1. Full Name I Company I Job Title I Email
Rethink The Consumer Experience:
Basing Your Sales Strategy On Quality & Value Versus Lowerst Price
Brad Kruse, SVP of Sales & Marketing at MAXDigital
Jason Price, National Sales Director at MAXDigital

2. INVENTORY MANAGEMENT PLATFORM
MARKETING & SALES
PLATFORM
2001
Inventory Management
2015
12 Billion Transactions
2010
Marketing & Sales
2008
2012

3. THE RISE AND DEMISE

4. WHAT ROAD WILL YOU TAKE?

5. 0-5 YEAR OLD CARS IN OPERATION

6. THE “SECRET”

7. THEY CAN’T BE SEPERATED
HOW CONSUMERS SEARCH
HOW CONSUMERS BUY
YEAR MAKE/MODEL COLOR
MILEAGE
PRICE
EXCITEMENT
TRUST
CONFIDENCE
PERCEIVED VALUE
FAIR PRICE
LOGICAL
EMOTIONAL
THEY CAN’T BE SEPERATED

8. What factor most influenced your buying decision?
they felt they were getting value and quality at a fair price.
#1: 79% Said…
because it was the lowest price.
#2: 21% Said…
LOGICAL
EMOTIONAL
*Source: CARMAX Study

9. What kind of retailer do you want to be?
‘you’re not just looking for a house, you're looking for a place for your life to happen’

10. What kind of retailer do you want to be?

11. BUILDING EMOTION IN THE SALE
EXCITEMENT
TRUST
CONFIDENCE
PERCEIVED VALUE
FAIR PRICE
EQUIPMENT PACKAGES
VEHICLE HISTORY
EXPERT REVIEWS
PRICING PROOF POINTS
EMOTIONAL

12. THERE’S A DISCONNECT SEARCH & PRICE EMOTION & VALUE
INTERNET DEPARTMENT
SALES DEPARTMENT
SEARCH
& PRICE
EMOTION
&
VALUE
THERE’S A DISCONNECT

13. OPERATIONAL HURDLES Information stays compartmentalized.
EQUIPMENT PACKAGES VEHICLE HISTORY
EXPERT REVIEWS PRICING PROOF POINTS
Information stays compartmentalized.
YEAR MAKE/MODEL COLOR
MILEAGE
PRICE
Volume of vehicles.
Turnover.

14. TO SUCCEED YOU MUST LOGIC EMOTION 3RD PARTY SITES DEALER WEBSITE BDC
ON THE LOT
SHOWROOM

15. LOGIC: EMOTION Year Make/Model Color Mileage Price Equipment Packages
Vehicle History
Expert Reviews
Pricing Proof Points
LOGIC
EMOTION

16. LOGIC: EMOTION Year Make/Model Color Mileage Price Equipment Packages
Vehicle History
Expert Reviews
Pricing Proof Points

17. WHAT DOES CHANGE LOOK LIKE?

18. I CHALLENGE YOU 1st 2nd Complete 5 vehicle audits.
YEAR MAKE/MODEL COLOR
MILEAGE
PRICE
EQUIPMENT PACKAGES VEHICLE HISTORY
EXPERT REVIEWS PRICING PROOF POINTS
1st
Complete 5 vehicle audits.
2nd
Complete 3 value prop tests.

19. QUESTIONS

20. Contact Info
Brad Kruse
MAXDigital
SVP of Sales & Marketing
Jason Price
MAXDigital
National Sales Director
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