There’s a lot more to it than people first realize
Overland Park, KS (Vocus) October 31, 2008
VinSolutions today announced the opening of their eCommerce Consulting Division. With automotive industry sales down an average of 27 percent, dealers are looking for an edge over their competition. Converting a higher percentage of Internet leads into Internet sales is an area where most dealership Internet departments could improve. “Internet Lead Management (ILM) is a large part of our business,” said Doug Kinney, VinSolutions’ CEO, “and it’s getting bigger every day, because Internet-generated sales are making a greater impact on dealers’ bottom lines.” According to J.D. Power, auto dealers subscribe to an average of 6.8 online lead providers, up from 5.6 in 2006; and 53 percent subscribe to a lead notification system. With continuing bleak sales projections circulating throughout the industry, running a profitable Internet sales department has become critical for success.
For an Internet department to be profitable, it needs good processes and people. VinSolutions’ new eCommerce Consulting Division is designed to provide their clients with both. Consultants develop programs based on dealership needs. Putting proven processes to work in innovative ways, dealers should see their closing ratios improve and revenues increase. Techniques for training salespeople to improve conversion rates from leads to sold customers are also part of the program.
Successful Internet salespersons are able to blend traditional sales techniques with effective written communication skills and computer savvy. “There’s a lot more to it than people first realize,” said Chris Hanson, VinSolutions’ new eCommerce Consulting Director. “The challenge for Internet salespeople is discovering how they can get involved in consumers’ online conversations. Once they accomplish this, they’ll be able to better manage the sales process.”
VinSolutions selected Hanson as eCommerce Consulting Director because of his proven track record in creating profitable dealership Internet departments. “Most of my past clients saw a 50 percent increase in their Internet sales by simply following the process and techniques I gave them,” Hanson said. The program is customized for each client’s needs, but most include training in follow-up and selling processes, templates, video e-mail, blogging, phone scripts, Web site design and vendor recommendations. Intuitive navigation schemes, user-friendly pages with video and interactive demonstrations, suggestions for richer content and more functionality, as well as search optimization techniques are all considerations in the world of eCommerce.
About VinSolutions (http://www.vinsolutions.com):
An industry-leading developer of Internet-based customer relations management (CRM) and Internet lead management (ILM) software, VinSolutions provides 24/7 dealership sales and marketing information to their clients anywhere Internet access is available. In addition to CRM, ILM and inventory management products, VinSolutions builds custom dealership Web sites, uploads inventory photos, offers their clients quality training and consulting services, as well as valuable customer support. VinSolutions is GM, Ford, Chrysler, Audi and Subaru certified and has working relationships, alliances and integrations with several automotive software service providers such as CarFax, Kelley Blue Book, AutoSoft, Inc., Autodata, RouteOne and DealerTrack.