Digital Dealer - July 2019 - 48

Road Trip to DD27 | AUG 19-21, 2019 | Las Vegas

Feature DD27 Session

CRM Set Up
& Utilization:
A Deep Dive Into
Automotive CRM
Get a detailed roadmap and a checklist outlining
the exact steps to properly set up your CRM. Learn
strategies and best practices to ensure your new CRM
will be an immediate success. This session will go
LIVE to explore (in real-time) actual dealer CRMs and
conduct a 'CRM Surgery' to dissect and analyze various
elements in the back-end setup of their CRM.

Key Takeaways:

 Gain a true understanding of how vitally important
your CRM is and why. And if you are not the decision
maker, you will be able to clearly articulate this
information to the decision maker(s) and enlist them
in helping to get the CRM set up correctly as well as
getting their help in creating a true 'CRM Culture'
within the dealership(s).
 Learn how to properly set up your CRM, no matter
which company/platform you utilize. You will receive
a CRM checklist to take back to your organization so
you can follow proven steps to implement your new
strategy and processes.
 Discover ways to cut your current advertising/
marketing spend by 25% or more and how to properly
leverage your CRM to actually sell more cars, more
often and more profitably.
 Learn how to audit the CRM for HR accountability.
You'll leave this session with a detailed
implementation strategy and action plan on how to
actually accomplish this CRM renovation.
Presenter: Sean V. Bradley, CSP

consultant only delivers 9.6
units per month, but nine
times out of 10, it's because
they are only focusing on
a mere two to three out of
the eight different ways they
actually have to sell a car,
including:
-Walk-Ins
48

J U LY 2 0 1 9

-Be-Backs
-Phone-Ups
-Internet Opportunities
-Prior Customers/
Orphan Owners
-Service Conversions
-Referrals
-The Lost Art of
Prospecting

D I G I TA L D E A L E R . C O M

Continued from pg. 47

 If dealers raised the
minimum average to 14
units per sales consultant
multiplied by 10 sales consultants, you would have a
net lift of 40 units per month.
With an average of $2,000
per copy (front, back etc.),
that equates to an additional
$80,000 per month (multiply
that by 12 months and you
have $960,000 in one year).
Take the $184,500 in
annual savings from cutting
advertising spend by 25%
and add that to the $720,000
of additional sales revenue
for a total of $1,144,500 for
the sales department!
Now, let's add in the additional service RO revenue.
I estimate that by adopting
CRM best practices and
leveraging the platform
consistently between all of
the additional sales will also
increase trade-ins as well as
service repair orders. Here's
a conservative estimate
of the potential additional
revenue here: $25,000 in
fixed ops revenue per month
(multiply that by 12 months
and you have an additional
$300,000 annually). Add that
to the $1,144,500 for a total
of $1,444,500!
Now wait a minute; Before
you say, "That will never
work at my dealership" or
"We can't do that here," let
me just say this...
We live in a world that
has 3D printers that can
print vital organs to keep
people alive. We live in a
world where cars can drive
themselves.
Do not allow yourself, your
people, or your business
to settle for anything less.
Take a good look at your

marketing/advertising spend
to really assess your cost per
lead, cut back on wasted investments, and focus on the
most important part of your
business, your people! Equip
them with a properly set up
CRM system with processes
in place, and train them on
how to leverage the CRM
successfully (and hold each
and every person accountable, including yourself).
Be sure to attend my indepth CRM training session
at Digital Dealer 27 in Las
Vegas next month!
SEAN V. BRADLEY, CSP is an
entrepreneur, published author,
speaker, and award-winning
international trainer. He is an
eight-time NADA/ATD convention
speaker and a FranklinCovey
Certiﬁed Facilitator. He has earned
the coveted "CSP" designation in
the National Speakers Association.
Sean is also a member of the elite
"Million Dollar Speakers Group"
in the NSA, as well as a State
Association Speaker and Trainer.
He has spoken at over 217 NCM
and NADA 20 Groups. Sean
has personally trained 25,000+
automotive sales professionals in
1,100 unique rooftops. EMAIL:
seanb@dealersynergy.com

A D V E R TI S E R S IN D EX
ADVERTISER

PAGE

Advanta-Star Automotive Research.... C4
Construction SuperConference...........C3
National Pavement Expo.................... C2
Kerrigan Advisors............................... 17
RFID Journal...................................... 21
Payment Cloud .................................. 5
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Digital Dealer - July 2019

Table of Contents for the Digital Edition of Digital Dealer - July 2019
