As dealers move towards a digital selling environment, the tools inside the heads of the best vehicle salespeople and F&I managers are increasingly being replicated by digital tools for everyone to use. One of the classic, unspoken tools was the salesperson’s “Up Analyzer.” No, you won’t find that tool available for purchase. It’s a mental … Read more
Here’s your eleven question cheat sheet (there’s still more, but these are big). If the answer to any of these is no, there’s a good chance they aren’t contract ready: Are Taxes determined based on Street Address? Do they support Registration Type and dynamically change Fees? Do they handle Department of Revenue Fees? Do they … Read more
I bet you have never heard a customer say, “I can’t wait to go to the F&I Box.” Well, most consumers don’t know it’s called “the Box”; they know that going into F&I is stressful and time-consuming. They know to put up their guard and push hard to get through the protection offers as fast … Read more
Because it’s hard, and we like to do hard things. That is why we built a true penny perfect digital retailing platform. We don’t guess or estimate payments for our partners. We deliver a fully integrated platform that provides a payment structure just like you do for dealership showroom customers. CreditIQ isn’t required to be … Read more
The new digital retailing world is creating new expectations from your customers and new challenges for your retail processes. The ultimate goal, no matter how a customer decides to purchase, is to build trust and drive confidence throughout the purchase process. Ask these questions of the vendors you interview and you will better understand what … Read more
How do you feel when a customer goes all the way through the sales process, agrees to terms, and then tells you they want to “think about it” overnight? It’s deflating, annoying, and even disrespectful of your time. Especially when they never come back because they are at another dealership buying a vehicle from someone … Read more
Most BDC’s were set up to take internet and phone leads to allow the showroom floor salespeople to work the ups that were on the lot. Thus, they became information providers and appointment setters for the showroom sales staff. What would happen if you turned the BDC into a digital retailing sales force? One of … Read more
The allure of a digital retailing process for auto buyers is very enticing. Customers expect a digital retailing experience to be similar to their other online shopping experiences. They don’t understand nor care about the complexity of the automobile sale process and often walk away from digital “deals” when they get to the showroom and … Read more
What is the number one question of an online automotive shopper? Can I afford this vehicle and what is my monthly payment going to be? That would be an easy question if everyone had 800 plus credit scores, which are the payments usually advertised on dealership websites. 800 plus FICO scores account for just 13% … Read more
Dealers work with everyone who wants to buy a vehicle and with the sales process moving online quickly it’s important to define the common term of “Perfect”. There are a lot of vendors touting “Perfect” calculation products that can be confusing to dealers. Perfect sounds great but what does it actually mean? There are two … Read more
