Digital Dealer - September 2017 - 13
new vehicle inventory
at 30,000 feet. You can
see this mentality in the
accompanying chart. You
have a dealer with three
distinctly different Nissan
Rogues, all with the same
standard discount-despite significant differences in how the market values and views the vehicle.
But some dealers view
this attrition-type approach
as an operational no-no.
They use the differences
in Market Days' Supply
(e.g., Overall, Like Mine),
color and trim levels to
shape their ordering,
dealer trade and pricing
decisions.
3. INNOVATION -
Today's shopper spends
75 percent of the buying
process in your online
showroom and 25 percent
in your physical showroom. Yet, many dealers
remain fixated on the next
round of TV and Radio
commercials promoting
their big inventories and
big discounts. Meanwhile, maneuver-minded
dealers are busy building
trust by innovating their
sales process. They
are moving more of the
painful portions of the
sales transaction (tradein/price negotiations and
financing) to their online
showroom, and delivering
an efficient, satisfying
delivery experience once
the buyer arrives in the
physical showroom. A
friend of mine in Atlanta
recently purchased a
truck, and never stepped
foot in the showroom.
He handled the entire
process over the phone
and on his computer. The
dealer delivered the truck
to my friend's driveway,
and he's been telling his
friends, like me, about the
experience ever since.
Mary Barra, CEO of
General Motors, says she
expects more change in
the auto industry in the
next five to 10 years than
we've seen in the last 50. I
think she's probably right.
It seems to me that
our ever-changing retail
environment requires
something more than the
conventional bigger-is-better strategy. With today's
sophisticated online auto
shopper, doesn't it make
the most sense to deploy
operational speed, insight
and innovation to your
advantage, and out-maneuver vs. out-spend the
dealer down the street?
BRIAN FINKELMEYER
is the Director of Business
Development for Conquest
at vAuto. In this role, he is
responsible for all aspects of
vAuto's New Car business.
Prior to vAuto, Brian spent
18 years with Nissan North
America in a variety of sales
leadership positions. He
is a routine presenter and
author for various automotive
trade publications. His topics
focus on the importance
of increasing new vehicle
inventory turn by having
the proper inventory mix,
strategically pricing based on
age and supply, and insights
on maximizing effectiveness
of dealers marketing
investment. EMAIL: Brian.
Finkelmeyer@vauto.com
D I G I TA L D E A L E R . C O M
SEPTEMBER 2017
13
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Table of Contents for the Digital Edition of Digital Dealer - September 2017
Digital Dealer - September 2017
Contents
Learning from Bad Examples
Increasing Leadership Effectiveness: It’s Simple (but Not Necessarily Easy)!
Out-Think, Don’t Out-Spend Your Competition
Great Possibilities Occur When Your Team Members Become Engaged
Your BRAND is Either Growing… or You’re Going!
BRIAN BENSTOCK GM & VP, Paragon Honda & Paragon Acura
SPECIAL SECTION: Digital Dealer 23 Show Highlights: Top Sessions, Keynotes, Exhibitor Listings, Summary Agenda, & Restaurants in Vegas
Letter from the Show Director
12 Questions to Answer for Social Media Success
Make It Happen, Watch It Happen, Wonder What the Hell Happened!
What Ever Happened to the Salesto- Service Introduction?
A Fresh Look at Valuing Reinsurance Cash Streams
Digital Dealer - September 2017 - Digital Dealer - September 2017
Digital Dealer - September 2017 - Cover2
Digital Dealer - September 2017 - 1
Digital Dealer - September 2017 - Contents
Digital Dealer - September 2017 - 3
Digital Dealer - September 2017 - Learning from Bad Examples
Digital Dealer - September 2017 - 5
Digital Dealer - September 2017 - 6
Digital Dealer - September 2017 - 7
Digital Dealer - September 2017 - Increasing Leadership Effectiveness: It’s Simple (but Not Necessarily Easy)!
Digital Dealer - September 2017 - 9
Digital Dealer - September 2017 - 10
Digital Dealer - September 2017 - 11
Digital Dealer - September 2017 - Out-Think, Don’t Out-Spend Your Competition
Digital Dealer - September 2017 - 13
Digital Dealer - September 2017 - Great Possibilities Occur When Your Team Members Become Engaged
Digital Dealer - September 2017 - 15
Digital Dealer - September 2017 - 16
Digital Dealer - September 2017 - 17
Digital Dealer - September 2017 - Your BRAND is Either Growing… or You’re Going!
Digital Dealer - September 2017 - 19
Digital Dealer - September 2017 - BRIAN BENSTOCK GM & VP, Paragon Honda & Paragon Acura
Digital Dealer - September 2017 - 21
Digital Dealer - September 2017 - 22
Digital Dealer - September 2017 - 23
Digital Dealer - September 2017 - SPECIAL SECTION: Digital Dealer 23 Show Highlights: Top Sessions, Keynotes, Exhibitor Listings, Summary Agenda, & Restaurants in Vegas
Digital Dealer - September 2017 - 25
Digital Dealer - September 2017 - Letter from the Show Director
Digital Dealer - September 2017 - 27
Digital Dealer - September 2017 - 28
Digital Dealer - September 2017 - 29
Digital Dealer - September 2017 - 30
Digital Dealer - September 2017 - 31
Digital Dealer - September 2017 - 32
Digital Dealer - September 2017 - 33
Digital Dealer - September 2017 - 34
Digital Dealer - September 2017 - 35
Digital Dealer - September 2017 - 12 Questions to Answer for Social Media Success
Digital Dealer - September 2017 - 37
Digital Dealer - September 2017 - Make It Happen, Watch It Happen, Wonder What the Hell Happened!
Digital Dealer - September 2017 - 39
Digital Dealer - September 2017 - What Ever Happened to the Salesto- Service Introduction?
Digital Dealer - September 2017 - 41
Digital Dealer - September 2017 - A Fresh Look at Valuing Reinsurance Cash Streams
Digital Dealer - September 2017 - 43
Digital Dealer - September 2017 - 44
Digital Dealer - September 2017 - 45
Digital Dealer - September 2017 - 46
Digital Dealer - September 2017 - 47
Digital Dealer - September 2017 - 48
Digital Dealer - September 2017 - 49
Digital Dealer - September 2017 - 50
Digital Dealer - September 2017 - 51
Digital Dealer - September 2017 - 54
Digital Dealer - September 2017 - Cover3
Digital Dealer - September 2017 - Cover4
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