Digital Dealer - December 2019 - 10

D E A L E R OP S & M ANAGEM ENT: Dig ita l I nt egr ati on

By Chase Abbott
VP of Sales, VinSolutions,
Dealer.com & Digital Retailing,
Cox Automotive Inc.

From Speculating
to Selling:
Overcoming Sales
Challenges with
Technology
It has been more than a
hundred years since
cars first became available
to the masses, and a lot has
changed in automotive since
then. In 2019, the vehicles
themselves and how they
are sold has matured
significantly - fueled by new
technologies. As more
models hit the market every
decade, and one-car
families turn into two- or

10

DECEMBER 2019

three-car households, it has
become more difficult for
dealers to anticipate
customer needs. In some

ways, the rise of e-commerce and the shift in
customer expectations that's
come with it has made

TO MAKE THE MOST
OF THE MOMENT AND THE
TECHNOLOGY, DEALERS
MUST EMBRACE THEIR
CRMS AND THE MANY
SYSTEM CAPABILITIES."

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

selling to customers even
more challenging.
While a lot with the
industry has changed, the
need to cater to customers
to move metal has remained
a common denominator for
dealership success - even
if the customers themselves
and the inventory have
evolved considerably. In
a highly connected world,
technology can help dealers
overcome today's unique
market challenges, and
even accommodate selling
with more precision and
success than ever before in
auto retail history.
CHALLENGE #1:
GETTING TO KNOW YOUR
CUSTOMERS

Customers come in all
shapes and sizes and
looks can be deceiving
when it comes to predicting
their needs. According to
the Cox Automotive and
VinSolutions Technology
and the Transformation of
Retail Study, 76 percent of
consumers expect a dealer
to know at least something
about them before they step
foot into the showroom. A
connected CRM can help
you to understand key
customer information like
the trade-in value of their
current vehicle, budget,
purchase and browsing
histories. By aggregating
this data from third-party
sites, which Cox Automotive
Car Buyer Journey study
finds are the most-used
sites for car shopping, you
can execute a tailored and
deliberate sales approach
and a positive customer
experience.
For example, a custom-


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Digital Dealer - December 2019

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

Digital Dealer - December 2019
Online Extras
Four Keys to Build a Better YOU
9 Areas That Build Value in Your Dealership
From Speculating to Selling: Overcoming Sales Challenges with Technology
For Sustainable Profit – Build a Purchasing Department
Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Get a Jump on Making It a Great New Year
Job Management Makes or Breaks Your Bank
Interview with Derek DeBoer of TC Chevy
Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
It’s Time to Move Beyond the Chaotic Dealer Website Experience
The Power of Used Car Marketing
9 Benefits of Doing a Year-End Social Media Audit
Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
A Case for an Efficient 2020 Dealership Advertising Budget
4 Critical Components of Effective Sales Training
Five Tips to Improve the Sales to Service Handoff
Seasons of Opportunities
Digital Dealer - December 2019 - Digital Dealer - December 2019
Digital Dealer - December 2019 - Cover2
Digital Dealer - December 2019 - 1
Digital Dealer - December 2019 - Online Extras
Digital Dealer - December 2019 - 3
Digital Dealer - December 2019 - Four Keys to Build a Better YOU
Digital Dealer - December 2019 - 5
Digital Dealer - December 2019 - 9 Areas That Build Value in Your Dealership
Digital Dealer - December 2019 - 7
Digital Dealer - December 2019 - 8
Digital Dealer - December 2019 - 9
Digital Dealer - December 2019 - From Speculating to Selling: Overcoming Sales Challenges with Technology
Digital Dealer - December 2019 - 11
Digital Dealer - December 2019 - For Sustainable Profit – Build a Purchasing Department
Digital Dealer - December 2019 - 13
Digital Dealer - December 2019 - Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Digital Dealer - December 2019 - 15
Digital Dealer - December 2019 - Get a Jump on Making It a Great New Year
Digital Dealer - December 2019 - 17
Digital Dealer - December 2019 - Job Management Makes or Breaks Your Bank
Digital Dealer - December 2019 - 19
Digital Dealer - December 2019 - Interview with Derek DeBoer of TC Chevy
Digital Dealer - December 2019 - 21
Digital Dealer - December 2019 - 22
Digital Dealer - December 2019 - 23
Digital Dealer - December 2019 - 24
Digital Dealer - December 2019 - 25
Digital Dealer - December 2019 - 26
Digital Dealer - December 2019 - 27
Digital Dealer - December 2019 - Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
Digital Dealer - December 2019 - 29
Digital Dealer - December 2019 - It’s Time to Move Beyond the Chaotic Dealer Website Experience
Digital Dealer - December 2019 - 31
Digital Dealer - December 2019 - 32
Digital Dealer - December 2019 - 33
Digital Dealer - December 2019 - The Power of Used Car Marketing
Digital Dealer - December 2019 - 35
Digital Dealer - December 2019 - 9 Benefits of Doing a Year-End Social Media Audit
Digital Dealer - December 2019 - 37
Digital Dealer - December 2019 - Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
Digital Dealer - December 2019 - 39
Digital Dealer - December 2019 - 40
Digital Dealer - December 2019 - 41
Digital Dealer - December 2019 - A Case for an Efficient 2020 Dealership Advertising Budget
Digital Dealer - December 2019 - 4 Critical Components of Effective Sales Training
Digital Dealer - December 2019 - 44
Digital Dealer - December 2019 - Five Tips to Improve the Sales to Service Handoff
Digital Dealer - December 2019 - 46
Digital Dealer - December 2019 - Seasons of Opportunities
Digital Dealer - December 2019 - 48
Digital Dealer - December 2019 - Cover3
Digital Dealer - December 2019 - Cover4
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