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Internet Sales – The Next Gen! Joe Webb – The funniest man in automotive industry
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Joe Webb would be here but he is busy calling in Airstrikes on IsIs
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We Need More Cowbell! Anthony Bartoli Rich Lucy
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Anthony Bartoli (yes, *the* Anthony Bartoli) Rich Lucy Who are these people, why we’re here, and why you should leave now.
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Buzzword Noun – An important sounding, usually technical, word or phrase often of little meaning, used chiefly to impress laymen. (Merriam-Webster) Website Autoresponder ILM 3 rd Party Leads Flash Metrics SEO/SEM/ Microsites Google Analytics VSEO Chat Blog Mobile Social Transparency ZMOT Big Data Reputation Management Content ?????????
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How did we meet?
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Early Conferences Exhibition Hall From Skills to Paying Bills
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So what happened?
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Internet Managers became Vendors/Consultants Dealers became dependent PROBLEM IS Sales process suffered Vendors/Conference Influence
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I ain’t afraid of no ghost.
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Vendors preach transparency Where is transparency on the other end Who is perpetuating the race to bottom? Transparency – What about vendors?
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Selling is not dead. NEWSFLASH!!!!!
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One of these things are not like the other
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SELLING THE VALUE?
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The price/value equation The Power of “No” Price vs. Value
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TO QUOTE OR NOT TO QUOTE, THAT IS THE QUESTION?
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Send Quotes How to kill the Quote and appease your desk managers “I just sent you 7 price quotes via e- mail…did you get them?” To Quote or Not to Quote, That is the Question.
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Do you communicate the value? “Yes, we have that EX-L in stock, your internet price is….” or…….. “Yes, that EX-L that you’re interested in is in stock, and is equipped with the most popular asked-for options (e.g., bluetooth, nav, etc.)….. Build Value in the Product
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“I am the……” “Here are some reviews…….” “Work by appointment to save you time and energy…..” Build Value in Yourself
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Have they researched? Never worth more…… Not more than? Handle the Trade / Use for Appointment
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Raising value = Raising Price Entire store has to go into sales mode Qualifying with potential of vehicle switch Product Presentation Demonstration Drive UA the Trade When they Arrive
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Time of Transaction Evidence Manuals Online Reviews At the Negotiating Table
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Where do we got from here?
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Have to hold vendors accountable Do something about it when there’s a problem Get the entire store on board with a showroom visit process that builds value and price Transparency Here? Definitely. Where do we go from here?
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Contact Info Anthony Bartoli Bommarito Nisan Honda VW Ford. eCommerce Director abartoli@bommarito.net Share an important takeaway you received from this session using hashtag #DD17 for a chance to win an iPad. Richard Lucy Tim Dahle Nisan eMarketing Director rich@timdahle.com
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