
Dead
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Implementation
CRM (Set Up & Training)
Templates / Scripts
Video Email Template Library
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Implementation
CRM (Set Up & Training)
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Implementation
CRM (Set Up & Training)
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Implementation
CRM (Set Up & Training)
Text Template Library
HTML Template Library
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Implementation
CRM (Set Up & Training)
Training
CRM Company
CRM Content
CRM Strategy
CRM Customization
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Implementation
Communications
Phone & Voicemail
Text Messaging
Email
Video
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Implementation
Communications
Apple Facetime/Skype
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Implementation
Communications
CoVideo - Video Email
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Implementation
Communications
CoVideo - Video Email
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Implementation
Communications
Video Text Messaging
Social Media DMs
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Implementation
Value Package Proposition (Why Buy)
P.
R.
A.
C.
T.
I.
C.
E.
- Practice
- Research
- Availability
- Convenience
- Trade
- “I Hate Car Salesman”
- Credit
- Everything Else
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Implementation
Value Package Proposition (Why Buy)
Military/First Responders
First-Time Buyers
Women
Students
Teachers
Service Perks
Daycare Service
Free Food
Community Involvement
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Implementation
Value Package Proposition (Why Buy)
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Implementation
Value Package Proposition (Why Buy)
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Implementation
Training
Pay Plan
Dealership
Bonus / Spiffs
OEM Spins
Dealership Information
Orientation
Employee Handbook
Mission/Vision Statement
Community Involvement
OEM Incentives, Rebates,
Programs, Specials
Inventory
New
Used
Unique
Communication
Resources / Types
Phone
Text
Email
Video
Conference
Text
Chat
Social Media & Chat
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Implementation
Training
Technology
Computers
Tablets/iPads
Search/Search Engines
Google
YouTube
Apple Siri
Amazon Alexa
Telephones/Headsets
Typing
Spelling
Grammar
Chat
Technology
CRM
Ecosystem
Templates/Scripts
Action Plans/S.O.P.s
Taking Notes
DMS
Dealer Website
Personal Website
Vendor Websites
Data/Equity Mining
OEM Technology
Hand-Raisers
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Implementation
Training
Technology
Video/Video Production
YouTube
SEO
Microsoft Office
Word
Excel
PowerPoint
Online Reputation
Google Reviews
Video Testimonials
Yelp
Edmunds.com
Cars.com
Dealer Rater
Technology
Social Media
Facebook
YouTube
LinkedIn
Instagram
Twitter
Pinterest
Social Media PAID Ads/
Campaigns
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Implementation
Training
Personal Resources
Typing
Public Relations “PR”
(Positive Propaganda)
Networking
Referral Generation
Prospecting
Speaking
Appearance / Hygiene
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Implementation
Integration of Showroom & Internet / BDC…
Showroom Sales Consultants into the Internet / BDC
BEFORE they go on the Showroom Floor, they must do a “tour” in
the Internet / BDC
“Point Guards”
“Overflow” Showroom Sales / Internet / BDC “Up System”
Internet / BDC Reps onto the Showroom Sales Floor
Promoting Internet / BDC Reps into Internet Sales Consultants /
Point Guards or even as a traditional Showroom Sales Consultant.
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Implementation
Explaining of the “Point Guard” Role
What are the responsibilities of a Point Guard?
“Substitute Coordinator”
“T.O. Manager” (Proactive and Reactive)
Appointment Confirmations
“B Team on the Relay Race”
Who should be a Point Guard?
Point Guard Pay Plan & Schedule
Point Guard Accountability
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Implementation
Explain the Internet Coordinator Role
120 Outbound Calls Per Day
(11-14% Connection Ratio)
14-16.8 Conversations Per Day
(30-35% Appointment Made Ratio)
5-6 Appointments Per Day
(65-70% Appointment Show Ratio)
45% Selling Ratio
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Implementation
31 Calendar Days
22 Employee Working Days
120 Calls per day x 22 = 2,640 Calls for the month
2,640 Calls x 12% = 317 Conversations
317 Conversations x 30% Appointment Made
Ratio = 95 appointments
95 Appointments x 65% Appointment Show Ratio
= 62 appointment shows
62 Appointment Shows x 45% Appointment
Sold Ratio = 28 Units
28 Units x 5 Reps = 140 Units
1.5 Reps = 600 Calls per Day x 22 Days
= 13,200 Calls
28 units x 10 Reps = 280 Units
10 Reps = 1,200 Calls per Day x 22 =
26,400 Calls
EXAMPLE in March
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Let’s Recap...
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We MUST Change our Paradigm
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Perform a S.W.O.T
Assessment ASAP
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We MUST
Acknowledge What is
Broken, Not Working,
Not Set Up, etc...
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Create a Plan with a
Priority Protocol on
What to Fix, Replace,
or Secure...Take it One
Bite at a Time.
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Begin with the End
Result in Mind...
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Reverse-Engineer
Your Road Map
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Form VOLTRON!
Showroom Strategy
Internet Sales Strategy
Phone Sales Strategy
BDC Strategy
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Form VOLTRON!
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Integrate all
Initiatives into one
“Ecosystem”!
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STOP being
“Upside Down”!
Allocate PROPER
resources
accordingly!
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Create a NEW
and BETTER
HR/Recruiting
Strategy
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Create a NEW and
BETTER CRM
Strategy
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Start to utilize ALL forms of
communication available to
you for follow up and
engagement of BOTH
prospects and clients.
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Create and master
your dealership’s
VPP
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Train, Train, Train, Train, and
KEEP TRAINING!
Utilize a Virtual Training, Tracking, Testing
and Certification Platform and track the
trajectory of each and every one of your
employees!
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BUILD an
“INTERNET DEALERSHIP”
NOT an
Internet Department!
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If you would like a copy of my PPTs and my TIME Video, please give me your
business card and I will email you a copy ASAP.
Please join the Millionaire Car Salesman Group on Facebook
www.Facebook.com/groups/MillionaireCarSalesman
Subscribe to my YouTube Channel
www.YouTube.com/SeanVBradleyTV
Call or Text Me: 267-319-6776
Email Me: SeanB@DealerSynergy.com
THANK YOU!
Contact Info
Share an important takeaway you received
from this session using hashtag #DD24
Don’t forget to
using the mobile app!
rate this session
Sean V. Bradley, CSP - President & Founder
Dealer Synergy
seanb@dealersynergy.com

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Blueprinting a High-Functioning (and Profitable) Internet Dealership... NOT a Department (Part TWO - Setting Up a Smooth-Running & Intertwined Dealership (exploring all the moving parts…H/R, CRM, Standard Operating Procedures, etc.)

  • 1. Sean V. Bradley, CSP “Blueprinting a High-Functioning (and Profitable) Internet Dealership…” NOT a Department -- The Science Behind Building/Refining Your Sales Ecosystem, and the Step-by-Step Plan to Engineer Excellence President & Founder I Dealer Synergy I seanb@dealersynergy.com Part 2: Setting Up a Smooth-Running & Intertwined Dealership (Exploring All the Moving Parts...H/R, CRM, Standard Operating Procedures, etc.)
  • 2. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 About Me ● Over 19 Years in the Automotive Industry ● President & Founder of Dealer Synergy ● Averaged 30+ Units per month ● Delivered 110 Units per month Online in 2002 ● 31,000 Automotive Sales Professionals, Managers, and Owners trained ● 1,200 Rooftops trained ● Best-Selling Author of “Win the Game of Googleopoly”
  • 3. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 About Me
  • 4. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership S.W.O.T. Your Dealership on the “4 Ps”
  • 5. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership Products (Resources) Website(s), CRM, Call Monitoring, Inventory, Pricing Tools, Computers, Phones, Video, Tablets, Software, etc...
  • 6. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership People HR / Recruiting, Job Descriptions, Schedule, Pay Plan, Motivation, Training, Accountability, etc...
  • 7. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership Process S.O.P.s - What to Do, When to Do It, How to Do It, and Why We Are Doing It.
  • 8. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership Process Inbound/Outbound -Phone Process -Email Process -Text Messaging Process -Video Communication Process -Apple Facetime / Skype -Video Email -Video Text Inbound/Outbound -Chat Process -Social Media DM Process
  • 9. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership Process All Other Processes, etc… Appointment Process Appointment Confirmation Missed Appointment Process Dead Deal Process T.O. Process One on One Process Follow Up Process Engagement Process
  • 10. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership Promotions (Marketing / Advertising) Conventional - ? Digital - ? Total - ? Cost? Receive? Generate? NET Profit? Average Cost Per Sale Per Car Sold in Advertising? Per Source? Per Sales Person?
  • 11. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 S.W.O.T. Your Dealership PRIORITIZE Your “4P” Assessment Identify / Bullet Point ALL of the things that are NOT set up, not purchased, broken, missing, etc… NOW after they are ALL identified and bullet pointed, go back and out them in PRIORITY order. You must create a “checklist” but must prioritize it.
  • 12. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Begin With the End in Mind How many units per month do I want to sell from my Showroom side? How many units per month do I want to sell from my Internet (email) opportunities? How many units per month do I want to sell from my Phone Up opportunities? How many units per month do I want to sell from my BDC activities?
  • 13. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Reverse-Engineer the Road Map! How many Fresh “Ups” do I need to drive the Showroom this month? How many Ups does my Showroom Sales Team need to contribute / drive to the Showroom? How many Showroom Sales Consultants do I need to have to handle these opportunities the right way?
  • 14. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Reverse-Engineer the Road Map! How many Internet Purchase Requests do I need to buy or generate this month? -How many from the OEM? -How many from my website? -How many from 3rd Party Lead Source Providers, Online Classifieds, etc…? -How many from Digital Marketing? -How many reps do I need to handle these opportunities correctly? -Internet Coordinator / BDC Reps -Internet Sales Consultants / “Point Guards”?
  • 15. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Reverse-Engineer the Road Map! How many Phone Ups do I need to generate this month? From the Conventional Sources? From the Digital Sources? How many reps do I need to handle the Phone Ups correctly?
  • 16. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Reverse-Engineer the Road Map! How many BDC opportunities do I need to generate this month? Data Mining / Equity Mining Unsold Showroom Traffic Lease Retention Special Finance Cross Promotional Marketing Fleet How many reps do you need to manage these leads?
  • 17. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Map It Out Start with Mapping out the “NEW” Showroom Sales Team, utilizing the “Money Mind Mapp” Strategy (Individual) = 30 Total Units Sold
  • 18. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Map It Out Start with Mapping out the “NEW” Showroom Sales Team, utilizing the “Money Mind Mapp” Strategy (Dealership) = 300 Total Units Sold 200 200 200 640 800 300 400 100 100 160 160 10 20 20 200 200 100 160 160 10 20 20 10 20 50 80 80 10 10 10
  • 19. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Map It Out Next - map out the Internet Sales and Phone Sales Strategy utilizing the “Money Mind Mapp.”
  • 20. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 There are 7 MAIN THINGS you need for your plan to work...
  • 21. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 1. Vision… Where are you going? What is the mission? And FAILURE IS NOT AN OPTION!
  • 22. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 2. Opportunities… You NEED LEADS! You can NOT sell something to NO ONE.
  • 23. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 3. People… You need to have the RIGHT people and the RIGHT AMOUNT of people working these opportunities!
  • 24. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 4. A Plan…Process, Structure. A Standard Operating Procedure for EVERYTHING.
  • 25. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 5. Training... Your people from the TOP down need to be fully trained.
  • 26. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 6. Accountability / Tracking... EVERYTHING needs to be tracked. NOT just the things your dealership has always tracked. People Technology Activities 4 Ps Vendors Managers EVERYTHING!
  • 27. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 The 7 Main Things 7. Evolve, Adapt and Improvise...FITFO
  • 28. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation HR / Recruiting Recruit Different! www.AutomotiveSalesCareers.com HR Recruitment Videos
  • 29. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation
  • 30. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation
  • 31. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation
  • 32. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation HR / Recruiting Use: Create a “Pro Pay Plan” Strategy -Employees Network -CONVENTIONAL Media! -Colleges/Universities/Tech Schools -Internships -ALL Internet Means...like a Digital Marketing Strategy -Your Website -ALL Social Media -Email Blasts -PAID Facebook Ad Manager -PAID OTHER Social Media
  • 33. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Types: Walk-In Phone Email Text Social Media Chat Other
  • 34. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Source: Be Ultra Specific Limit Options Status: Active Inactive Sold Future N/A
  • 35. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Action Plans Internet Phone Showroom After Hours Sold Dead
  • 36. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Templates / Scripts Video Email Template Library
  • 37. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training)
  • 38. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training)
  • 39. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Text Template Library HTML Template Library
  • 40. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation CRM (Set Up & Training) Training CRM Company CRM Content CRM Strategy CRM Customization
  • 41. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Communications Phone & Voicemail Text Messaging Email Video
  • 42. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Communications Apple Facetime/Skype
  • 43. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Communications CoVideo - Video Email
  • 44. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Communications CoVideo - Video Email
  • 45. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Communications Video Text Messaging Social Media DMs
  • 46. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Value Package Proposition (Why Buy) P. R. A. C. T. I. C. E. - Practice - Research - Availability - Convenience - Trade - “I Hate Car Salesman” - Credit - Everything Else
  • 47. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Value Package Proposition (Why Buy) Military/First Responders First-Time Buyers Women Students Teachers Service Perks Daycare Service Free Food Community Involvement
  • 48. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Value Package Proposition (Why Buy)
  • 49. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Value Package Proposition (Why Buy)
  • 50. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Training Pay Plan Dealership Bonus / Spiffs OEM Spins Dealership Information Orientation Employee Handbook Mission/Vision Statement Community Involvement OEM Incentives, Rebates, Programs, Specials Inventory New Used Unique Communication Resources / Types Phone Text Email Video Conference Text Chat Social Media & Chat
  • 51. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Training Technology Computers Tablets/iPads Search/Search Engines Google YouTube Apple Siri Amazon Alexa Telephones/Headsets Typing Spelling Grammar Chat Technology CRM Ecosystem Templates/Scripts Action Plans/S.O.P.s Taking Notes DMS Dealer Website Personal Website Vendor Websites Data/Equity Mining OEM Technology Hand-Raisers
  • 52. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Training Technology Video/Video Production YouTube SEO Microsoft Office Word Excel PowerPoint Online Reputation Google Reviews Video Testimonials Yelp Edmunds.com Cars.com Dealer Rater Technology Social Media Facebook YouTube LinkedIn Instagram Twitter Pinterest Social Media PAID Ads/ Campaigns
  • 53. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Training Personal Resources Typing Public Relations “PR” (Positive Propaganda) Networking Referral Generation Prospecting Speaking Appearance / Hygiene
  • 54. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Integration of Showroom & Internet / BDC… Showroom Sales Consultants into the Internet / BDC BEFORE they go on the Showroom Floor, they must do a “tour” in the Internet / BDC “Point Guards” “Overflow” Showroom Sales / Internet / BDC “Up System” Internet / BDC Reps onto the Showroom Sales Floor Promoting Internet / BDC Reps into Internet Sales Consultants / Point Guards or even as a traditional Showroom Sales Consultant.
  • 55. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Explaining of the “Point Guard” Role What are the responsibilities of a Point Guard? “Substitute Coordinator” “T.O. Manager” (Proactive and Reactive) Appointment Confirmations “B Team on the Relay Race” Who should be a Point Guard? Point Guard Pay Plan & Schedule Point Guard Accountability
  • 56. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation Explain the Internet Coordinator Role 120 Outbound Calls Per Day (11-14% Connection Ratio) 14-16.8 Conversations Per Day (30-35% Appointment Made Ratio) 5-6 Appointments Per Day (65-70% Appointment Show Ratio) 45% Selling Ratio
  • 57. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Implementation 31 Calendar Days 22 Employee Working Days 120 Calls per day x 22 = 2,640 Calls for the month 2,640 Calls x 12% = 317 Conversations 317 Conversations x 30% Appointment Made Ratio = 95 appointments 95 Appointments x 65% Appointment Show Ratio = 62 appointment shows 62 Appointment Shows x 45% Appointment Sold Ratio = 28 Units 28 Units x 5 Reps = 140 Units 1.5 Reps = 600 Calls per Day x 22 Days = 13,200 Calls 28 units x 10 Reps = 280 Units 10 Reps = 1,200 Calls per Day x 22 = 26,400 Calls EXAMPLE in March
  • 58. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Let’s Recap...
  • 59. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 We MUST Change our Paradigm
  • 60. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Perform a S.W.O.T Assessment ASAP
  • 61. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 We MUST Acknowledge What is Broken, Not Working, Not Set Up, etc...
  • 62. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Create a Plan with a Priority Protocol on What to Fix, Replace, or Secure...Take it One Bite at a Time.
  • 63. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Begin with the End Result in Mind...
  • 64. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Reverse-Engineer Your Road Map
  • 65. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Form VOLTRON! Showroom Strategy Internet Sales Strategy Phone Sales Strategy BDC Strategy
  • 66. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Form VOLTRON!
  • 67. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Integrate all Initiatives into one “Ecosystem”!
  • 68. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 STOP being “Upside Down”! Allocate PROPER resources accordingly!
  • 69. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Create a NEW and BETTER HR/Recruiting Strategy
  • 70. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Create a NEW and BETTER CRM Strategy
  • 71. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Start to utilize ALL forms of communication available to you for follow up and engagement of BOTH prospects and clients.
  • 72. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Create and master your dealership’s VPP
  • 73. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 Train, Train, Train, Train, and KEEP TRAINING! Utilize a Virtual Training, Tracking, Testing and Certification Platform and track the trajectory of each and every one of your employees!
  • 74. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 BUILD an “INTERNET DEALERSHIP” NOT an Internet Department!
  • 75. Rate sessions & download PPT decks on the Digital Dealer mobile app. Join the conversation #DD24 If you would like a copy of my PPTs and my TIME Video, please give me your business card and I will email you a copy ASAP. Please join the Millionaire Car Salesman Group on Facebook www.Facebook.com/groups/MillionaireCarSalesman Subscribe to my YouTube Channel www.YouTube.com/SeanVBradleyTV Call or Text Me: 267-319-6776 Email Me: SeanB@DealerSynergy.com THANK YOU!
  • 76. Contact Info Share an important takeaway you received from this session using hashtag #DD24 Don’t forget to using the mobile app! rate this session Sean V. Bradley, CSP - President & Founder Dealer Synergy seanb@dealersynergy.com